Negotiation is the make or break point for many business scenarios. In NEGOTIATING FROM THE INSIDE OUT: A Playbook For Business Success, published by Sandler Training (sandler.com), sales, leadership, and negotiation expert Clint Babcock shows that negotiation is a skill.
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Businesspeople routinely negotiate against themselves by offering major concessions or price cuts without even being asked to do so. “I wrote this book to help teams and organizations recognize and overcome all of these challenges,” says Babcock.
The book covers:
- Understanding and dealing with the professional / strategic negotiator
- Identifying sources of negotiating leverage
- The most common negotiating mistakes
- The top 12 gambits negotiators use and the countermeasures
- Making concessions
- Preparing for the next negotiation
Many inexperienced negotiators fall into the trap of offering concessions as soon as the prospect starts to show hesitation. Only at the end stage of the negotiation should concessions be offered.
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This master playbook of negotiation outlines three simple steps:
Step 1: ARA (Acknowledge, Reassure, and Ask)
Acknowledge what the person has just said, reassure them that the product/service/solution is going to resolve their problem, and ask a question that moves the conversation back to them.
Step 2: Struggle and Redirect
This is a psychological move that makes the other person feel like they are applying undue pressure, and that the negotiation is moving away from the possibility of a positive outcome together. This strategic redirection is a tactic; its purpose is to point the conversation in a different direction.
Step 3: Concessions (Give Something to Get Something)
Make a concession in order to get a concession. Concessions may mean moving away from or adding to the original position, proposal, or offer in order to move a deal forward or finalize it. Never offer concessions unilaterally.
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