Do you think of business negotiation as an art or a science?  If you said art, you're part of the majority.  If you said science, you're part of the future.  Are you willing to consider the advantages to learning and using a process?  Among the most important of these advantages are that the process:

• enables you to see a negotiation from both your side and that of your customer
• allows you to proactively manage the negotiation so that both sides benefit
• is applicable to virtually any kind of negotiation, regardless of how large or small the deal
• makes it possible for you to determine what you've done right and repeat it, or done wrong and correct it
• enables you to deal effectively with any kind of negotiating tactic
• increases the quality of internal negotiation
• helps you anticipate and deal with irrational competitive behavior and respond in a logical and sensible way
• fosters long-term relationships with your customers by building real business value
• allows companies to develop common goals, strategy and tactics
• enables organizations to integrate negotiation more fully into the sales process

If these are the types of advantages you are looking for, request our article on the six reasons for a strategic negotiation process below.