While having a plan may seem obvious, it surprises me that less than 5% of companies have a consistent negotiation framework across the enterprise. The second and more subtle part is having the correct negotiation framework. This type of negotiation is extensively taught, but unfortunately, it's suboptimal and can lead to disastrous results for a B2B sales negotiation. B2B Sales NegotiationIn a B2B sales negotiation, your goal is to win the opportunity, command a price premium and create a long-term relationship. Interestingly enough, a B2B sales negotiation framework can be used in conflict resolution and spot transactional negotiations, while a conflict resolution or transactional negotiation framework should rarely if ever be used for B2B sales.

Source: Forbes April 03, 2019 12:56 UTC