Wednesday, 10 September 2014

The Magic Negotiation Formula and Why it Works

Selling can be defined as convincing people that they should purchase your product.

Negotiation is agreeing the terms upon which the purchase will take place.

If you want to be a master persuader then you must master both.

A highly effective negotiation tactic (that I call "The Magic Negotiation Formula") that you can use to hone your negotiation skill is the Conditional Proposal.

When negotiating always make your proposals conditional. Use the "IF YOU... THEN I" format.
E.g. "If you agree to a two year contract, then I will review our discount position.

This makes it clear to the other party that you will only make the concession if they meet to condition you have proposed.

It is good practice in negotiation to give to get.

It is bad practice to give anything away without getting something in return! Use the "If You... Then I" magic negotiation formula to get better results.

Good luck and good negotiating!

Simon Hazeldine MSc FinstSMM is an international speaker and consultant in the areas of sales, negotiation, performance leadership and applied neuroscience.
He is the bestselling author of five business books:

·   Neuro-Sell: How Neuroscience Can Power Your Sales Success
·   Bare Knuckle Selling
·   Bare Knuckle Negotiating
·   Bare Knuckle Customer Service
·  The Inner Winner

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