People are not born knowing how to negotiate; it is a learned skill. We may not recognize the lesson as it’s happening through the years, but society dictates that we learn the art of the deal on different scales. Some people, however, see it for what it is and latch on to it. That’s how it goes sometimes. Essential parts of what makes society tick come easy for some. For those people, in this case, a career in sales is the perfect career path because it is something they enjoy and, because of that, something they can quickly learn to be good at.
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Actions More Important Than Words
One of the first things learned in negotiation is to let someone else win a battle. That tactic means allowing them to have a sense of control over the narrative of the bargaining process so that we can realize a fair and equitable outcome. If we click here, we can learn even more about this. Magicians call this sleight of hand, while some salespeople call it leading the leader. The terminology is less important than the act because it is the act that closes a deal, lands a sale, or gains new territory. The language defines it; makes it intellectually available.
The Importance of Different Approaches
The above scenario is better suited when negotiating a sales contract between two businesses rather than updating a company’s benefits contract between management and workers. For starters, the involvement of Unions in the latter case makes a meeting such as that very high stakes. Therefore, we should focus more on standing our ground and bending only, when necessary, in favor of general back-and-forth negotiating for the sake of it. In other words, less ego and more fight should be behind the wheel. Of course, both are equally essential for making the meeting successful, but different approaches are needed.
Staying on the Same Level
Differing approaches will happen because everyone brings their personalities and experiences. Keep that from getting in the way of the basics of negotiations, though. Tempered emotions are the only kind welcome to this table; otherwise, both sides may stray from the logical and pragmatic discussions required. We’re only human, but it needs to be nipped in the bud when noticed. This action stems from a very subtle psychological trait learned along the way. Good chess players and debaters use it; if salespeople want to be good at their careers, they must also do it.
The Golden Rule
Always remember the Golden Rule, as corny as it sounds in this context, of doing unto others as you would have done to yourself. Approach and discuss how you would want to be approached and talked to. We learned basic techniques such as this in grade school, also called manners, and they tend to get lost in this push-and-shove society as we grow older. So, take the lead quickly with determination and respect, and the other party should follow suit. If they don’t, stay with your focus and approach; you will always have the upper hand in the discussion. Think of a football game. The team that is always playing from behind seldom wins the game.
Never Settle for Less
During the negotiation, remember to never settle for the first mutual agreement. If you sense that the other party is pushing for that, there’s a reason. Keep looking for a better deal for yourself that is still fair to them. Only sometimes does a negotiation end in five minutes. If it does, and by their hand especially, time will show that we could have wrapped it up much better. We all do this in everyday life, and the back and forth of making a deal can last quite a long time. No one wants to drag it out necessarily, but if the attributes of thought and patience get better results, then by all means, use them.
Always Look for a Weakness
During the negotiation, always look for the other side’s apprehension. Being slow to the draw means there is doubt; where there is doubt, there is an open door that allows the surety of a sales pitch to walk in. Taking the lead is paramount in this incident, but keep listening to the other side while that is happening. Even though the offense is good, pay attention to the defense because one slip can change the game’s trajectory.
Always Listen and Pay Attention
Not to beat an analogy to death, but defensive measures do not always win games, so be careful of making a habit of it. That fact happens when the offense gets too cocky and stops paying attention to how the other team reads its plays. It’s a chess match. Going back in time, many kids in the debate club in high school were also part of the chess club. We could see the former activity as the extroverted version of the latter, but in both, the player needs to anticipate the other player’s next move. That cannot happen when someone stops paying attention.
Both Parties Want Success
We do what we do because we want to win. No one on either side should let their guard down, and they should try to keep the upper hand at all times. In this case, that means focusing on controlling the narrative of winning at the bargaining table. Whoever is on the other side of that bargaining table should be doing the same.
Keeping in mind all the tactics used here, remember that how we conduct business reflects the personal nature of the individual(s) conducting the business. How things are seen and acted upon personally should translate well on a business level. Both aspects of life should be on the same page because, more times than not, one is barely indistinguishable from another. Some people see this as maturity, and only a select few succeed without the advantage of maturity. Every tactic discussed here takes a level of maturity that everyone should use in personal dealings.
