🤩 Today’s SPIN® Behaviour Challenge

You’re spending hours preparing for your negotiation. You should be planning it.

They sound identical. They’re not even close.

And Huthwaite’s behavioural research on elite negotiators proves it — with data that should make every enterprise seller rethink their pre-meeting routine entirely.

The Preparation/Planning Trap

Preparation is what most negotiators do.

They research the other party. They rehearse their arguments. They build their deck. They know their numbers cold.

It feels rigorous. It is rigorous.

It’s also the wrong investment.

Planning is what elite negotiators do differently.

They don’t just know their position — they map the entire negotiation space:

What are all the variables on the table — not just price?

Where can I give ground cheaply that feels valuable to them?

What does a good outcome look like for both sides?

Huthwaite found that average negotiators focus on their own position. Top negotiators focus on the range of possible outcomes — and plan moves across all of them.

Preparation arms you for battle. Planning makes battle unnecessary.

THE CHALLENGE: 

The Variable Map

Before your next complex negotiation, stop building arguments.

Instead, list every variable beyond price:

Payment terms. Implementation timeline. Support scope. Renewal flexibility. Pilot structure.

Then ask: “Where can I trade — not concede?”

The best negotiators don’t cave on price because they’ve already identified six other places to move. The client feels heard. The deal holds margin.

That’s not preparation. That’s planning.

Amateurs prepare their arguments. Professionals plan their options.

Drop “PLAN” in the comments if this reframes your next negotiation 👇​​​​​​​​​​​​​​​​

Need inspiration — text “30 min” on my mobile +4526700356

All the best.

Anders 🤩

#Planning #Negotiation #Huthwaite #SPINselling #BuyingCycle #SalesLeadership

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