A Checklist for Evaluating Your Selling and Buying Negotiating Skills
- Are you aware of when your negotiation starts?
- Do you know the issues to be negotiated?
- Do you make an effort to create a negotiating climate?
- Do you listen actively?
- Do you feel that you can change a person's attitude in relation to yourself?
- Do you use questions and allow a sufficient time for them to be answered?
- Do you try to use many alternatives in negotiating?
- Do you recapitulate for greater comprehension and understanding?
- Do you make an effort to overcome semantic difficulties or technical language?
- Do you know the risks of disclosure and when and how to use disclosure?
- Are you separating fact-finding from negotiating?
- Are you avoiding creating limits too quickly?
- Do you know how to use concessions for effective sales negotiating?
A master negotiator would answer the above questions positively.
Sales negotiations are not fairy tales with a happy ending. Indeed, successful sales seldom have happy endings.
They are the beginning of a process that is good for a lifetime.
Many other evaluations will be presented to help you integrate these into your negotiating
"personality" as you proceed:
- Know what you need to know to be heard.
- Stop using gobbledygook.
- Questions have many functions - use them wisely.
- Learn to put yourself in the other's shoes.