--- title: Negotiating In Good Faith | The Sales Blog description: There can be no deal if both sides refuse to negotiate and seek a solution. One side believes that letting go of their position means losing. In their view, there is nothing as valuable as the place that they have staked out. The other side believes they cannot accept that position, and so, they have […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_557306812.jpg --- ### [Now booking SKO meetings for 2026/27! 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One side believes that letting go of their position means losing. In their view, there is nothing as valuable as the place that they have staked out. The other side believes they cannot accept that position, and so, they have reached a stalemate, which means both sides lose. The other side believes they have to defend their position and anything that would change what they have laid out as necessary to a deal means losing. The first side cannot agree to those terms, and so there is no movement. Neither side gets what they want or need. What both sides have done is cut themselves off from the possibility of [collaboration](http://thesalesblog.com/2013/03/16/on-conflict-and-collaboration/) in trying to find a solution in which both sides will benefit as much or more than the current position to which they are committed to now. The refusal to let go of your position long enough to explore other options is a kind of pig-headed devotion to how you achieve an outcome instead of a similar commitment to achieving the outcome itself. It also eliminates the exploration of new potential deals that create better outcome for both parties. Not that it always works, but the person who is willing to be most vulnerable and suggest they are willing to explore new possibilities can break the logjam by [going first](http://thesalesblog.com/2015/04/23/the-courage-to-go-first/), by suggesting they are willing to give up their current position to a seek a better position for both parties. Sometimes the outcomes of two parties are at such odds that there is no new possibilities because the outcomes are in conflict. But more often than not, there is a way for each party to work towards a solution where both parties find a position that is better than their original position, even if it takes work, and even if both have to give up their current demands. If two parties both believe that the way they win is by ensuring the other party loses, then neither is bargaining in good faith, and they have cut themselves off from a deal that would better serve both of their longer term outcomes. ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2018](https://www.thesalesblog.com/blog/tag/2018) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on December 22, 2018 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2023-01-31T9:49:03 PM", "datePublished" : "2018-12-22 21:00:08", "description" : "There can be no deal if both sides refuse to negotiate and seek a solution. One side believes that letting go of their position means losing. In their view, there is nothing as valuable as the place that they have staked out. 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