Have you ever tried to negotiate with a 2 year old?
Were you surprised with their negotiation skills?
Well, my son is now almost 2 and half years old and has now learnt that he has a will - a seriously strong will at that. Typical of children at this stage, he is far more concerned with getting what he wants than with executing his mother or father's instructions.
It appears to me that as children we tend to be assertive rather than accommodating in our interaction with others. We are only interested in meeting our own needs and desires rather than accommodating the needs and desires of others around us.
It is only as we grow older that we believe the world does not in fact revolve around us and that we have to fit into the world in a responsible and positive way. We learn that we can not only do as we wish but also have to think about the rights, feelings and desires of others.
This made me think about the 5 foundational negotiation approaches and how you can deploy them to underpin the achievement of your sales negotiation objectives.
1.Competitive negotiation
This is a way of negotiation that is predominantly assertive and concerned only with your own needs, desires and objectives.
2.Accommodating negotiation
This is a style of negotiation that is predominantly concerned only with the needs, desires and objectives of your counterpart whilst ignoring your own needs. Sales training programmes often teach this negotiation approach as the most appropriate strategy.
3.Compromising negotiation
Probably the most famous of all negotiation strategies. This is a style of negotiation where you meet your counterpart in the middle. You get some of your needs, wants and objectives met and you reciprocate for your counterparts.
4.Collaborative negotiation
This is a style of negotiation where you try to satisfy all of the needs, desires and goals of your counterparts and they reciprocate.
5.Avoiding negotiation
This is a mode of interaction where you do not regard negotiation as the best method to reach your targets.
The critical factors which will determine which of the above strategies should be in your negotiations is to respond to the following three questions:
a.What is the Importance of an ongoing relationship to you?
If the relationship is critical, then you will not be able to be only competitive, you will have to at least compromise with your counterparts. If you do not address the requirements of your counterparts, then it is not likely that a meaningful relationship will develop.
b.How many alternatives are available to you?
If you have a host of alternatives at your disposal, you can afford to be more competitive. Conversely, if you have no alternatives, then you will be forced to be more accommodating.
c.How much time is at your disposal?
If you have time on your side, then you can certainly be more competitive. The less time available to you, the more accommodating you will have to be.
As you can see, it is important to ask yourself these 3 questions before you start negotiating so that you can pick the strategy best suited to the situation at hand rather than just following a negotiation strategy based only on your preference.
It is also important to remember that you should be flexible in your approach. You may want to amend your approach as new information becomes available during your negotiations.
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