When you give something up, try to get something in return. When you give something for nothing, there is a tendency for people to want more. In all fairness to you and your prospect, therefore, you should balance what you give and receive. For example, “I’ll lower the price if you pay in full within thirty day” or “I’ll give you ten percent off but you will be charged for additional services such as training.”
Look for things other than price to negotiate. For example, gain some flexibility by offering better terms, payment plans, return policies, delivery schedules, lower deposits or cancellation fees or
providing implementation and training programs. Often these things can be provided for less than your company would lose if you were to lower the price.
Do not attack your prospect’s demand, look for the motive behind it. Never tell a prospect his demand is ridiculous or unreasonable. Remain calm and ask for the reason behind the demand.
Do not defend your position; ask for feedback and advice from your prospect. If you get resistance to an offer, don’t get defensive. Say something like, “This is my thinking. What would you do if you were in my position?”
The successful resolution of a negotiation must first start with a commitment to do business together. It is then necessary for both parties to cooperatively maintain common interests and resolve any conflicts. The key to collaborative selling and negotiating is to always seek a win/win solution.