ArtsAutosBooksBusinessEducationEntertainmentFamilyFashionFoodGamesGenderHealthHolidaysHomeHubPagesPersonal FinancePetsPoliticsReligionSportsTechnologyTravel

Negotiation Skills

Updated on June 17, 2010

Negotiating To Succeed

Almost everyone in sales is required to negotiate. Most sales people are not as effective at negotiating as they could be?

Did you know that all the decisions we make daily is a result of a negotiation process? Some of us will disagree with it, but it is true and, to make my point, I will present to you a few scenarios.

We are always negotiating with ourselves, with our friends, with our families, with our enemies, with our customers, with our bosses and so on. Do you get my point? If not read on!

Example 1: We negotiate with our boss for a better salary or for a promotion.

Example 2: We negotiate with our spouses during fights which normally result of one side giving up something to the other side, this usually happens because, one side can no longer carry on the argument.

Example 3: Countries usually go to war due to lack of successful negotiation between the involved parties.

Example 4: Successful salespeople usually possess great negotiation skills and, therefore, they are able to close more sales than those salespeople who lake of such skills.

So, after providing the above examples, do you agree that "negotiation skills" to be an indispensable characteristic or attribute that everyone should develop through out his or her life, in order to be more successful in his or her life? Personal and professional?

So, what are the characteristics of great sales negotiatiors?

 Great negotiators typically have a few things in common and, they are the following:

- Understanding of the negotiating process, focus on win-win, patience, creativity, willingness of experiment, confidence and, keen listening skills.

Understanding of the negotiating process:

Highly effective negotiators:

Recognize and understand the negotiating is a process.

Recognize that negotiating is much more than haggling about price.

It requires an understanding of the dynamics that affect the process and influence the behavior of people.

Great negotiators invest time learning different tactics and strategies and how each technique contributes to the overall outcome.

Focus on Win-win:

Great negotiators Believe that: they help their customers/clients try to solve problems and look for opportunities to give as much value as possible.

They also know how to limit their concessions, give aways, and discounts so they can work out an agreement that is equitable for both parties.

Patience:

Great negotiators recognize that:

Patience is a virtue and that rushing the process often leads to an undesirable outcome.

They don't hurry to reach an agreement, instead, they take time to gather the necessary information.

They think carefully about possible solutions. They take time during the entire process.

Creativity:

Most negotiators: are very creative.

They use their problem-solving skills to: determine the best solution and look for unique ways to achieve their goals.

Willingness to experiment:

Negotiating is a very dynamic process because no two people are alike.

What work  well in one situation might not work in another situation.

Great negotiators practice a variety of concepts and techniques.

They experiment different ideas all the time, they are not afraid of trying new things, even if, the new ideas don't work that well, they don't those small failures to prevent them from continuing trying new ideas, strategies and techniques.

They continually try new techniques and, they continually look for alternative solutions for their clients issues.

Confidence:

Great negotiators are: confident with everything that they need to know and do in order to be successful in what they are doing. And to ensure success, they ask the right questions at the right time and, they listen carefully to their customers' answers.

Keen listening skills:

A large percentage of sales people don't use their listening skills or lack of such skills, therefore, when their customers are talking they will be inpatient to listen to their customers, they will interrupt their customers while they are talking and, when that happen, they miss important and vital information that their customer would likely share with them to help them close the sales.

Most people when they are talking, will tell you almost everything that you need to know and that will help you close your sales, but you must listen to them carefully.

Negotiating is not a skill that can be easily acquired. It usually takes time, dedication and commitment from one to learn.

One must invest in his learning process to acquire and improve this so important skill. Help yourself, get out of your comfort zone, this will only help you.

 

Good luck!  

Comments

    0 of 8192 characters used
    Post Comment

    • profile image

      Joe 

      7 years ago

      Thank you wsupaul88, I appreciate for visiting my hub!

    • wsupaul88 profile image

      wsupaul88 

      7 years ago from Seattle, WA

      Cool Hub, I wrote a similar one a while back.

    working

    This website uses cookies

    As a user in the EEA, your approval is needed on a few things. To provide a better website experience, hubpages.com uses cookies (and other similar technologies) and may collect, process, and share personal data. Please choose which areas of our service you consent to our doing so.

    For more information on managing or withdrawing consents and how we handle data, visit our Privacy Policy at: https://hubpages.com/privacy-policy#gdpr

    Show Details
    Necessary
    HubPages Device IDThis is used to identify particular browsers or devices when the access the service, and is used for security reasons.
    LoginThis is necessary to sign in to the HubPages Service.
    Google RecaptchaThis is used to prevent bots and spam. (Privacy Policy)
    AkismetThis is used to detect comment spam. (Privacy Policy)
    HubPages Google AnalyticsThis is used to provide data on traffic to our website, all personally identifyable data is anonymized. (Privacy Policy)
    HubPages Traffic PixelThis is used to collect data on traffic to articles and other pages on our site. Unless you are signed in to a HubPages account, all personally identifiable information is anonymized.
    Amazon Web ServicesThis is a cloud services platform that we used to host our service. (Privacy Policy)
    CloudflareThis is a cloud CDN service that we use to efficiently deliver files required for our service to operate such as javascript, cascading style sheets, images, and videos. (Privacy Policy)
    Google Hosted LibrariesJavascript software libraries such as jQuery are loaded at endpoints on the googleapis.com or gstatic.com domains, for performance and efficiency reasons. (Privacy Policy)
    Features
    Google Custom SearchThis is feature allows you to search the site. (Privacy Policy)
    Google MapsSome articles have Google Maps embedded in them. (Privacy Policy)
    Google ChartsThis is used to display charts and graphs on articles and the author center. (Privacy Policy)
    Google AdSense Host APIThis service allows you to sign up for or associate a Google AdSense account with HubPages, so that you can earn money from ads on your articles. No data is shared unless you engage with this feature. (Privacy Policy)
    Google YouTubeSome articles have YouTube videos embedded in them. (Privacy Policy)
    VimeoSome articles have Vimeo videos embedded in them. (Privacy Policy)
    PaypalThis is used for a registered author who enrolls in the HubPages Earnings program and requests to be paid via PayPal. No data is shared with Paypal unless you engage with this feature. (Privacy Policy)
    Facebook LoginYou can use this to streamline signing up for, or signing in to your Hubpages account. No data is shared with Facebook unless you engage with this feature. (Privacy Policy)
    MavenThis supports the Maven widget and search functionality. (Privacy Policy)
    Marketing
    Google AdSenseThis is an ad network. (Privacy Policy)
    Google DoubleClickGoogle provides ad serving technology and runs an ad network. (Privacy Policy)
    Index ExchangeThis is an ad network. (Privacy Policy)
    SovrnThis is an ad network. (Privacy Policy)
    Facebook AdsThis is an ad network. (Privacy Policy)
    Amazon Unified Ad MarketplaceThis is an ad network. (Privacy Policy)
    AppNexusThis is an ad network. (Privacy Policy)
    OpenxThis is an ad network. (Privacy Policy)
    Rubicon ProjectThis is an ad network. (Privacy Policy)
    TripleLiftThis is an ad network. (Privacy Policy)
    Say MediaWe partner with Say Media to deliver ad campaigns on our sites. (Privacy Policy)
    Remarketing PixelsWe may use remarketing pixels from advertising networks such as Google AdWords, Bing Ads, and Facebook in order to advertise the HubPages Service to people that have visited our sites.
    Conversion Tracking PixelsWe may use conversion tracking pixels from advertising networks such as Google AdWords, Bing Ads, and Facebook in order to identify when an advertisement has successfully resulted in the desired action, such as signing up for the HubPages Service or publishing an article on the HubPages Service.
    Statistics
    Author Google AnalyticsThis is used to provide traffic data and reports to the authors of articles on the HubPages Service. (Privacy Policy)
    ComscoreComScore is a media measurement and analytics company providing marketing data and analytics to enterprises, media and advertising agencies, and publishers. Non-consent will result in ComScore only processing obfuscated personal data. (Privacy Policy)
    Amazon Tracking PixelSome articles display amazon products as part of the Amazon Affiliate program, this pixel provides traffic statistics for those products (Privacy Policy)