To achieve success in sales, it is necessary to know the best negotiation techniques aimed at reaching convergent agreements to obtain satisfactory results.
If we look at the concept of negotiation, we find that it is a process where the parties discuss an issue to reach an agreement approved by both.
But every negotiation has its keys and here we will help you identify those techniques that every seller should know .
Harvard Method
The Harvard Method, also called Getting to Yes , was developed by Roger Fisher and William Ury in the late 1960s. This strategic concept teaches how to negotiate by identifying the interests of each party, even if they are not shared, strengthening the collaborative bond.
Fisher and Ury believed that in order to reach a good agreement, one should not assume dominant or aggressive positions . It is about prioritizing the qualities of the agreement based on friendly structured collaborations.
The most important foundations for implementing the Harvard Method are :
In negotiation, you have to be objective and not be carried away by emotion or prejudice. In this regard, you have to work as a team, attacking the problem, not the person.
Behind every situation there is an laos telegram data attitude or inclination that influences the process. It is important to focus on the interests and reach agreements that satisfy the wishes of both parties . Any proposed solution must be prudent and susceptible to change.
In sales negotiations, proposals from both parties must be taken into account to reach successful solutions.
Build mutually beneficial options
Once the interests of the other party are understood, it is vital to show different options that benefit everyone involved.
A negotiation technique for your sales from the Harvard Method is based on assuming the other person's position in an assertive manner.
Regarding this point, Fisher and Ury advise following these steps for a favorable negotiation process :
Separate the action of building alternatives from judgment : meeting to exchange ideas and provide solutions is favorable.
Expand alternatives: offer the widest variety of alternatives , without stopping at just one solution.
Look for benefits for both parties: make sure the other negotiator knows your intentions. The important thing is that there will always be two winners with needs met .
Facilitate the other's decision: assume the other party's position and choose solutions that contribute to the interests of both.
Defend objective criteria : regardless of the will of the parties, the results must focus on fair principles that benefit them.