Five Characteristics That People Should Embrace to Become Better Negotiators

in Negotiation Strategies, Tips, and Insights/by Michael E. Sloopka

Five Characteristics That People Should Embrace to Become Better Negotiators

Embracing Success: The Essential Traits of Effective Negotiators

1. Good Negotiators Invest the Time to Learn and Understand the Wants, Needs, and Desired Outcomes of the Other Side

In the dynamic world of negotiation, it’s crucial to recognize that negotiating is a two-way street. While it’s natural to focus on your wants, needs, concerns, and desired outcome in business, social or personal negotiations, acknowledging that the other side faces some degree of ‘pressure’ to arrive at a negotiated outcome is essential.

To be a more effective negotiator, you must carefully examine the other side’s potential ‘pressure points’ to comprehensively understand the negotiation landscape. In a selling situation, it’s easy for salespeople to lose sight of the customers’ underlying ‘pressure points.’

Ask yourself: Why does this person or company need my product or service? What outcome does the other side want?

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Often, the other side involved in a negotiation may not be willing to reveal their ‘pressure points’ openly. Why? Because the other side may feel that sharing information might put them at a disadvantage in the negotiation. Therefore, most people are not forthcoming with the information you need that can help them.

Hypothesizing, using conjecture or making assumptions about the other side’s needs and desired outcome is a common negotiating mistake made by most people. Answers to your questions must come from the other side involved in the negotiation – not from your imagination or personal belief system.

Tip: Prepare and learn to ask effective blueprinting questions. Use proven questioning techniques to uncover clues to help you understand the other side’s wants, needs, and dominant motivation. You can learn more about accessing my results-producing best practices negotiating phrases, scripts, blueprinting questions, and questioning techniques HERE.

2. Good Negotiators Embrace Continuous Improvement

Successful negotiators desire to acquire, learn, and apply effective negotiating practices and skills. Negotiation isn’t reserved for the boardroom, labour disputes, or government negotiations. Negotiation is an essential life skill, and it’s a learned skill. Investing time and effort to hone your negotiating skills is the key to navigating negotiations with finesse. Without a commitment to constant improvement, you’ll likely have sub-optimal outcomes and continual frustration.

Tip: Invest in negotiation courses, templates, and tools that will help you improve your skills and results. Also, using a professional sports analogy, I recommend you “game film” yourself and do a forensic autopsy on all your negotiations to determine how you could have done better and make the necessary changes in your approach, strategies, and tactics.

3. Good Negotiators Master the Art of When and How to Use Negotiating Gambits and Countergambits

Unlocking the potential of negotiation lies in the strategic use of what we teach in our negotiation skills training programs – negotiating gambits and corresponding countergambits. The terms gambit and countergambit are chess terminology meaning “manoeuvre for advantage.”

Tip: Learn and understand the nuances and intricacies of using gambits and the corresponding countergambits. Learn when to deploy each gambit and be prepared with the appropriate countergambit to defend against savvy negotiators who wield them (as the situation dictates.) These negotiating gambits and countergambits provide a versatile competitive edge at different stages of negotiation – enhancing your overall approach and effectiveness.

4. Good Negotiators Consistently Practice to Improve Their Skills and Results

Negotiating is not just about someone trying to close commercial business deals. Consistent practice is the key to expanding your skills in all business, personal, and social negotiations. Don’t wait for meaningful, large-scale, high-value negotiations to implement your knowledge. Seek small opportunities to apply your newfound negotiating process, strategies, and techniques. Through a commitment to ongoing practice, your negotiating abilities will flourish, and results/outcomes will improve.

5. Good Negotiators Have a Strong Desire to Create Win-Win Outcomes

A successful negotiator is focused on more than just their gains. Much has been written about the Win-Win approach to negotiations. The desire to create Win-Win situations is paramount to success. It’s recommended that you try to manage the negotiation process to ensure the other side feels it won some concessions from you in a negotiation. It would be best to take responsibility for implementing the required negotiating process, methodology, strategies, and tactics to foster positive outcomes for both sides.

Greater confidence and influence improve when negotiation is approached in a collaborative – versus competitive manner.

Tip: We provide our clients with an easy-to-understand and apply Negotiating Behaviour Matrix Diagram that helps people navigate the Win-Lose, Lose/Lose, Lose/Win, and Win/Win approaches. It’s important to separate “content from emotion” in your negotiations. Also, the concern for substance and the relationship is crucial in determining your negotiation approach.

Conclusion: Elevating Your Negotiation Skills

Regardless of your experience, mastering negotiation skills is an ongoing journey for all of us. You’ll become a better negotiator and gain confidence and influence by continuously improving, mastering tactical maneuvers, consistently practicing, and fostering Win-Win outcomes.

These five characteristics of a good negotiator are not just for personal gain. Adequately managing the negotiation can contribute to the success of each side involved in a business, personal or social negotiation.

Learn to embrace these five characteristics of a good negotiator and watch your negotiation capabilities and outcomes improve.

Take Action and Invest in Our Expert Negotiating Training and Negotiation Coaching Packages, Negotiation Tools, and Online Course to Become a Better Negotiator.

» Negotiating Skills Training: Book a tailored in-house presentation, seminar or learning workshop for your organization.

Speaking Engagements – Industry Associations and Companies: Book a tailored, engaging, and impactful 60-minute to two-hour presentation at an upcoming meeting, conference or convention.

» Negotiating Coaching Packages: If your company is facing a challenging high-value negotiation and you need an expert to help you or your team – or you own a small business – or you’re an individual who needs practical negotiation advice, you can benefit from my investing in one of my three proven, results-producing negotiation coaching packages for individuals, small business owners or corporations.

» Digital Negotiation Learning Products: You can purchase my three E-books containing powerful strategies and tips. E-books: Forensic Blueprinting Questions For Effectively Selling and Negotiating Price or Fee Increases and Managing the Price-driven Sale, Selling and Negotiating Price or Fee Increases in Any Economic Environment, and Strategies and Tips on How to Effectively Manage the RFP/RFQ/RFI or Bid/Tender Process to Optimize Results and Outcomes.

You can also purchase the Negotiating Personality Type and Corresponding Negotiating Style Self-Assessment Questionnaire and Interpretation Results and my NEW Digital MP3 “Greatest Hits” Verbal Negotiating Phrases, Scripts, Questions, and Questioning Techniques. These helpful tools are in digital format and can be easily downloaded.

I provide a discounted Master Negotiator Bundle with all my Digital Learning Products.

» Online Sales Negotiation Course: If you’re in sales, sales management or a cross-functional role that supports sales, you can benefit from enrolling in my NEW self-paced Negotiating for Sales Success online course.

» Meet Negotiating Coach® Michael E. Sloopka

No part of this copyright material can be used without written permission from Selling Solutions Inc.

Five Common Negotiation Mistakes You Must Avoid

in Negotiation Strategies, Tips, and Insights/by Michael E. Sloopka

Five Common Negotiation Mistakes You Must Avoid

Mastering the Art of Negotiation: Avoiding Common Pitfalls for Success

Negotiation is an essential life skill in our personal, social, and business lives. Whether negotiating the terms and conditions for a purchase order with a supplier, a promotional program with a customer or discussing curfew with your teenager – the art, science, and sport of negotiation is an essential skill that can impact outcomes.

Many people need help understanding and dealing with the common pitfalls hindering their negotiation success. In this article, I’ll explore the five mistakes people make when negotiating and how to avoid them.

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Mistake #1: Failing to Prepare and Plan Thoroughly

It doesn’t matter whether people are involved in a complex or what people perceive as a straightforward negotiation. One of the most significant errors in negotiation is that people need to do much better with preparation and planning.

It’s tempting to dive into a negotiation headfirst, but successful negotiators invest time in understanding their objectives, knowing their counterpart’s interests, researching, and anticipating potential objections. Preparation and planning are the foundation upon which successful negotiations are built. Without it, you’re navigating uncharted waters blindfolded, and you won’t likely do well.

Mistake #2: Neglecting Active Listening and Not Asking Good Questions

Effective communication is at the heart of negotiation; a crucial component is active listening. People often get so caught up trying to make their point that they forget to listen to the other side. When you truly listen, you gain insights into the other person’s needs and motivations. This information is your most valuable asset in reaching a mutually beneficial agreement.

This mistake is particularly true for most salespeople and sales management. Stop talking, listen, and ask effective blueprinting questions. In our negotiation skills training programs and coaching sessions, we provide our clients with proven best practice questions and questioning techniques they can use to improve results in all their negotiations.

Mistake #3: Letting Emotions Dictate the Conversation

Emotions can cloud judgment and lead to impulsive decisions. Letting your emotions take the driver’s seat can be a negotiation disaster, whether anger, fear, frustration, insecurity or impatience. Instead, practice emotional intelligence. Recognize your emotions, but don’t let them steer the conversation. It’s important to understand that arguing intensifies peoples’ desire to prove themselves right.

Do your best to stay composed and rational when facing challenges. Focus on the process and not the personalities involved in the negotiation. When meeting confrontational or argumentative people in any negotiation or discussion – we recommend that our clients use the “Feel, Felt, Found” technique. We also provide our clients with two powerful questions that will help them to separate “content versus emotion” in any negotiation.

Mistake #4: Neglecting Win-Win Solutions

Negotiation is not a zero-sum game. It’s not about one side winning at the expense of the other. Strive for a win-win solution that addresses both sides’ interests. A successful negotiation leaves everyone feeling satisfied and valued, which can lead to better long-term relationships and future opportunities. I provide my clients with a one-page Negotiating Behaviour Matrix diagram that helps them with their negotiation approach based on concern for substance versus the relationship.

Mistake #5: Overlooking Alternatives

Sometimes, negotiations hit obstacles, impasses, and deadlocks. If you become fixated on a single solution, you risk overlooking alternative paths to success. Always have a Plan B (and maybe even a Plan C) in your back pocket. This flexibility can prevent you from making costly concessions you’ll regret later. It’s also essential to develop your walk-away position in any negotiation – should the terms and conditions not meet your needs. Broadening the scope of negotiations is one of our three rules for negotiation.

Conclusion

In conclusion, the art, science, and sport of negotiation is a critical skill in both personal and business contexts. By avoiding these common mistakes – failing to prepare, neglecting active listening, not asking good questions, letting emotions dictate, neglecting win-win solutions, and overlooking alternatives—you can unlock new levels of success at the negotiation table.

Remember, negotiation is not just about getting what you want; it’s about creating value and building meaningful relationships. So, approach each negotiation with strategy, empathy, and a willingness to explore creative solutions, and watch your success soar.

Take Action and Invest in Our Expert Negotiating Training and Negotiation Coaching Packages, Negotiation Tools, and Online Course to Become a Better Negotiator.

» Negotiating Skills Training: Book a tailored in-house presentation, seminar or learning workshop for your organization.

Speaking Engagements – Industry Associations and Companies: Book a tailored, engaging, and impactful 60-minute to two-hour presentation at an upcoming meeting, conference or convention.

» Negotiating Coaching Packages: If your company is facing a challenging high-value negotiation and you need an expert to help you or your team – or you own a small business – or you’re an individual who needs practical negotiation advice, you can benefit from my investing in one of my three proven, results-producing negotiation coaching packages for individuals, small business owners or corporations.

» Digital Negotiation Learning Products: You can purchase my three E-books containing powerful strategies and tips. E-books: Forensic Blueprinting Questions For Effectively Selling and Negotiating Price or Fee Increases and Managing the Price-driven Sale, Selling and Negotiating Price or Fee Increases in Any Economic Environment, and Strategies and Tips on How to Effectively Manage the RFP/RFQ/RFI or Bid/Tender Process to Optimize Results and Outcomes.

You can also purchase the Negotiating Personality Type and Corresponding Negotiating Style Self-Assessment Questionnaire and Interpretation Results and my NEW Digital MP3 “Greatest Hits” Verbal Negotiating Phrases, Scripts, Questions, and Questioning Techniques. These helpful tools are in digital format and can be easily downloaded.

I provide a discounted Master Negotiator Bundle with all my Digital Learning Products.

» Online Sales Negotiation Course: If you’re in sales, sales management or a cross-functional role that supports sales, you can benefit from enrolling in my NEW self-paced Negotiating for Sales Success online course.

» Meet Negotiating Coach® Michael E. Sloopka

No part of this copyright material can be used without written permission from Selling Solutions Inc.

8 Tips for Negotiating in the Digital Era – Be Careful of the Pitfalls!

in Negotiation Strategies, Tips, and Insights/by Michael E. Sloopka

8 Tips for Negotiating in the Digital Era – Be Careful of the Pitfalls!

Navigating the Digital Landscape: Strategies to Avoid Common Negotiation Traps

Electronic negotiations have become the norm in today’s fast-paced and competitive business world and the post-COVID environment (residual reduced face-to-face contact.) In a professional capacity, people working in sales, procurement, and cross-functional departments often navigate the challenging terrain of e-mail threads, PDF attachments, proposals, RFP/RFQ/price quote responses, and Zoom calls to close profitable deals promptly.

However, there’s a significant catch – purchasing/supply chain professionals now have a distinct advantage when negotiations move into the digital realm. In this article, I’ll explore some of the pitfalls of electronic negotiations and provide essential tips to help people level the playing field.

I’m not a proponent of salespeople negotiating digitally. However, I understand there are a variety of limitations that may limit in-person meetings. If possible and feasible, I advise my clients in the sales profession that all high-value and strategically important negotiations should occur in person.

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The Digital Disadvantage

Salespeople, especially those who rely heavily on face-to-face interactions, can be disadvantaged in the electronic negotiation arena. Here are some common pitfalls:

The Importance of Body Language and the Loss of Some Non-Verbal Cues: In-person negotiations allow us to read body language, facial expressions, and tone of voice. In e-mails and on some Zoom/Microsoft Teams (or other platforms) calls, these valuable cues are often lost, making it challenging to gauge the other party’s true intent.
Delayed Responses: E-mail negotiations can lead to prolonged response times, causing frustration and potentially allowing the other party to control the pace of the negotiation.
Misinterpretation: Written communication can often be misinterpreted, leading to misunderstandings that could derail the negotiation process. This is especially true when some people use lazy and poorly written correspondence.

Mastering the Art of Electronic Negotiations

To become a better negotiator in today’s digital world, people must adapt their approach and utilize effective strategies to succeed in electronic negotiations. Here are some tips to help you navigate this digital landscape:

Craft Clear and Concise E-mails: Avoid lengthy, convoluted e-mails. Be direct and organized – use bullet points or numbered lists to make your points stand out. Write new and clear e-mail subject line titles. Please stop sending e-mails on top of e-mail threads irrelevant to the new topic. Make sure you incorporate deadlines, incentives, and penalties. Don’t be lazy!
Set the Tone: Begin with a polite and professional tone in your e-mails. Clearly state your objectives and expectations for the negotiation process.
Use the Power of Video: In negotiations using a digital platform, leverage video to establish a more personal connection. Maintain eye contact, smile, and project confidence. Be careful about distracting and silly background images/props/furniture/bookshelves/artwork that people can see on Zoom calls. Invest in proper technology. P.S. – I teach people how to look for, analyze, and decipher important clues about people’s personality types and corresponding negotiating styles from visual background images in virtual meetings.
Request Real-Time Communication: Suggest real-time discussions through Zoom or other video conferencing platforms when appropriate. This can help clarify details and build rapport.
Hidden Meanings in Conversation: Pay meticulous attention to what you say/write. Be alert regarding what the other side says or writes in negotiations.
Mind Your Language: Be cautious with your choice of words. Avoid jargon or ambiguous phrases that could be misinterpreted. Seek clarity and confirmation when necessary.
Employ PDF Attachments Strategically: When sending price- or solution-based proposals, value proposition documents, or RFP/RFI/RFQ documents, ensure they are well-written and organized, easy to navigate, and visually appealing/interesting. Use annotations or highlights to draw attention to critical points. Contact me to learn more about the problems and opportunities associated with using the term “quote” in negotiations.
Practice Patience: Don’t rush electronic negotiations. Give the other side adequate time to respond and consider their position. Impatience can lead to concessions that you might later regret.

During our negotiation skills training seminars, workshops, and negotiating coaching sessions, we provide our clients with turnkey examples, samples, templates, and tools to help people improve their communication practices to manage the negotiation process. These “done for you” templates and tools help people close profitable deals successfully.

Conclusion

In the age of electronic negotiations, businesspeople in any industry must adapt and refine their skills to succeed. While it’s true that purchasing professionals may have some advantages in the digital negotiating landscape, mastering the art of electronic negotiation is a crucial step toward levelling the playing field for salespeople and sales management.

You can build trust and foster successful negotiations by crafting explicit, concise e-mails, setting the right tone, and using technology effectively. Electronic negotiations require negotiation skill development, patience, adaptability, and a keen understanding of digital dynamics. With the tips from this article in your arsenal, you can navigate the digital negotiation landscape with greater confidence and success.

Take Action and Invest in Our Expert Negotiating Training and Negotiation Coaching Packages, Negotiation Tools, and Online Course to Become a Better Negotiator.

» Negotiating Skills Training: Book a tailored in-house presentation, seminar or learning workshop for your organization.

Speaking Engagements – Industry Associations and Companies: Book a tailored, engaging, and impactful 60-minute to two-hour presentation at an upcoming meeting, conference or convention.

» Negotiating Coaching Packages: If your company is facing a challenging high-value negotiation and you need an expert to help you or your team – or you own a small business – or you’re an individual who needs practical negotiation advice, you can benefit from my investing in one of my three proven, results-producing negotiation coaching packages for individuals, small business owners or corporations.

» Digital Negotiation Learning Products: You can purchase my three E-books containing powerful strategies and tips. E-books: Forensic Blueprinting Questions For Effectively Selling and Negotiating Price or Fee Increases and Managing the Price-driven Sale, Selling and Negotiating Price or Fee Increases in Any Economic Environment, and Strategies and Tips on How to Effectively Manage the RFP/RFQ/RFI or Bid/Tender Process to Optimize Results and Outcomes.

You can also purchase the Negotiating Personality Type and Corresponding Negotiating Style Self-Assessment Questionnaire and Interpretation Results and my NEW Digital MP3 “Greatest Hits” Verbal Negotiating Phrases, Scripts, Questions, and Questioning Techniques. These helpful tools are in digital format and can be easily downloaded.

I provide a discounted Master Negotiator Bundle with all my Digital Learning Products.

» Online Sales Negotiation Course: If you’re in sales, sales management or a cross-functional role that supports sales, you can benefit from enrolling in my NEW self-paced Negotiating for Sales Success online course.

» Meet Negotiating Coach® Michael E. Sloopka

No part of this copyright material can be used without written permission from Selling Solutions Inc.

Mastering Negotiation: Five Key Insights for Greater Success

in Negotiation Strategies, Tips, and Insights/by Michael E. Sloopka

Mastering Negotiation: Five Key Insights for Greater Success

Five Key Insights You Need to Know About Negotiating for Success

Negotiating is an integral part of our daily lives, and understanding negotiating dynamics can be a game-changer for people. Negotiating is an essential life skill, and it’s a learned skill. Whether you’re negotiating with customers, suppliers, contractors, employees, employers, cell phone providers, banks – or you’re discussing curfew with your teenager, below are five vital things to keep in mind:

1. Almost everyone is a negotiator – people are negotiating all the time.

You could be involved in a negotiation whenever you communicate with another person. Negotiation isn’t just for labour disputes and negotiations, government trade talks, dispute resolution, mediations, and athlete negotiations with pro sports teams.

If you can master the art of structuring your negotiations so you get what you want and the other side can get what it wants, you’ll increase your success while eliminating anxiety, stress, and discomfort. People need to stop negotiating based solely on their “instinct” – or a pattern of having some previous lucky outcomes that didn’t involve using proven negotiation skills.

CONTINUE READING ... SUBSCRIBE TO UNLOCK THE COMPLETE ARTICLE

Gain access to our library of complete articles that contain proven negotiation strategies, tips, and expert insights when you subscribe.

Enhance your negotiating skills and achieve better results!

2. Everything you want is owned or controlled by others.

If you want something, you’ll find it’s usually owned or controlled by someone else. To get what you want, you’ll need to take the time to learn how to get it. To achieve your goals, learn how to deal with people by helping them get what they want – rather than dominating or taking advantage of them. Empower others to get what they want and watch the doors of opportunity swing open.

3. Negotiating involves predictable maneuvers.

Negotiation shouldn’t be a disjointed and chaotic process. There are predictable responses to maneuvers that take place in most negotiations. In our negotiating training seminars, workshops, and negotiation coaching sessions, we refer to these maneuvers as gambits and countergambits; they refer to strategic exchanges to gain an advantage in any negotiation. The term gambit is chess parlance that means maneuver for advantage.

You will want to use certain negotiation gambits to your advantage; however, you will also need to know a wide range of gambits and countergambits, even those you might not use, to protect yourself if gambits are used against you.

4. Three essential factors can make or break your negotiations:

Information: Knowledge about the other side is critical. Understand your counterpart’s needs, desires, and objectives. Do your research well in advance of negotiating. The side with the most useful information usually does better in a negotiation.

Time: Negotiations often have deadlines that add pressure. Use time wisely to secure favourable outcomes. Time limitations add pressure for a settlement.

Personal Power: The ability to influence others is a potent tool. Learn more about the eight forms of personal power and how to wield it while guarding against its misuse effectively.

5. People have four different personality types and corresponding negotiating styles:

Four major personality types influence a person’s negotiating style. This is not about using a Myers-Briggs or DISC profiling self-assessment tool. The four negotiating personality types include – Analytical, Pragmatic, Extroverted, and Amiable. Learn more about your personality type, corresponding negotiating style, and how to interact more effectively with others.

Contact me to learn more about determining your negotiating personality type and corresponding negotiating style through a self-assessment questionnaire and interpretation information.

Summary:

By understanding these five fundamental principles, you’ll be better equipped to navigate the intricacies of negotiation, achieving your objectives, and fostering positive relationships.

So, whether you’re closing a multimillion-dollar deal or negotiating a household dispute, remember that negotiation is about more than just reaching an agreement – it’s about forging connections and achieving mutual satisfaction.

Remember, negotiation is not just about getting what you want; it’s about creating value and building meaningful relationships. So, approach each negotiation with strategy, empathy, and a willingness to explore creative solutions, and watch your success soar.

Take Action and Invest in Our Expert Negotiating Training and Negotiation Coaching Packages, Negotiation Tools, and Online Course to Become a Better Negotiator.

» Negotiating Skills Training: Book a tailored in-house presentation, seminar or learning workshop for your organization.

Speaking Engagements – Industry Associations and Companies: Book a tailored, engaging, and impactful 60-minute to two-hour presentation at an upcoming meeting, conference or convention.

» Negotiating Coaching Packages: If your company is facing a challenging high-value negotiation and you need an expert to help you or your team – or you own a small business – or you’re an individual who needs practical negotiation advice, you can benefit from my investing in one of my three proven, results-producing negotiation coaching packages for individuals, small business owners or corporations.

» Digital Negotiation Learning Products: You can purchase my three E-books containing powerful strategies and tips. E-books: Forensic Blueprinting Questions For Effectively Selling and Negotiating Price or Fee Increases and Managing the Price-driven Sale, Selling and Negotiating Price or Fee Increases in Any Economic Environment, and Strategies and Tips on How to Effectively Manage the RFP/RFQ/RFI or Bid/Tender Process to Optimize Results and Outcomes.

You can also purchase the Negotiating Personality Type and Corresponding Negotiating Style Self-Assessment Questionnaire and Interpretation Results and my NEW Digital MP3 “Greatest Hits” Verbal Negotiating Phrases, Scripts, Questions, and Questioning Techniques. These helpful tools are in digital format and can be easily downloaded.

I provide a discounted Master Negotiator Bundle with all my Digital Learning Products.

» Online Sales Negotiation Course: If you’re in sales, sales management or a cross-functional role that supports sales, you can benefit from enrolling in my NEW self-paced Negotiating for Sales Success online course.

» Meet Negotiating Coach® Michael E. Sloopka

No part of this copyright material can be used without written permission from Selling Solutions Inc.

Five Insights to Unlock the Secrets to Winning Negotiations and Achieving Success

in Negotiation Strategies, Tips, and Insights/by Michael E. Sloopka

Five Insights to Unlock the Secrets to Winning Negotiations and Achieving Success

Negotiating is an essential life skill, and it’s a learned skill.

Negotiating is an integral part of our daily lives, and understanding negotiating dynamics can be a game-changer for people. Whether you’re negotiating with customers, suppliers, contractors, colleagues, employees, employers, cell phone providers, or banks – or you’re discussing curfew with a teenager, here are five vital things to keep in mind:

1. Almost everyone should be negotiating – people are constantly negotiating.

You could be involved in a negotiation whenever you communicate with another person. Negotiation isn’t just for labour disputes and union negotiations, government trade talks, dispute resolution, mediations, and athlete negotiations with pro sports teams.

If you can master the art of structuring your negotiations so you get what you want and the other side can get what it wants, you’ll increase your success while eliminating anxiety, stress, and discomfort. People need to stop negotiating based solely on their “instinct.”

CONTINUE READING ... SUBSCRIBE TO UNLOCK THE COMPLETE ARTICLE

Gain access to our library of complete articles that contain proven negotiation strategies, tips, and expert insights when you subscribe.

Enhance your negotiating skills and achieve better results!

2. Everything you want is owned or controlled by others.

If you want something, you’ll find it’s usually owned or controlled by someone else. To get what you want, you’ll need to invest the time to learn how to get it. To achieve your goals, learn how to deal with people by helping them get what they want – rather than dominating or taking advantage of them in a negotiation. Empower others to get what they want and watch the doors of opportunity swing open.

3. Negotiating involves predictable maneuvers.

Negotiation shouldn’t be a disjointed, chaotic, and anxiety-producing process. There are predictable responses to maneuvers that take place in most negotiations. In our negotiating training seminars, workshops, and negotiation coaching sessions, we refer to these maneuvers as gambits and countergambits; they refer to strategic exchanges to gain an advantage in any negotiation. The term gambit is chess parlance that means maneuver for advantage.

You will want to learn to use certain negotiation gambits to your advantage; however, you will also need to know a wide range of gambits and countergambits, even those you might not use, to protect yourself if negotiating gambits are used against you by the other side.

4. Three essential factors can make or break your negotiations:

Information: Knowledge about the other side is critical. Understand your counterpart’s needs, desires, and objectives. Do your research well in advance of negotiating. The side with the most in-depth and relevant information usually does better in a negotiation.

Time: Negotiations often have deadlines that can add pressure. Use time wisely to secure favourable outcomes. Line up all the details well in advance of any negotiation. Time limitations and deadlines add pressure for a settlement.

Personal Power: The ability to influence others is a potent tool. Learn more about the eight forms of personal power and how to wield it while guarding against its misuse effectively.

People have four different personality types and corresponding negotiating styles:

Four major personality types influence a person’s negotiating style. This is not about using astrology or a Myers-Briggs or DISC profiling self-assessment tool to determine your negotiating personality type. The four negotiating personality types include – Analytical, Pragmatic, Extroverted, and Amiable. Learn more about your personality type, corresponding negotiating style, and how to interact more effectively with others. Pay attention to “clues” that can provide insights into personality types.

Contact me to learn more about determining your negotiating personality type and corresponding negotiating style through a self-assessment questionnaire and interpretation information.

Summary:

By understanding these five fundamental principles, you’ll be better equipped to navigate the intricacies of negotiation, achieving your objectives, and fostering positive relationships. So, whether you’re closing a multimillion-dollar deal or negotiating a household dispute, remember that negotiation is about more than just reaching an agreement – it’s about forging connections and achieving mutual satisfaction.

Remember, negotiation is not just about getting what you want; it’s about creating value and building meaningful relationships. So, approach each negotiation with strategy, empathy, and a willingness to explore creative solutions, and watch your success soar.

Take Action and Invest in Our Expert Negotiating Training and Negotiation Coaching Packages, Negotiation Tools, and Online Course to Become a Better Negotiator.

» Negotiating Skills Training: Book a tailored in-house presentation, seminar or learning workshop for your organization.

Speaking Engagements – Industry Associations and Companies: Book a tailored, engaging, and impactful 60-minute to two-hour presentation at an upcoming meeting, conference or convention.

» Negotiating Coaching Packages: If your company is facing a challenging high-value negotiation and you need an expert to help you or your team – or you own a small business – or you’re an individual who needs practical negotiation advice, you can benefit from my investing in one of my three proven, results-producing negotiation coaching packages for individuals, small business owners or corporations.

» Digital Negotiation Learning Products: You can purchase my three E-books containing powerful strategies and tips. E-books: Forensic Blueprinting Questions For Effectively Selling and Negotiating Price or Fee Increases and Managing the Price-driven Sale, Selling and Negotiating Price or Fee Increases in Any Economic Environment, and Strategies and Tips on How to Effectively Manage the RFP/RFQ/RFI or Bid/Tender Process to Optimize Results and Outcomes.

You can also purchase the Negotiating Personality Type and Corresponding Negotiating Style Self-Assessment Questionnaire and Interpretation Results and my NEW Digital MP3 “Greatest Hits” Verbal Negotiating Phrases, Scripts, Questions, and Questioning Techniques. These helpful tools are in digital format and can be easily downloaded.

I provide a discounted Master Negotiator Bundle with all my Digital Learning Products.

» Online Sales Negotiation Course: If you’re in sales, sales management or a cross-functional role that supports sales, you can benefit from enrolling in my NEW self-paced Negotiating for Sales Success online course.

» Meet Negotiating Coach® Michael E. Sloopka

No part of this copyright material can be used without written permission from Selling Solutions Inc.