Negotiations within the sales world — what do they really look like? And perhaps more importantly, what should they look like? At their best, negotiations are about creating a win–win scenario — where both parties communicate effectively to reach a result that serves everyone’s best interests.
Do we always get 100% of what we want? Very rarely. But how much are we happy to give away – 10%, 20%, 30%, 40%, even 50%? That depends entirely on how we define winning.
And winning shouldn’t be about a number, it should always be about VALUE.
Defining the True Art of Negotiation
For me, the true art of negotiating lies in helping the other person understand why your position is what it is. It’s not about dictating terms – that’s old-school sales. True negotiation is about understanding. It’s about creating a space where both sides see not only the practical reasons for a deal but also the emotional ones.
To get there, we have to ask the right questions. We have to empathise. We have to stay open to new ways of thinking and different methods of engagement.
You might think you’re seeing the answer clearly – but are you also reading the body language? Are you seeing the same reactions the other person is giving off?
A Real-World Example
I was with a salesperson recently who, when asked a question, gave a confident, positive answer. If you only listened to his words, you’d believe he was being completely honest and trustworthy. However, while answering, he was shaking his head – not nodding, but shaking.
Now, what does that tell you about his negotiation skills? Or perhaps, his lack of them? Body language can tell us as much – if not more – than the words we use. And in negotiation, alignment between words, tone, and body language is crucial for building trust and connection.
The Mindset That Wins
The art of negotiation is indeed a fine art. It requires practice, reflection, and above all, an open mind. It’s not just about having a good script or sharp presentation – it’s about having a deep question bank and a genuine desire to make everyone involved feel satisfied with the outcome.
Because at the end of the day, the long term positive result for all is far more valuable than the extra £.
