Negotiating Sales- Negotiation and Objection Handling Skills
Using negotiation techniques and skills are a vital part of many people’s lives. When used correctly you can achieve outcomes best for both individuals and also come to a win-win situation.
Negotiation is the ability to reach an agreement to compromise, and for both parties to resolve a situation or issue. You are looking ultimately to resolve an issue so both parties walk away with a reasonable outcome.
Negotiation may require you take a different approach, especially when the person is your boss. The approach would not be the same as if you were talking to your children. Different types of negotiation such as Hard vs. Soft and you will need to adapt your approach to the person and outcome.
Hard Negotiation is at the heart of many negotiations that refuse to keep a healthy and good relationship. It’s normally only used for situations that are a one off like Divorce Negotiation or buying a house. It can be an unpleasant type of negotiation and for many is something they only want to face when needed.
The soft approach or the soft sell is the other extreme. It is a softer more comfortable approach and can help both parties meet and agreement. This type of negotiation is normally required when there is more at stake and both parties need to keep a working relationship.
Is you are a successful negotiator you probably know the importance of being clear about your objectives and also preparing well. Successful negotiation is meeting a mutual compromise and achieving a goal for all.
Consider what you would accept as an acceptable agreement. Know which objections are important to you and compromise on others if you are willing. By compromising the ones you can you will have more opportunity to win on the ones you stand for.
Now when it comes to negotiation, you can do a bit of research to make your arguments hold fast and strong. By learning about your opponent you may add credibility to your side of the negotiation and have stronger chances of winning the negotiation.
Face to face negotiation is the best form of negotiation as you can read body language and use visual accessing signals. By understanding what your client is doing it may help you for your next question or see if you’re making sense. You can also use other avenues to negotiate such as telephone and email however may give people the feeling of an impersonal touch.
If you let your emotions go within the negotiation you may lose the battle. It is good to remember you are not there to force your attitude or idea with volume and emotion. By handling yourself with dignity and showing a poker face through the negotiation you can hold your head up high and win with no emotional control or the cry baby syndrome that many talk about.
The final outcome you are looking for is the win win situation when both parties walk away with something in their hands. Try to meet and agreement that both win. This is the ultimate goal.
Our Training in Negotiation is available here.