Relationship Building Enhances Negotiation Success
Speaking on the topic of Negotiation at the Western Fairs Association Conference to a packed room of entrepreneurs, I gave the ultimate tip for successful interviewing, selling and negotiating:
You must first speak to the other person’s Needs, Wants and Deep Down Desires
Only through questioning, clarifying and truly understanding their needs, wants and deep down desires, will you be successful in obtaining that which you desire. You will not have to accept the lowest possible salary offer or give away at no profit what you are selling or purchase at a very high price. When you fully understand your prospect’s position on everything pertaining to the subject at hand, you will be in a far better position to negotiate a fair deal for all concerned.
In my opinion, it is not about making a huge one-time sale or “deal” but rather possessing the mindset of encouraging a win for all concerned so that you will enjoy repeat business, referrals and testimonials. This is the hallmark of a dynamic business and the aspiration for every job seeker so that they may enjoy a lucrative career.
As your conversation builds in friendly tones, you hear what their needs, wants and desires are and gain ideas of how to present. Whether you are buying or selling, when the other party sees how intuitive you seem (due to your listening skills) you will find success far more easily. Business development is seamless, and your marketing communication becomes “you care” driving home the point why the other party should value your request for negotiated settlement.
I will be giving a no-charge business development course this evening for GlobalTeleclass, January 19th at 6:00 p.m. PST / 9:00 PM ET
Phone: 212-990-8011
Access Code: 65006#
For further insight on how to sell well or negotiate – Read: Nice Girls DO Get the Sale.
