Strengths and Challenges to improve Negotiation Skills
Strengths and Challenges to improve Negotiation Skills
The 4 Con model
Your negotiation performance and results depend on your focus and abilities within the following 4 areas:
Confidence
- Confidence in yourself and your role as a negotiator
- Your ability to feel right and proud about your role and what difference this “deal” can make to the other part.
- Confident that you can represent the company, the product, the solution, have enough special, technical and/or product knowledge etc.
Conversation
- Your skills in relation to the conversation with the “customer”
- Communication skills (how to structure the negotiation, preparation, questions, answers, timing, hear signals, get commitment from the customer, negotiation techniques etc.)
- Product knowledge and the ability to understand the customer’s situation and create trust in the company and yourself through the conversation.
Continue
- Your ability to” keep going” going throughout the negotiation
- Your ability to handle the objections, demands and issues with patience throughout the process, without losing patience and trust
- Let the client feel that the right win win is just in front of you and as soon as you have found it, the deal will close.
Conversion
- Your ability to CLOSE the deal0 move from prospect to client / problem to solution/ challenge to win-win situation at the right appropriate time.
