Why we're conditioned to avoid negotiating — and how we can learn to embrace it.
44% of sales representatives give up after the first 'no,' and another 22% give up after the second. And yet 60% of prospects say 'no' four times before eventually saying 'yes.' The gap between those who negotiate and those who don't isn't just about skill — it's about mindset.
This white paper explores where our deep-seated fear of negotiating comes from — fear, cultural norms, technology, and perceived risk — and provides practical steps to shift from an adversarial to a collaborative negotiating mindset that creates better outcomes for everyone at the table.
Download Free White PaperFear of being taken advantage of, cultural norms against negotiating, and the perceived risk of losing a deal altogether — this section unpacks the three root causes behind negotiation avoidance.
With 56% now ending relationships via digital media and decision-making becoming increasingly streamlined, we're getting less practice with the face-to-face interactions negotiations require.
University of Michigan research found that avoiding conflict results in increased and longer-lasting stress. In sales, reps who avoid negotiating lose deals or default to unnecessary discounts from the start.
Negotiations viewed as 'win or lose' propositions produce worse outcomes than those viewed as collaborations. This section explains why a win-win philosophy is both strategically smarter and better for long-term relationships.
Consider the other party's position, likely stances, and real goals before sitting down. This section covers how empathy and advance preparation change the dynamic of any negotiation.
As John F. Kennedy said: 'Let us never negotiate out of fear. But let us never fear to negotiate.' This section shows how to approach any negotiation from a position of principle — regardless of the power dynamic.
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