Concessions are effective in negotiations because they help to defuse conflict situations and alleviate the tension that naturally arises during a competitive process. In most cases, each person is looking out for their own interests, which is why partnerships tend to disintegrate. Keep an eye out for these six attitudes that you must control and avoid when it comes to conflict resolution.
When one of the negotiators for example, the salesperson to their client, or vice versa makes a concession, they build a bridge that is conducive to the development of long-term relationships, through increased trust and a reduction in the sensation of “back and forth” that is generated as a result of the concession. The virtual negotiation training program offers a complete idea of this process.
Without A Haste
Effective sales techniques consist in delaying the time of the first deal as much as possible in order to maximize profits. To put it another way, don’t be too quick to bend to the other party. Gather all of the information you can, learn about your interlocutor’s requirements, and so on.
The most stressful period of a negotiation typically comes between the initial offer and the first counter-offer, according to experience. It is only after this, after the exchange of information and viewpoints, that a framework develops that will allow for the conclusion of an agreement.
Use Your Patience To Your Advantage While Negotiating.
The primary reason for delaying making the first concession is to gather information about the situation. The greater your ability to withstand pressure before making the first concession, the more likely it is that you will be able to determine how eager the other party is to make a deal.
It is critical to negotiate a favorable agreement while maintaining focus on your ultimate goal: to serve your own interests. Waiting to give in will make things easier for you, but be careful not to damage the relationship with the other negotiator, especially if the matters at stake are important or sensitive. On less important matters, you can make the first concession to reconcile your positions and demonstrate that you have an open and flexible negotiating attitude.
Wait To Understand the Interests
In a negotiation, patience is the best way to understand the interests of the other party. And this is also true in reverse: the other party will be able to know what matters most to you in the agreement to be concluded.
Taking your time is not only an effective sales technique. It is a much more powerful tool than the use of threats or a stubborn attitude. The flexibility of your interlocutor and a better understanding of different points of view: these are the rewards of a patient attitude.