Sales Negotiators Ask “Do You See What I See…”?

by drjim on February 17, 2012

When The Other Side Sees Things The Way That You Do, Then A Deal Is In Sight…

When The Other Side Sees Things The Way That You Do, Then A Deal Is In Sight…

The goal of any negotiation is to get the other side of the table to see things your way. Hmm, how are we going to make that happen? What you are going to have to do is to become skilled at finding ways to support the position that you are taking. In order to get better at doing this, I’ve got 5 tips that will boost your skills…

Tips For Reaching A Deal Faster

If you want to be able to reach a deal with the other side of the table faster, then you’re going to have to take the time to give some thought to what it’s going to take in order to get them to see things your way. In other words, you’ve got some persuading to do. Here’s how to make that happen:

 

  • It’s Only Good If It’s Hard: Call it human nature, call it what you will – for some odd reason, we all seem to want those things that are hard to get. This means that in a negotiation the reason that you need to make them see why you want that one thing more than anything else if you are going to be able to reach a deal.

 

 

  • Our Ears Don’t Work When We’re Mad: I’m pretty sure that those of you with teenagers will fully understand this one. When we become angry during a negotiation, our ears stop working. This means that mad people will reject your message even if what you are offering to them is actually in their best interest.

 

 

  • Come Prepared: It’s pretty amazing at just how easily our minds can go blank when we sit down at the negotiating table. That’s why it’s always a good idea to take the time to write down all of the arguments that you can think of in favor of your positions before you sit down at the negotiating table.

 

 

  • The Turtle Won The Race: I’d like to say that your brillent words or clearly stated position will convince the other side to see things your way. However, all too often this is not true. What causes the other side to come around to your way of thinking is simply time – lots of it. Be patient and keep restating your main points and eventually the other side of the table will see things your way.

 

 

  • Rank Matters: I’d like to say that one’s title doesn’t matter during a negotiation; however, that wouldn’t be correct. It turns out that the higher that somebody’s position is in the company, the less inclined the other side of the table is going to be to argue with him or her.

 

What All Of This Means For You

Every negotiation has the same goal in mind: finding a way for all parties involved to reach a successful deal. The challenge comes from finding a way to get from where everyone starts out to agreeing on that deal in the end.

Skilled negotiators know that they need find ways to support their position if they want to have any hope of reaching a deal in a reasonable amount of time. In order to make this happen, you can use the 5 tips that we’ve discussed in order to steer the other side of the table towards the deal that you want to strike. Try them out and you’ll be amazed at how much quicker you’re able to wrap-up your next negotiating session!

– Dr. Jim Anderson
Blue Elephant Consulting –
Your Source For Real World Negotiating Skills™

Question For You: What should you do if during a sales negotiation you become angry and don’t feel like wooing the other side of the table?

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What We’ll Be Talking About Next Time

The goal of any negotiation is to get the other side of the table to see things your way. Hmm, how are we going to make that happen? What you are going to have to do is to become skilled at finding ways to support the position that you are taking. In order to get better at doing this, I’ve got 5 tips that will boost your skills…

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