Feature Article
We all expect to negotiate something when dealing with Corporate Procurement.
At some stage in the sales cycle, the negotiation over price,
deliverables and Terms and Conditions will start.
I believe the best negotiators are those who are adaptable to
the situation at hand. Good buyers will be experts in their field and plan for
major negotiations. They tend to also be able to explain what it is they want
to achieve and have an ability to explain their negotiation position in a way
that, if not entirely acceptable, could be understood.
Let's look at the three main types of negotiation styles,
when to use them and the inherent dangers of each style.
COMPETE - I win, You lose
Use when you
want to get results quickly or there is a need to act.
The danger is that behaviour will be highly competitive.
This could lead to a stalemate.
Remember that
appeasing competitive negotiators will not create goodwill. It just creates
requests for more concessions.
ACCOMMODATE - I lose, You win
Use when you
want to repair or improve a relationship.
The danger is that
you are left with a weak position throughout the negotiation if you give away
value early on in the negotiation.
Remember that
before giving any concession you need to establish the value of that concession
(i.e. Ask).
COLLABORATE - I win, You win
Use when the
relationship is important to you and/or large amounts of money are at stake.
The danger is that
if one party is in Competitive mode then the Collaborator loses out. This style
only works when both parties agree to the rules and mutual value is created
through investment of time and energy.
Remember that
all major players need to take part and show up for discussions for
collaboration to work most effectively.
If you want to comment, please email me at wanda@amycus.com
To
your success
Wanda
 Note from Wanda
Part of my offering at Amycus is a mentoring programme for Sales Professionals. I really enjoy passing on my knowledge to those striving to improve their performance - be it in the area of opening a new account, setting up a new service or managing their team.
If you feel that you or one of your team members can benefit from mentoring, please contact me on 020 3239 6572.
Do
please give me feedback on what you think of my Newsletter and what topics you
want to see covered next, by contacting me at wanda@amycus.com. |
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INFLUENCE
