If Marketing is doing its job, it is bringing in sales leads. If Sales is doing its job, it is capturing those leads and cultivating relationships. Once the needs are discovered and a match of services is made, the time comes for negotiation. What are you willing to promise, give away, or hold tight to? How much are you willing to bend and compromise? The main thing to remember is negotiation is not an Us vs. Them situation. The goal is to find a solution that benefits both parties and furthers each party’s goals. When negotiation is done well and the work is done well, relationships flourish and long-term partnerships emerge. If negotiation goes poorly, it only hurts you and your long-term goals. Check out this 5 step negotiation process that will help guide you to a positive result that will benefit both parties.
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