Negotiation Tactics Cheat Sheet

This cheat sheet is designed to provide your sales commercial team with quick, actionable strategies
to enhance their negotiation skills. Print and distribute this guide to empower your team during client
interactions.

1. Preparation is Key
 Research: Know your client's background, needs, and previous concerns.
 Value Proposition: Clearly define what makes your offer valuable to them.
 Set Objectives: Know your ideal outcome, acceptable ranges, and your walk-away point.
 Anticipate Objections: Prepare responses to potential objections.
 Practice: Rehearse your pitch and possible negotiation scenarios.

2. Building Rapport
 Active Listening: Show genuine interest in understanding their needs and concerns.
 Empathy: Acknowledge their viewpoints and challenges.
 Common Ground: Highlight shared goals and values.

3. Effective Communication
 Clarity: Be clear about your offer, expectations, and limits.
 Positivity: Maintain a positive, cooperative tone.
 Body Language: Ensure your body language is open and confident.
 Silence: Use silence effectively; sometimes, letting the other party fill the silence reveals their
concerns or positions.

4. Strategic Concessions
 Don’t Give Away Without Getting Something in Return: Always ask for something in return for
any concession you make.
 Know Your Concessions’ Value: Understand what’s of low cost to you but of high value to them,
and vice versa.
 Use Timing Wisely: Don’t give all your concessions up front; save some negotiating power for later
stages.

5. Closing the Deal

 Summarization: Reiterate key points and agreed terms to clarify and consolidate agreement.
 Trial Closes: Use phrases like “If we agree on X, does that mean we have a deal?” to gauge
readiness.
 Address Final Objections: Be prepared to handle last-minute objections or requests.
 6. Handling Deadlocks
 Take a Break: If negotiations stall, suggest a short break or reschedule to resume discussions later.
 Introduce New Information: Sometimes, providing new data or options can break a deadlock.
 Involvement of a Third Party: A mediator or another stakeholder might offer a fresh perspective to
resolve sticking points.

7. Ethical Negotiation
 Integrity: Be honest and transparent in your dealings.
 Respect: Maintain respect for the other party regardless of how challenging negotiations become.
 Win-Win: Aim for solutions that benefit both parties, fostering long-term relationships.

Quick Tips:

 BATNA (Best Alternative to a Negotiated Agreement): Know yours and try to glean theirs for
leverage.
 Mirroring: Subtly mimic the body language of your counterpart to build rapport.
 Open-Ended Questions: Encourage them to reveal more about their needs and positions.

Use this cheat sheet to bolster your negotiation strategies and achieve more favorable outcomes in
your discussions. Remember, negotiation is not just about winning but finding a mutually beneficial
solution that strengthens your client relationships.
 The Art of Negotiation Roleplay: Scenarios and
Instructions
Negotiation roleplays are an excellent way for sales teams to practice and refine their negotiation
skills in a controlled, yet realistic environment. Below, you'll find detailed scenarios along with
comprehensive instructions designed to challenge participants and encourage the development of
effective negotiation strategies.

Scenario 1: High-Stakes Product Sale

Background: You are trying to sell an advanced piece of technology (e.g., medical equipment,
software solution, or machinery) that could significantly improve the operations of the client's
business. The client shows interest but is concerned about the cost and the integration process with
their current systems.

Objectives:

 For the salesperson: Close the deal by addressing concerns about cost, demonstrating the long-term value,
and offering a viable solution for integration.
 For the client: Negotiate a better price and ensure support during the integration process.

Instructions:

1. Preparation: Both parties review the product details, cost, and potential integration challenges.
2. Opening Statements: Each party presents their primary concerns and objectives.
3. Negotiation Process: Participants engage in negotiation, aiming to reach a mutually beneficial agreement.
4. Closing: A conclusion is reached, whether it’s an agreement or an agreement to revisit the negotiation at a
later time after further consideration.

Considerations:

 Can a payment plan or financing option be offered to address cost concerns?

 Could additional training or support be part of the package to ease integration worries?

General Instructions for All Scenarios

 Research: Both parties should come prepared, having researched potential arguments, comparative
advantages, and market standards.
 Strategy: Before starting, decide on your negotiation approach - collaborative, competitive, or a blend of both.
 Active Listening: Pay attention to the other party's concerns and objectives. Use this information to steer the
negotiation in a mutually beneficial direction.
 Flexibility: Be ready to pivot your strategy based on the flow of negotiation. If an impasse is reached, consider
creative solutions.
 Documentation: Always conclude with a summary of agreed terms and next steps, ensuring both parties are
on the same page.
 Scenario 2: Service Renewal with Added Requests
Background: A client is nearing the end of their current service contract. They’re overall satisfied but
they’ve received competitive offers from other providers. They’re interested in renewing but want
added services without a significant price increase.

Objectives:

 For the salesperson: Secure the renewal while accommodating some of the client's requests in a way that
remains profitable.
 For the client: Achieve more value from the renewed contract either through additional services or a better
price.

Instructions:

1. Preparation: Understand the terms of the existing contract, the client’s new demands, and what competitors
are offering.
2. Opening Statements: Each party outlines their wish list for the contract renewal.
3. Negotiation Process: Through negotiation, seek a balance between added services and pricing that suits
both parties.
4. Closing: Agree on the renewed contract terms, with clear documentation of any added services or changes in
pricing.

Considerations:

 Is there room to offer additional services at a lower cost?

 Can customer loyalty be leveraged for beneficial terms?

General Instructions for All Scenarios

 Research: Both parties should come prepared, having researched potential arguments, comparative
advantages, and market standards.
 Strategy: Before starting, decide on your negotiation approach - collaborative, competitive, or a blend of both.
 Active Listening: Pay attention to the other party's concerns and objectives. Use this information to steer the
negotiation in a mutually beneficial direction.
 Flexibility: Be ready to pivot your strategy based on the flow of negotiation. If an impasse is reached, consider
creative solutions.
 Documentation: Always conclude with a summary of agreed terms and next steps, ensuring both parties are
on the same page.
 Scenario 3: Long-term Partnership Negotiation
Background: Your company is interested in establishing a long-term partnership with a potential
client. The partnership would involve regular purchases and preferential terms. However, the client is
cautious, seeking assurances on price consistency and quality service over time.

Objectives:

 For the salesperson: Establish a long-term partnership by offering attractive terms and guarantees.
 For the client: Secure assurances on price and quality to justify a long-term commitment.

Instructions:

1. Preparation: Review potential benefits and risks of a long-term partnership for both parties.
2. Opening Statements: Highlight the primary goals and concerns regarding the partnership.
3. Negotiation Process: Discuss terms that could make a long-term partnership viable, including price
guarantees, quality checks, and regular review meetings.
4. Closing: Outline a draft agreement indicating the long-term partnership's framework, pending final approval
from higher management.

Considerations:

 Can volume discounts be offered for long-term commitments?

 How can both parties ensure quality and service standards are met over time?

General Instructions for All Scenarios

 Research: Both parties should come prepared, having researched potential arguments, comparative
advantages, and market standards.
 Strategy: Before starting, decide on your negotiation approach - collaborative, competitive, or a blend of both.
 Active Listening: Pay attention to the other party's concerns and objectives. Use this information to steer the
negotiation in a mutually beneficial direction.
 Flexibility: Be ready to pivot your strategy based on the flow of negotiation. If an impasse is reached, consider
creative solutions.
 Documentation: Always conclude with a summary of agreed terms and next steps, ensuring both parties are
on the same page.