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Are You Selling or Negotiating?

This morning's post, "9 Rules for Negotiating a Complex Deal" explains how to negotiate, but doesn't make it clear that there's a big difference between selling and negotiating. This short video contains an excellent and clear explanation of the difference. Definitely worth a watch. I've included a summary afterwards, as usual.


Summary:

  • Selling is establishing a need, then matching the benefits of your offering to that need.
  • Negotiating is the actual process of bargaining to meet an mutually acceptable agreement.
  • Both are important parts of developing a sales and closing it.
  • Negotiation is about broader issues than price, like your overall business relationship.
  • If a negotiation to gets down to price alone, you're not negotiating, you're haggling.