Paddle in the Same Direction Personally to Foster Better Sales Negotiations

Most negotiation literature focuses on tactics to get what you want. 

Sales negotiations, however, can be messy and feel unpredictable…but they can be eased considerably if you pay attention to building better relationships before you “get in the water.”  To succeed, pay attention to two often overlooked areas recommended by sales negotiation training experts:

1. Consider every interaction as an opportunity to connect on a personal level. How much do you know about the person on the other side of the table personally and professionally? Wouldn’t it help to know if you share common interests? Seek common ground every time you meet in a way that aligns with their style and level. Ask what they like to do in their spare time or how they spend their vacations. You may find you have similar hobbies or have traveled to the same places.
2. Maintain a positive atmosphere. It is all too easy to criticize. But we are told that successful relationships are characterized by a ratio of five positive interactions to one negative. Try to accentuate the positive. The sounder your relationship, the better the trust between the parties and the more likely you will reach an agreement that is balanced and will work for the long term.

Then you sales negotiation tactics will pay off.