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Best
Practices Research Library
How to Negotiate a Favorable Sales
Outcome for the Buyer and Seller
Thank you for your interest in LSA's Sales
Negotiations Insights and Best Practices Research.
Click the whitepaper(s) title below to begin the
download process. For ease of future reference, we suggest clicking 
located in the right column of this page.
3
Steps
to Ensure that Negotiation Training Sticks
Would you like your negotiation training
to "stick?" Read this
whitepaper to learn a proven 3-phased approach based upon
research done with 20,000 executives, human resources
managers, and performance improvement consultants.
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Diagnosing the Root Cause of Your Negotiating
Problems:
Changing the Conversation from Price to Value
In the negotiation field, acute,
surface-level pain is often expressed
as “our margins are down” or “our salespeople are giving in on
price too quickly;” yet these are merely symptoms of a problem
that don’t contain enough information to stage an
intervention.
There are many root causes of negotiation problems creating
these symptoms and driving this pain – some selling-related,
some cross-functional.
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Most
Common Negotiation Tactics to Prepare For
Surprisingly, negotiating boils down to
two main tactics. Based on
over 3 years of research in 19 countries from a wide range of
industries, we uncovered the “most difficult” and “most common”
verbal negotiation tactics. The results astounded us. While
negotiations often feel unpredictable and challenging, 97%
of the
verbal tactics used globally followed a very, very
predictable
pattern that could be reduced to just two main propositions.
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