Have you ever tried to reason with 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 suddenly discovered that he has a will - a seriously strong will at that. Typical of children at this stage, he is far more concerned with getting what he wants than with executing his mother or father's wishes.
It seems to me that as children we tend to be assertive rather than accommodating in our interaction with others. We are only concerned with satisfying our own needs and wants rather than accommodating the needs and desires of others around us.
It is only as we age that we learn 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 basic negotiation strategies and how you can use them to underpin the achievement of your sales negotiation objectives.
1.Competitive negotiation
This is a style of negotiation that is primarily assertive and focused on your own needs, desires and targets.
2.Accommodating negotiation
This is a mode of negotiation that is primarily concerned only with the needs, desires and objectives of your counterpart whilst ignoring your own needs. Sales training seminars often advocate this negotiation approach as the most suitable strategy.
3.Compromising negotiation
Probably the best known of all negotiation strategies. This is a mode of negotiation where you meet your counterpart in the middle. You get some of your needs, wants and objectives met and you reciprocate for your counterpart.
4.Collaborative negotiation
This is a mode of negotiation where you attempt to meet all of the needs, wants and objectives of your counterparts and they reciprocate.
5.Avoiding negotiation
This is a mode of interaction where you do not regard negotiation as the best method to attain your objectives.
The key factors which will determine which of the above approaches should be in your negotiations is to answer the following 3 questions:
a.What is the Importance of 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 counterparts. If you do not satisfy the desires of your counterparts, then it is not likely that a meaningful relationship will develop.
b.How many options are available to you?
If you have many alternatives available, you can afford to be more competitive. Conversely, if you have no alternatives, then you will be forced to be more accommodating.
c.How much time is at your disposal?
If you have a lot of time available, 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 three questions before you start negotiating so that you can select the approach best 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 amend your strategy as new information becomes available during your negotiations.
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