Gamer World

Negotiation Tactics Are So 1981 – It’s Time to Develop New Negotiation Strategies

Negotiation learning in most organizations hasn’t made that leap if you consider that:

•      The respondents to our recent survey were six times more likely to have a sales process over a negotiation process.

•      The last defining book on negotiation, Getting to Yes, was written 20 years ago and is still a best seller and the marketplace standard. We believe it is time for some of those strategies and tactics to be updated to reflect modern market conditions.

•      Most negotiation training resembles 1981 sales approaches: long lists of tactics and counter-tactics (impossible to recall in the heat of battle) vs. strong analytics that provide actual insight into value to the customer (a natural extension of most sales and account management processes).

Sellers Lag Buyers in Negotiation

Buyers today are very savvy negotiators. Sellers lag the buyers by a significant margin, and negotiation learning is not on the sales training priority list for most organizations. It is as if the concept of negotiation is not embodied within the concept of sales, at most companies.

Create Corporate Negotiation Strategies but Empower the Sales Person

To combat commoditization attempts by buyers who are more negotiation savvy than sales people, we must stop viewing negotiation as a series of tips and tactics, and start integrating sales and negotiation processes.

Yet, in our recent survey, 62% of the respondents don’t do this, even when the marketplace demands it more than ever. Eighty percent say deals are getting bigger, longer and more complex with increasing consolidation and 89% are reporting longer-term relationships. In essence, there’s more on the table at every deal and the faster we approach negotiation strategies like buyers do – at the beginning of the sale – the better. Erase the lines between negotiating and selling. Do both simultaneously. Stop being a professional seller; start being a professional deal maker. You can make this happen by:

•      Creating corporate-wide negotiation strategies, ensuring everyone agrees on where they want to go.

•      Standardizing your negotiation process and language, ensuring everyone agrees on how they’ll get there.

•      Completely integrating the selling and negotiating processes.

•      Putting more power in the hands of the deal makers to make decisions; align internal negotiation to support and advance them, not slow them down.

•      Put negotiation learning on the agenda. Make it a part of sales training. It’s a skill today that every salesperson needs.

Negotiation skills are as important as basic selling skills. Negotiation has become an integral part of the selling process. It is a major function of the sales person’s job. However, most sales people are ill equipped to negotiate. When faced with price concession demands by the customer, sales people cave and seek concessions from sales management with little to show for them.

About the Author

For more details regarding negotiation strategies and online negotiation training visit http://www.negotiationsupportonline.com/.

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