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5 WAYS NEGOTIATION TRAINING IS THE SOURCE OF ENDURING, POWERFUL REVENUE STREAMS

WAY #1: NEGOTIATION TRAINING HELPS YOU IDENTIFY WHAT MATTERS MOST TO WIN BETTER DEALS

Victoria Pynchon, Negotiation Consultant, She Negotiates, says that trained negotiators begin with small talk which builds trusts and turns the conversation to their negotiation partner’s goals, preferences, desires, needs, fears, priorities, risk aversion, and attitudes toward the future. It also uncovers hidden constraints and unknown stakeholders.

“Trained negotiators know how to ask open-ended, diagnostic questions,” she says.

WAY #2: NEGOTIATION TRAINING INCREASES THE LIKELIHOOD EVERYONE WINS

“Negotiation is about finding the win-win,” says Koka Sexton, Global Industry Principal, Social Selling, Hootsuite.

He believes that sales professionals will position themselves better when “they can articulate the natural give and take of a deal” and understand what the buyer is really interested in.

“Negotiation training is probably one of the most important sales skills besides making initial contact with the buyer,” says Koka.

WAY #3: NEGOTIATION TRAINING ENHANCES TEAMWORK

“It gives the various stakeholders in your organization – often people whose skill set doesn’t necessarily fit the rigors of the negotiation process and the patience required therein – a common language to help them collaborate internally before interfacing with the other party,” says Marc Jablon, Executive Negotiation Trainer and Facilitator, SPASIGMA

He notes that negotiation training enhances trust by putting to rest any concerns that your purchasing or sales team will give too much away. “Instead, they’ll think about what’s happening in the moment,” he points out. “They’ll be aware of the negotiation tactics being employed by the other party to influence negotiation.”

WAY #4: NEGOTIATION TRAINING SHUTS DOWN BULLIES

“Skilled negotiators have learned effective counters to bullying tactics including the willingness to walk away,” says Hal Good, a business leader with more than 30 years of experience in public and private procurement.

“They do not allow the bully to become the boss of them. They remain calm, always keeping their bottom-line requirements in mind.”

WAY #5: NEGOTIATION TRAINING BUILDS BETTER BUSINESS RELATIONSHIPS

Jon W. Hansen, Editor-In-Chief, Procurement Insights, believes the bottom line is built through negotiation training that establishes relationships, enhances collaboration, and doesn’t make gains at the expense of the trading partners.

“In fact, I would go so far as to suggest that possessing these skills would be necessary to ensure not only bottom-line outcomes, but long-term stability for the practicing organization,” he says.

“Successful businesses are built on long-term relationships, so it’s imperative that both parties are satisfied with the outcome for the long haul,” says Skip Tucker, Master Negotiator and Trainer, SPASIGMA.

“That’s something the trained negotiator is much more likely to be able to provide.”

“It helps you reexamine and perhaps think differently about how to strengthen current agreements with your business partners without sacrificing the relationships you’ve built along the way,” says Marc Jablon, Executive Negotiation Trainer and Facilitator, SPASIGMA.

“It has been said that a true indicator of a successful negotiation is that, weeks or months later, both parties would do it again,” notes Hal Good.

Do you want your revenue streams to flow faster? Dive deep into negotiation strategy – you’ll find nowhere else – that drives more profitable agreements and long-term business relationships. Find out more.

Tagged With: negotiation strategies and techniques