“They pulled out a $20 million dollar account. Now, what do we do?”

This prospect called in a panic that they lost a major account due to a problem in their negotiation.

The reality is they violated number 4 in this article. They didn’t understand the importance of it and they prepared for the negotiation with the idea of “winning”. I personally hate the idea of “winning” as it implies it is all a game. It doesn’t imply any accountability on both side.

Negotiating isn’t a game. It isn’t about “besting” your opponent.

It is about coming together to create solutions that benefit both sides or drive an outcome both sides will enjoy.

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