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Concessions vs. Negotiations: Sales Credibility at Stake

Iannarino

Many sales organizations use a terrible approach to negotiation, one that harms salespeople and their companies. Concessions are at the heart of this approach because many salespeople mistake concessions for negotiation. But first, let’s look at sales definitions:

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Five Powerful Sales Negotiation Tactics

Iannarino

There are a lot of books and programs about negotiating, and you can learn something useful from any of them, but many of the strategies and tactics are not designed for sales negotiations. Most of the time, our sales negotiations center on the price of what we sell, with occasional negotiations around indemnifications.

Negotiate 271
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How Strong are Your People at Sales Negotiation?

Anthony Cole Training

Negotiate by definition is to deal or bargain with others in preparation of a contract or business deal. As a verb, negotiate means to move through in a satisfactory manner. Oftentimes, sales negotiation tactics seem to be related to price – giving or getting the best rate or fees for a product or service.

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How to Align Multiple Functions Around Your Sales Negotiation Strategy

Force Management

Many companies mistake sales negotiation as a function conducted exclusively by sellers. We consider negotiation a team effort. In a complex B2B sales environment, it is rare for an individual seller to negotiate an entire deal on his/her own without the support, guidance and active participation from the rest of the organization.

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Ineffective B2B Sales Training and the Folly of BATNA Negotiation Strategy

Iannarino

I learned negotiation at Harvard Business School. After reading assignments and lectures, we spent most of the time negotiating scenarios. A lot of the ideas in the class came from Getting to Yes , a book by Roger Fisher, William Ury, and Bruce Patton, which I had read before.

Negotiate 290
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7 Vital Sales Negotiation Skills Every Rep Needs

Iannarino

In 2010, I said that “ Negotiation is the art of the deal.” And it’s still true today.

Negotiate 290
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The art of martech vendor negotiations

Martech

Negotiating with martech vendors requires a strategic approach that goes beyond budget considerations. Dealing with martech vendors Martech vendor negotiations are never the same – even when dealing with a company you already do business with. That variability is what makes negotiations fun to many yet anxiety-producing for others.

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