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Psychology of negotiation |
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Negotiation Training (Negotiation is an integral part of every human interaction, it can be between account executives and customers, between account executives and internal staff, between service delivery managers and customers, between team members with executives, between executives, be it with customers suppliers, family or any other person or group.)
“How could it be that 2 people with exactly the same facts, exactly the same situation and exactly the same person they are dealing with have vastly different results?” The one gets a ‘Yes’ and the other a definite ‘No’. In this lies the difference between success and failure (be it in business or just a simple conversation), in this lies life.
The most important contributor to success in negotiation is the ability to understand people and in the process of doing that change our approach appropriately. We all differ in our approaches to negotiation due to the fact that we all have certain preferences in the way we think. Understanding this, we can now change our own “natural style” and make it more appropriate to the person/s we are dealing with and in that greatly enhance our success as a negotiator.
Our thinking preferences differ from each other even more than our fingerprints. By using the analogy of animals it is shown exactly why people struggle to communicate with each other. The metaphors in terms of animals representing thinking styles are : Armed with knowledge of different thinking styles, understanding your own preference in thinking and utilising the tools to understand the thinking preference of the people you are negotiating with, negotiators can now dramatically improve the way they negotiate.
Understanding self and others is the most important contributor to become a successful negotiator, however this is not enough to become a great negotiator. You need to know what you are negotiating for, what the alternatives are, importance of relationships, persuasive techniques, negotiation planning and negotiation tactics. Therefore in addition to the understanding of styles of thinking the following is also addressed: The importance of trust for success; How to build trust (or regain it) and how to maintain it; The art and science of persuasion; Negotiation planning – what are the steps required to close a negotiated deal; Negotiation principles – determining your best deal and also your walk away point; Negotiation Tactics – how to tactically arm yourself as well as how to defend tactics.
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