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Rules of Negotiation: Getting Your Outcome With Tact

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During a negotiation, each side has deep interest in seeing their desires come to pass. Sometimes compromises that leave all parties completely satisfied can be made, but there are cases where issues leave one side at a deficit. This can create resentment or increase conflict.

It is important for negotiators to reach their end goal while still maintaining amicable and fruitful relationships with those in opposition. Learn how to effectively communicate your point while utilizing tact and diplomacy to preserve your professional connections.

Demonstrate Emotional Control 

Emotional control is our ability to recognize our own emotional response to situations. People who have a higher level of emotional intelligence can identify and control their emotions. Additionally, emotional intelligence allows us to recognize the way other people respond to situations. An effective negotiator easily recognizes personal emotions before they come to the surface, and he or she knows how to elicit and manage a response from the other side. This allows them to negotiate with tact. Because they understand emotion, they know how to manipulate the situation without offending anyone.

Listen Attentively 

Everyone wants to be heard. Experienced negotiators know how to talk, but they also know how to listen. When you truly listen to someone, you establish a bond while learning about his or her needs. In turn, you can understand each side with clarity and how to bridge any remaining gaps. Attentive listening not only garners respect from the opposition; it prepares you to offer solutions.

Show Assertiveness 

Assertiveness and tact go hand in hand. When negotiating, you don’t want to be seen as passive, but you also don’t want to be perceived as overly aggressive. The essence of negotiating with tact is to make your point without making the other person angry or intimidated. Learning to be assertive entails finding the balance between passiveness and aggressiveness. A firm handshake, confident eye contact, and a demonstration of your intelligence should accomplish this nicely.

Keep the End Goal in Mind 

Before going into a negotiation, clearly define your goals. This may mean writing them down and thinking about how to achieve them. Negotiators step outside themselves and see the big picture. Because of this, they are also able to forecast possible objections to their arguments and come up with solutions. Prepare your responses to possible objections, so you can demonstrate to others that you respect their opinions and considered their needs, as well.

Sources:

http://www.skillsyouneed.com/ips/tact-diplomacy.html

http://www.forbes.com/sites/christinapark/2015/01/09/eight-powerful-negotiation-tips-for-introverts/

http://www.how-to-negotiate.com/interpersonal-communication-skills.html

Negotiations Lifehacks: The 3 D’s of Negotiating

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Many people categorize negotiation as a battle between two competing wills, each driven by naked self interest. We do not find that to be the case. Yes, negotiation is a sort of battle of wills, but not in the sense that statement implies.

The famous German philosopher, Jurgen Habermas, the father of the philosophical concept and practice known as discourse ethics has a famous line from one of his books.

“In discourse, the unforced force of the better argument alone determines the yes or no responses of the participants.”

That concept is somewhat hotly debated by other philosophers, but not for its practical merits. The ivory-tower philosophical debate hinges on problematizing what is ‘good,’ or ‘moral,’ or ‘ethical’ in any kind of universal sense, and questioning whether or not any of those things even exist, at all.

It’s interesting to note that Habermas himself considers those debates to be more or less pointless, and instead focuses on what should be essential to every philosophical debate: what is useful, and practical in everyday life. And in everyday life we find that in negotiation proceedings, most people can find enough common ground, and common interest, most of the time, to reach an agreeable solution.

If negotiation is a battle of wills, the superior will is not the one with the most potent emotions. The superior will, is the one who troubles him or herself to seek negotiations training, then use it to formulate that unforced force of a superior argument.

At SNI we have designed a simple, practical method for doing that very thing. It’s a simple, three-step process we call Three D’s that helps anyone deliver a more compelling argument. The following infographic breaks the process down in some detail.

negotiations

How to Lead Your Office in Sales

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There are certain personality traits and characteristics that enable an individual to be successful at sales. Temperaments, ways of approaching people, and even external appearance can all be a huge influence on a salesperson’s efficacy with clients. Most of these traits are applicable to more than sales, too; they’re valuable life skills that will travel with you throughout your career.

Being Self-Aware 

To understand the way others perceive us, we must first understand ourselves. Being self-aware and identifying our emotions is a useful skill at work and in life. Salespeople have the inherent ability to read their own and others’ emotions, which allows them to adjust their response. Once you can identify how you respond to certain stimuli, you can work on changing your actions, if necessary.

Think about how you react when you don’t understand something. Do you get mad? Do you make a reasonable effort to wrap your head around it? Or do you change the subject? Salespeople know ahead of time how they tend to react and what type of reaction will elicit a positive response in a given situation.

Solution Oriented

Salespeople are adept at solving problems; that’s what makes them so good at their jobs. When a salesman pitches an idea or product, they must first identify a problem for which the product offers a solution. They convince the person by explaining how the product or idea works to make their life easier. In the event that a customer has a complaint or a pitch goes sour, they know how to solve that problem, too. Understanding is the foundation for problem solving. To effectively solve a problem, you must first understand the nature of it.

Optimistic 

Optimism isn’t limited to salespeople. It is a healthy outlook everyone should embrace. Optimistic people are more confident, and confidence gets you everywhere. The key to becoming more optimistic is to thoroughly analyze your emotional response to situations. Imagine you wake up in the morning and stub your toe getting out of bed. You can either think: “oh great, it’s going to be that kind of day,” or you can think: “at least I’m wide awake now!” It’s this type of decision in your perception that alters your entire day.

Assertiveness 

Being assertive doesn’t mean being aggressive. There are plenty of ways to convey your assertiveness without coming across as arrogant. When a customer tells an assertive salesman they would like to think about the offer and get back to them, the salesman will often ask for a specific time and date to follow up. This isn’t as passive as simply saying “okay,” and it’s less aggressive than saying “it’s now or never.” It is both firm and accommodating.

Sources:

http://www.forbes.com/sites/erikaandersen/2013/04/12/the-unexpected-secret-to-being-a-great-salesperson/

http://www.inc.com/geoffrey-james/5-traits-of-highly-successful-salespeople.html

http://www.entrepreneur.com/article/65984

3 Ways to Influence How People See You

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Perception is how we navigate both the social and professional world. The way people perceive themselves and the world around them dictates the way they respond to their surroundings. When interacting with others, we often view ourselves a certain way; many times, though, the way we see ourselves does not always align with the way other people see us.

It’s a strange phenomenon that has been studied for years. It may sound disconcerting, but this disconnect in perception can actually be harnessed to positively influence the way others see us. Influence training teaches people how to identify their personality traits and how people perceive them. Once you identify these traits, you are more prepared to change them.

Be Positive and Confident 

If you are a pessimistic, people will see that in you, even if you don’t realize it yourself. One of the most effective ways to change the face you put on for the world is to work on becoming more positive. The more positive you are, the more confident you become. We all know confidence radiates outwardly from a person.

A simple way to work on boosting your positivity is to smile more. Smiling actually releases hormones in your brain that make you happier, which in turn makes you smile. Maintaining good posture, eye contact, and a sunny disposition will build your confidence and ability to stay positive. In time, the forced routine becomes a part of your character. Ultimately, it changes the way people perceive you. 

Show A Little Vulnerability 

Vulnerability from leaders boosts camaraderie and promotes empathetic responses. Empathy is one of the truest connections humans have and understand about each other. We may not perceive someone the way he or she sees him or herself, but we can certainly empathize with him or her. Essentially, this boils down to modesty. Once you build your confidence, you will start to feel like you can take on the world. This is a great thing, but only if it’s tempered with a touch of humility. Respect that other people have different opinions, and listen to what they have to say. If you make a mistake, address it and apologize.

Show Interest in Others

Everyone loves a good listener. When engaging in conversation with someone, always show interest in what he or she has to say. Not only will he or she respect you more, but you will learn about him or her in the process, too. Ask people about their opinions and interests on a topic, and try to make connections with them. Encourage people to open up and talk about what they love.

In short, the best way to change the way others see you is to change your own behavior. Influence training is a great way to kick start this process by helping you identify the traits you want to change and giving you the tools to do so.

 

Source:

http://www.theguardian.com/lifeandstyle/2015/apr/17/influencing-how-others-see-you-oliver-burkeman

How to Be Nice & Negotiate With Confidence

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Many people think the negotiation process involves a heated debate and sly tactics. While this is the case occasionally, there are plenty of ways to negotiate with respect. Being cordial during a negotiation doesn’t mean being a pushover, either. Negotiation training can show people how to communicate with confidence while still being a nice person. The main goal of “nice” negotiation is to be fair and still get what you want.

Establish a Rapport 

Making small talk before negotiations begin builds a relationship with the person. It also gives you an advantage over the situation. Small talk affords you the opportunity to learn about the other person; what their motives are, how they perceive their surroundings, and how they respond to them. In this way, you can build a relationship while building your tactics.

Small talk doesn’t have to be strictly personal; you can chat about the company or the upcoming negotiation. People who engage in small talk before a negotiation are substantially more successful at reaching an agreement.

Be Firm in Your Argument 

You can be firm when arguing your side without coming across as rude. Demonstrate your knowledge on the subject, and show your opponent that you know what you’re talking about by providing thoughtful information. Back up your argument with factual evidence and logic.

For example, imagine you’re buying a car. When negotiating with the salesman, show them that you researched the car and the value of the particular model. Convey confidence in your negotiating skills with a firm handshake upon introduction and an expertise in your field, and you will come across as knowledgeable, not arrogant.

Show Emotion, But Not Too Much 

We can look to the car dealership example for this concept, as well. Many times, when people shop for a car, they fall in love with a particular model and outwardly express their opinion. Obviously, the salesman uses this to his advantage when trying to get the most money out of the sale.

When they see emotion, they see dollar signs. It’s helpful to show a little emotion, as it shows that you’re human, and it helps the other person open up. Being overly emotional about a subject, however, makes you vulnerable to hardball tactics. Know when to hold back, when to open up, and when to let go.

Negotiation training can teach you how to identify when “nice” negotiating will work best. Of course, this is not the best way to approach the situation, but knowing when to use it can reap some significant rewards.

 

Sources: http://www.fastcompany.com/3001209/negotiate-car-salesman-5-tactics-help-you-win-every-time

4 Ways to Negotiate Successfully Without Creating Conflict

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During a negotiation, each side has deep interest in seeing their desires come to pass. Sometimes compromises that leave all parties completely satisfied can be made, but there are cases where issues leave one side at a deficit. This can create resentment or increase conflict.

It is important for negotiators to reach their end goal while still maintaining amicable and fruitful relationships with those in opposition. Learn how to effectively communicate your point while utilizing tact and diplomacy to preserve your professional connections.

Demonstrate Emotional Control 

Emotional control is our ability to recognize our own emotional response to situations. People who have a higher level of emotional intelligence can identify and control their emotions. Additionally, emotional intelligence allows us to recognize the way other people respond to situations. An effective negotiator easily recognizes personal emotions before they come to the surface, and he or she knows how to elicit and manage a response from the other side. This allows them to negotiate with tact. Because they understand emotion, they know how to manipulate the situation without offending anyone.

Listen Attentively

Everyone wants to be heard. Experienced negotiators know how to talk, but they also know how to listen. When you truly listen to someone, you establish a bond while learning about his or her needs. In turn, you can understand each side with clarity and how to bridge any remaining gaps. Attentive listening not only garners respect from the opposition; it prepares you to offer solutions.

Show Assertiveness 

Assertiveness and tact go hand in hand. When negotiating, you don’t want to be seen as passive, but you also don’t want to be perceived as overly aggressive. The essence of negotiating with tact is to make your point without making the other person angry or intimidated. Learning to be assertive entails finding the balance between passiveness and aggressiveness. A firm handshake, confident eye contact, and a demonstration of your intelligence should accomplish this nicely.

Keep the End Goal in Mind 

Before going into a negotiation, clearly define your goals. This may mean writing them down and thinking about how to achieve them. Negotiators step outside themselves and see the big picture. Because of this, they are also able to forecast possible objections to their arguments and come up with solutions. Prepare your responses to possible objections, so you can demonstrate to others that you respect their opinions and considered their needs, as well.

Sources:

http://www.skillsyouneed.com/ips/tact-diplomacy.html

http://www.forbes.com/sites/christinapark/2015/01/09/eight-powerful-negotiation-tips-for-introverts/

http://www.how-to-negotiate.com/interpersonal-communication-skills.html