{"id":37842,"date":"2021-04-20T12:30:11","date_gmt":"2021-04-20T12:30:11","guid":{"rendered":""},"modified":"2023-05-12T13:01:46","modified_gmt":"2023-05-12T13:01:46","slug":"tactical-commercial-negotiation-techniques","status":"publish","type":"post","link":"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/","title":{"rendered":"7 Sales Negotiation Techniques &amp; 10 Tactics"},"content":{"rendered":"<p><a href=\"https:\/\/salesdorado.com\/en\/sales-negotiation\/negotiation-methods\/\" data-internallinksmanager029f6b8e52c=\"118\" title=\"Commercial Negotiation\">Commercial negotiation<\/a> is an art. However, it is based on a mixture of techniques and tactics that are well known to your negotiators. In this article, we give you 7 of the best commercial negotiation techniques and 10 proven tactics to get the most out of your tough negotiations.<\/p>\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_55 counter-hierarchy ez-toc-counter ez-toc-transparent ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title \" >Sommaire<\/p>\n<span class=\"ez-toc-title-toggle\"><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/#7-commercial-negotiation-techniques\" title=\"7 commercial negotiation techniques\">7 commercial negotiation techniques<\/a><ul class='ez-toc-list-level-3'><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/#1-define-the-negotiation-framework\" title=\"1 Define the negotiation framework\">1 Define the negotiation framework<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/#2-anchoring-techniques-be-the-first-mover\" title=\"2 Anchoring techniques be the first mover\">2 Anchoring techniques be the first mover<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/#3-use-silence-to-your-advantage\" title=\"3 Use silence to your advantage\">3 Use silence to your advantage<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/#4-surround-yourself-and-seek-advice\" title=\"4 Surround yourself and seek advice\">4 Surround yourself and seek advice<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/#5-systematically-validate-each-of-your-assumptions\" title=\"5 Systematically validate each of your assumptions\">5 Systematically validate each of your assumptions<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/#6-threaten-to-stop-everything\" title=\"6 (Threaten to) Stop everything\">6 (Threaten to) Stop everything<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/#7-harnessing-motivation\" title=\"7 Harnessing motivation\">7 Harnessing motivation<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/#10-tactics-for-better-negotiation\" title=\"10 tactics for better negotiation\">10 tactics for better negotiation<\/a><ul class='ez-toc-list-level-3'><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-10\" href=\"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/#1-extreme-demands-followed-by-small-and-slow-concessions\" title=\"1. extreme demands, followed by small and slow concessions.\">1. extreme demands, followed by small and slow concessions.<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-11\" href=\"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/#2-the-tactics-of-engagement\" title=\"2. The tactics of engagement.\">2. The tactics of engagement.<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-12\" href=\"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/#3-the-%e2%80%9ctake-it-or-leave-it%e2%80%9d-strategy\" title=\"3. the &#8220;take it or leave it&#8221; strategy.\">3. the &#8220;take it or leave it&#8221; strategy.<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-13\" href=\"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/#4-inviting-non-reciprocal-offers\" title=\"4. Inviting non-reciprocal offers\">4. Inviting non-reciprocal offers<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-14\" href=\"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/#5-wear-and-tear\" title=\"5. Wear and tear.\">5. Wear and tear.<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-15\" href=\"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/#6-personal-insults\" title=\"6. Personal insults.\">6. Personal insults.<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-16\" href=\"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/#7-bluffing-puffing-and-lying\" title=\"7. Bluffing, puffing and lying.\">7. Bluffing, puffing and lying.<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-17\" href=\"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/#8-threats-and-warnings\" title=\"8. Threats and warnings.\">8. Threats and warnings.<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-18\" href=\"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/#9-depreciate-your-alternatives\" title=\"9. Depreciate your alternatives.\">9. Depreciate your alternatives.<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-19\" href=\"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/#10-good-cop-bad-cop\" title=\"10. Good cop, bad cop.\">10. Good cop, bad cop.<\/a><\/li><\/ul><\/li><\/ul><\/nav><\/div>\n<h2><span class=\"ez-toc-section\" id=\"7-commercial-negotiation-techniques\"><\/span><span class=\"ez-toc-section\" id=\"7-commercial-negotiation-techniques\"><\/span>7 commercial negotiation techniques<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<h3><span class=\"ez-toc-section\" id=\"1-define-the-negotiation-framework\"><\/span><span class=\"ez-toc-section\" id=\"1-define-the-negotiation-framework\"><\/span>1 Define the negotiation framework<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><img decoding=\"async\" src=\"\/wp-content\/uploads\/2021\/04\/pitch-anything-oren-klaff-1024x576.jpg\" \/><\/p>\n<p class=\"bloc-quote\">&#8220;If you have to explain your authority, power, position, leverage, and advantage, you do not hold the stronger frame.&#8221;<\/p>\n<p>In his book <i>Pitch Anything<\/i>, Oren Klaff teaches us that in order to get our messages across, we need to create original pitches. But before you pitch, you need to get the &#8220;framework&#8221; right.<\/p>\n<p class=\"bloc-tips\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">What is a &#8216;frame&#8217;?<\/span><br \/>\nA frame is the perspective that each party brings to a social encounter. The different frames that meet do not coexist for long: they clash with each other, and one or the other takes control. Thus, in case of conflict, the stronger frame always absorbs the weaker frame and governs the social interaction.<\/p>\n<p>Oren Klaff identifies four types of frameworks that need to be identified to win the negotiation.<\/p>\n<h4>The power framework<\/h4>\n<p>This is the most common type of setting: the other side tries to show itself as more powerful than you in order to impress you. Visits to (large) offices (or choosing a huge meeting room for a three-way meeting&#8230;), gate-keepers, etc. are all ways of establishing this frame.<\/p>\n<p class=\"box\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">How to react?<\/span><br \/>\nBe the alpha in the room. Defiance and light humour are your best allies! By being both funny and defiant, your target instinctively understands that you are a pro.<\/p>\n<h4>The value framework<\/h4>\n<p>In the way they address you, the other party may try to put you in a position of inferiority, simply to gain an advantage over you in the negotiation. It is a question of playing on who needs the other more.<\/p>\n<p class=\"box\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">How to react?<\/span><br \/>\nWe always want what we can&#8217;t have. When you feel you are in a situation where someone is trying to reduce your value, turn the tables: &#8220;Could you tell me a bit more about yourself &#038; your company? Meaning: I don&#8217;t work with just anyone.<\/p>\n<h4>The time frame<\/h4>\n<p>You know when a client says &#8220;Hi, um, I only have 10 minutes to meet you, but come on in&#8221; and you say &#8220;I really appreciate your time. Thanks for fitting me into your busy schedule&#8221;? Well that&#8217;s exactly what you shouldn&#8217;t do!<\/p>\n<p>Indeed, by answering in this way you reinforce the power of your opponent and confirm his superiority.<\/p>\n<p class=\"box\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">How to respond?<\/span><br \/>\nInstead of thanking the person for their precious time, politely let them know that you need a time slot when they are available. Show them that you are valuable and that your time is as precious as theirs.<\/p>\n<h4>The analytical framework<\/h4>\n<p><img decoding=\"async\" src=\"\/wp-content\/uploads\/2021\/04\/austin-distel-rxpThOwuVgE-unsplash.jpg\" \/><\/p>\n<p>How many times have you given a presentation when suddenly one or more people in the room get into the technical details?<\/p>\n<p>It is the analyst&#8217;s frame that attacks you, which is particularly common among engineers and financial analysts. But this frame kills the scope of your speech!<\/p>\n<p class=\"box\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">How to react?<\/span><br \/>\nThe human brain is incapable of being both coldly analytical and warmly engaged in a story! When your target lingers on a technical topic, break this frame by telling a brief but relevant anecdote, involving yourself.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"2-anchoring-techniques-be-the-first-mover\"><\/span><span class=\"ez-toc-section\" id=\"2-anchoring-techniques-be-the-first-mover\"><\/span>2 Anchoring techniques: be the first mover<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Anchoring bias, theorised by Amos Tversky and Daniel Kahneman, is one of <a href=\"https:\/\/salesdorado.com\/en\/revenue-operations\/sales-psychology\/\">the psychological principles you need to know to sell better<\/a>.<\/p>\n<p>Indeed, the anchoring bias makes the negotiation more likely to be in favour of the person who makes the first offer.<\/p>\n<p>It is therefore recommended to be the first mover!<\/p>\n<p class=\"box\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">The advantage of a standardised contract:<\/span><br \/>\nFor even greater impact, you can open negotiations with a draft agreement, or standard contract, prepared with your legal advisor and all relevant decision-makers in your team. A standardised contract can also save time and money for both parties.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"3-use-silence-to-your-advantage\"><\/span><span class=\"ez-toc-section\" id=\"3-use-silence-to-your-advantage\"><\/span>3 Use silence to your advantage<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>In a negotiation, as in any discussion, we tend to fill awkward silences, usually with persuasive techniques and counter-arguments. But silence is not necessarily a bad sign, on the contrary.<\/p>\n<p class=\"box\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">The benefits of silence:<\/span><br \/>\nAllowing a few moments of silence can give you time to absorb everything your opponent has just said and thus defuse your tendency to anchor bias.<br \/>\nAlso, being silent is often much more telling than a bunch of protests.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"4-surround-yourself-and-seek-advice\"><\/span><span class=\"ez-toc-section\" id=\"4-surround-yourself-and-seek-advice\"><\/span>4 Surround yourself and seek advice<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Making decisions alone can be very dangerous in negotiations. We miss some of the biases and do not see the situation objectively.<\/p>\n<p>It is therefore essential to seek advice from trusted people who are better able to assess the situation in a meaningful way.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"5-systematically-validate-each-of-your-assumptions\"><\/span><span class=\"ez-toc-section\" id=\"5-systematically-validate-each-of-your-assumptions\"><\/span>5 Systematically validate each of your assumptions<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>The most dangerous thing in negotiation is to believe something that is false, without questioning it.<\/p>\n<p>The best negotiators patiently let others make their case, without interrupting. Indeed, encouraging the other party to speak first allows you to know what they are thinking.<\/p>\n<p>And, as one of the oldest maxims of negotiation says: he who mentions the numbers first loses.<\/p>\n<p class=\"box\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">Salesdorado&#8217;s advice:<\/span><br \/>\nIn most negotiations, the other side will tell you all their difficulties. Solve them as you go along so that you don&#8217;t let their problems become your own.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"6-threaten-to-stop-everything\"><\/span><span class=\"ez-toc-section\" id=\"6-threaten-to-stop-everything\"><\/span>6 (Threaten to) Stop everything<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Psychiatrists compare the impasse to alienation: both have a traumatic effect on people. Rather than sacrifice their sense of belonging, people prefer to distort the truth.<\/p>\n<p>Since negotiators are afraid of deadlock, they will do anything to avoid it. Threatening to stop everything is therefore a good negotiation tactic<b>, <\/b>part of the<a href=\"https:\/\/salesdorado.com\/en\/sales-negotiation\/negotiation-methods\/\">art of the deal<\/a><b>. <\/b><\/p>\n<p class=\"box\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">Salesdorado tip:<\/span><br \/>\nThreatening to leave the negotiating table is a powerful and uncomfortable technique: use it sparingly.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"7-harnessing-motivation\"><\/span><span class=\"ez-toc-section\" id=\"7-harnessing-motivation\"><\/span>7 Harnessing motivation<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><img decoding=\"async\" src=\"\/wp-content\/uploads\/2021\/04\/derek-oyen-4ReskwNsh68-unsplash.jpg\" \/><\/p>\n<p>In the iceberg theory of negotiation, the iceberg represents the needs, desires and motivations of your counterpart. Although you can easily see some of these needs, most of them are hidden below the surface.<\/p>\n<p>To achieve your goals, you need to be aware of these hidden needs and use them to influence your opponent&#8217;s decision.<\/p>\n<p class=\"box\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">What are the hidden needs?<\/span><br \/>\nSometimes needs have a structure, as in Maslow&#8217;s pyramid. But often it is up to the negotiator to discern the needs of the opponent. Overall, people want to be listened to, to be free to choose and to be treated honourably.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"10-tactics-for-better-negotiation\"><\/span><span class=\"ez-toc-section\" id=\"10-tactics-for-better-negotiation\"><\/span>10 tactics for better negotiation<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<h3><span class=\"ez-toc-section\" id=\"1-extreme-demands-followed-by-small-and-slow-concessions\"><\/span><span class=\"ez-toc-section\" id=\"1-extreme-demands-followed-by-small-and-slow-concessions\"><\/span>1. extreme demands, followed by small and slow concessions.<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>This is probably the best known negotiating tactic: it prevents parties from making concessions too quickly. However, this tactic can cause trade negotiations to drag on unnecessarily.<\/p>\n<p>Be clear about your own objectives, <a href=\"https:\/\/salesdorado.com\/en\/sales-negotiation\/batna\/\">the best alternative to a negotiated agreement (BATNA)<\/a> and your results &#8211; and don&#8217;t be intimidated by an aggressive opponent.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"2-the-tactics-of-engagement\"><\/span><span class=\"ez-toc-section\" id=\"2-the-tactics-of-engagement\"><\/span>2. The tactics of engagement.<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Your opponent may tell you that he or she has limited room to negotiate with you.<br \/>\nDo your best to find out if this argument is genuine. Perhaps your opponent does not have enough power to do business with you.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"3-the-%e2%80%9ctake-it-or-leave-it%e2%80%9d-strategy\"><\/span><span class=\"ez-toc-section\" id=\"3-the-take-it-or-leave-it-strategy\"><\/span>3. the &#8220;take it or leave it&#8221; strategy.<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Offers should rarely be non-negotiable. To defuse this negotiation tactic, try to ignore it and focus instead on the content of the offer. Then make a counter-offer that meets the needs of both parties.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"4-inviting-non-reciprocal-offers\"><\/span><span class=\"ez-toc-section\" id=\"4-inviting-non-reciprocal-offers\"><\/span>4. Inviting non-reciprocal offers<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>When you make an offer, you may find that your counterpart asks you to make a concession before making a counter-offer. Do not overbid by reducing your demands; instead, indicate that you are waiting for a counter-offer.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"5-wear-and-tear\"><\/span><span class=\"ez-toc-section\" id=\"5-wear-and-tear\"><\/span>5. Wear and tear.<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Sometimes you may find that your opponent keeps making bigger and bigger demands, waiting for you to reach your breaking point and give in. Tell them that you will only engage in an exchange of reciprocal offers.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"6-personal-insults\"><\/span><span class=\"ez-toc-section\" id=\"6-personal-insults\"><\/span>6. Personal insults.<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Personal attacks can feed on your insecurities and make you vulnerable. Take a break if you feel agitated, and let the other person know that you will not tolerate insults and other cheap tricks.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"7-bluffing-puffing-and-lying\"><\/span><span class=\"ez-toc-section\" id=\"7-bluffing-puffing-and-lying\"><\/span>7. Bluffing, puffing and lying.<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Exaggeration and misrepresentation can catch you off guard. Question claims that seem too good to be true and examine them closely.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"8-threats-and-warnings\"><\/span><span class=\"ez-toc-section\" id=\"8-threats-and-warnings\"><\/span>8. Threats and warnings.<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Want to know how to deal with threats? The first step is to recognise threats and warnings as the negotiating tactics they are. Ignoring or, alternatively, naming a threat are two effective strategies for defusing them.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"9-depreciate-your-alternatives\"><\/span><span class=\"ez-toc-section\" id=\"9-depreciate-your-alternatives\"><\/span>9. Depreciate your alternatives.<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>The other side may try to make you give in by belittling your BATNA. Do not let them shake your resolve.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"10-good-cop-bad-cop\"><\/span><span class=\"ez-toc-section\" id=\"10-good-cop-bad-cop\"><\/span>10. Good cop, bad cop.<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>When you are faced with a team of two negotiators, you may find that one person is reasonable and the other is tough. Understand that they are working together and don&#8217;t be fooled by these negotiating tactics.<\/p>\n<div class=\"bloc-tips\">\n<p><i class=\"fa fa-book\"><\/i><span class=\"title is-5\">To go further:<\/span><\/p>\n<ul class=\"icon-chevron\" style=\"margin-bottom: 0px\">\n<li style=\"list-style-type: none\">\n<ul class=\"icon-chevron\" style=\"margin-bottom: 0px\">\n<li><a title=\"Title of the article\" href=\"https:\/\/salesdorado.com\/en\/sales-negotiation\/negotiation-methods\/\" target=\"_blank\" rel=\"noopener noreferrer\">Negotiation method: five strategies for better negotiation <\/a><\/li>\n<li><a title=\"Title of the article\" href=\"https:\/\/salesdorado.com\/en\/revenue-operations\/build-a-sales-pitch\/\" target=\"_blank\" rel=\"noopener noreferrer\">How to build a good sales pitch <\/a><\/li>\n<li><a title=\"Title of the article\" href=\"https:\/\/salesdorado.com\/en\/revenue-operations\/examples-of-business-proposals\/\" target=\"_blank\" rel=\"noopener noreferrer\">How to prepare a successful business proposal? <\/a><\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/div>\n<div style=\"display: none;\"\n    class=\"kk-star-ratings kksr-valign-bottom kksr-align-center \"\n    data-id=\"37842\"\n    data-slug=\"\">\n    <div class=\"kksr-stars\">\n    <div class=\"kksr-stars-inactive\">\n            <div class=\"kksr-star\" data-star=\"1\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"2\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"3\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"4\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"5\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n    <\/div>\n    <div class=\"kksr-stars-active\" style=\"width: 0px;\">\n            <div class=\"kksr-star\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n    <\/div>\n<\/div>\n    <div class=\"kksr-legend\">\n            <span class=\"kksr-muted\">Qu'avez-vous pens\u00e9 de cet article?<\/span>\n    <\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Commercial negotiation is an art. However, it is based on a mixture of techniques and [&hellip;]<\/p>\n","protected":false},"author":49,"featured_media":5130,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[222,273,264,303],"tags":[312],"class_list":["post-37842","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-account-based-marketing","category-revenue-operations","category-sales-negotiation","category-sales-strategy","tag-guides"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>7 Sales Negotiation Techniques &amp; 10 Tactics | Salesdorado<\/title>\n<meta name=\"description\" content=\"Discover here the best techniques and tactics to know to win your commercial negotiation.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"7 Sales Negotiation Techniques &amp; 10 Tactics | Salesdorado\" \/>\n<meta property=\"og:description\" content=\"Discover here the best techniques and tactics to know to win your commercial negotiation.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/\" \/>\n<meta property=\"og:site_name\" content=\"Salesdorado\" \/>\n<meta property=\"article:published_time\" content=\"2021-04-20T12:30:11+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2023-05-12T13:01:46+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/salesdorado.com\/wp-content\/uploads\/2021\/04\/shirly-niv-marton-EvGwPnK6apM-unsplash.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1440\" \/>\n\t<meta property=\"og:image:height\" content=\"810\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Axel Lavergne\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Axel Lavergne\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"7 minutes\" \/>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"7 Sales Negotiation Techniques &amp; 10 Tactics | Salesdorado","description":"Discover here the best techniques and tactics to know to win your commercial negotiation.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/","og_locale":"en_US","og_type":"article","og_title":"7 Sales Negotiation Techniques &amp; 10 Tactics | Salesdorado","og_description":"Discover here the best techniques and tactics to know to win your commercial negotiation.","og_url":"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/","og_site_name":"Salesdorado","article_published_time":"2021-04-20T12:30:11+00:00","article_modified_time":"2023-05-12T13:01:46+00:00","og_image":[{"width":1440,"height":810,"url":"https:\/\/salesdorado.com\/wp-content\/uploads\/2021\/04\/shirly-niv-marton-EvGwPnK6apM-unsplash.jpg","type":"image\/jpeg"}],"author":"Axel Lavergne","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Axel Lavergne","Est. reading time":"7 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/#article","isPartOf":{"@id":"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/"},"author":{"name":"Axel Lavergne","@id":"https:\/\/salesdorado.com\/en\/#\/schema\/person\/cd744347dfca9e520f11f2341f52cfe8"},"headline":"7 Sales Negotiation Techniques &amp; 10 Tactics","datePublished":"2021-04-20T12:30:11+00:00","dateModified":"2023-05-12T13:01:46+00:00","mainEntityOfPage":{"@id":"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/"},"wordCount":1486,"commentCount":0,"publisher":{"@id":"https:\/\/salesdorado.com\/en\/#organization"},"image":{"@id":"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/#primaryimage"},"thumbnailUrl":"https:\/\/salesdorado.com\/wp-content\/uploads\/2021\/04\/shirly-niv-marton-EvGwPnK6apM-unsplash.jpg","keywords":["Guides"],"articleSection":["Account Based Marketing","Revenue operations","Sales Negotiation","Sales strategy"],"inLanguage":"en-US","potentialAction":[{"@type":"CommentAction","name":"Comment","target":["https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/#respond"]}]},{"@type":"WebPage","@id":"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/","url":"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/","name":"7 Sales Negotiation Techniques &amp; 10 Tactics | Salesdorado","isPartOf":{"@id":"https:\/\/salesdorado.com\/en\/#website"},"primaryImageOfPage":{"@id":"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/#primaryimage"},"image":{"@id":"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/#primaryimage"},"thumbnailUrl":"https:\/\/salesdorado.com\/wp-content\/uploads\/2021\/04\/shirly-niv-marton-EvGwPnK6apM-unsplash.jpg","datePublished":"2021-04-20T12:30:11+00:00","dateModified":"2023-05-12T13:01:46+00:00","description":"Discover here the best techniques and tactics to know to win your commercial negotiation.","breadcrumb":{"@id":"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/#primaryimage","url":"https:\/\/salesdorado.com\/wp-content\/uploads\/2021\/04\/shirly-niv-marton-EvGwPnK6apM-unsplash.jpg","contentUrl":"https:\/\/salesdorado.com\/wp-content\/uploads\/2021\/04\/shirly-niv-marton-EvGwPnK6apM-unsplash.jpg","width":1440,"height":810,"caption":"jeu d'\u00e9checs"},{"@type":"BreadcrumbList","@id":"https:\/\/salesdorado.com\/en\/sales-negotiation\/tactical-commercial-negotiation-techniques\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/salesdorado.com\/en\/"},{"@type":"ListItem","position":2,"name":"Sales Negotiation","item":"https:\/\/salesdorado.com\/en\/.\/sales-negotiation\/"},{"@type":"ListItem","position":3,"name":"7 Sales Negotiation Techniques &amp; 10 Tactics"}]},{"@type":"WebSite","@id":"https:\/\/salesdorado.com\/en\/#website","url":"https:\/\/salesdorado.com\/en\/","name":"Salesdorado","description":"Work smarter, close more","publisher":{"@id":"https:\/\/salesdorado.com\/en\/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/salesdorado.com\/en\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Organization","@id":"https:\/\/salesdorado.com\/en\/#organization","name":"Salesdorado","url":"https:\/\/salesdorado.com\/en\/","logo":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/salesdorado.com\/en\/#\/schema\/logo\/image\/","url":"https:\/\/salesdorado.com\/wp-content\/uploads\/2023\/09\/sdo-icon.png","contentUrl":"https:\/\/salesdorado.com\/wp-content\/uploads\/2023\/09\/sdo-icon.png","width":176,"height":176,"caption":"Salesdorado"},"image":{"@id":"https:\/\/salesdorado.com\/en\/#\/schema\/logo\/image\/"}},{"@type":"Person","@id":"https:\/\/salesdorado.com\/en\/#\/schema\/person\/cd744347dfca9e520f11f2341f52cfe8","name":"Axel Lavergne","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/secure.gravatar.com\/avatar\/61f747d3f9cf567b4798115cbe804631716aceb94350e6facdf49965a8571d70?s=96&d=mm&r=g","url":"https:\/\/secure.gravatar.com\/avatar\/61f747d3f9cf567b4798115cbe804631716aceb94350e6facdf49965a8571d70?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/61f747d3f9cf567b4798115cbe804631716aceb94350e6facdf49965a8571d70?s=96&d=mm&r=g","caption":"Axel Lavergne"},"description":"Axel est un des co-fondateurs de Salesdorado. Il est aussi le fondateur de reviewflowz, un logiciel de gestion des avis clients.","sameAs":["https:\/\/salesdorado.com\/","https:\/\/www.linkedin.com\/in\/lavergneaxel\/","https:\/\/salesdorado.com\/wp-content\/uploads\/2023\/08\/axel-lavergne.jpeg","18SMiJ_YMKevIubRtPv-bVr5W3uQct3aB8goMkty1v6s","Fondateur @ Salesdorado & reviewflowz.com"],"url":"https:\/\/salesdorado.com\/en\/author\/axelmetacompany-co\/"}]}},"_links":{"self":[{"href":"https:\/\/salesdorado.com\/en\/wp-json\/wp\/v2\/posts\/37842","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/salesdorado.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/salesdorado.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/salesdorado.com\/en\/wp-json\/wp\/v2\/users\/49"}],"replies":[{"embeddable":true,"href":"https:\/\/salesdorado.com\/en\/wp-json\/wp\/v2\/comments?post=37842"}],"version-history":[{"count":0,"href":"https:\/\/salesdorado.com\/en\/wp-json\/wp\/v2\/posts\/37842\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/salesdorado.com\/en\/wp-json\/wp\/v2\/media\/5130"}],"wp:attachment":[{"href":"https:\/\/salesdorado.com\/en\/wp-json\/wp\/v2\/media?parent=37842"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/salesdorado.com\/en\/wp-json\/wp\/v2\/categories?post=37842"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/salesdorado.com\/en\/wp-json\/wp\/v2\/tags?post=37842"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}