CREATING WIN-WIN NEGOTIATIONS!

The best strategy for building repeat business and referrals is to approach every sale with a win-win orientation. In other words, both you and the buyer should walk away from the negotiation feeling as if you succeeded. Implement the following strategies to join the ranks of sales professionals who create win- win outcomes with their buyers and customers:

• Develop a negotiating perspective of long-term mutual gain. The essence of win-win negotiation is shared benefit.
• Set a trusting, cooperative tone at the outset.
• Do your homework. Enter the negotiation with as much information as is available.
• Discuss the issues using first person plural pronouns. First person pronouns (we, our, us) highlight benefits and interdependence.
• Focus on interests, not positions. Positions are what you want; interests are why you want them.
• Increase the number of issues you negotiate. You increase the chances for win-win outcomes by increasing the number of issues you can resolve.
• Don't get caught up in the emotion of the negotiation. Maintain your composure, objectivity, and analytical powers. If you become angry, you lose.

Document deals. Record agreements as they are made; avoid any possibility of misunderstandings that might change the tone of your negotiation to a win/lose, and the reality of your negotiation to a lose/lose.