Sports Realm

In Sales training programmes, sales negotiation skills are often overlooked. You could say that the underlying reason most of us feel the need to negotiate with others is so that we can find a way to get what we need. Being human, most of us believe that our viewpoint is very important and that others should at least think about seeing things our way. If you had no wants or requirements, there would be little reason for you to enter in into negotiations with others.

If sales courses don't always teach influencing skills, how then can you convince other people to favourably consider your recommendations?

Believe it or not, there is a science supported by more than 60 years of research that has informed our understanding of the use of influence to satisfy our needs and wants in sales negotiation. The world's foremost expert on the science of persuasion, Dr Robert Cialdini, has discovered 6 principles of persuasive communication in his studies:

Reciprocation
Liking
Commitment & Consistency
Authority
Scarcity
Social Proof

Whilst persuasion will always be somewhat of an art, it is incredibly helpful to harness the power of the 6 principles uncovered by science to maximise your chances of convincing others to give you what you really want.

Let's start by closely looking at what I believe to be the key principle from a negotiation viewpoint - reciprocation.

Reciprocation means that we return to others the same behaviour that they exhibit towards us. If you have helped me, then I should do you a favour. If you invite me to your birthday party, then I should invite you to my birthday party. If you make a concession to me, then I should make a concession to you.

So what does this mean to you and how can you use it to get what you would like?

Here's how:

Ensure that when you start a negotiation you ask for a little more than you would be satisfied to receive.

Let's say you are trying to sell a widget and you need to receive $ 100 for the widget.

If you would like to deploy the principle of reciprocation, then you should start by requesting a little more - let's say by asking for $ 105.

If your counterparty does not agree to handing over $ 105 for the widget, then you can offer a concession by discounting your required price to $ 100 in exchange for your counterparty also making a concession to you. A concession that your counterparty could make in this case could be to pay you cash on the spot or to take care of shipping etc.

The key is for you to offer the concession - don't wait for your counterparty to make a concession. Just make sure that you use the word 'if' when you make your concession:

"If you are prepared to pay me in cash right now, then I will reduce the price from $ 105 to $ 100". This way you give an indication to your counterparty that you are prepared to be flexible and you will now significantly improve the likeliness of them also being flexible and offering a concession in return.

Just be sure to use this principle 'in the moment' whilst you are negotiating. If you walked away from a negotiation to review your proposal, your counterparty will be more likely to regard your revised offer as a new proposal, not as a concession.

2 Essential Factors Of An Effective In-Company Negotiation Training Program
Merely depending on the negotiation abilities of individuals is a familiar oversight businesses make. Developing a strong negotiation capability is contingent on critical factors: The negotiation strategy, process, the individual's skills and the supporting network.

The Mystery Of Successful Selling
There are three factors that can influence a person. These three things are imagination, language, and perception systems. Combine these three factors and you will win the competition.

Proper Negotiation Training Can Show You That Losing Can Be Better Than Succeeding
Instead of indicating to your opposite number that supporting my offer will assure a deal, it may be even better to say and specify what they are going to squander if they do not support it.

Incorporate This Suggestion In Your Negotiation Skills Training Programs To Ensure These Three Things Never Occur
If you are getting ready for a non-competitive negotiation, deploy some effective negotiation skills and make every effort not to make any of the most common mistakes during your dealings with your counterparts.

Have You Ever Asked Yourself What Makes A Great Negotiator With Outstanding Negotiation Skills?
This is a question that many people before have tried to answer, but this is the wrong question and this is why.

Improve Your Negotiation Skills By Discovering The One Factor That Divides The Novice From The Professional Negotiator During A Negotiation Deal
Understanding your counterparts interest in your negotiations is one of the most imporant elements to attain and ensure profitable, gratifying and long term business relationships.

Your Insufficiently Developed Commercial Negotiation Skills Ability Could Cause Critical Negotiation Interventions To Fail Due To Poor Preparation
The main reason to a profitable business negotiation result is the quality of your planning. If you don't plan, prepare to fail and expect to not reach your goals.