Neuroscience of Negotiation Assessment | Neural Impact | The Neuroscience of Emotional Engagement

You are a leading solutions provider in your industry, and that gets you to the table negotiating with customers. Once there, you likely will meet with a professional negotiator, whose sole purpose is to extract blood from a stone. You’re the stone.

What we’ve seen over many years of conducting IT and business application negotiations (from both sides of the table), is unprepared negotiators losing deals at the last minute, or leaving money on the table. Non-professional negotiators make the same self-destructive mistakes time and again. We have also noted that negotiations with customers often take too long, using expensive legal resources and greatly increasing the cost of sale. To close more deals, obtain the highest revenue and the best business terms, at the lowest cost of sale, you need to become adept at the art of negotiation.

Take 10 minutes to answer the following questions and we will send you a quick assessment of how likely you are to succeed in your negotiation efforts. We’ll also provide you with recommendations as to how to be a more successful negotiator.

I feel my customers are unintelligent if they choose one of my competitors.*

When I start a negotiation, I get right down to business; there’s no time to chat about non-business subjects.*

When I agree with my customer on a price or contract term during negotiations, I know in the back of my mind I’ll eventually have to get it approved by my manager*

It’s more important to show the customer all the wonderful features of the technology we’re providing than focus on their small, specific problems during negotiations.*

Once I take a position during a negotiation, I won’t back down.*

I feel uncomfortable when the negotiation falls silent, so I try to fill the silence with helpful comments.*

To make my company look better, I tell my customer about the many faults of my competitors.*

When we get stuck on one contentious issue during a negotiation, I’m like a dog with a bone. I won’t let go until this one issue is resolved.*

I win customers during negotiations by aggressively pricing my solution lower than my competitors.*

I bring a sense of urgency to negotiations by establishing tight deadlines. I tell customers the price will go up if the deadline expires.*

I have given a customer further concessions or price reductions after I have said, “this is absolutely my best offer.”*

I never walk away from a deal. It’s better to make last minute concessions than to lose the business and leave with nothing.*

I save on legal costs by letting the customer’s lawyer handle making the changes to the contract that we agreed upon during negotiations.*

I have made minor changes to the customer contract without discussing these changes with the customer. They usually don’t notice.*

During the negotiating process, I review every change made to the contract. When we’ve finished negotiating, there’s no reason to read the entire contract one more time, so I just sign it.*

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