Reading Time: 5 Minutes
Mistakes have been made. I've screwed up many times. I will continue to screw up. But as with everything, when we screw up we also learn our biggest lessons. Negotiation is no different. It's tough to know what you should have done differently unless you make a mistake. I've had some major bombs in negotiations, but there are a few that stick out as truly memorable. This post is about one of the mistakes I made and what you can do to ensure you don't do the same thing.
Reading Time: Minutes
People often ask me, "Which personality type is the best for negotiation." For a long time that question stumped me. It stumped me because there are so many personality types that I've seen be successful at negotiation that I don't think it takes a certain personality type to be great. In thinking about the question more, I think I'd re-frame the question to, "What traits do the most successful negotiators have." Naturally my mind thinks, "Well, they have to be inquisitive and curious (great at asking questions). They have to be patient. They have to actively listen." And while those are REALLY REALLY IMPORTANT to being a successful negotiator, I don't think it's the most important thing in negotiation. I used to think that listening and asking great questions were the top traits of a great negotiator, and they still might be, but I'm starting to think that the most important quality/trait of a great negotiator (especially in B2B transactions) is PERSISTENCE!
Reading Time: 4 Minutes
I'm very fortunate to live and breathe negotiation and I'm likely a bit odd because I believe that good negotiation skills truly have the ability to change people's lives. Over the years I've developed a few practices that I do daily that have helped me develop my negotiation skill set. Some of them may seem obvious, but you may find some a little less so. What follows are the 3 negotiation practices I've developed that I perform daily to increase and maintain my skill set.
Reading Time: 6 Minutes
The use of silence in negotiation may very well be the hardest skill to master. Not because it's difficult in theory, but because it's difficult in practice. It feels weird. It feels awkward. You will crave the silence to be broken. You will want to fill the dark empty void of silence with words. Don't do it. Mastering this skill will set you apart as a patient, composed, controlled negotiation professional.
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