The Art of Negotiation - Become a Master Negotiator

Negotiation is generally related to getting what you came for at a price that you are willing to accept, which means that you are able to fulfill your initial expectations.

Negotiation is a form of interaction, during which you try to make your point, understand their point and reach a win/win deal.

Some people make arrangements for a meeting, without even knowing with whom they would be having the discussion. It sounds strange, but it is a common mistake that people make.

As a salesman you may be lucky to be selling an attractive product. However, if you do not have the right approach, the right attitude, the right personality, you will surely find it difficult to convince people to do business with you.

Some people make their price outrageously high if they want to sell or outrageously low if they are buying. As ridiculous as it sounds, it automatically forces inexperienced negotiators to change their initial expectations.

As a seller. When you have to reject someone’s proposition or stick to your price, you can do it elegantly.

Talk about thinking about all the benefits of achieving your goal, pleasure, and shut out any negative thoughts and the brain will be motivated to achieve and this will be displayed in your non-verbal gestures.

When I am buying services from others, I ask myself what it is worth and would be prepared to inform them how much I can offer.

In the previous video, I mentioned that we should not accept the first offer because the first offer is usually never the best offer. There is also another important reason why we should not accept the first price and it is more related to the psychological aspect of negotiating.

A few years ago, I interviewed a candidate for the post of sales representative for a wine distributor. After having explained to him what his scope of responsibilities would be, I asked him what his financial expectations were.

Do you feel that you should arrange a meeting with your boss to renegotiate your salary, but you keep procrastinating just because you do not have the courage to approach him? Well, you are not the only person facing this problem.

Your timing needs to be right as you do not want to ask for a raise when the company is going through a difficult period due to recession or cutting cost because of a drop in sales.

It is said that 55% of the impression you make on someone during the conversation come from your tonality. 38% come from you non-verbal gestures. Only 7% come from the content of your message.

Assertiveness is the point of balance between a passive and aggressive attitude and this is what makes the difference during the negotiations.

It happened a couple of years ago when I was training students of an international company...

As an anti-theft measure, stores would put tags on their articles and this would set off an alarm if they still happen to be on the items you have purchased when you leave the store. In my case, the alarm did not go off and I left the store without even realizing that the tags had not been removed...

The funny thing about negotiating is that it is sometimes, remember, sometimes, related to not negotiating.

I had been conducting self-improvement training with two directors of an international company for two years and the company had been covering the cost of their training. However, after the contract had ended, they wanted to continue for another year and this meant that they would have to finance the training.

Two years ago, I met the CEO of one of the companies with which I had been doing business.

You have made an appointment with your buyer and have arrived at the company on time because you do not want to be disrespectful and unprofessional. However, at the reception desk, you are told that the boss is at a staff meeting and would join you later.

Some negotiators would use an adversarial approach during the negotiation. They would try to intimidate you by shouting, abusing and using vulgarism.

One of the dirty tricks that some negotiators use is something I refer to as the humiliation approach. It happened to a student of mine, an experienced sales director, when calling on a customer.

In some cases, negotiators will try to make things look more urgent than necessary. They would therefore show their impatience and tell you that you need to close the deal immediately.

The key to successful negotiations lies in the way you are dressed. Make it your duty to be immaculately dressed for the meeting because when you look good, you automatically feel good and your confidence and self-esteem will increase.

Replicating body language.

As a customer you must have had many situations when you had to make a complaint at the store...

In this video I will show you a few tips on how to handle a complaint from a customer.

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