Unlocking Yes: Sales Negotiation Lessons & Strategy by Patrick Tinney

Author:Patrick Tinney
Language: eng
Format: mobi
Publisher: Centroid Marketing
Published: 2015-09-21T17:00:00+00:00

PART IV - PREPARING TO CLOSE

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FROM BETTER TO BEST

When watching professional athletes in the moments before they are about to deliver truly great physical performances, they seem to drift into their own quiet mental space. They block the rest of their surroundings out. They proceed into a state of visualization. They are taking years of training and hard work….breaking all this information down into a few thoughts to allow them to focus on their entire performance from start to finish. Professional sales negotiators at the top of their game do exactly the same.

Visualization of the entire negotiation is not only an imperative for them; it is the formula that elevates these business professionals from better to best. Using this unique end to end thinking, they are able to zero in on components of the negotiation that will offer them advantage and options not always perceptible to their negotiation partners.

When professional negotiators quietly visualize before a large business negotiation begins they have a mental checklist of advanced learning. This experience, training and past success allows them to compress massive amounts of intricate information into a few easily accessible buckets. Below are planning and action buckets professional negotiators access and calibrate while in the heat of a bargaining session:

1)  Risk philosophy - One of the ways to solidify your end-to-end thinking in an upcoming negotiation is to have risk perimeters that will not be compromised. Predetermine how you are going to curtail negative risk. Conversely, set goals to increase positive risk in the name of getting a bigger, better value piece of the negotiation pie. We want to do this while getting a smart deal done with long standing business partners.

2)  Process - We always build process into our forward thinking because it is a road map and a compass if bargaining becomes noisy, lumpy or confusing. If the negotiation doesn’t look or sound right we can always go back to our process and ask… “so where are they trying to take us and where are we in the process?” This adjustment of thinking will almost always produce a clear picture of pieces of the puzzle that are missing or purposely being hidden by the other side.

3)  Objectives - Clearly understand the gap between our objectives and those of our bargaining partner will take much of the guess work and most of the unwanted surprises out of our negotiation. This puts us in a position to confidently plan our course of action.

4)  Strategy alignment - Whether we know it or not we all work with some type of strategy in a business negotiation. Some business people cannot describe their strategy. Others just call it counter punching…waiting for the other side to act first. At Centroid Training we like to think about the strategy that will not only be effective, but, enticing to the other side. If our strategy is not producing the results we were expecting in the negotiation, then we simply switch gears and move into one of several other strategies. We do this to

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