The Difference Between Sports and Sales Negotiation - Winning

What does it mean to "win" a sales negotiation?takes the time to achieve what is possible
This sure looks like a simple question doesn't it? Ithrough the bargaining process."
think that in our minds, we all know what weThe interesting thing here is that "getting the
think winning looks like - after all, we see it inlowest / highest price" is nowhere to be found in
sports all the time. However, things are just a bitthis definition - I think that that speaks volumes.
different when it comes to sales negotiations...During a sports competition, nobody spends any
In sports, winning sometimes is achieved by atime worrying about what they can do to make a
blowout - the football game that ends up 60 - 0,better deal for the other side. However, during a
the no-hitter in baseball, etc. What's interesting issales negotiation, this can be critical because
that although these are clear victories for oneyou're going to be dealing with the other side in
team, the viewers get bored quickly and turn offthe future and this negotiation is just the start.
the game - why bother if you already knowFinally, one of the keys to being a successful sales
who's going to win. A lot of Superbowl gamesnegotiator is to make sure that the other side
have been like this.ends up being satisfied with the final deal that you
It turns out that sales good negotiations are a lotreach. Unlike sports, it's not over once the deal
more like sports games that are too close to callhas been inked. The other side still needs to
right up until the last moment.deliver on their promises and you want them to
Dr. Chester Karrass goes about defining a salesbe happy to do so - not unhappy and looking for
negotiation winner as being someone who "..ways to cut corners in order to make back some
understands what his or her objectives are andof what they feel that they've lost!