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Learning Negotiation From A Child: Selecting The Best Approach For Your Purchasing Negotiations.
Have you ever tried to negotiate with a 2 year old?
Were you surprised with their negotiation skills?
Well, my son is now almost 2 and half years old and has now learnt that he has a will - a very strong will at that. Typical of children at this stage, he is far more interested in getting what he wants than with complying with his mother or father's instructions.
It seems to me that as children we tend to be assertive rather than accommodating in our communication with others. We are only interested in meeting our own needs and desires rather than satisfying the needs and desires of those around us.
It is only as we mature that we believe the world does not in fact revolve around us and that we have to fit into society in a responsible and positive way. We learn that we can not only do as we wish but also have to consider the rights, feelings and desires of others.
This made me think about the 5 fundamental negotiation approaches and how you can deploy them to support the achievement of your sales negotiation goals.
1.Competitive negotiation
This is a mode of negotiation that is predominantly assertive and focused on your own needs, wants and goals.
2.Accommodating negotiation
This is a style of negotiation that is predominantly focused on the needs, desires and goals of your counterparts whilst ignoring your own needs. Sales training programmes often support this negotiation strategy as the most appropriate strategy.
3.Compromising negotiation
Probably the most famous of all negotiation strategies. This is a way of negotiation where you meet your counterparts in the middle. You get some of your needs, wants and goals met and you do the same for your counterparts.
4.Collaborative negotiation
This is a way of negotiation where you seek to satisfy all of the needs, desires and targets of your counterpart and they reciprocate.
5.Avoiding negotiation
This is a way of interaction where you do not regard negotiation as the best way to reach your goals.
The important factors which will determine which of the above strategies should be in your negotiations is to respond to the following three questions:
a.How important is an ongoing relationship to you?
If the relationship is critical, then you will not be able to be only assertive, you will have to at least compromise with your counterpart. If you do not address the needs of your counterparts, then it is unlikely that a meaningful relationship will develop.
b.How many alternatives are available to you?
If you have a host of alternatives at your disposal, you can afford to be more competitive. On the other hand, if you have no alternatives, then you will be required to be more accommodating.
c.How much time do you have available?
If you have time on your side, then you can afford to be more competitive. The less time you have, the more accommodating you will have to be.
As you can see, it is important to ask yourself these 3 questions before you start negotiating so that you can pick the strategy most suited to the situation at hand rather than just following a negotiation strategy solely based on your preference.
It is also important to remember that you should be flexible in your approach. You may want to change your approach as new information becomes available during your negotiations.
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