Q. Discuss any four negotiation skills required by salesmen in order to ensure success in their career.
Ans: Negotiation skills (any four):
i. Preparing for a meeting: Before entering a bargaining meeting, a skilled negotiator should prepare for discussion in the meeting. One should collect information regarding buyer‟s objectives, attitudes, personality, financial position, expectations, likes and dislikes and priorities.
ii. Discussion: A brief discussion among the parties provides an opportunity to understand other party‟s behavior, intentions and objectives. One should be a patient listener to be followed by positive talking behavior.
iii. Active listening: Negotiators have the skills to listen actively to the other party during discussion. It helps to find out the areas for compromise to strike a deal.
iv. Proposing: At this point of discussion the seller/buyer should send a proposal for final negotiations. When one party initiates a proposal the other party should treat the proposal with respect, seek clarification if required etc.
v. Emotional Control: It is important that good salesmen have ability to
keep their emotions in check during negotiations. At times it can be frustrating but salesman has to control his emotions during the meeting to avoid unfavorable results. Efforts should be to reach a compromise formula instead of breaking down the communication between the parties.
vi. Problem solving: Individuals with negotiations skills have the ability to seek a variety of solutions to problems. One should use negotiating skills in solving the problems i.e. agree to compromise quickly to end a stalemate and close the deal.