hotbigblogs

In negotiating, interests are more important than someone's position or viewpoint. A position can be changed and is usually not that important in a negotiation. Behind every viewpoint there is a basic need or interest, and that leads to whatever the underlying problem is. Interests are at the heart of what most people act upon.

Virtually everyone, even with opposing positions, shares a common interest, like security or a solid relationship. Differences are not always conflicts and can usually be worked out by returning to the common ground. Learning interests requires using open-ended questions, like “Why?” or “Why not?”

Always remember that interests are a part of human nature, not science. It will take great skill to maneuver around them.

Most people have more than one or two interests that apply in a negotiation. Basic human needs motivate people, like security, economic well-being, belonging, recognition, and control over one's life. Don't forget those needs – because most of the time, it's not the money.

Interests are not very easy to talk about, but it's essential to convey your own interests and get to know the client's as well. You can serve your own interests without coming across as a stereotypical salesman. The best way to do that is show enthusiasm and be specific. Always convey interest in your prospective client's issues. Use words like “understand” when talking with your prospect.

Always look forward, not backward when thinking about the big picture. Don't stick to your position if necessary, but always stay true to your interests. Stay focused toward solving problems, for both you and the prospect. Never act like you are attacking a person, but instead a problem.

In negotiation, the best outcome is when everyone wins. Selling is about meeting goals and solving problems, not swindling. This creates a true win-win situation, and brings success to both parties. The worst attitude a salesperson can bring to a negotiation is that the client's problem is not his to solve.

However, both parties can hurt themselves even with a good solution by giving up too much along the way. Premature judgment can really harm a negotiation.

There is also never one right answer. It's not like a game, where one person loses and the other takes the glory. The “fixed pie” assumption is dangerous and can truly ruin the negotiation process, because it assumes one person gets what they want and the other loses something.