Negotiation Checklist

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

More from Entrepreneur

Terry's digital marketing expertise can help you with campaign planning, execution and optimization and best practices for content marketing.
Jumpstart Your Business. Entrepreneur Insider is your all-access pass to the skills, experts, and network you need to get your business off the ground—or take it to the next level.
Starting, buying, or growing your small business shouldn’t be hard. Guidant Financial works to make financing easy for current and aspiring small business owners by providing custom funding solutions, financing education, and more.

Latest on Entrepreneur