When it comes to negotiating, many sales teams and their leaders are hell bent on jumping into the detail up front, often based on either inferred pressure or direct pressure to get the deal done. When this happens, often the deal that gets done is not as good as it could have been, and sometimes the result is no deal at all. Having worked with sales teams for many years, negotiations need not be onerous. There is a simple process to follow and some key principles to be aware of. That’s what I explore in today’s episode.