7 articles in this category
Stop haggling over price. The only number that matters in negotiation is your best alternative to a deal. Here's how to build and use your BATNA.
Stop haggling over price. Your only real leverage is your walk-away alternative. Here's how to build a BATNA before you sit down.
Price haggling fails in complex B2B sales. Learn why BATNA and ZOPA beat discounting, and how to use them to close more deals at higher margins.
Most sales teams prep for negotiation with the wrong framework. Here's why SPIN beats BANT and Challenger—except when it doesn't.
Forget clever closes. The single highest-leverage negotiation tactic is a strong BATNA. Here's how to build one before you sit down at the table.
Most reps negotiate from weakness because they skip the hard work of qualification. Here's how to flip the script with BATNA, ZOPA, and a Challenger m...
Compare BANT, MEDDICC, and SPIN on qualification depth, multi-threading, and negotiation leverage. We argue MEDDICC wins for complex deals, but SPIN s...