Negotiation Checklist

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

  • 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 thealternatives?
  • 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 proposedidea?
  • Are there other decision-influencers?
  • What deadlines are they facing?
  • Are they negotiating win-win or win-lose?

Excerpted from Creative Selling: Boost your B2BsalesExcerpted from Creative Selling: Boost your B2B sales

Editor's Pick

Have More Responsibilities at Work, But No Pay Bump? Use This Script to Get the Raise You Deserve.
Black and Asian Founders Face Opposition at All Levels — Here's Why That Has to Change
Thought Leaders

5 Small Daily Habits Self-Made Millionaires Use to Grow Their Wealth

We've all seen what self-made millionaires look like on TV, but it's a lot more subtle than that. Brian Tracy researched what small daily habits these successful entrepreneurs adopted on their journey from rags to riches.

Leadership

Two Stanford Professors Explain How to Produce Hundreds of World-Changing Ideas In 1 Hour

Cramming everyone into a conference room to "spitball" is a disaster. But with some structure and a system, literally thousands of ideas are within reach.