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- Herausgeber: David Salmon
- Kategorie: Fachliteratur
- Sprache: Englisch
- Veröffentlichungsjahr: 2016
"20 top tips for Negotiation" In the world of negotiation you must be the best in your game A few quick questions • Are you frustrated of not closing enough deals? • Do you manage a team and are they meeting their targets for closing deals? • Are you an experienced closer/negotiator and would welcome a refresher? • Are you frustrated with the number of "No's"? • Would you like to be closing more deals? • Do you ever walk away after having to cut your price? • Are you upselling successfully? Let me introduce myself. My name is David Salmon and I have been selling for over 25 years.
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20 Top
Negotiation
Copyright © 2015 by Recruitmentcoachingclub.com-David Salmon
All rights reserved. No part of this book may be reproduced or transmitted in any form or by any means without written permission of the author.
Welcome to Your
Top Tips for
Negotiation
Tip #1: Prepare Well: Know and apply the 3 “R’s”
Being prepared for negotiations covers two things. First, the negotiator needs to be well-rested before facing this critical part of making or breaking deals. To be successful in every negotiation and ensure to take home the deal, you, the negotiator needs to have the energy to continue. Not having the energy means being incapable of thinking rationally which could ominously weaken your position. Ensuring that you are well rested for the big day eliminates fatigue, letting positive thoughts beneficial for making a successful negotiation.
To prepare yourself for the big day and to ensure that you have the needed energy to be at your best both physically and mentally, be sure to eat well and get your essential 8 hours of sleep. If you wish to take some alcohol the night before the negotiation, be sure to not take too much.
The second part of your preparation as one of the top tips for negotiation to keep in mind is to know and apply the 3 R’s which stands for Research, Relevant and Resonance. Do your research to obtain the needed information about your customer’s business. Create a list of relevant questions from your obtained research. Use the questions you have created to create mutual understanding and resonance.
Tip #2: Be Selective: Choose Your Negotiator Well
When negotiating, it is not a job that is limited to just yours. At times, you will need to have your team handle it. Hence, it is important that you know how to choose your team’s negotiator. One thing that you must keep in mind when choosing a negotiator is it does not depend on a professional’s competence at all times. It is also not enough to base your choice on this factor alone. It is true that the professional skills, conduct, knowledge and personal presentation of a negotiator are always under scrutiny when negotiating. A professional may excel well in those aspects, but it does not mean that it goes the same with the negotiating skills.
The first few skills are important. However, it is wrong to assume that showing competence on these skills already means they are already competent to lead any negotiations. It is also wrong to base your decision on whom to choose as the negotiator to these aspects only. When choosing a negotiator, it is important to consider who among from your staff is able to handle the task.
Do not send anyone who is not a match in handling this very important aspect of the business. Your goal is to get the deal. Reaching that end will only be possible by sending the best person for the job, the one who have the needed negotiation skills. For you to determine who that professional is, it is a must to assess your staff. Use your resources well.
Tip #3: Keep in Mind: Negotiation is Like a Game
There are a lot of top tips for negotiation that are linked to preparing and having the right mindset. This is just one of those. You need to have a mindset which may remind you that negotiation is like a game, it is just game. This means you do care about the outcome of the negotiation. But, it should not be that much. This is a good technique to practice to successfully bring the prize home. Having such mindset also helps in leaving yourself neutral through the entire process. Otherwise, you will feel too attached as well as sensitive.
