Learning to move beyond the first Yes
Do you describe yourself as sensitive, introverted or reticent? If so, this post is for you.
Many people view the prospect of negotiating or selling with the same apprehension as a fighter pilot going into combat. The sheer terror of the event is unnerving. The logical move is to get out of there as quickly as possible.
In such away, billions of $, £ & € are left on the table every year. It is part of our make up to sit down at the negotiation table with one “thing” in mind. If we are lucky enough to hear a YES to our single demand we, like the long-lived fighter pilot – head back to base as quickly as possible.
Negotiation is not selling – When you are in a raw “YES” / “NO” selling scenario – grab you “YES”, then silently and swiftly retreat to a place out of site and out of earshot. Job done.
When we apply the hit and run method to the richer environment of negotiation we praise ourselves for our risk reduction. In reality this may represent opportunity loss and, even, extra work creation.
Question; What would happen if you staid to talk further?
If you were to stay at the table you could;
a) Enrich the current deal, refine the details and ensure smooth delivery, to produce an experience of full engagement, advocacy, and, the start of a key account encounter that will provide value for both parties for years to come.
b) Repair any relationship damage sustained in the bargaining phase, And,
c) Look for more needs, wants and desires to talk about next time – a second area for mutual and beneficial exchange. When someone is in the trading zone, that is the time to talk and explore.
When you hear that “YES”, stick around, shoot the breeze and ask, “What else is on your mind?”
Give me a call if you wish to talk further about moving beyond the first, "YES". Matthew Hill 07540 65 9995