Negotiating to low in the organization
We all like to stick to what we know and what works for us. In negotiation, this is true as well. Many representatives on the seller’s side feel uncomfortable engaging decision-makers on the buyer’s side. It can be attributed to a lack of experience or fear of engaging someone more senior than ourselves. Ultimately, relying on someone you are negotiating with to engage and convince the decision-maker on your behalf is a dangerous tactic that should not be part of your everyday toolbox.
The impact could be significant – loss of the deal entirely, loss of revenue, or a severe delay in meeting deadlines.
Next time you negotiate, follow these six steps to ensure success:
Identify the decision-maker before the negotiation begins.
Make sure you know how to reach out to her or who in the company has a relationship with her.
Reach out to her and build rapport.
Incorporate into your negotiation plan when and how you plan to engage with her.
Ensure that your concession strategy includes specific steps for the decision-maker.
Please do not rely on other people you are negotiating with to do your job. Do it yourself.
Talk to a negotiation expert
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