Enigin Help - Negotiate the Final Deal

November 16th, 2011 posted by eniginenigin
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Often Enigin Distributors and Enigin Partners find themselves in negotiations, which can often be frustrating, especially if you already feel as if you’ve “closed the deal.”

However, as Enigin always teach their Distributors that the deal isn’t really closed until the final contract is signed, and it’s that final contract that comes out of the negotiation process.

These posts, with the help of bnet.com, provides a step by step formula for negotiating a final deal.

This is a skill that every sales professional must absolutely master, but beyond that, it’s a crucial skill for anybody who wants to be successful in the business world.

3: Have the Right Attitude

Before getting involved in any negotiation, you need to understand that there are three basic “styles” of business negotiating. According to Murphy, these are:

  • Style #1: Competitive. The negotiation seen as a win-lose proposition. Concessions by one side are viewed as a victory for the opposite site and the emphasis is on having your side win at all costs. Such negotiations generally damage customer relationships, because one side ends up feeling as if they got screwed.
  • Style #2: Cooperative. The negotiation is seen as a give-and-take proposition. Both sides are trying to be fair to one another, and see the need for a long term relationship and thus the negotiation is all about compromise and on not losing too much. Such negotiations seldom damage relationships, but they don’t improve them either.
  • Style #3: Collaborative. The negotiation is seen as a win-win proposition. Both sides see their goals as aligned and work together to forge an arrangement that moves both agendas forward. The emphasis is on finding a way for both sides to win, big time. Such negotiations are the building blocks of strong customer relationships.

Needless to say, collaborative negotiations are ALWAYS in your best interest, and in the best interest of the prospect.

However, you can’t be collaborative unless the other party sees the negotiation that way, too. If a prospect is convinced that the negotiation is a competition, you’ll sometimes need to play that game, even as as you gradually lead the prospect into a more cooperative attitude.

The next step will help you manage this delicate balance act.

Next Step in the Next Post

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