30 November, 2013

1-3 sales: Tip, The common ground

Of course the goal of any deal is to reach a common ground so that the deal is a win-win situation

But sometimes the deal or some parts of it just must be win-lose situations, like:

-         Your company has to cut your salary the half, or fire you
-         A certain term has to be a yes/no without a chance to get compromise things

In these conditions you have to fight for this in every way possible, and be well prepared to win this through the 1st 2 dimensions of negotiation (setup and structure)

But don't over-negotiate stuff to the point that makes you a real pain in the ass. If things may come to this point, consider using a buffer then