Coaching Leadership Quotes on Negotiation

Negotiating is an art. The ultimate goal is to have a win-win for yourself, your company, and your client. Non-productive negotiation can be attributed to many aspects of your call style, content and presentation as well as many outside factors that may not be within your control. The key is to control as many factors as possible, keeping the odds both parties will be pleased with the outcome as the negotiation progresses, and hopefully, concludes.Get to the decision-makers. If you negotiate at the highest level, the chances of favorable outcomes are dramatically increased. If your negotiation is focused at mid-level management or junior people, the price becomes the centerpiece for the negotiation. If they score a victory in the negotiation, they make themselves look good in the eyes of their boss.

Enter all negotiations looking like you’re successful in your field. Your customer will never be surprised by your price if you look expensive and upscale.

Limit the number of people in the negotiation. Committees are difficult to deal with because the added number of participants adds extra pressure on you to give concessions. Individual members of any group negotiating do not want to appear soft to other members of the group. Focus on the leader that the others appear to be following.

Sell value, not price. If your pricing is good, the client will view the price as fair based on your overall involvement in the negotiation. Remember once the negotiation is concluded to stay in the game. Your constant vigilance is as important as the success of the negotiation. Stay involved with your client through the implementation phase.

Negotiation doesn't stop once the sale is made or the contract has been signed. Be sure to position yourself for the next round. Your client will return because they felt good about the first negotiation and enjoyed working with a professional.


“There is hardly anything in the world that some man cannot make a little worse and sell a little cheaper and the people who consider price only are this man'’ lawful prey.”- John Ruskin

“If you are totally customer-focused and you deliver the services your customers want, everything else will follow.”- Roger Enrico

“Be not afraid of going slowly; be afraid of standing still.”- Ancient Chinese Proverb

“The best way to have a good idea is to have lost of ideas.”- Linus Pauling

“Many men go fishing all of their lives without knowing that it is not fish they are after.” - Henry David Thoreau



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