Nov 3 2012
It doesn’t matter what it is that you are trying to negotiate, there are simply some things that you do not want to hear. You want things to run smoothly during this process with things preferably favoring you. To make this happen, the other side needs to agree to satisfy your most important goals. That may seem difficult, but it can be done. With proper skills and training you will know if your negotiation is heading in the right direction. These five phrases can make you cringe when you hear them during your negotiations.
“This is a one time deal. There are no further talks.”
Chances are this is nothing more than a bluff and demonstrates a lack of negotiation skills training. Even if it’s not a ploy, the last thing you want to hear is that the person you are negotiating with is not receptive to working with you.
“I’m trying to be the good guy here.”
This statement gives you the impression that they are taking the deal too personally. They may think more with their emotions rather than their brain but by investing time in training you learn how to keep your emotions out of the negotiation. A skilled response may be to divert their attention back to the product or service you are negotiating and gently remind them you’re looking for a satisfactory mutual agreement.
“I don’t think we are going anywhere.”
This is a sign that they have already mentally checked out. Their conclusion is that the deal is not going to close and that they are wasting their valuable time. In negotiation skills training you may learn that this may be the time to start asking open ended questions to regain their involvement in the negotiation.
“Why don’t you give me a number?”
It’s true that you usually want to take advantage by being the first to state a number. Just be careful, as too high of a number might insult the other party and too low of a number could cost you money that they would have otherwise paid. Utilize your negotiation skills and consider estimating the value with valid reasons behind your estimation.
“I’m offended by this offer.”
This is a clear expression of insult. They have taken the negotiation to a personal level and it is time to use your negotiation skills and training to do a little repair work.
You will find that there are times where even the best negotiation skills cannot pull you through. Even those negotiators with the best training in the world could not get through to the most obstinate of opponents. You have to know when it is time to simply walk away. This can be a difficult decision to make but it is one that must be made on occasion. Remind yourself that there are better deals to be had elsewhere. Take your skills and training and move on to the next deal and hope the negotiation goes much smoother.
Melissa White, a successful sales representative, has written several articles from her experiences during negotiation skills training to share with professionals in her industry.