Negotiating is easy. The key to successful negotiation is to not think of your own wants and desires. Instead, give them your full attention.
The biggest mistake that people make is to focus on their own interests and position/s instead of trying to understand the interests or motivations of the other parties. As simple as it sounds, you need to focus on the other party and their interests (and not just what you want).
You may discover that you share some similar goals. Questions that you need to think about include:
- What does the other party most desire?
- What are their other alternatives?
- Will they negotiate fairly or will they be aggressive or selfish?
- When the meeting begins, don’t rush forward with your position and needs.
- What do they most fear?
- At what point will they walk on the deal?
Focus the conversation on the other side and see what is important to them. Let them speak first. If you are uncertain about what to say, say nothing; this way you won’t give away anything. Consider brainstorming with them about potential alternatives. They may have ideas that prove useful or new ideas that you had not considered.
Try it and see what happens.
John Bradley Jackson
© Copyright 2010
All rights reserved.
The hardest thing for so many to do, especially in sales, is to listen. Well said. It sounds easy to do, but it does take effort to do so if you’re not so naturally inclined. Many are not.
Great stuff as always!
You are right. For many of us, listening is difficult. We have learned to avoid silence in conversations because it makes us uncomfortable. Yet, silence will tell us much.