Top 10 Negotiation Tactics Used by Buyers (And How to Respond)

This stage of the deal-making process can have huge implications on your ability to close and keep satisfaction high.

Plan to buy a new house or new vehicle? You can prepare for a good negotiation which can save you a lot of money. Monkey Business Images/Shutterstock

By Mike Schultz

Imagine that you worked on a sale for about nine months. The average size of your opportunities is roughly $600,000. This one is $2,400,000. About four times the size. You’ve run facilitated sessions, done interviews and organized a global team for the rollout. You’ve pulled out all the stops and received word that you’ve been awarded the contract. Sort of.

At the final stage, the buyer asks you to “come in to work out the key terms and conditions” in person with the CFO, purchasing leader, and the one business buyer you’ve worked with for the last nine months. You show up to the meeting scheduled for 8:15 a.m. and sit there for 75 minutes. Waiting.