Negotiation Guide

Posted in Sales Tools  |  18 Comments

Negotiation is your opportunity to demonstrate your commitment (and your company’s) to a long-term relationship and to maximizing value for both parties (for those who sell to businesses, value is synonymous with return-on-investment).

Sales negotiation can be a formal event (at a specific time and date) or it can be an ongoing theme at different points in the sales process. It’s beyond price and includes the entire value proposition.

As a professional you’re seeking a mutually beneficial relationship with your prospects and customers (not something that benefits only you or them). Practiced and applied, negotiation skills can increase the level of trust and credibility you and your company have with your prospects and customers.

The negotiation guide below provides you and your team with a quick overview for your next potential negotiation with a prospect or customer. Use what fits for your particular sales world and toss what doesn’t.

And remember… Your success depends more on your pre-negotiation preparation than on the negotiation moment(s) itself.

Nothing fancy. Just the fundamentals… done well.


Your negotiation guide

(helpful tips for before, during and after)

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  1. Nike Fs Lite Run Recenze says:

    Thanks a lot. This sure is the one and only working tutorial. Great stuff!
    Nike Fs Lite Run Recenze

    24 June 2015

  2. Business Insights and Technology Tips - June 2012 - Cornerstone Consulting, Inc.Cornerstone Consulting, Inc. says:

    […] See: – Negotiation […]

    19 February 2014

  3. says:

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    18 January 2014

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    9 April 2013

  5. maita says:

    thank you so much for your realistic advice i learn a lot. more power!

    20 March 2012

  6. KnowledgeSeeker says:

    I recently met a sales manager who missed all the positive points discussed here and lost me!

    28 December 2011

  7. The Sales Appointment says:

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    The Sales Appointment

    19 December 2011

  8. Ck says:

    Good job

    22 June 2011

  9. Ray Collis says:

    Sound advice, thanks. In our research with buyers ( they tell us that crude and manipulative techniques such as the good cop – bad cop don’t work. They destroy trust. Even with todays more experienced buyers the old fashioned stuff of integrity, good communication and genuine search for the win-win is still very important.

    22 November 2010

  10. Negotiation: a WIN WIN proposition.. | Deborah Shane Toolbox says:

    […] out this Negotiation Guide from […]

    18 May 2010

  11. Juan Gonzalez says:

    thankyou for this helpful information

    5 April 2010

  12. Lawrence Rosenberg says:

    Well presented. Professional and effective advice.

    The point about working with the person who has the authority to negotiate and make decisions is the absolute backbone to the above guide.

    Also, for all you prospective dealmakers out there, make sure to negotiate from a position of strength by first qualifying that the prospect actually wants what you have before attempting to lift any barriers to entry. And, before entering into any type of negotiation, it is critical to ensure that all other objections to moving forward have been overcome, and that nothing else stands in the way of closing the deal except for the issue/s to be negotiated. Keep in mind that there is nothing more demoralizing for a salesman than rushing to negotiate a solution to one problem, only to find out that the prospect still has other concerns or worse, was never completely sold in the first place.

    14 November 2009

  13. Harry says:

    Nice post, clean and effective

    27 September 2009

  14. AUSTEN says:


    24 September 2009

  15. Vishveshwar Jatain says:

    BTW do check out our blog too –

    26 July 2009

  16. Vishveshwar Jatain says:

    I found this article very informative, tweeted your article (via @benifys) and bookmarking your website!

    26 July 2009


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