Negotiation Word Power - Part One
Negotiation Word Power - Part One
Your first consideration when dealing with others is to try and work out how they see themselves. You can then tie the language you use to their impressions – and to avoid using any words and phrases that might switch them off. Equally, if you understand how you see yourself, you can then ensure you don’t simply use language you find attractive
It’s likely that most people would consider themselves to behave in an ethical, honourable, honest way. They would be unlikely to admit (even, often, to themselves) any prejudices they might hold. People will often believe themselves to be more intelligent than the “average”. These are the absolute basics of such self-impressions
By watching and listening to the other party to your sales or negotiation situation, you can start to build the picture they have of themselves
How to increase people’s receptiveness
Flattery works – along as you don’t make it too obvious! So, the use of words and phrases can help develop an impression of “feeling good about myself” within the other party. Here are some typical examples:
• “You have a reputation for being a tough negotiator”
• “I know you’re not easily impressed by…”
• “As an expert in this area, do you…”
• “I know you’re always receptive to new ideas”
• “As a successful business-owner…”
• “I know I can count on your word in all these things”
• “I appreciate you like to consider all proposals very carefully”
• “With your many years of experience, tell me…”
Only use phrases you feel comfortable using (and to the appropriate “receiver”). The above are examples, you’ll be able to think of more
Allow people to carefully interpret – where possible
In general terms, when you conclude a sale or deal, you surely want there to be no ambiguity at all about the agreement. But, as you are discussing different areas before this point, you don’t always want to be definite. It can be of value to make “suggestions” for debate, discussion or amendment later. Therefore, there is a value in having a range of “possibility” phrases you can adapt & use as appropriate. Some examples:
• “Sometimes, it’s possible to…”
• “It might be that…”
• “It’s often the case that…”
• “Mostly, we tend to…”
• “It’s possible that…”
• “It’s rare for…”
• “It’s quite likely that…”
• “… can happen”
You might use these if you are not sure what can be achieved – or want to give that impression to the other party. But, be careful, not to let such words or phrases slip into your conversation when it’s time to firm-up the negotiation position or conclude a deal or sale!
(Continues in part two)
Negotiation Word Power Part One - To learn more about this author, visit Gordon Veniard's Website.
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Consider how people see themselves - and use the words to fit...
Your first consideration when dealing with others is to try and work out how they see themselves. You can then tie the language you use to their impressions – and to avoid using any words and phrases that might switch them off. Equally, if you understand how you see yourself, you can then ensure you don’t simply use language you find attractive
It’s likely that most people would consider themselves to behave in an ethical, honourable, honest way. They would be unlikely to admit (even, often, to themselves) any prejudices they might hold. People will often believe themselves to be more intelligent than the “average”. These are the absolute basics of such self-impressions
By watching and listening to the other party to your sales or negotiation situation, you can start to build the picture they have of themselves
How to increase people’s receptiveness
Flattery works – along as you don’t make it too obvious! So, the use of words and phrases can help develop an impression of “feeling good about myself” within the other party. Here are some typical examples:
• “You have a reputation for being a tough negotiator”
• “I know you’re not easily impressed by…”
• “As an expert in this area, do you…”
• “I know you’re always receptive to new ideas”
• “As a successful business-owner…”
• “I know I can count on your word in all these things”
• “I appreciate you like to consider all proposals very carefully”
• “With your many years of experience, tell me…”
Only use phrases you feel comfortable using (and to the appropriate “receiver”). The above are examples, you’ll be able to think of more
Allow people to carefully interpret – where possible
In general terms, when you conclude a sale or deal, you surely want there to be no ambiguity at all about the agreement. But, as you are discussing different areas before this point, you don’t always want to be definite. It can be of value to make “suggestions” for debate, discussion or amendment later. Therefore, there is a value in having a range of “possibility” phrases you can adapt & use as appropriate. Some examples:
• “Sometimes, it’s possible to…”
• “It might be that…”
• “It’s often the case that…”
• “Mostly, we tend to…”
• “It’s possible that…”
• “It’s rare for…”
• “It’s quite likely that…”
• “… can happen”
You might use these if you are not sure what can be achieved – or want to give that impression to the other party. But, be careful, not to let such words or phrases slip into your conversation when it’s time to firm-up the negotiation position or conclude a deal or sale!
(Continues in part two)
Negotiation Word Power Part One - To learn more about this author, visit Gordon Veniard's Website.
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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