Tag Archive for: Negotiating Skills Training

Navigating Healthcare Sales Negotiations in a Changing Landscape

Navigating Healthcare Sales Negotiations in a Changing Landscape


Strategies and Tactics for Success in the Evolving Healthcare Market

Are you and your sales/marketing teams trying to address significant challenges and barriers when negotiating with healthcare institutions?  In the rapidly evolving and challenging world of healthcare, it’s essential to adapt sales, marketing, and negotiation strategies to address the changing dynamics successfully.

Whether you’re dealing with hospitals, clinics, dental practices, imaging centres, group purchasing organizations (GPOs), or healthcare networks, this article will illuminate the evolving healthcare landscape and provide some valuable negotiation insights, strategies, and tips to improve results.

The Reality of Healthcare Sales Negotiations:

In today’s healthcare sector, sales negotiations are more complex than ever.  Procurement teams are becoming savvier negotiators – they are becoming skilled at evaluating vendors and leveraging situational power for cost reductions, added value delivery, and better contractual terms and conditions to achieve savings for strained budgets.  Despite their significant market dominance, even the billion-dollar healthcare suppliers will eventually face customer pressure to reduce pricing and add incremental value to win deals.

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The following challenges facing healthcare sales and marketing organizations are problematic:

  1. Surgeons and key opinion leaders (KOL) no longer have the influencing or decision-making power they once did.
  2. Increased sophistication in healthcare product/services sourcing and assessment processes.
  3. Companies with proprietary healthcare products and innovations struggle for market share.
  4. Tight hospital budgets with high non-clinical overhead costs.
  5. Difficulty in reaching decision-makers.
  6. Turnover in healthcare procurement personnel.
  7. Healthcare value-assessment committees lengthening the sales cycle.
  8. Challenges in scheduling product evaluations and trials.
  9. Procurement’s obsession with cost savings.
  10. The continued use of request for proposal (RFP), request for quote (RFQ), and request for information (RFI) processes.
  11. Elongated selling cycles, poorly written value propositions, and weak day-to-day communication practices.
  12. Consultants are driving cost-cutting initiatives. …and many more.

In this article, I’ll delve into some of the intricacies of healthcare sales negotiations.  While I can’t cover everything in this article, I’ll provide several helpful insights, strategies, and tips to navigate this ever-changing environment.

The Changing Face of Healthcare Sales Negotiations:

Gone are the days when surgeons and clinicians solely drove product selection in healthcare. Today, procurement departments wield significant influence, and sales teams must adapt. Investing in negotiating skills training and revising your value proposition messaging is critical for success.

The Impact of Rising Healthcare Costs:

With healthcare costs continuously rising, institutions must cut expenditures while maintaining quality, value-based patient care.  Healthcare sales teams must understand these financial pressures facing all members of the institution’s ‘buying centre’ and align their offerings and value propositions accordingly.

Negotiating with Procurement: A New Ballgame:

Traditionally, healthcare sales negotiations focused on surgeons and clinicians.  Now, suppliers must cater to the demands of procurement teams.  Don’t overwhelm healthcare procurement and supply chain personnel with too much clinical data; put all the regulatory and clinical information and detailed product specifications in the exhibit or appendix sections at the back of your presentations or proposals (where they belong.)  Don’t waste time showing supply chain personal information that will not influence the final decision.

Additional Insights and Tips for Successful Healthcare Sales Negotiation:

  1. Understand the Procurement Process: Learn procurement teams’ decision-making criteria and priorities.
  2. Understand the Buying Centre: Most sales organizations I teach need to learn how to develop a better working knowledge of the people in any institution who make or influence decisions.
  3. The Sales/Marketing Challenge: Improve alignment and cooperation between your company’s sales, marketing, and product management teams.
  4. Do Your Research: Carefully and thoroughly research customer personnel and information about each institution or customer.
  5. Stay Informed: Keep up with non-clinical healthcare industry trends, regulations, and technologies.
  6. Customize Your Approach: Tailor sales and negotiation strategies to each healthcare institution.
  7. Contract Negotiations: Understand how negotiations impact letters of agreement, supply agreements, and contracts.  Most organizations have seriously flawed contracts.
  8. Emphasize Value and Cost Effectiveness: Highlight the value and cost-effectiveness of your products and/or services. Also, determine the ‘switching costs’ if your company is the incumbent vendor for capital equipment, medical devices, equipment or supplies, and there is a risk of losing business to a lower-priced competitor.
  9. Build Strong Relationships: Foster positive relationships with procurement professionals.  Don’t avoid these people.  Don’t wait to be told by surgeons or other clinical personnel that you must “meet with purchasing” – after you’ve let the “value cat out of the bag.”

Conclusion:

In any aspect of healthcare, a one-size-fits-all sales, marketing, and negotiation approach no longer works.  As procurement teams gain prominence and dominance, understanding their needs is critical to successful negotiations.  As healthcare costs rise, providing cost-effective solutions becomes crucial.

Suppliers must spend less time on clinical product education/training and provide sales, marketing, and cross-functional personnel with training in real-world business skills.  Companies need expert troubleshooting advice and negotiation skills training to help build strong relationships with healthcare procurement professionals to secure mutually beneficial deals – without compromising patient care or relationships with clinical personnel.

Remember: A negotiated dollar is a bottom-line dollar.  You can’t make – or save money faster than when you’re negotiating.


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.

Unmasking the Use of “Mirroring” in Negotiations: Is it Manipulation?

Unmasking the Use of “Mirroring” in Negotiations: Is it Manipulation?


Mirroring: Building Rapport or Manipulation? The Truth Unveiled.

In negotiation and communication, mirroring is often promoted as a technique for building rapport and understanding.  However, what if I told you that beneath the seemingly innocent act of mirroring lies a subtle form of manipulation?  

It’s time to shed light on this often misunderstood and misapplied technique and provide insights and strategies to help people navigate mirroring.

The Mirroring Mirage

Mirroring, in essence, involves mimicking another person’s behaviour, gestures, speech patterns, or even emotions.  Its proponents will argue that mirroring fosters trust and connection – making it an invaluable skill in negotiations, sales, and interpersonal relationships.

However, mirroring can sometimes be less about building trust and more about subtly steering conversations and influencing decisions in a desired direction – theirs, not yours.

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The Deceptive Dance

Mirroring can be a covert tactic that some skilled negotiators employ to disarm you.  The people who use mirroring want to make you feel understood and ultimately lead you down their chosen path.  When done with ill intent, mirroring can be manipulative, making you more susceptible to persuasion that may not be in your best interest.

Here are some signs that you might be on the receiving end of someone using the mirroring technique:

  1. Too Perfect Parallels: If someone mirrors your words and actions to an uncanny degree, it’s a tell-tale sign of manipulation. Authentic mirroring typically involves subtle similarities, not exact replicas.
  2. Over-Engaged Agreement: Be wary of those who mirror your opinions and nod their head excessively.  This could be an attempt to create a false sense of alignment.  Pay careful attention to body language and hidden meanings in conversation.
  3. Constant Validation: When someone consistently affirms your emotions without offering their perspective, it could be a mirroring tactic to keep you on a particular emotional track.
How to Counteract Mirroring

Now that I’ve unveiled the mirroring mirage let’s explore strategies to counteract it effectively:

  1. Stay Mindful: Be aware of your behaviour and emotions during a conversation.  Recognize when mirroring is happening and assess whether it’s genuine or manipulative.
  2. Ask Open-Ended Questions: Encourage the other side to express their thoughts and opinions freely.  This strategy can disrupt the mirroring pattern and reveal the other side’s true intentions.
  3. Vary Your Responses: Instead of matching every move, deliberately change your behaviour. This will make it harder for the other person to mirror you effectively.
  4. Trust Your Gut: Trust your instincts if something feels off in a conversation.  Feel free to pause, reflect, or even seek a second opinion before making decisions.
  5. Seek Clarity: Ask for clarification when you suspect mirroring is at play.  This can prompt a more genuine conversation and expose any hidden agendas.
Conclusion

Mirroring can be a double-edged sword in the world of negotiation and communication.  While it can foster connection and trust when used authentically, it can also be a manipulative tool in the wrong hands. As professionals and individuals, our power lies in our ability to discern between genuine rapport-building and covert manipulation.

By staying mindful, asking the right questions, trusting our instincts, and learning counter maneuvers, we can navigate the mirroring maze with confidence and authenticity.


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

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.

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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.

Mastering Lease and Rent Negotiations: Your Path to Success

Mastering Lease and Rent Negotiations: Your Path to Success


Strategies and Insights for Commercial and Rental Agreement Negotiations

In a recent interview with a senior writer for AmEx OPEN Forum, we discussed the art of negotiating lease and rental agreements.  While the article touched on several valuable insights, I want to provide more in-depth information and practical negotiation tips for mastering this critical skill.

Beware of Situational Power in Negotiation

Suppose you’re a business owner and you need to negotiate – or renegotiate commercial space for your operation – or you’re a new or existing franchisee in the hospitality business needing to negotiate space for your fast-food franchise – or you’re a student trying to negotiate to rent an apartment or condo.  In terms of negotiating lease or rental agreements, the first thing that people need to realize is that they need to – and want to negotiate in the first place.

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Negotiating a lease or rental agreement can be overwhelming and stressful for many people.  Negotiating in difficult economic times can be challenging, and making mistakes can be costly.  This is especially true of the developer or landlord who has situational power and decides to use it.  There may be little negotiation flexibility if the landlord or their real estate representative wishes to use situational power!

An example of situational power is when a fast-food franchisee needs “XX” number of square feet in an easily accessible, high-traffic ‘bricks and mortar’ easy-to-access location with a drive-through capability and good parking.  After surveying the city’s most desirable area, the franchisee learns there are only two suitable locations – the same commercial landlord owns both locations.   The commercial landlord has numerous people interested in leasing the available locations.  The landlord could use this situational power to their full advantage.  In this case, the franchisee is at a disadvantage.  The franchisee should be prepared to pay the full asking price on a cost-per-square-footage basis, and negotiating leasehold improvements could be problematic.

The Art, Science, and Sport of Negotiation

Regarding negotiating leases, the first thing that individuals need to realize is that they need to negotiate in the first place.  Most people face the initial obstacle of believing that the other side involved in the negotiation has more power than they do – therefore, whether you are an experienced small business owner – or a student – people tend to believe that the landlord, developer, property management firm, or real estate representative have all of the power in the negotiation.

Negotiating is an art, science, and sport.  Indeed, it is an essential life skill designed to maximize outcomes.  However, too many people negotiate based solely on instinct – not skill.  People must understand whether the negotiation is simple or complex; a process, strategies, tactics, techniques, and proven scripts must be utilized.

Research, Plan, and Prepare

  • Research is critical in all negotiations, but most people don’t invest the time and effort to research effectively.
  • Proper preparation, planning, and information gathering are essential when negotiating leases or rental agreements.
  • Always start negotiating with the landlord or their representative by requesting a detailed proposal outlining the rental rate, fees, costs, terms, and conditions.  Getting the other side’s opening negotiating position first is critical to optimizing the outcome.

The Power of Asking the Right Questions

  • One of the most important questions I teach people in my negotiating skills presentations, training seminars, learning workshops, and coaching sessions is the “Under what circumstances…?” questioning technique.
  • For example, “Under what circumstances could we renew our lease at the current square footage costs?” or “Under what circumstances would you include $34,975.00 worth of leasehold improvements during the three-year lease?”  This effective questioning technique helps you understand the other side’s opening negotiating position.
  • Contact me to learn more about my proven verbal phrases, questions and questioning techniques for your negotiations.

Carefully Scrutinize Lease-Related Documentation

  • I advise everyone to ensure that people read all lease-related documentation carefully because the side that writes the agreement can include content that can work to its advantage – which entrepreneurs and individuals often overlook.
  • For example, many people don’t know that maintaining roofing, windows, doors, HVAC (heating, ventilation, and air conditioning), exterior signage, etc., is often the tenant’s sole responsibility.  Ensure that expensive items such as air conditioning and heating units are carefully inspected before entering into a lease or rental agreement – or negotiate to exclude your responsibility to maintain, repair or replace them.
  • Understand all the details associated with the lease’s gross and net terms and conditions because common costs are often overlooked.

Three things affect the outcome of negotiations:

  1. Information: The side with the most information and options usually negotiates more effectively, so, for example, gather relevant, reliable, and complete information about landlords, space, and locations and interview other tenants.
  2. Time: One version of the “80-20” rule is that 80 percent of concessions are made in the last 20 percent of the time left to negotiate, so be careful to avoid time-pressure tactics used by the other side. For example, a landlord or real estate representative might say – “If you want the space, you must sign the lease by 9:00 a.m. tomorrow.  If you don’t, we have other interested parties willing to sign.”  This time-pressure tactic can impact the outcome, and people sign agreements and contracts falling victim to time pressure.  Be careful you don’t fall for this tactic.  Assess the reality of time pressure by determining its validity. Be prepared with the right countergambits if this negotiation tactic is used on you.
  3. Personal Power: Another example of one of the eight forms of personal power is legitimate power in a negotiation. A person with the title of Vice President of Commercial Leasing has implied legitimate power.

Be Careful of “Funny Money”

  • Regarding monetary issues, never be seduced when someone uses “dollars per square foot.”  In a negotiation, this is referred to as “funny money” – presented with the lowest common denominator (e.g., only $7.50 per square foot) to persuade you to sign the lease.  Instead, always calculate the fully loaded costs for your square footage, which include rent, common costs, and taxes.

Always Use “Odd Numbers” when Negotiating

  • When presenting counterproposals to the landlord or landlord’s representative that deal with negotiating numbers, never use zeros and always use odd numbers.
  • For example, “Based on our research, $7.00 per square foot for this type of space seems high.  Although we are interested in renting from you, after calculating the numbers and reviewing our budget, we propose $6.17 per square foot.”
  • Keep in mind that a negotiated dollar is a bottom-line dollar.  Every dollar you save in the negotiation falls directly to the bottom line, and people can’t make money faster than when they negotiate effectively. A negotiated dollar is a bottom-line dollar.

Always Broaden the Scope When Negotiating:

  • Learn how to “broaden the scope” of your negotiations.
  • If you can’t negotiate lower square footage costs, ensure you negotiate items such as leasehold improvements, signage, parking, free rent or upgrades.
  • One of my clients, a local UPS franchise store owner, was prepared to sign a new lease with the landlord.  However, all the storefront windows were constantly foggy and dirty because the vapour seal in between the glass was faulty.  I taught him to effectively negotiate the replacement of all the glass panels as a condition of renewing the lease. The landlord agreed, so my client saved over $3,500.00 with this concession from the landlord.
  • If you already lease a property during any challenging economy, be prepared to renegotiate your existing lease with your landlord or their representative.  Generally, most landlords would prefer to make concessions to a current tenant rather than go through the time-consuming, complex, and expensive process of finding another suitable tenant.

The Value of a Real Estate Agent

Hiring a commission-based real estate agent may – or may not be a good idea. Don’t assume that a real estate agent, lawyer, accountant, or franchisor will properly or effectively manage lease negotiations on your behalf – many of the aforementioned are untrained and ineffective negotiators.

Summary

In any negotiation, understanding the intricacies of the process can make all the difference.  Learn to become a more skilled negotiator; you’ll be better equipped to navigate the complex world of leases and rental agreements.  Many individuals have shared their negotiation challenges and horror stories, emphasizing the importance of mastering this essential life skill.


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

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.”

Unlock Article

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 AmiableLearn 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

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