How to Manage a Sales Negotiation to Your BATNA

The #1 essential rule of sales negotiation is Always Be Willing to Walk Away.

You know when you should walk when you know your BATNA, or best alternative to a negotiated agreement.

When you’re feeling calm, clear-headed, and confident, you’re more likely to be a successful sales negotiator. Yet, anxiety is the most common emotion associated with negotiations, and anxious negotiators don’t perform well.