Learn to Love Negotiation
Vital Behaviors for Great Negotiation
Negotiation is a crucial aspect of sales. Yet many professionals would rather undergo a root canal than take on this necessary task. Jonathan Farrington, CEO of Top Sales Associates, explains how to become a fearless negotiator (or at least a decent one) in a recent Customer Collective blog.
The four vital behaviors for negotiation include:
- Think before you react. Control your emotional state by detaching and take time to think before you respond. Try to match the other persons pace and negotiation style in order to build a rapport.
- Use abstract communication to prove that you can agree. If you are at opposite ends of an idea, try to “find both sides highest intention.” This will be a place where you can agree. You might even consider writing down “all the points to be negotiated on separate sheets of paper, then as each point is agreed, move the paper to a different place, so that the buyer can physically see the progress being made which serves to motivate the entire process.”
- Listen and pay attention. To change someone’s mind, you must first understand their point of view. Acknowledge the other persons point of view, feelings and beliefs, even though you do not agree.
- Set ground rules before you negotiate and stick to them. “Act with integrity and hold a healthy respect for the intentions of the individual you are negotiating with. There is always a reason why a point of negotiation is important to the buyer and if we can appreciate more about their underlying reasons, this knowledge can be used and acted upon.”
Negotiation does not have to be a painful process. By changing your behaviors you will learn to embrace (and maybe even enjoy) this business builder.
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