Learn how all emotions and beliefs can be combined and make a negotiation successful as long as you know how to handle them effectively. However, most of the time, this is not the case. Negotiation is perhaps one of the stages of any sales process where emotions play vital.
However, many sales professionals still think that negotiation is a matter of technical competence and leave out the emotional part. Others focus excessively on their emotions and the negotiation becomes an ego game and power struggle.
In both cases it is as if the perfect solution would be a complete divorce between emotions and technical skills. Nothing is further from the truth, it is almost impossible and, in fact, well combined they significantly help increase success.
The influence and dominance effect of emotions
When we talk about emotion in negotiations, one may think that it is enough to pay attention to the effect of one's emotions. But as we know, a negotiation is a matter of two or more people. So…
How does the other party feel when I am negotiating?
How does my way of expressing myself emotionally affect the client?
When it comes to negotiations, trust in the other party is a necessary condition, and your visibility increases the effect. Emotions contribute to the negotiation processes by signaling what one feels and thinks. In addition, maintaining an emotional balance and harmony allows the other party to subconsciously model this harmonious emotional state and avoid destructive clashes and confrontations, which will facilitate reaching a common agreement where both parties win.
Most people react to the other party's emotions reciprocally. Five great emotions are known, happiness, anger, anxiety, fear and sadness.
Numerous studies on emotional intelligence have shown that all emotions are necessary, only the misuse of them leads us down the wrong paths that can cause diseases and disorders. It is clear that the misuse of our emotions can have disastrous effects in a negotiation.
Skilled negotiators know the other person's state of mind, recognize their strengths and weaknesses, and take advantage of them.
The keys to successful negotiation
From what has been said so far, in a negotiation, the internal state of the person influences the results thanks to its direct relationship with the emotional processes, reasoning and behaviors. Success is achieved based on personal choices, motivations, and beliefs that arise from internal states.
Therefore, the first key step in negotiation is to develop a positive internal state that allows us to select and tune in to those behaviors favorable to negotiation.
The personal resources to use are: self-confidence, dynamism, availability, perseverance, concentration, will….
Obviously, each situation is different and requires a different resource; Before each negotiation, find out what state-resources are necessary for success.
Self-anchoring is one of the most used and effective resources for this: before the negotiation, this technique allows us to guide the behavior towards success, since we will approach the negotiation in tune with our chain of positive thoughts. (We will be covering self-anchors in more detail soon).
The beliefs
Beliefs are another important point during negotiation: personal affirmations about oneself, others and the world in general have been elaborated from three abilities of our brain: generalization, selection and distortion.
The beliefs about the negotiations are modulated by the experiences lived, and thus we will appreciate or not the open gestures of the interlocutor and we will select one or another part of the information that he offers us.
summarizing
Negotiation is a challenge that we must face with enthusiasm. If at once we go in downcast and sad we have the battle lost, we must be willing to seek a solution that is beneficial to both parties.
When negotiating we must know that it is an interrelation with another human being, that he feels, that he has emotions and his own history, if we take care of this and also train and learn negotiation techniques, we can maximize our probability of winning the denial and consequently the sale.
An excellent negotiator has a positive attitude, a high level of motivation, and empowering beliefs. Take your next step towards professional excellence with 1-on-1 Coaching now and achieve your goals >>.
