Negotiate is a profession in itself! There is no doubt about that. A smooth negotiation, in which your own wishes are amply taken into account, is of course ideal. However, it rarely happens. Negotiations are often accompanied by political games and are achieved in fits and starts. The final desired result is often made impossible by inappropriate use of the push methodology. Trying to push the other person towards your organization with arguments is counterproductive. Do you master the tricks of the trade, or do you fall into the well-known negotiation pitfalls?
Manage and improve your starting position
Your final starting position in a conversation is determined by numerous variables. Unfortunately, you cannot influence everything. For example, you cannot control the impression your competitors make. But you still largely determine your own starting position in negotiations. How do you do that? By adopting an open and honest attitude from the very first moment. That is the basis of the confidence you need to get a favorable starting position. An open attitude also means that you do not keep rambling on about your company, but above all ask open questions, show empathy, actively listen and understand.
From negotiation to collaboration
What you have to prevent is that the negotiation becomes a game. Try to introduce a sense of cooperation into the negotiation as quickly as possible. So focus on matters on which agreement can be reached and work on continuity in the relationship. By focusing on the agreements and topics on which there is a shared vision, you maintain a positive feeling during the negotiation. Goodwill may then prevail over the bottlenecks. At that point, a negotiation becomes more of a give-and-take with a common interest, rather than a hard battle in which no one wants to give in. Flexibility pays off. Be open-minded and, when determining your approach, take into account in advance that you will have to adjust your initial expectations during the negotiation for the benefit of the collaboration. Negotiations often take unexpected turns, for which you must be as prepared as possible. So outline all the possible scenarios and starting positions in advance.
Do's and don'ts during negotiations
Negotiation has many do's and don'ts that can be applied quickly and concretely. Avoid the pitfalls that many others have already fallen into and use successful techniques. We have listed a number of do's and don'ts for you.
Listening is more important than talking
Your customer or lead, just like any other person, likes to talk about his company, the challenges it faces and its achievements. So let your customer speak to find out exactly where the problem lies that you can solve. Don't talk too much yourself, as that disrupts the balance of the conversation. It is important to do well listen.
Dare to say “no”.
Negotiating is different from giving in. Never say yes just to get the deal. This will certainly cost you later if you cannot deliver what is requested. It is very common to make the boundaries clear to your customers or leads during negotiations.
Don't commit anything
Never make promises during a negotiation unless you are sure you can deliver on them. Rather, indicate that you must first discuss the matter with the relevant specialists within your organization and only then provide a definitive answer.
take your time
During a negotiation, the heat can be turned on you. Don't be tempted to give answers hastily. Always take plenty of time to think about the possible answers you can give. This ensures peace in the conversation and prevents you from over-talking yourself.
Don't bash your competitor
It is a frequently used technique, bullying a competitor! Do not do this. It makes you very unbelievable to your customer or lead. Above all, show in what respect you are different from your competitor and convince your customer that they would be better off choosing your company, but never sling mud.