Negotiation

Business

Engagement

Introduction Guide

Negotiation

The Negotiation process is a strict value-protecting discipline rather than a reactive discounting exercise of mid- to late-deal concessions that erode contract margins and destroy future renewal baselines.

Back to Sales Library

Summary

This 3-page resource provides an introductory overview of Negotiation. It is organized into eight sections.

1. Mostly Won Before It Starts

2. Plan Before You Sit Down

3. Negotiate Interests, Not Positions

4. Trade, Never Give

5. Recognise the Tactics

6. Hold Your Nerve

7. What to Avoid

Download this resource

Full Document

Subscribe to Access

View and use this Affarico Sales Library resource with an active subscription.

Start Monthly

Join Annually

For the best resource access and use experience, Affarico is optimized for desktop viewing. Please revisit us on a device screen wider than 1000 pixels.

Perspectives