Most salespeople are not very effective negotiators. If you are in sales, this is probably not something you want to hear. But the the reality is that negotiation for sales professionals is difficult. Most think they are great at negotiating deals. But, if you really want to get an indicator as to how effective you are as a negotiator, enroll in a four day, 12 hour per day intensive negotiation course. It is a humbling experience and will give you a decent yardstick on your negotiation expertise. You may find that you have a lot to learn.
Negotiation and Selling are Not the Same Thing!
Being a good salesperson doesn’t necessarily make you a good negotiator. It doesn’t matter if you have five or fifty years of experience in sales. As a salesperson, you’ve probably become accustomed to walking in, delivering the presentation, closing the sell, and going on to the next opportunity. Of course, you’ll lose more than you win – that’s the nature of selling- but that’s okay. You can make a decent living out of winning and losing. Negotiation however, is different. When you attend training, you’ll quickly find out why.
Negotiation training is humbling. It is uncomfortable and it takes extreme discipline. It is a great experience and you’ll probably find that it is some of the most effective skills training program you’ve ever attended.
Negotiation is an Essential Skill!
Negotiation isn’t for everyone. You may be a great salesperson, but a lousy negotiator. Yet, it is one of the most important skills that you will need in business. Throughout your life, you will negotiate deals for your employer, your business and your family. Knowledge of negotiation and understanding the skills will determine how successful you are in those endeavors. Don’t leave money on the table when negotiating for your family, business or employer. Walk away confident that you have gotten a decent deal (Hint: There is always a better deal!).
If you get the opportunity to attend negotiation training, do your research to be sure that it is an excellent program; then jump at the chance to be a part of the class! You’ll be glad you did. In the meantime, if you want to learn about become a more effective negotiator, the following books may help. These books will give you a comprehensive overview and are written by some of the most renown experts in the field. Here is a quick overview of each.
The Negotiation Book: Your Definitive Guide to Successful Negotiating
This book is special! It is written by Steve Gates, the founder and CEO of the leading negotiation consultants in the world – The Gap Partnership. The book is full of principles, strategies and tactics that you can immediately implement to improve your position in upcoming negotiations. And while this is not a substitute for the training, it will give you a very good start. When reading the book, pay particular attention to the Clock Face. This one hint, and understanding where you are at on the clock face, can help you determine what winning strategies to choose in your next negotiation.
The Gap Partnership also offers comprehensive negotiation training for companies and individuals.
Never Split the Difference: Negotiating As If Your Life Depended On It
Christopher Voss is an ex-FBI negotiator. Many of his past negotiations have literally been a matter of life and death. He came up through law enforcement and jumped at the chance to become an expert negotiator. Fortunately for us, he now practices his trade in business and has help to train thousands of future negotiators. The book reads like a novel – full of action, and appropriately, full of learning. The chapter on mirroring, and later, Chapter 9 – Bargain Hard are particularly informative. You’ll see some similarities between his style and that of Steve Gates, in the Negotiation Book.
Getting to Yes: Negotiating Agreement Without Giving In
Some say this book is the bible of negotiations. This work is a must read if you are to become a negotiation practitioner. Written in 1981 the book quickly became a best seller. The authors Roger Fisher and William Ury approach to “non-adversarial bargaining” has been adopted and taught in schools throughout the United States. They believe that in a successful negotiation you must separate the people from the problem and then focus on interests and not positions. And while this is a fairly simplistic overview, reading this book will give you a great foundation on negotiations. Roger Fisher, who passed away in 2012 and William Ury, were both involved in the Harvard Negotiation Program and the Harvard Negotiation Project, both are programs that have contributed immensely to the art of negotiation and getting to yes!
Beyond Winning: Negotiating to Create Value in Deals and Disputes
This too, is an older book. Written in 2000 by Harvard University professor of law Robert H. Mnookin (and Director of the Harvard Negotiation Research Project) and with Scott R. Peppet and Andrew S. Tulumello, Beyond Winning is for the serious negotiator. The book is written more for those in the legal profession, but all disciplines can get a lot from it. The writing style is easy to digest and understand, but may no mistake, it is a very well written and researched book.
However, in my opinion, If you are still a bit green in negotiations, this may not be the book you want to start with. I include it because of the reputation of the lead author, Robert Mnookin. A great deal of learning has come from the Harvard Negotiation Research Project and to not include this book in my overview would be an unforgivable omission. I suggest that you read it, but hold it until later in your learning.
There are a great deal of books covering the topic of negotiations. These are simply my preferences. However the fact that you have read this article is evidence that you take negotiations seriously and that you want to become a better negotiator. Read everything you can about negotiations. Watch videos on negotiations and observe the participants. Listen to what they say both verbally and non-verbally. Watch their movements, posture, and nuances. There is a lot to learn when watching and listening to people. Silence and observation will make you a better and more effective negotiator.
