Category: Negotiation

Why Do Negotiations Fail?

Co-authored by Philippe Lavie

This is the last article in a 4 article series dealing with the Science and Process of Negotiating. After reviewing preparation, tactics, and an example of best practices in the IT world, we look at why negotiations at times can fail. For those of our readers that are looking for an action plan to prepare their sales force to negotiate, we have also highlighted the steps one should or could take to ensure readiness.

The Science And Process of Negotiation

Co-authored by Philippe Lavie

We looked at many of the available material on negotiation. We did not find one single source presenting the negotiation as a science and a process. This is our attempt to bring some of that to you. Preparation, tactics, an example in the IT world, and why do so many negotiations fail are the four segments in this series. This is the entire article as some of you may like to read the entire piece, not just one segment at a time

Preparing For Negotiations

Co-authored by Philippe Lavie

Negotiation is one of the most important skills sales people must master to become truly effective in their profession. Negotiation is also a strategy, a science, and a process that will dictate the type of relationship a seller is likely to establish with his prospects and clients. In this 4 article series, we will look at these topics: How to prepare for negotiating, what tactics are in play, we will illustrate with an IT centric example, and we will show you why so many fail at negotiation.

Common Buyer Tactics in Negotiations

Co-authored by Philippe Lavie

This is the second article in a series of four. Once you are prepared for negotiations, what tactics may you use? What tactics will you be subjected to and confronted with that will be originated from the buyer? Do you think buyers are being trained to negotiate? Do they have many arrows at their disposal to get you to discount more, give more, and squeeze you more on your offering? Should (or do) all negotiations end up with a deal? Does negotiation has to be a conflict, battle, or arm-twisting exercise?

Best Practices in Negotiations - An IT Case Study

Co-authored by Philippe Lavie

This is the third article in a series of four about the Science and Process of Negotiating. The first two dealt with preparation and tactics. This article brings an IT example to illustrate how negotiation can occur. We look first at purchasing strategies to derive negotiation engagement models within that industry.