Lessons In Negotiating From Youngsters: Picking The Best Approach For Your Purchasing Negotiations.
Have you ever tried to negotiate 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 now discovered that he has a will - a very strong will at that. Typical of children at this stage, he is far more concerned with getting what he wants than with complying with his mother or father's instructions.
It seems to me that as children we tend to be assertive rather than accommodating in our interaction with others. We are only interested in meeting our own needs and wants rather than satisfying the needs and desires of others around us.
It is only as we mature that we believe the world does not in fact revolve around us and that we have to fit into our environment 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 fundamental negotiation approaches and how you can use them to support the achievement of your sales negotiation goals.
1.Competitive negotiation
This is a mode of negotiation that is predominantly assertive and focused on your own needs, desires and goals.
2.Accommodating negotiation
This is a style of negotiation that is primarily focused on the needs, desires and goals of your counterparts whilst ignoring your own needs. Sales training programmes often advocate this negotiation approach as the most appropriate strategy.
3.Compromising negotiation
Probably the most famous of all negotiation strategies. This is a mode of negotiation where you meet your counterparts in the middle. You get some of your needs, wants and goals met and you do the same for your counterparts.
4.Collaborative negotiation
This is a mode of negotiation where you try to satisfy all of the needs, desires and objectives of your counterpart and they reciprocate.
5.Avoiding negotiation
This is a way of interaction where you do not regard negotiation as the best way to reach your objectives.
The critical factors which will determine which of the above strategies should be in your negotiations is to respond to the following 3 questions:
a.How important is an ongoing relationship to you?
If the relationship is critical, then you will not be able to be only competitive, you will have to at least compromise with your counterpart. If you do not address the desires of your counterparts, then it is not likely that a meaningful relationship will develop.
b.How many alternatives are available to you?
If you have a host of alternatives available, you can afford to be more competitive. On the other hand, if you have no alternatives, then you will be forced to be more accommodating.
c.How much time do you have available?
If you have time on your side, then you can afford to 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 3 questions before you start negotiating so that you can pick the approach most suited to the situation at hand rather than just following a negotiation strategy based only 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.
Business Coaching And Human Resource Management: Important Factors To Get Better Efficiency From Employees
At first, let's have a look at the benefits to hiring business coaches. A business coach is a person who specializes in helping a firm or business person increase productivity or profits. This is done by coaching specific people in an organization to develop better management styles and business relationships.
Executive Training Can Help Your Business Development And To Achieve Your Objectives
Executive coaching can be the ideal answer for one person or for the entire management staff of a corporation coping with challenges, old or new, but not having either the time or the desire to attend courses, lectures, workshops, or seminars
Considering Approaches To Obtain The Top Merchant Accounts For Your Company
Choosing a merchant account can actually be a tricky business. Read this article to find out how to get the best companies.
What Is The Top Merchant Card Account Provider And How To Locate Them?
This article looks at the merchant processing industry and how to choose a merchant account that is right for an individual's needs.
The Merchant Card Account Marketplace, Merchant Warehouse And The Level Of Customer Care Needed
Merchant accounts are very complex and can be much more expensive than they first seem. Read this article to find out how to avoid the pitfalls.
More Knowledge About Business Coaching And Management
If you are interested in becoming a business manager yourself, you may want to seek out a career coach or attend a project management training to help you decide how you can accomplish this goal.
Another Safety Gear For Every Laborer: Protective Ear Muffs
Safety has not always been the primary concern for employers but as time has moved on and laws have been put into place to protect workers all types of safety equipment has become mandatory in certain working environments.