We have discussed in earlier blogs about understanding the needs and wants of the other parties, and how to build a negotiation strategy so that both parties are satisfied and achieve their goals. I have spoken about negotiations at www.rshawnmcbridelive.com.
Sometimes clients will have a surprisingly emotional reaction to your negotiations. When this happens, it is more often about them than it is about you. It is not necessarily what you said, but rather something going on with them. If you won’t take their offer, and that upsets them, it is probably because they need it and expect it. Perhaps, in the past, people have taken their offers without question. Spend less energy thinking about their reactions or behavior, and collect information about what they need and their future plans.
Likewise, on the other side of what clients need and expect, what they do in a negotiation is not about you. You may make a perfect offer but have the wrong timing for that particular prospect. You may be offering a product that is great for one prospect, but bad for another, so be careful not to put too much into individual thoughts and reactions, and “yes or no” answers. Look at things from a global perspective. What does each thing mean? How does it all interconnect? Where are you going as a totality? When you start thinking globally and step back, you will get a better perspective and you will negotiate better.
Remember, how the other party is negotiating is not about you. It is about them and their needs and where they are. Let them be themselves.
What has been your experience with this? Have you had wild, unexpected reactions in your negotiations? How have you dealt with it? Join us in the comments below and let us know.
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This posting is intended to be a tool to familiarize readers with some of the issues discussed herein. This is not meant to be a comprehensive discussion and additional details should be discussed with your attorneys, accountants, consultants, bankers and other business planners who can provide advice for your circumstances. Each case is unique. Past results do not guarantee future outcomes. This article should not be treated as legal advice to any person or entity. Freeimages.com/photographer Melissa Ricquler.
About the Author
R. Shawn McBride is the Chief Innovation Officer at McBride For Business, LLC. His signature keynote, The 3 Laws of Empowerment, gives audiences an entertaining look at how they can prepare, plan and protect themselves. You can email R. Shawn McBride or (214) 418-0258.