Some of the worst negotiators I've met are those that do all the talking, seem to want to be in charge of the discussion, and seamlessly grow into their position's merits. People who actually listen to the other side, consider their key concerns and hot buttons, and then craft an acceptable answer are among the best negotiators.
Sales negotiations are emotional affairs. There's anxiety, wariness, anger, frustration. But there is additionally satisfaction, fulfillment, and relief. The best sales negotiators achieve, or effect, emotions of buyers deliberately. These sellers make patrons feel revered and valued. They build rapport and make them feel connected to every different, building trust and negotiating in good religion. And they make them feel engaged within the method therefore patrons square measure endowed in coming back to a productive agreement.