Negotiation Checklist Here's a partial list of what you need to know before you enter negotiations.

Feb 27, 2003

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What are the prospect's apparent needs?
Do any underlying needs exist?
What are the alternatives to your proposal?
What are the advantages/disadvantages of thealternatives?
How do your competitors fit into the alternatives?
What is the prospect's financial position?
How big a factor is the price?
How strongly are they committed to the proposedidea?
Are there other decision-influencers?
What deadlines are they facing?
Are they negotiating win-win or win-lose?

Excerpted from Creative Selling: Boost your B2BsalesExcerpted from Creative Selling: Boost your B2B sales

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