|
|
Learning Negotiation From The Young: Choosing The Right Strategy For Your Purchasing Negotiations.
Have you ever tried to reason with with a 2 year old?
Were you surprised with their negotiation skills?
Well, my son is now almost 2 and half years old and has suddenly learnt that he has a will - a very strong will at that. Typical of children at this stage, he is far more interested in getting what he wants than with complying with his mother or father's instructions.
It appears to me that as children we tend to be assertive rather than accommodating in our interaction with others. We are only concerned with satisfying our own needs and desires rather than satisfying the needs and desires of those around us.
It is only as we grow older that we believe the world does not in fact revolve around us and that we have to fit into the world in a responsible and positive way. We learn that we can not only do as we wish but also have to think about the rights, feelings and desires of others.
This made me think about the 5 basic negotiation strategies and how you can deploy them to support the achievement of your sales negotiation targets.
1.Competitive negotiation
This is a way of negotiation that is predominantly assertive and concerned only with your own needs, desires and targets.
2.Accommodating negotiation
This is a mode of negotiation that is predominantly focused on the needs, desires and targets of your counterparts whilst ignoring your own needs. Sales training programmes often teach this negotiation approach as the most suitable strategy.
3.Compromising negotiation
Probably the best known of all negotiation strategies. This is a style of negotiation where you meet your counterparts in the middle. You get some of your needs, wants and targets met and you do the same for your counterparts.
4.Collaborative negotiation
This is a style of negotiation where you try to meet all of the needs, wants and goals of your counterpart and they reciprocate.
5.Avoiding negotiation
This is a style of interaction where you do not regard negotiation as the best way to reach your targets.
The critical factors which will determine which of the above approaches should be in your negotiations is to answer the following three questions:
a.How important is an ongoing relationship to you?
If the relationship is critical, then you will not be able to be only assertive, you will have to at least compromise with your counterpart. If you do not address the requirements of your counterparts, then it is not likely that a meaningful relationship will develop.
b.How many options are available to you?
If you have many alternatives at your disposal, you can afford to be more competitive. On the other hand, if you have no alternatives, then you will be required to be more accommodating.
c.How much time do you have available?
If you have time on your side, then you can certainly be more competitive. The less time available to you, the more accommodating you will have to be.
As you can see, it is important to ask yourself these three questions before you start negotiating so that you can select the strategy most suited to the situation at hand rather than just following a negotiation strategy solely based on your preference.
It is also important to remember that you should be flexible in your approach. You may want to change your approach as new information becomes available during your negotiations.
Why It Is Important To Build Teamwork In Order To Increase Your Home Business
Attraction marketing these days is all about relationships. The concept of attraction marketing has become exceptionally popular because it focuses on just that, creating valuable relationships, giving something not just simply trying to sell something. Reciprocity is of utmost importance, giving to receive is absolutely the key here :)
Private Trainers: Crucial Business Partners To Improve Your Career
When personal coaches sign a client, they do not promise or guarantee that the client will reach certain goals or attain a certain level in their career. They are also clear about not putting time frames on client goals on their own.
Do Not Throw Money Away On A Card Processing Account For Your Organization.
The merchant account marketplace can be very complicated. Read this article to find out what you need to know.
Exploring The Credit Card Merchant Account Marketplace And Using A Service Provider Similar To Charge.Com.
Getting a good merchant account is not easy. Read this to find out how it's done and to get one yourself.
Enclosed Cork Boards - A Great Tool To Communicate With Loads Of People Easily
An enclosed cork board is an excellent way to communicate with a large group of people in an unobtrusive way. If you run a school office or work in a hospital or hotel, there will be times when you will need to notify people of events or fundraisers.
Keep Your Company On Track With The Help Of Credit Card Merchant Accounts.
Merchant accounts are an excellent way for individuals, or businesses to take payments. Read this article to find out more.
Pocket Folders - Can They Be Low-Cost And Also Good Quality
The high demand of folders has made pocket folders a common product in the use. We can easily find them in many places. They are used extensively in schools and colleges. They are used heavily in offices.
Pocket Folders - Intended To Coordinate Your Companies But Not Without Having Style
You must be familiar with pocket folders. If not, they are very competitive products due to many reasons. For example, they are worthwhile cases on account of their stunning designs.
|
More Articles
Blogroll
|
