Negotiations are everywhere.
From selling big corporate deals and setting salaries to deciding what to watch on TV and getting your kids to eat their vegetables, we’re constantly playing a game of give and take.
For every negotiation you encounter, you’ll find at least ten different pieces of advice telling you ten different ways to handle the situation.
But guess what? Negotiation advice isn’t universal, and some is flat-out wrong.
Apply the wrong advice to your sales negotiations and you’ll likely drive down margins, slow the sales process, and lose deals you could’ve won.
In this white paper, Mike Schultz and John Doerr, Presidents of RAIN Group and bestselling authors of Rainmaking Conversations and Insight Selling, identify 5 common pieces of sales negotiation advice that cause sellers to say and do the wrong things in negotiations, resulting in alienated buyers, damaged relationships, and lost deals.