Negotiation has been called “The Game of Life.” Not a day passes that fails to confirm its presence in almost everything we do with others.
by Chester Karrass
Negotiation is a critical skill to master, in both our professional and personal lives.
The closer people are to us, the easier it is to argue with them. The problem with this is that the long term consequences can be great. Those closest to us have long memories; things we did or said in rash moments can come back to haunt us for a long time to come.
Business is no different. Fail to negotiate effectively and a disgruntled client will rush to tell friends about how bad the experience was.
Chester Karrass said,
“We are all negotiators. Knowing how to do it well is important. Good negotiators, those able to settle difficult problems and differences amiably, are recognized and respected. They are better able to cut through discord by finding a path to shared benefits. Ben Franklin remarks in his autobiography that those who avoid being confrontational will be received with a “readier reception and less contradiction” to their views.”
To settle difficult problems and differences amicably, and to find a path to shared benefits, requires an open conversation between all parties involved in the negotiation.
To negotiate, you need dialogue.
This can be difficult to achieve when emotion permeates the negotiation. With emotion comes ego, anger, defensiveness, turf protection, and similar negative issues that can block a negotiation.
The best way to stimulate dialogue is to not do anything that will make the other side shut down communication. As Ben Franklin said, avoid being confrontational and you will be received with a “readier reception and less contradiction” to your views.
I have witnessed many salespeople talk themselves out of a sale, all because they didn’t know when to shut up. If you want to avoid confrontation and objections,