No matter if your sales negotiation table is an actual table, a phone, video call, email, or text message, it is human-to-human communication and intentional controlled conflict, woven into the imperfect fabric of human emotion and logic.
At the table, effective communication keeps you in control of the conversation so you can move toward alignment on an agreement. Communication mistakes slow the process down, open the door to alternatives, damage relationships, and lead to costly misunderstandings.
There are seven rules for effective sales negotiation communication that will help you avoid these mistakes. These rules are always in play, and heeding them will give you an advantage in sales negotiation conversations.
To Control the Conversation, You Must First Control Your Emotions
You’ve learned that emotional discipline is at the heart of effective sales negotiation. Control of the conversation begins with control of your emotions. This is why planning in advance and running through scenarios are so important. The process of planning prepares you to rise above your emotions.
People Respond in Kind
You’ve learned that emotions are contagious. Because of this, people tend to respond in kind to other people’s behaviors.
At the negotiation table, buyers deploy tactics designed to shake you emotionally. They may be direct, bullying, demanding, and pushy. They may be complimentary and sugar-sweet. Their goal is to leverage ...