Creative Negotiation: There is Always a Way

Children are accomplished negotiators. If they need extra allowance, a later bedtime, a sleepover, they usually get it. Children can be relentless in their pursuit of what they want. Familiarity gives them the advantage of knowing what parental hot-buttons to push. They are the best examples of ideal negotiators. Then they grow up and abandon the natural negotiating talents they learned instinctively.

Like selling, negotiation is something we use in every facet of our lives. I am often entertained just watching my three teenagers negotiate the use of one car. Amazingly, it usually works out. I think most of us are better negotiators than we give ourselves credit for. Negotiation is one of those transparent, interpersonal skills we use unconsciously. Negotiation is really a relationship skill used by people to deal with their conflicts and differences. Throughout this chapter, my goal is to leverage existing negotiation skills to build confidence and an awareness of long-forgotten negotiation principles and tactics.

Unfortunately, the very thought of negotiation conveys negative connotations, striking fear in the souls of most salespeople. Often the outcome of negotiation leaves people feeling dissatisfied, worn out, or alienated. A win-lose mindset has prevailed for decades. The negotiator (customer or salesperson) attempts to win important concessions and thus triumph over the opponent. It resembles the outcome of most sports: winner-loser. Not all successful salespeople are good negotiators. Most salespeople are not adequately trained in the art of negotiation and don't understand its many nuances. The necessary traits for successful negotiation vary somewhat, but some characteristics are universal, including patience, persistence, stamina, and confidence. Each negotiation is situational, with both sides discussing the points over which disagreement exists. In reality, no single negotiation session covers exactly the same issues or demands.

The modul of Creative Negotiation:
When Do We Negotiate?
Five Principles of Creative Negotiation
Language of Negotiation
Low of 10 Options