Listen and understand the other team’s problems and perspectives.
Some of the bad negotiators I’ve seen are those who do all the talking, seem to want to control the conversation, and expand seamlessly into the merits of their position. Among the best negotiators are people who really listen to the other side, understand their main problems and hot buttons, and then create an appropriate response. Try to understand what is important to the other party, what limitations may exist, and where they have flexibility.
Information sharing.
We often shy away from negotiations and are careful about showing our cards. Yet, even though we believe it is a smart approach, it has a negative impact on our results and undermines confidence. Grant noted that people get along and "follow the pattern of retribution, reacting to how we treat them." If we want to be credible, we must provide it.
Sales discussion is a sensitive issue. There is anxiety, caution, anger, frustration. But there is also contentment, fulfillment, and comfort. The best-selling negotiators deliberately bring buyers ’emotions or make them effective. These sellers consider buyers respectable and valuable. They build relationships with each other and make them feel connected to each other, build trust and negotiate with good faith. And they give the feeling of being engaged in their process so that buyers are invested to come to a successful deal.