How Do Titans Negotiate the Deal?
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Download "How Do Titans Negotiate
the Deal?" PDFWhen you hear the word "negotiation," you probably think about the tactics used to negotiate an agreement. However, before you can select the appropriate tactics, you must address the issue of strategy. Your negotiation strategy must align itself with your overall sales strategy.
I believe negotiations really start the moment you first meet the prospect. At that point, you start positioning yourself for the final negotiated agreement. Just like closing, the act of negotiating is not a one-statement event, not a matter of saying certain words or phrases. Your success depends much more on the emotional environment you establish early on in the relationship than on the tactics you use during the negotiation phase.
