The art of negotiation depends on your ability to successfully communicate with the other side of the table. An important part of this communication is your ability to signal to the other side what your intentions are. Likewise, they will be signaling to you what they want to accomplish.
What You'll Find Inside:
- ESCALATION POWER: HOW TO USE IT, HOW TO DEFEND AGAINST IT
- THE SECRET TO DEALING WITH DEADLINES: WHAT NEGOTIATORS NEED TO KNOW
- SALES NEGOTIATORS NEED TO KNOW HOW TO WAIT
- 5 TIPS FOR MAKING PEOPLE SEE THINGS YOUR WAY
This additional signaling communication channel provides a negotiator with a great deal of information and allows them to steer the negotiation in the direction that they want it to go. However, signaling is not easy to do and it can be difficult to learn how to do it well.
Signaling in a negotiation is not just one thing, rather it is a complete collection of different actions that you can take to send a message to the other side. These actions can include body language, escalations, and the use of deadlines.
Signaling is a subtle form of communication. It's not something that any of us are born with, rather we need to learn how to use this technique to express what we want to the other side. Our goal must always be to be using our signaling to show the other side how we can keep the negotiations moving towards an eventual deal that will be acceptable to everyone.
In order to become better signalers, we need to take the time to observe how signaling is used in other negotiations. What we'll quickly realize is that signaling involves the ability to patiently wait and the ability to repeat ourselves over and over again just to make sure that we're able to get our point across.
This book has been created to provide you with an understanding of both what signaling in a negotiation looks like as well as how you can develop the signaling skills that you will need. We'll examine how you can use signaling when making concessions and how to get the other side to see things your way.
For more information on what it takes to be a great negotiator, check out my blog, The Accidental Negotiator, at:
www.TheAccidentalNegotiator.com
About the Author: Professional negotiating is not just a business, it's a science. Nobody knows more about the science of negotiating than Dr. Jim Anderson.
"I don't embrace excuses for why your last negotiation was not successful, I embrace solutions."
Over the last 25 years, Dr. Anderson has transformed failing negotiators worldwide. Dr. Anderson will turn these missed opportunities into successful deals.
Dr. Jim Anderson has spent over 25 years negotiating everything from small sales with individual owners of companies to large scale military project contracts with teams of sales negotiators.
He realizes that unless you are a lawyer or a Mergers & Acquisitions (M&A) banker, you probably don't think of yourself as an everyday negotiator.
In today's work environment you can find yourself in negotiations with a vendor, another department, or even a state or local government official very quickly.
Unless you know what to do (and what not to do!), you can quickly feel overwhelmed.
In his books on negotiating, Dr. Anderson offers his insights on how to develop your negotiating skills so that you can close more deals, make more money, and have more satisfaction.
Dr. Anderson's company, Blue Elephant Consulting, uses its unique negotiating evaluation tools to show technical professionals, technical departments, and professional associations how to evaluate their current negotiating skills, determine what needs to be improved, and then provides proprietary speaking, consulting, group conference call coaching, and digital training products and services to help implement these changes.
For more information on Blue Elephant Consulting and sales negotiating, go to: www.BlueElephantConsulting.com
