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Infographic: 16 Tactics Buyers Use in Sales Negotiations

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Written by Erica Stritch
Vice President, RAIN Group

Good negotiators have the ability to recognize the negotiation style of the other party.

When a buyer comes to the negotiation in partner mode, it allows you to work collaboratively to create possibilities that expand the pie and result in the best possible agreement for both sides.


But what about when your buyer takes a different approach? What if your buyer is just trying to get the price reduced, get more from you for less, or something else altogether?


Despite the benefits of a partner-style negotiation, you need to know how to deal with positional buyer tactics when they arise.

In this infographic, we share 16 of the most common tactics a buyer might use, what they look like, and how you can be prepared for and respond to each so you can successfully negotiate with buyers on their terms.

After taking a look at the infographic, make sure to enroll in our RAIN Sales Negotiation online training program. You'll get the tools and develop the skills you need to take control of every negotiation so you walk away with not just a good deal, but the best deal possible. Enroll now.

16 Sales Negotiation Tactics Infographic

Click to enlarge and view full infographic.

Topics: Sales Negotiation