Knowing how to generate value in negotiations is a skill that every sales manager should have. But how do you build this skill?
A good business negotiation involves maintaining the relationship over the long term , to ensure customer satisfaction and sustainable brand growth.
This is one of the topics covered in the article Harvard negotiation expert on how to get everything you want. In this post, we bring you the main insights from the text, with practical applications for you to discover how to generate value in negotiations . Enjoy your reading!
Key takeaways from this article
One negotiation tip is to adopt a learning mindset. Understanding the motivations behind demands can reveal creative solutions, helping you adapt proposals more efficiently and establish a collaborative environment.
Another strategy is to establish trust through empathy . Practicing active listening and validating concerns strengthens relationships, creates an environment of trust, and facilitates conflict resolution.
Exploring differences can also be a way to generate value in negotiations. Using differences as a starting point for collaboration can turn potential conflicts into opportunities , creating innovative and mutually beneficial solutions.
Continue learning about negotiation and the sales process with our free material with 4 golden tips on negotiation .
How to generate value in negotiations: preparation
The first step to generating value during your negotiations is preparation. Next, we’ll look at what this moment entails and how to make the most of it!
Strategy meetings
Before entering into a negotiation, it is important to prepare adequately.
After all, preparation begins with strategy meetings leads for commercial real estate involving direct negotiators and other professionals who can provide valuable insights. This collaborative approach helps develop a robust strategy and anticipate possible scenarios.
Here are some strategies for you to adopt.
Invite diverse perspectives
Including members of different departments in your strategy meetings can provide a broader, more complete view of the deal . This diversity of perspectives helps identify opportunities and risks that may not be immediately apparent.
In addition to enriching the debate, this practice promotes a more comprehensive understanding of the implications of each decision.
Set clear goals
Setting clear goals is important for any successful negotiation. This includes deciding what you want to achieve and what concessions you are willing to make. Having a clear vision of your desired outcomes helps you stay focused during the negotiation and prevents you from straying from your main goals.
To do this, it is important to: