Archive for the ‘Negotiation Dynamics’ category

What Sales And Negotiation Are Not…

August 17, 2008

Yesterday was Day One of the Effective Negotiation Skills training. Although the full day training was being held on a Saturday, I was pleased that the participants were enthusiastic with the training and understood the importance of negotiation in their work and daily lives.

All of them, who were managers of the same company, took an active role in making the learning in-depth, interactive and introspective. They had also added to the fun behind the teachings and the joy of training. This is definitely most admirable. While Day Two of this training is one week away, I trust that they will practice as much as possible wat they have learnt thus far during this whole week of work.

A part of the initial training deals with taking on a more useful understanding and paradigm of sales and negotiation. I often help the participants to better comprehend and appreciate the real nature of these important skills and their true meanings within

Hence here are some points on what sales and negotiation are not:

1. It’s not just about getting what you want, it’s about first helping your clients or other party to get what they want.

2. It’s not just about price, it’s also about the other intangibles within the deals.

3. It’s not just about facts and numbers, it’s about the way you present them.

4. It’s not just about talking, it’s your personality, your impression and your presentation skills that count.

5. It’s not just a mere listing of items, it’s really about the negotiation strategies and tactics within that play a big part of your success.

When you begin to experience a shift in the paradigm regarding sales and negotiation, you will begin to notice how sales and negotiation can be much easier and effective. In this way, your success level in selling and negotiating will Excel Beyond Excellence!

What Must You Look Out For When You Negotiate?

August 6, 2008

Over the last past 2 days, I’ve been conducting the intensive training on “Effective Negotiation Skills”. This training of mine is so well-received that another class has to be conducted too. It’s specially designed to be rigorous and informative yet highly practical and applicable to the real world of negotiation, deals making and sales.

When the participants demonstrated signs of improvement, it always brings a sense of satisfaction to mind. It’s always a reminder to me that as their trainer, I’m committed to making the training work for them and ensure that they can walk out with the skills taught.

During negotiation, there are plenty of dynamics that occur. What we must pay attention to involves the following 3 main areas:

1. Signals of interest

2. Words of Precision

3. Triggers of discomfort and anxiety

It takes practice to read people and judge the outcome well. Do practice often with your coach or mentor to improve your observation skills. Then go out and get some deals done. May you Excel Beyond Excellence!

What You Need In Order To Negotiate The Impossible

June 5, 2008

There comes a time where every negotiator may have to face his own Goliath. That’s like a near impossible negotiation situation or a gigantic counterpart who appears unconvinced. It happens. It just happens.

However, just because it seems unlikely that a deal will occur wouldn’t imply you need to give up. You can always seek to change the way you do things. Because in negotiations, so many elements come into play and so much dynamics occur within. You just have to change.

For the past 3 days, my participants and I have been working and discussing on really tough negotiation situations. In this particularly intensive training, “Effective Negotiation Skills”, the duration has been expanded into 3 full days instead of the usual 2 days. I led these leader-participants to work on the dynamics and intricacies of negotiations and deals making. The intend was to allow the participants to discover the fine art of negotiation within and be empowered to enter into negotiations with various parties. Their generous sharing and participations made the session all the more meaningful and fun.

And from these trainings and real-life encounters, here are the key things you will need when you want to negotiate the impossible and with the impossible:

1. Guts and courage. You just got to have them.

2. Awareness of the dynamics of the negotiation, the situation, the background and the other parties. Your awarenss will require you to further analyzie in your mind how things will proceed from there.

3. Rationality. Keep your mind clear no matter how pressurizing it is or how demanding the other party is.

4. The ability to associate, disassociate and re-associate. This has very much to do with gaining superb advantage over the other party. You get to connect with emotion, yet keep your thoughts stable.

5. Quick wit. This is extremely vital for comebacks in negotiation. It’s a requirement for top-notch negotiating. What do you do when sacarsm and insults are hurled at you? How do you react when sensitive issues are brought up? And can you make a life changing decision when demanded? You will face all these with less than 10 seconds to reply.

6. Sharp tongue. Not only must your wit be quick, so must your tongue. Being sharp in replying takes the key advantages away from the other party and into your mouth, err.. your hands. Learn to speak well.

7. Accurate reading skills. You must read the changes and the non-changes well. Things become very dynamic once you meet up with each other. The party who can read better and respond accordingly has the huge upper hand.

8. Challenge the paradigm. Everyone comes into negotiation and deals making with their own paradigm and perspectives of how things should be. You’ve got to be able to challenge these inner opinions and further convince them why these paradigms should allow room for accommodation. The question is… dare you challenge?

9. Coolness. Now I don’t mean be cold. Coolness and coldness are different. Coolness tends to attract people to you while coldness repels. Unless it’s a reversal strategy, let the other party know that you can handle them, no matter what. Be cool.

10. Sincerity. Behind the coolness, lies the irony. You have to be emotional enough to let them feel your sincerity; and that you truly want to establish a win-win relationship with them… for the long term. Let them know it. And let them feel it.

Negotiating the impossible is no mean feat. It’s hardly a walk in the park. It sets the standard and requires the best out of you. Face it and work on it. That’s how you Excel Beyond Excellence!

What Employers And Interviewers Really Want? 10 Insights About The Employers You Must Know That Will Help You Get That Job

May 27, 2008

Whenever I conduct personal coaching and training for the jobseekers, I also assist them in changing the paradigm of what interviews really. In addition, I move on to show them what employers really want and what the interviewers are looking out for during that interview session. Then we went on to craft key strategies and techniques that will help them get the jobs they want.

Here are some of the insights that will shed light on what employers and interviewers really want:

1. They want to you show how you can solve their problems. Be a problem solver and solution-provider.

2. They want you to show how you can help them achieve their goals. Show them what you can do!

3. They want you to be the one they can employ so that they don’t have to waste the remainder of the time interviewing others. Make them glad that they have gotten to know you. Let them know YOU are THE ONE. Look no further!

4. They want you to make their money worth. Show them what you are worth!

5. They want you to get to the point, instead of beating around the bush. Get to the point with what you say. Nuff’ said.

6. They want to like you. Be likeable.

7. They want you to impress them about what you know about them. So study the company well and let them know they are “under your micro-scope”

8. They want to be assured that you have the skills to perform the job. Work on the assurance and highlight your skills competency.

9. They want to know that you can understand them and be part of them. Rapport, rapport, rapport!

10. They want their time spend interviewing you to be worthwhile. Therefore, make their time worthwhile.

May you be fruitful in your job search and interviews. Always seek to Excel Beyond Excellence!

Top 10 Reasons Why Your Negotiations Become Deadlocked

May 10, 2008

It was an intensive and enriching session yesterday as I rounded up the training. “Effective Negotiation Skills” has always been one of the most popular courses I conduct and the past 2 days were no exception.

I liked how the participants shared their thoughts and appreciate their opinions. Such interactions always made the training purposeful. Well done to everybody and keep up the wonderful work!

From what we covered in training on defusing deadlocking situations during negotiations, I am also sharing with you the key reasons behind the deadlocking of negotiations. (Note: this is as opposed to purposely having a deadlock as part of your strategy or plan.)

And the top 10 reasons are:

1. A clash of values

2. Poor communication skills

3. The lack of trust and integrity

4. Unable to empathize and relate with each other

5. Refusal to endorse the virtues of compromise or give-and-take

6. Believe only in win-lose results as the outcome of negotiations

7. People are out to reap the other party apart

8. Far too many complex issues to be sorted out

9. Not knowing the next step of the plan

10. Close mindedness

It is with these reasons in mind that we can attempt to work on defusing these situations when we negotiate. After all, negotiations are meant to help you get what you want so that you can Excel Beyond Excellence!

10 Things You Need To Do For Negotiation and Sales Tactics To Work Powerfully

April 5, 2008

Yesterday was the conclusion of the 2-part “Effective Negotiation Skills” training that was first conducted on last Saturday. During the training, we also discussed on the examples and applications of the various tactics covered.

Adding on for effectiveness, here are the things you will need to do so that the tactics you employ will work powerfully.

1. You need to know and read your customers well, beyond surface level where possible.

2. You need to discover what makes them tick or what can influence them positively. The better you can understand the trigger factors in your customers, the easier you will be able to get your point across.

3. You need to be comfortable with using that particular tactics. Personal ethics and moral factor must be addressed first.

4. You need to understand and accept the risks involved. If you find certain tactics and the consequences too risky, don’t use that tactic. Use the one that you truly can accept

5. You need to be confident with yourself in order for the tactics to be effective.

6. You need to adopt it to your style, your personality and mostly importantly, your heart. Tactics are mostly conceptual and empirical when discussed. However your personality, sales and negotiation style will affect the way it is being carried out. Your heart also becomes a crucial element of applying them smoothly.

7. You need to know when to stop applying that tactic or switch to other tactics. Tactics are meant to be flexible and relative to the individual situations. It is your ability to read the flow and changing themes during negotiation that puts you ahead of others.

8. You need to reflect on its effectiveness and seek improvement on it.

9. You need to practice ahead before you apply it in actual situation. Some tactics have to be carried out in demonstrations while others can be rehearsed in your head.

10. You need to truly like the work you do and can also have the customers’ interests in mind. The more you are able to put in your heart and soul into your work, the better your work turns out to be. When you include the interests and welfare of your customers’ into your consideration, you will touch and connect with the customers much better and faster.

It takes time to use negotiation and sales tactics with flair. However, this will only mean that through perseverance, you will get better.

Best wishes and may you Excel Beyond Excellence!

What You Must Pay Attention To For Greater Negotiation And Sales Advantage

April 3, 2008

It’s always an advantage possessing the ability to negotiate well. You get to become more productive and more enriched, in various ways. Today, I had finished conducting training for the staffs of an established company that deals with automotive and industrial products. This two-day “Effective Negotiation Skills” course is customized to help the participants become more apt in their scope of sales and negotiation work.

During your negotiation, you want to pay attention to these following factors to gain a further advantage:

1. The setting and atmosphere of the negotiation venue. This will indirectly affect the mood of both parties.

2. The energy and stance of your negotiating counterparts.

3. The strength and weakness of your own team.

4. The flow and changing directions of the negotiation process.

5. The dynamism and language used by both parties.

6. The timing to adjourn or to close.

7. The extend of the other team’s commitment level to follow through.

Proven Ways to Achieve Mutually Winning Results In Your Negotiations And Sales

March 30, 2008

It was another full training yesterday. During daytime, I was conducting an intensive workshop on Effective Negotiation Skills for a technology company. Meanwhile, I also ran another training on Public Speaking at night. While the whole day was fast paced, it was just as fulfilling.

In my consultation and coaching with companies and clients, I have formulated and worked on a series of strategies and ways to attain winning results for both parties. Here are some of the ways I have used and have proven to work well towards mutual wins:

1. Think beyond merely winning and losing with your other party. There can be balances and gray areas in-between to attain win-win results.

2. Establish mutually consenting grounds and rules of engagement.

3. Pre-agree on the possible alternatives should there be a dead-lock during your negotiation process.

4. Insist on maintaining the respect between both parties.

5. Operate from the world of abundance rather than the mindset of limitation.

6. Keep an open mind to other’s view points and appreciate them despite the differences.

7. Allow both parties to freely air on the issues first and then.document the agreed terms.

Mutually winning results are possible when the sharp strategies are being employed. Utilizing them smartly will always ensure your negotiation results and partnership will Excel Beyond Excellence!

How To Avoid Negative Cycles In Your Communication?

March 10, 2008

While we seek to communicate effectively, there are often distorted perceptions of what we view as truth or right. As a result of these ‘colored’ reality, conflict often result. A continuation of this miscommunication is likely to create a downward spiral of increased tension.

From the ‘Today’ newspaper report, Aslam Sardar, the managing director of a specialist training firm, shared on some of the ways to avoid negative cycles in the way we look at things and communicate with others:

Avoiding Negative Cycles
Negative cycles often develop out of our natural tendency to interpret feelings that simply aren’t there. We tend to respond in kind and this sets off a cycle that, by our own actions, creates exactly the result we fear most!

Here are four viewpoints best avoided if you don’t want to trigger negative cycles:

• Distorted reality viewpoint
We tend to assume that everyone sees things the way we do, even when we have a distorted view of the world. We also tend to regard our own views as right and views of those who disagree as wrong. We then view that person as unreasonable, thus setting the cycle of mistrust in motion.

• Validation viewpoint
We tend to let preconceived ideas color our judgment, even when presented with evidence that proves otherwise.

You could give two opposing sides the same information, but each will only be more convinced that they are right and the other party is wrong. Why? Because most people tend to read to seek validation and filter out those parts that don’t match their viewpoint.

• Accuser viewpoint
Be careful how you assign responsibility, as this can also trigger negative cycles. We tend to blame others rather than ourselves when things go wrong, especially when the blame for others’ mistakes is laid on us.

• Excuser viewpoint
Rather than accept blame when we do wrong, we tend to offer excuses to justify our behavior, looking for a scapegoat to blame. Such behavior causes animosity and adds to the negative cycle.

Top Reasons Why Negotiations, Sales And Deals Fail

February 22, 2008

Over these last two days was another intensive and highly interactive training on “Effective Negotiation Skills”. The participants came from a wide variety of industries and represent different organizations. We get to hear their view points and they also get to practice the many strategies taught.

One of the areas covered also included the reasons behind the failings of negotiations, selling process and deals making. To add on, here are some of the reasons:

1. A lack of rapport and trust.

2. A lack of sincerity and integrity

3. The thinking was win-lose instead of win-win.

4. There was a clash of values.

5. Did not communicate well with each other.

6. Poor employment of negotiation tactics and overall strategy.

7. Lack of awareness and display of insensitivity.