Stuart Diamond, of the Wharton School of Negotiation, explains that although negotiation processes are always present, almost everyone does not negotiate properly and we tend to create conflict rather than solve problems.
The professor shared with Bnet.com the best possible strategies to get what you want:
1. Understand the other party enough to persuade, if you don’t know them, the entire process takes much longer.
2. The traditional strong-arm tactics generate resentment and retaliation: using techniques such as abuse of power, get up and leave or making threats provide little in the process of persuasion.
3. Start the negotiation process tapping emotional aspects: the world is irrational. The more important is the negotiation, the more emotional (and irrational) people are. Understand the emotional motivations of others and try to stay as rational as possible.
4. Make a connection with people: the other side is up to 6 times more likely to meet your needs if he personally likes you. Get to know who they are.
5. Life is quid pro quo: if you want something, you must give something, both in work and personal life. The key is to give something you don´t value much that has more value to the counterparty. The more you know them the more you will know what they value.
What are the main skills to develop to be a sales champion?
SKILL #1: Building the Buyer-Seller Relationship*. Salespeople need to develop a better understanding of the buying process that customers actually follow-the real decisions they make, and when they are made. Then salespeople need to match their sales process with the customer’s buying process.
A list of seven signs to look out for in order to stop you, your boss and your peers becoming bad managers.
Bad managers are often blissfully unaware that they are underperforming. Steve Tobak writing for bnet.com suggests the following tips for identifying when you need to take a long hard look at yourself.
The heights of success affect the entire world and not necessarily in a positive way, and top executives are no exception.
" If you know a little about human psychology, that shouldn't surprise you. You've got to really know yourself, possess unusual self-confidence, and be pretty well grounded in reality to withstand the ego-inflating onslaught of winning big in business," writes Steve Tobak.
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