Tag: negotiation

What are some techniques to create win-win outcomes in negotiations?

Posted on | by Sienna
Win-win outcomes in a negotiation

Scenario: A small business owner, Sarah, wants to purchase a new point-of-sale (POS) system for her boutique. She is negotiating with a sales representative, John, from a tech company that sells POS systems. Sarah’s primary concerns are getting a high-quality system within her budget and receiving good customer support. John’s goal is to make a sale while ensuring customer satisfaction and potentially securing a long-term relationship for future business.

Understanding Needs:

Sarah: Needs a reliable and user-friendly POS system, strong after-sales support, and training for her staff, all within a $5,000 budget.

John: Wants to sell the POS system for a fair profit and provide excellent customer service to build a long-term relationship.

Discussion and Exploration:

John listens to Sarah’s concerns about budget constraints and the importance of after-sales support.

Sarah is open to hearing about the various packages and support plans available.

Finding Common Ground:

John offers Sarah a slightly discounted rate on the POS system, reducing the price from $5,500 to $5,000 to meet her budget.

He also includes an extended one-year customer support package and staff training at no additional cost, which usually costs $500.

Creative Solutions:

To add more value, John suggests a payment plan where Sarah can pay in three instalments over six months, easing her cash flow concerns.

Agreement:

Sarah agrees to purchase the POS system for $5,000 with the added benefits of the extended support and training.

John secures the sale and sets up the payment plan, ensuring Sarah can manage her finances comfortably.

Outcome:

Sarah (Buyer): Gets a high-quality POS system within her budget, along with essential support and training, which increases her satisfaction and confidence in the product.

John (Seller): Makes the sale, meets his revenue goals, and establishes a positive relationship with Sarah, increasing the likelihood of future business and referrals.

Creating win-win outcomes in negotiations

Negotiation is a critical skill in both personal and professional settings. Achieving win-win outcomes—where both parties feel satisfied with the agreement—is the gold standard. Here are some techniques to help you create win-win outcomes in negotiations.

1. Prepare Thoroughly

Preparation is the foundation of a successful negotiation. Understanding your needs, priorities, and the best alternatives to a negotiated agreement (BATNA) is crucial. Equally important is researching the other party’s interests, needs, and constraints. This comprehensive preparation allows you to find common ground and areas for mutual benefit.

2. Build Rapport

Establishing a positive relationship with the other party sets a collaborative tone. Start with small talk to find common interests and build trust. People are more likely to reach a mutually beneficial agreement with someone they like and respect. This rapport can help navigate through challenging moments in the negotiation process.

3. Focus on Interests, Not Positions

Positions are the specific outcomes one party demands, while interests are the underlying reasons behind those demands. By focusing on interests, you can:

  • Uncover shared goals
  • Create solutions that satisfy both parties

For instance, in a job negotiation, the position might be a higher salary, but the interest could be financial security or professional growth. Understanding this can lead to alternative solutions, such as performance bonuses or professional development opportunities.

4. Invent Options for Mutual Gain

Brainstorming multiple options before deciding on a solution encourages creativity and flexibility. In this phase, aim to “expand the pie before dividing it”. This might involve combining elements from both parties’ proposals or introducing new variables that address the interests of both sides. For example, in a supplier-client negotiation, extending the contract length in exchange for better pricing can benefit both parties.

5. Use Objective Criteria

Basing the negotiation on objective criteria can help avoid conflicts and ensure fairness. This includes:

  • Market value
  • Legal standards
  • Expert opinions
  • Industry benchmarks

Using objective standards ensures that the agreement is based on mutual interests and not personal biases or power imbalances.

6. Actively Listen

Active listening involves not just hearing the other party but understanding and acknowledging their perspective. It means asking open-ended questions, summarising what you’ve heard, and validating their feelings. This shows respect and empathy, making the other party more likely to reciprocate and collaborate on finding a win-win solution.

7. Be Willing to Compromise

Flexibility is essential in negotiations. While you should know your limits, being open to compromise helps in finding a middle ground where both parties can agree. Sometimes, giving up a lower-priority demand can lead to gaining something of higher value in return.

8. Aim for Long-term Relationships

Negotiations should not be viewed as one-time events but as opportunities to build lasting relationships. A win-win outcome is more sustainable and beneficial in the long run. Just as we saw in the Bakery and Café scenario, approaching negotiations with the mindset of creating a long-term partnership encourages trust and goodwill, which can lead to more successful negotiations in the future.

9. Maintain a Positive Attitude

A positive and solution-oriented attitude can significantly impact the negotiation process. Confidence, optimism, and a focus on solutions rather than problems help create an environment conducive to finding win-win outcomes. Positivity also helps in overcoming obstacles and setbacks during the negotiation.

Negotiation meme

Creating win-win outcomes in negotiations requires a blend of preparation, empathy, creativity, and strategic thinking. By focusing on shared interests, using open communication, and building trust, you can achieve agreements that are satisfying and beneficial for all parties involved. These techniques not only help in reaching a successful deal but also pave the way for stronger, more cooperative relationships in the future.

Contact the team at KONA today to discuss our tailored Negotiation Training Programs and how they can help your sales team create win-win outcomes in their negotiations.

Call 1300 611 288 or email info@kona.com.au

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Who has the Power in a Negotiation?

Posted on | by Sienna

Negotiation, the art of reaching agreements, permeates various facets of our lives, from business transactions to interpersonal relationships. At its core lies a delicate dance of power dynamics, where each party seeks to assert influence, secure favourable terms, and ultimately, emerge victorious. But who truly wields the power in a negotiation? Let’s delve into this intriguing question.

Don't underestimate your opponent in a negotiation.

The Illusion of Power


One might assume that power in negotiation rests solely with the party holding the purse strings or possessing the most leverage. While financial resources and alternatives certainly play a significant role, true power often lies in the hands of the adept communicator, the master strategist, and the emotionally intelligent negotiator.

Unpacking Power Dynamics


Information Is Power:

In the age of information, access to pertinent data can tilt the scales dramatically. Those armed with thorough research, market insights, and knowledge of their counterpart’s needs hold a formidable advantage. Thus, power manifests in the ability to gather, interpret, and strategically utilise information.

BATNA (Best Alternative to a Negotiated Agreement):

Understanding one’s BATNA empowers negotiators to walk away from unfavourable deals with confidence. The party with a stronger BATNA exudes a sense of autonomy and control, compelling the other side to make concessions to avoid losing the deal altogether.

BATNA- know when to walk away from a deal.

Emotional Intelligence:

Effective negotiation transcends logical argumentation; it delves into the realm of emotions. A negotiator skilled in empathy, active listening, and rapport-building can influence perceptions, sway opinions, and promote collaboration. Emotional intelligence, therefore, confers a subtle yet potent form of power.

Strategic Framing:

How negotiators frame their proposals significantly impacts the perceived value and desirability of an agreement. By skilfully framing issues, priorities, and concessions, salespeople can shape the negotiation narrative to their advantage, influencing the counterpart’s decisions and preferences.

Empowerment Through Collaboration

Contrary to the zero-sum paradigm, wherein one party’s gain equates to the other’s loss, collaborative negotiation fosters mutual empowerment. In collaborative negotiations, power is not wielded as a blunt instrument of coercion but as a tool for problem-solving and value creation. By aligning interests, exploring creative solutions, and prioritising long-term relationships, both parties can emerge as winners.

In the complicated tapestry of negotiation, power assumes multifaceted forms, from financial resources to communication skills, from emotional intelligence to strategic insight.

Rather than a finite resource to be hoarded, power thrives in its shared expression, wherein both parties contribute to shaping the outcome. By utilising these effective negotiation strategies, negotiators can navigate the complex terrain of power dynamics with finesse, ultimately forging agreements that satisfy both parties’ interests. After all, true power lies not in domination but in the ability to create value and cultivate enduring partnerships.

Let the negotiations begin meme

Would you like to find out more about what KONA can do for your business? Check out our FAQ’s: https://kona.com.au/frequently-asked-questions

To find out how KONA can help your Sales Team become more confident in Negotiations, Call 1300 611 288 or email info@kona.com.au

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Common Mistakes During a Negotiation and How to Avoid Them

Posted on | by Sienna

Why did the bad negotiator bring a ladder to the meeting?

Because they wanted to reach a “higher level” of agreement!

Don't let poor negotiation skills leave you in check.

Negotiations are complex and often challenging. The pressure in a negotiation can cause even the best negotiators to make mistakes. All successful managers and salespeople need to negotiate at some point or another, and it won’t make your job any easier if you don’t know how to negotiate effectively. For instance, you may be unable to solve problems that other negotiators can solve easily.

Negotiation Training can benefit your sales team by equipping them with the skills to secure better deals, build stronger relationships, improve profitability and avoid negotiation mistakes.

 We will look into 6 common mistakes made in negotiation and how they can be prevented.

Poor Preparation

As the old adage goes, “If you fail to plan you plan to fail.”

Just knowing what you want going into a negotiation is not enough. You need to plan and prepare. 

Going into a negotiation well prepared will make you feel more confident, and will allow you to demonstrate your knowledge of the topic.

Not to mention, you will be less likely to forget something if you are prepared.

A good rule of thumb is to include everything in the negotiation from the beginning. It’s a lot more difficult to add new conditions or demands once the negotiation has already taken place.

  • Practice your pitch
  • Clarify your reasons or arguments 
  • Think about what the other party is likely to say
  • Consider what you’re prepared to compromise on
  • Bring your notes with you

Failing to Build Rapport

Building rapport with your opponent in a negotiation is a strategic move that can significantly impact the outcome. It paves the way for more productive and cooperative negotiations.

You’re more likely to reach a mutually beneficial agreement if you establish a good relationship early in the negotiation process.

If you are unable to build rapport in a negotiation, you are less likely to be able to:

  • Establish Trust
  • Have open communication
  • Reduce Tension
  • Solve Problems
  • Overcome Deadlocks
  • Persuade

Poor Listening Skills

Poor listening skills in a negotiation can have detrimental effects on the negotiation process and its outcome.

To be a successful negotiator, you have to listen to the other person.

Avoid things like:

  • Interrupting
  • Ignoring what the other person is saying
  • Rushing or impatience
  • Being defensive

Good listening skills in negotiation can help you to learn what the other person wants and verify how far apart your positions are.

Not Establishing Your BATNA

Your “BATNA” or “Best Alternative to a Negotiated Agreement” should be established before you enter into a negotiation.

Your main goal in negotiation is to get what you want, but you also have to determine what your next-best alternative would be. This way, you can ensure you know when it’s best to walk away.

Having a BATNA means you can push harder during a negotiation, and potentially even get a better outcome than expected, because you’ve stayed open-minded.

Sellers BATNA and Buyers BATNA.

Making Assumptions

Another common mistake in negotiations is to make assumptions.

Making false assumptions in a negotiation can lead to:

  • Misunderstandings
  • Biased Decision-Making
  • Inflexibility
  • Missed Opportunities

Instead, go into a negotiation assuming that nothing is off the table – this way, you will have more options.

Focusing only on Price

Going into a negotiation focusing only on price is a negotiation mistake, because you risk backing yourself into a corner.

Of course, many negotiations, especially in business, have a monetary aspect. And price is important, but often, it is only part of a deal.

So, what else could you negotiate? Consider other factors such as:

  • Adding additional services
  • Improving contract terms
  • Timing
  • Quantity or Volume
Value vs. Price in a negotiation. Focus on value.

Successful negotiations require preparation and a clear understanding of what both parties aim to achieve.

Although you want to secure the best deal, negotiations are not just about winning. There are many other factors that come into play.

Next time you need to negotiate, consider if you could be making a negotiation mistake that may cost you your desired outcome.

How much is poor negotiation costing you? Contact KONA to discuss tailored negotiation training for your sales team.

Call 1300 611 288 or Email info@kona.com.au

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What are the Key Elements of a Successful Negotiation?

Posted on | by Sienna

I’m asked all the time about ego and negotiation and in a response to a delegate yesterday I said: “It seems you’re suggesting that having a strong ego or displaying an overly dominant attitude might not be effective in negotiation situations. In many cases, you’re right. Negotiation is a complex interpersonal process that often requires collaboration, active listening, and empathy.” – Garret Norris, CEO of the KONA Group

The Key Elements of Effective Negotiation

A successful negotiation involves several key elements that contribute to achieving a mutually satisfactory agreement between parties. Whether you’re negotiating a business deal, a contract, a salary, or any other arrangement, let us guide you through the elements that can greatly enhance your chances of success.

Preparation

Thoroughly research and understand your own needs, goals, and priorities, as well as those of the other party.

Anticipate potential objections, concessions, and alternative solutions.

Knowledge is a powerful tool in negotiation.

Clear Objectives

Clearly define your objectives and desired outcomes for the negotiation.

Having a well-defined goal helps you stay focused and avoid unnecessary concessions.

In Negotiation it is important to have well-defined goals in order to keep you focused.

Active Listening

An effective yet simple tactic when negotiating is to pay close attention to what the other party is saying.

Listen actively to their concerns, needs, and interests.

This helps build rapport and understanding, enabling you to find common ground.

Effective communication will allow you to clearly convey your own points while acknowledging the other party's perspective.

Effective Communication

Clearly and persuasively convey your own points while acknowledging the other party’s perspective. Use concise and respectful language, and be open to asking clarifying questions.

Flexibility and Adaptability

Be prepared to adjust your approach and consider alternative solutions.

A willingness to compromise and find creative options can help break impasses.

Patience and Timing

Negotiations can take time. It’s important to stay patient and avoid rushing the process. Allow both parties to express themselves fully before moving forward.

Emotional Intelligence

Manage your emotions and be aware of the emotions of the other party.

Emotions can impact decision-making, so maintaining a calm and empathetic demeanor is crucial.

Building Relationships

Establish a positive rapport with the other party. A good working relationship can lead to more productive negotiations and future collaborations.

Trust and Credibility

Demonstrate honesty and integrity throughout the negotiation. Building trust enhances cooperation and reduces the likelihood of disputes later on.

The goal in negotiation is to find common ground where both parties feel they have gained something.

Win-Win Mindset

Remember to aim for a solution that benefits both parties. The goal is to find common ground where both sides feel they’ve gained value.

Concessions

Be strategic in making concessions. Don’t give away too much too soon, and ensure that any concessions are reciprocated.

The Importance of BATNA

BATNA in Negotiation means Best Alternative to a Negotiated Agreement.

BATNA (Best Alternative to a Negotiated Agreement):

Understand your BATNA and the other party’s BATNA. This is your fallback plan if the negotiation doesn’t result in an agreement. Knowing your BATNA gives you leverage.

Non-Verbal Communication

Pay attention to body language, tone of voice, and other non-verbal cues. These can provide insights into the other party’s thoughts and feelings.

Documentation is important in negotiation so that each party clearly understands their commitments.

Documentation

Clearly outline the terms of the agreement in writing to avoid misunderstandings later on. Both parties should have a clear understanding of their commitments.

Professionalism

Maintain a professional attitude and demeanor throughout the negotiation process. Respectful behaviour fosters a more productive atmosphere.

Timing and Deadlines

Use timing strategically. Introduce deadlines to encourage decisions and avoid unnecessary delays.

Mediation or Third Party

If negotiations reach a “deadlock”, consider involving a neutral third party or mediator to facilitate discussions and find common ground.

Remember, negotiation is a dynamic and complex process. The successful application of these elements can vary depending on the specific situation and the parties involved. Flexibility and adaptability are key in tailoring your approach to each negotiation.

Contact KONA for tailored Negotiation Training, or see what else we have to offer!

Sales Training – Some call it an ‘unfair advantage’. To us, it’s simply learning to love sales and your customers again.

Call Centre Training – focuses on the delivery of customer service excellence first and foremost.

Sales Pipeline – helps sales leaders to develop a customised funnel process for their organisation.

Power Hour – delivers immediate ROI by teaching your sales team the disciplines and skills to turn calls into sales and hot prospects.

Customer Service Training – the key to every organisation’s commercial success, and the glue that holds it all together.

And so much more.

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5 Tips When Negotiating with Procurement in 2022

Posted on | by Sienna
How anyone can lead a successful procurement negotiation | Vendr Click here to skip to the 5 Tips When Negotiating with Procurement in 2022 Delays in supply chains along with increasing costs of materials, labour, and energy will continue to drive prices up throughout 2022. More than ever it is crucial to know how to manage and defend price increase conversations. Negotiating effectively with procurement teams is now a critical skill for every sales team.

NEGOTIATING WITH PROCUREMENT

Renegotiating prices can have a significant impact on profit margins. It can often be the difference between business growth or business decline. Crucially, what is Procurement looking for and what is on their mind when negotiating? 5 Ways You Can Use Mind Maps in the Content Development Process

Imagine that you are down to the last two suppliers shortlisted for a piece of work.

Consider these points when negotiating with procurement before you engage in the next round of discussions:
  • Where are the savings going to come from?
  • What contractual clauses are important?
  • Does price change as the volumes go up/down?
  • What are the termination clauses?
  • What is the contract duration?
  • Payment terms?
  • Who owns what IP?
  • How will you demonstrate ROI?
Negotiating with procurement can be challenging. But when you get it right, it is rewarding for both parties.

5 Tips When Negotiating with Procurement in 2022

Here are 5 tips when negotiating with Procurement in 2022 for you and your team.

 1. THINK OF THE PROCESS TO THE END GOAL

How to Set Negotiation Goals What does ideal sale look like for you and your company? Make a list of the solutions that your product or service addresses and use them as a checklist when you’re qualifying with procurement Your job then becomes one of asking questions to see which ones are important to procurement and why When the time comes to have the closing discussion your focus narrows only to those issues that are important to your procurement professional. Your process therefore becomes more targeted and effective. Everything important is included and all irrelevant issues are omitted  

2. UNDERSTAND THE PROCUREMENT PROCESS

Purchase Order Icon - Purchase Orders, HD Png Download - kindpng This will help you understand how they operate. The procurement process can be split into 8 steps.
  1. Need Identification
  2. Purchase Requisition
  3. Review of Request
  4. Vendor Assessment
  5. Quotation Request
  6. Negotiation and Contract
  7. Receiving Supply
  8. Supplier Relationship Management
 

3. PREPARE PREPARE PREPARE

Procurement Services 80% of your success will depend on your preparation. Define your negotiation strategy. Good preparation is vital to a procurement negotiation, and results in a good deal. Research and preparation on your part not only sets you up well for the negotiation. It’s also a sign of respect for your supplier. You don’t want to waste their time. Or yours.

4. WORK COLLABORATIVELY WITH YOUR COUNTER-PARTY

Positive Negotiation » Positive & Mindful Leader Magazine » Positive Leadership and Mindfulness for Business Leaders Ask open questions, listen actively, and work proactively to create win-win solutions. Here is a strong tip: View your procurement professional as a business partner. Why? Your success mirrors theirs, and you need them to be successful so that you can have a stable supply chain. Yes, negotiate hard, but prepare well, so the negotiation leads to a mutually beneficial arrangement.

5. CLOSE THE DEAL WITH A WIN-WIN

Important, as this defines what you will be measured against. No matter how well optimised your sales process is, closing a negotiation with procurement remains one of the hardest aspects. Getting procurement to commit to your business doesn’t just require a strategic approach, but also delving into their mindset. The only way to make it a win-win situation for both parties is to actively listen throughout the negotiation, and ask those quality questions. To close the deal on an equal playing field.

Ask not what your country can do for you, ask what you can do for your country" Poster by Neo-Figur3 | Redbubble

Book your team’s Effective Negotiation Workshop today – gather the team and we will take care of the rest.

Call us at KONA on 1300 611 288 for a conversation, or email info@kona.com.au anytime.

 LAURETTE WITH HOPE IS NOT A STRATEGY ON IT FOR KONA GROUP SALES TRAINING SALES HEALTH CHECK

3 Reasons Why Silence in a Negotiation Works

Posted on | by Sienna
Shushing Smiley | Funny emoticons, Emoticons emojis, Funny emoji

As the old adage goes, “Speech is silver, but silence is golden” is a pretty good way of describing one of the most powerful tactics in a negotiation.

Silence in a negotiation works.

That said, one of the key aspects of negotiation is that both parties need a “standing” for a negotiation to take place. And consequently, to find if the other person’s standing is really solid as they would like you to believe, you need to be silent.

Silence is a solid way to measure the other person’s confidence in their standing. It is staggering how many people feel so uncomfortable with silence. And as a result, will often fill the air with mindless chatter.

Why Silence in a Negotiation Works

We tend to think of silence as a negative response. We see them as a failure to move along the discussion and want to fill the quiet quickly.

However, when used properly and strategically, silence can be a great way to improve your negotiations. 

To better understand how silence in a negotiation works, let’s go through this scenario:

A salesperson is on a sales call. The call is going well when suddenly it comes to a screeching halt. The salesperson had proposed a sales deal. But, rather than a quick response, the client didn’t respond at all.

Faced with silence from the other end of the line, this particular salesperson is forced into making a decision. This deadlock situation can only be broken by speaking first and taking back the proposal perhaps. Or maybe the salesperson could hold their ground and wait as long as it took for the other side to respond.

Choosing the latter, the salesperson waited long enough so that the other party would crack first. Finally, after a long pause, the client responded, eventually agreeing to the proposed deal.

Learn these 3 Reasons Why Silence in a Negotiation Works and smash your next negotiation deal!

1. Right Words + Silence = Success

As negotiators, we can’t deny the fact that our words are our greatest weapon to tip the balance to our advantage. We communicate our position through words, argue with words, and move our way through the negotiation phase using words. The words never seem to stop coming.

However, if a period of silence shows up during negotiation, both sides tend to feel uncomfortable and restless. We simply don’t know what to do with it.

But if you start seeing silence as a tool, you will be able to turn the negotiation tables in your favour.

2. Calm + Silence = Success

When a period of silence happens, the other person will start to talk again hoping to win the upper hand with their unrelenting talks. The result of this talking is that they may end up revealing too much or even backtracking to their original position. There’s a reason that the descriptors “strong” and “silent” are often paired together.

It takes a confident person to calmly sit in silence in the face of a tough negotiation. Even if you don’t feel particularly confident, strategically choosing to employ silence in your negotiations can help get there.

Learn to Look Calm and Confident

In negotiations that take place in the real-world, you need to learn to look calm and confident. Smile at the other party, review your notes, and stay engaged through body language and body contact. At some point, the other party may have no choice but to buy some time and go somewhere else for a while to focus. Whatever their choice, give silence a chance.

The Right to be Silent

And if the roles are reversed you have the right to be silent. Instead of striking back with a half-baked, badly thought-through answer, learn to be comfortable with silence. “I’m thinking this through”, “I’d like to explore this idea, give me a minute” or “I’ll get back to you.” will help buy you time.

Top 5 Effective Negotiation Skills | GetSmarter Blog

3. Training + Silence = Success

Silence has to be practiced and refined in negotiation training.

Negotiation Training helps you measure your adeptness to silence. It also helps your team develop the skills to use silence subtly and effectively through role-plays and critical incidents.

The Less You Talk the Better the Chance of Success

Negotiation training is the best way to simulate situations and develop awareness, confidence, and mechanisms for handling silence. Learning to stay silent is an easy-to-use tactic once taught how. So, remember – the less you talk the better the chance of success.

To Book Your Team’s Tailored Master Negotiation Workshop

Gather the team and we will take care of the rest – learning and laughs included.

Call us at KONA on 1300 611 288 for a conversation, or email info@kona.com.au anytime.

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Improving Your Negotiation Skills

Posted on | by Sienna

What is your  Sales Negotiation Handling IQ?

negotiation

When you think about your team, do they tend to: Confuse negotiation with confrontation? Do they become emotional (take things personally, get angry, hostile or frustrated)? Do they play the blame game if they don’t achieve their desired outcome?

If your answer is ‘yes’ or ‘maybe’, then their sales negotiation handling IQ probably needs more work.

Negotiation is a process used to reach a compromise or an agreement, without heated arguments or disputes.

We negotiate for our salaries, for promotions, with customers, and even in sales. Some occupations may be more ‘negotiation-focused’ than others, but negotiation is a key characteristic in any business or career.

Sales Negotiation Training

Sales negotiation is a very important skill to have as you’ll be required to persuade your prospects to accept your terms of offer. 

There is a whole body of literature out there about negotiation handling. Here are two negotiation techniques that are proven to work as inspired by best seller on psychology, Adam Grant and social psychologist, Adam Galinsky.

Implore the Technique of Anchoring – Make the First Offer

Contrary to traditional wisdom, best writer on work and psychology, Adam Grant recommends making the first offer. Based on his research, “people who make the first offer often get terms that are closer to their target offer.” for instance, when the initial amount is set high, the final negotiated amount will usually be higher and vice versa. This agrees with the principle of ‘anchoring’- the psychological premise that describes the common human tendency to be influenced by the first piece of information offered. The anchoring effect plays out in not just negotiations but in predicting emotions, persuasion and so on.

Make Your Prospects Feel They’ve Made A Good Deal

Every prospect wants to feel that they’ve got a good deal or a good bargain. According to Adam Galinsky, you should never succumb to the first offer even if it’s close to your offer. This creates a value proposition and your client will come away feeling as though they’re getting a great deal.

Qualities Successful Negotiators Have

In any negotiation, three qualities are crucial and very likely to influence the negotiation outcome:

  • Attitudes
  • Knowledge
  • Interpersonal skills

Good negotiators are:

  • Not emotional or confrontational
  • They adopt a conscious, assertive approach
  • They are calm, professional and patient

Good negotiators are flexible, aware of themselves and others, honest, win-win oriented and most importantly – good communicators.

KONA Group’s world-class Negotiation Skills Training & Coaching program is customised to your business and your negotiation requirements, and has been proven to demonstrably improve results.

Contact KONA today to see how we can help your team.

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