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Negotiation Checklist

Here's a partial list of what you need to know before you enter negotiations.

February 27, 2003 1 min read

Opinions expressed by Entrepreneur contributors are their own.

What are the prospect's apparent needs?
Do any underlying needs exist?
What are the alternatives to your proposal?
What are the advantages/disadvantages of the alternatives?
How do your competitors fit into the alternatives?
What is the prospect's financial position?
How big a factor is the price?
How strongly are they committed to the proposed idea?
Are there other decision-influencers?
What deadlines are they facing?
Are they negotiating win-win or win-lose?

Excerpted from Creative Selling: Boost your B2B salesExcerpted from Creative Selling: Boost your B2B sales

How Do You Choose Just the Right Niche for Your Ecommerce Business? A Checklist

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