At times, negotiations can be complex, brutal or slow. While there is no guarantee for positive results after the negotiation, marketers can increase the likelihood of getting the results that they want by developing and improving their negotiation skills.
Here are 12 negotiation skills that you need:
The majority of marketers around the world are not effective listeners. They hear, but fail to listen. There is a difference between hearing and listening? Hearing is when the words fall on your ears but you can't make meaning out of them.
On the other hand, listening is when you hear the words and understand them accurately. Most marketers love to talk. Some of them think that the more they talk, the greater the effect they'll have. The truth is they end up irritating their potential buyer and this reduces the chances of making a sale.
Becoming an effective listener involves listening
to the other party attentively without interrupting, taking notes and replying to all their concerns properly.
As the popular saying goes, two heads are better than one. And it applies to the world of marketing. Thinking and working as a team is one of the best ways to tackle a problem and drive successful negotiations.
The marketing team that will be involved in a negotiation should discuss and come up with effective ways to persuade the other party. Working as a team means more brilliant ideas and strategies. When you have the option of working in a team, don't be a lone wolf.
Communication is the foundation of success in business, negotiation and relationships. Some of the most successful people in the world are the best communicators. Good communicators understand the other party and clarifies all doubts.
To become a good communicator, you must understand the product or service that you are marketing in order for you to be in a position to talk about it.
When carrying out negotiations, there will always be problems to be solved. Negotiation is all about discussing a specific set of problems and coming up with solutions that are beneficial to both parties.
You need to be an excellent problem solver to become a great negotiator. You need to effectively analyse a problem without thinking of your gains.
It can take time before you arrive at a conclusion that is beneficial to both parties. You'll have to listen, take notes and comment on the other party's problems and perspectives. And this can take up a lot
of time. You'll need to exercise patience while dealing with the other party to arrive at a worthy conclusion.
6. Building rapport
This is a crucial
negotiation skill. Building rapport makes it easier for you to build trust and persuade the other parties with concrete facts. Effective rapport building means avoiding small or casual talk or being too
formal during the meetings. You need to be enthusiastic, friendly and adaptable to conduct negotiations quickly and easily.
You need to be assertive, while saying what you want to persuade the other party. Remember, there is a thin line between being pushy and being assertive. Nobody wants to deal with a pushy negotiator who makes other people do what he or she wants.
Being assertive involves putting your points and perspectives forward without forcing the other party to follow. You don't have to agree to everything that your potential client says. You can calmly give negative responses.
8. Body language
People tend to focus more on non-verbal skills than verbal skills. Nonverbal body language includes gestures, attires and postures. For instance, if the lead negotiator of a particular company turns up wearing a cap and t-shirt with unkempt hair and sits in a slouching position, it will create a negative appeal and the client is less likely to be persuaded into an agreement.
Having etiquette means managing your time effectively, addressing the other party with respect, being enthusiastic and communicating professionally. These are required to create a professional presence.
Presentations should address the problems and solutions by putting forward a plan of action that can be easily implemented. It is vital
that you use these in your negotiations.
11. Multilingual skills
In some organisations, you might have to deal with people who speak a different language. It's good to develop your multilingual skills to make it easier for other people to understand you.
12. Have a best-negotiated agreement
In case you fail to reach a win-win situation for both parties, it is important to have an alternative negotiated agreement in place, such as involving other parties and creating alliances.
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