Negotiation

Successful negotiations in B2B sales are based on many components that have to play into each other. You always need a maximum and a minimum goal, you must be courageous, you must not give anything away in the negotiation and you must always know exactly what the negotiation is about. Thorough preparation for sales negotiation is of utmost importance.

This page summarizes many valuable negotiation tips from Armin L Rau, so that you always negotiate successfully, because you are well prepared.

Armin L Rau shares with you important tips from over 20 years of experience in negotiation and negotiation techniques in the form of short, concise statements.

More Negotiation Tips from Armin

B2B sales negotiations Rule No. 10: Never reveal your walk-away line, for any tradable.

B2B sales negotiations Rule No. 9: Don’t make quick deals. If in doubt, buy time. Don’t agree just to get a topic off the table. Always remember: there’s no free lunch.

B2B sales negotiations Rule No. 8: B2B-Verkaufsverhandlungen Regel Nr. 8: Never fall into the so-called beginners trap, meaning that you should never question the results you have achieve and worry that you might have done better. Analyse, learn, and just do better next. Don’t cry over spilled milk.

B2B sales negotiations Rule No. 7: In a negotiation, offer a total package and don’t reveal its components. By this, you avoid starting negotiations on each and every component. In addition, your counterpart can’t opt out of individual components or look for alternative solutions.

B2B sales negotiations Rule No. 6: In a negotiation there is nothing for free. If someone wants something from you, always ask for something to in return.

B2B Sales Negotiations Rule No. 5: Ask and listen more than you talk.

B2B Sales Negotiations Rule No. 4: If you are dealing with a specific subject, do not make the first offer. Leave it to your negotiating partner to do so. In this way, you can avoid bidding too low or too high in the first place.

B2B Sales Negotiations Rule no. 3: When someone makes an offer, don’t accept it immediately. You might be giving away too much.

B2B Sales Negotiations Rule no. 2: Don’t negotiate with yourself. Once you have defined your minimum and maximum goals for every tradable, don’t revise them. Go into the negotiation with them.

B2B Sales Negotiations Rule no. 1: Only negotiate, if you are asked. Never initiate a negotiation without a reason.

In a B2B sales negotiation, you need to know exactly which roles your negotiation partners on the other side of the table have. The two most important questions are: “Who is the decision-maker?” and “Who is the approver?”.

In a B2B sales negotiation, you want to know who the other parties are and if they are all “at the table”.

In B2B sales negotiations, you must understand what your counterpart really wants. Write down what you think before the negotiation, look for statements backing your assumption and adapt your point of view during the negotiation if necessary.

In B2B sales negotiations prepare by studying your counterpart. An important question is: “What is their BATNA (Best Alternative To a Negotiated Agreement) and when could they walk away?”

The more tradables you have in B2B sales negotiations, the lower the probability of reaching a deadlock situation or no agreement at all.

In B2B Sales Negotiations, regarding tradables of medium priority you would be prepared to settle closer to Walk Away Point.

In a B2B sales negotiation, tradables of medium priority should be achieved, but - if not – would not cause you to walk away.

In a B2B sales negotiation, the fewer high priority tradables you have, the better.

In a B2B sales negotiation, if tradables of high priority are not achieved, the outcome will be worse than your BATNA (Best Alternative To a Negotiated Agreement).

In a B2B sales negotiation, tradables of high priority must be achieved because otherwise you would act against your main interest. So, if your profit margin is of highest priority, you will not compromise on it. You will defend it and offer other tradables of lower priority to you, e.g. a free day of training.

Before a B2B Sales negotiation, after having listed your negotiation tradables, put them into three categories: high, medium, low. It helps you to keep in mind which ones you will negotiate easily and where you will need to stick to your guns.

In B2B Sales Negotiations, typical tradables you can use are: the scope of your solution or project, warranty time, project cycle time, or service levels.

Before going into a B2B sales negotiation, list all your tradables. These are issues and positions of the negotiation that need to be agreed upon jointly.

In B2B Sales Negotiations, your BATNA (Best Alternative To a Negotiated Agreement) increase your negotiation power.

In B2B Sales Negotiations, your BATNA (Best Alternative To a Negotiated Agreement) serves as the benchmark for accepting or rejecting the deal.

The BATNA (Best Alternative To a Negotiated Agreement) is the key factor for successful negotiation.

In order to increase your self-confidence and your negotiating position in B2B sales negotiations, you should always know what your "BATNA" is. BATNA stands for "Best Alternative To a Negotiated Agreement" and was introduced by Fisher / Ury in 1981.

In a B2B sales negotiation you must define your walk-away on every single tradable. And you must stick to it to show your determination.

In B2B, a negotiation is a type of conversation between two or more parties with the objective of reaching a decision.

Negotiations occur when both parties want something from the other and neither party can or wants to apply alternative forms of reaching a decision such as saying no, persuading, instructing, threatening, tossing a coin or giving in.

In a B2B negotiation, only revise your objectives if there is a compensation.

Three important preparations for a successful B2B negotiation: Set your objective, determine your tradables, truly understand your counterpart.

When setting a negotiation objective, concentrate on your most important interest.

In negotiations, always determine your walk-away point.

In a B2B sales negotiation, the more tradables you have, the lower the probability of reaching a deadlock situation or no agreement at all.

Your negotiation position is always better than you think.

In B2B sales negotiation, if possible, opt for constructive debate.

If you want to be a successful negotiator, you must discern emotions from facts. Concentrate on the facts and don’t let yourself being carried away.

The three mostly applied negotiation strategies are “pressure”, “partner”, “give in”. Choose them wisely. All of them can be extremely effective when used in the right situation.

A negotiation is a type of conversation between two or more parties with the objective of reaching a decision. Negotiations occur when both parties want something from the other and neither party can or wants to apply alternative forms of reaching a decision such as saying no, persuading, instructing, threatening, tossing a coin or giving in.

In negotiations, when defining your objectives, concentrate on the most important interest.

The objectives that you are defining for your B2B sales negotiations must have a minimum (your walk-away point) and a maximum (reflecting your ideal result). Make both of them specific and measurable.

In B2B sales negotiations, even if your tradable might be of low priority, it is a never a give away. There is no such thing as a free lunch.

When preparing for a B2B sales negotiation, you'll have to define you minimum and maximum goal for every tradable you have to offer