Do you view sales and negotiation as separate functions?  All too often sales people do and all too often they are not.  Selling is about assessing and building value; negotiation is about dividing the value – they happen together.

Good negotiating outcomes begin with and depend on value-oriented discovery and selling.

To increase negotiation results:

• Ask more questions to identify client problems and challenges correctly.
• Understand customers’ perceptions and priorities around value and how much your solution could benefit them in terms of saving time and money.
• Negotiate for the best outcome rather than concede on price at a customer’s first objection.