How to Negotiate
CBS News business website had an interesting article last month about negotiating - an important skill for all sales people at whatever level.
We understand at Enigin that this is a skill that always needs developing and hence I would like to share the main points with Enigin Distributors and Enigin employees.
In the last post we looked at how not to negotiate, here are several recommendations to increase the potential of success:
1. Start with common ground — The best negotiators I have seen begin the discussion with common ground — items both parties can agree upon and from which a shared vision can be built. By declaring the common ground, you create a safe place to return to when things become heated.
2. Empower real negotiators — Of course, final sign-off for negotiated agreements requires approval of a higher body such as the board of directors, congress, the business owner and so on. However, if you want progress in the process then your negotiators and theirs must be able to maneuver in good faith with dialogue that carries support. Don’t send empty suits — your counterparts will do the same and both sides will waste a lot of time.
3. Take the time to define “winning” for both sides — Defining the conditions of success at the outset should not be confused with negotiating. Negotiations are about getting to the outcomes that have been agreed upon in spirit at the beginning of the conversation. If you don’t have enough trust to mutually declare and agree upon what a successful outcome is, there is little chance of achieving a negotiated agreement.
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