In the business of negotiating, companies can have a lot on the line. Often assertiveness and ambition can be misconstrued and interpreted as aggression. In order to succeed and bring about the results that both parties are look for, it is important to remember 4 negotiating skills:
Keep to the facts. When money is on the line, things can get personal. Professionals, however, are able to see the big picture. They have a knowledge of what is being offered. The facts should be what drive the negotiations, not personal involvement or feelings. This results-oriented tool is sure to bring about the outcome that is most desirable, because it prevents the environment from becoming hostile.
There is no “I” in team. Making the client or prospect feel that you are on their side is essential to having success. Using the word “we” and phrases like “let’s do this” can do wonders for a company looking to make a deal. Self-centered sentences that start with the word “I” will often make your prospect feel overpowered. This will often result in a halt and subsequent failure in negotiations.
Body language speaks loudly. From the time the prospect walks through the door, your body language is of upmost importance. It is important for any salesman to always be conscious of their body language, as this speaks as loudly as words over the negotiating table. In a Forbes interview, Panorama Software founder and successful negotiator Rony Ross recalls many instances where people in negotiations would lean back in their chairs. This gesture, Ross claims, not only puts a physical distance between themselves and the other side, but an emotional one as well. For negotiators, this unwisely communicates that you are unwilling to find middle ground.
Understand the prospect. The final negotiating tip that could perhaps sum up the preceding 3 is to understand the prospect. Prospective clients can sense whether or not they are being respected and understood. It is in your best interest as a negotiator to communicate this effectively. It is important to give the prospect the impression that your intentions are to serve their best interest. However, while giving this type of impression is beneficial, compromising and allowing them to manipulate you will lead to a solution that is less desirable for you.
Using this approach to solve common negotiating problems will create a better and more cooperative environment, with great results for all involved.
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