May 28, 2020

Cooperation vs. Competition

Many people look at every negotiation as a fight. For instance, salespeople are often taught to subdue their opponent and turn a “no” into a “yes.”
But has it come to your attention that this might not be the right approach?
Because, in most cases, it’s not.

In the previous posts talked about the sales people we train and how we helped them overcome many of their negotiation issues. Shifting their focus from competition to cooperation was one of the most important revelations. They learned a valuable lesson that every salesperson and negotiator should know.
You see, the person sitting in front of you during a negotiation isn’t your enemy. Your job covers more than just handling objections and getting them to change their mind.
You need to find a way to increase the value that both sides stand to gain from the deal.
You already know what you want. But how do you figure out what the other side needs from you?

It’s very simple. All you have to do is listen.
You need to be an active listener who pays attention to everything the other side is saying. You need to ask the right questions and show that you’re listening.
You might also want to take note of the most important points you hear. This will help you gather in one place everything that’s dear to them.

After that, you only have to figure out how to deliver value. Rather than compromising and lowering your price, justify it with the high value you’ll provide.
If you can do this, you’ll never have trouble arriving at a common ground. You’ll be able to negotiate a deal that both sides will benefit from.
Do you want to learn more about what to look for in a negotiation? Click here to contact me.