Negotiating Mastery

The goal of negotiating is to reach an agreement that satisfies both parties and moves the relationship forward. Each side feels that the other was fair. Fairness, or at least the perception of fairness, is critical. In order to achieve this, each side needs to uncover a better understanding of what the other really wants. The best test of a true win/win outcome is whether or not each party would want to enter into additional negotiations with the other in the future. A Sandler-trained salesperson knows how to get a good deal and leaves the other side thinking they negotiated a good deal too.