Negotiation’s skills

To be good in negotiations, salesperson must have certain talents and traits.

Negotiation is possible when salesperson communicate to one person or a
group of people. As pricing and distribution are managed, there may not be
much room for bargaining in a few interactions between buyers and sellers.
Negotiation is a way of resolving disagreements. It is a method of reaching a
compromise or agreement while avoiding controversy and dispute.

When to Negotiate?

 Negotiation is a good technique to pursue when the following conditions

exist: The buyer imposes specific purchasing restrictions on the seller.

There are conditions or situations existing.

If you decrease the price of your product by 8%, I will buy it. When the
customer and seller reach an agreement on numerous variables, such as price,
delivery, quality, and payment conditions.

• When the product or service to be replaced is tailored to the buyer's

specifications and may take a lengthy time to complete the purchase.

 When the two parties reach an agreement, and the final price is to be
determined through negotiating.

Preparing for negotiation with customers

1. Planning- Negotiations take place in a wide array of forms, whether to

resolve a dispute, get a better deal, or find new solutions that neither party
could realize on their own. The first, and often the most important step
toward successful negotiation is planning and preparation. Planning and
preparation go beyond what negotiators should do before negotiation.
 Because negotiation is a dynamic communication process where new
information, concerns, emotions, and goals may arise, negotiators should
also be prepared for dealing with contingencies as well as factors that may
interfere with goal pursuit.

2. Building Relationship – Building Relationship is an important aspect on

sales negotiation because much before the final negotiation, salesperson
should spend enough time to gain the trust of the customers.

3. Purpose- The purpose of the negotiation can be several like it can

increase the cost of the products because of the various costs like cost of
raw materials, excise duty. Whatever is the purpose of the negotiation, it
must help the salesperson to succeed.

Style of Negotiations: -

1. Win – Win = This win-win strategy prioritises meeting the

requirements of all parties. Both the relationship and the outcome
are essential in this method. The goal is to optimise the outcome
while preserving the connection. A collaborative approach is ideal in
circumstances when building and sustaining a relationship is vital,
both sides are eager to comprehend the other party's requirements
and objectives, and long-term and innovative solutions are needed.

2. Win – Lose = This negotiating approach involves winning at any cost,

even if it means sacrificing the opposing party. Competitive
negotiators employ hardball techniques to attain their goals while
disregarding the requirements of the opposing side. When the
 outcome is essential, but the relationship is not, a competitive
bargaining approach is advantageous. When the party's aims are
short-term and conflicting, this method may be beneficial.  When you
expect the other side to be competitive, the competition approach
might be an effective balance.

3. Lose - Lose = When both the outcome and the relationship are
unimportant, this method is employed. Negotiations may be time and
energy consuming. This tactic is carried out by withdrawing from
active talks or ignoring them completely. Avoidance is a negotiating
technique that is employed seldom and is usually utilised when the
discussion involves a topic that is insignificant to both sides.

4. Lose – Win = This method may be employed when one party has
caused harm to another and seeks to restore the connection.
Furthermore, this method may be favoured to gain the other party's
support and help, with the expectation that they will be
accommodating in the future.

As negotiators, we must never stop learning and improving our negotiation

skills. Our success in negotiations, or lack of success, will always be reflected on
the bottom line, make no mistake about it. Every day that we delay could be
costing us a sales closure.