The Fifth of Six Traps to Avoid When Negotiating Large-Quantity Book Sales
(Editor's Note: This blog is the fifth in a series of six blogs, each including one of the six traps to avoid when negotiating large-quantity book sales.)
Negotiating Trap #5: Trying to Speed Things Up
The process for selling large quantities of your books to corporate buyers can take on a life of its own, often moving at a pace that's often slower than you'd like. Do NOT force a deal. Allow it to unfold without making unnecessary concessions, nor trying to force unwanted terms on your prospects, to move it ahead.
There are a variety of parts that must come together in order for a deal to work. Some people have different—sometimes hidden—agendas that must be fulfilled for them to agree. There could be corporate politics at play, where people must be allowed to make their position known, even if it hinders the outcome. Budget money may need to be re-allocated to pay for your recommendation. In most cases you will be unaware of the background discussions and innuendos; you'll have to read body language and between the lines for clues on how to proceed.
Remember that buyers are spending company money and must justify the expenses to their bosses. They will not want to be perceived as rushing into something; if the result is off target, it will reflect poorly on them.
Similarly, it may be in your best interest to occasionally take a step back to think about what is going on. If nothing else, it will give you time to consider all the implications of the terms on the table.
It is easy to get caught up in the momentum of the process, especially if the amount of the potential order is significant. Give yourself time to carefully consider all the ramifications of saying yes. Once you sign the letter of agreement, you are obligated to fulfill its terms.
Keep the process moving ahead at its own pace. Do not push for a decision that is not wholeheartedly understood and backed by both parties. Look at the final terms of the agreement at arm's length—with an eye toward everything being written for the benefit of both parties—before signing it.