Three Classic Negotiating Mistakes

Brian Jackson

[The Great Leadership Blog}

Recently I was teaching a class on negotiation for salespeople. I set up a buyer–seller role play scenario and I asked two participants to work through the scenario in front of the rest of the class.  Both were provided with the pertinent information they needed to secure a good deal; all they had to do was negotiate the price.  I specifically narrowed this role play down to this one issue; neither one of them knew what they were selling.  Such a scenario allows participants to focus on how best to work through the money issue.