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.