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Infographic: 16 Negotiation 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 tactics and 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 negotiation tactics when they arise.

In this infographic, we share 16 of the most common negotiation 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. By understanding these tactics you can improve your negotiation skills.

16 Sales Negotiation Tactics Infographic

Click to enlarge and view full infographic.

Topics: Sales Negotiation