{"id":14,"date":"2021-06-25T11:55:33","date_gmt":"2021-06-25T09:55:33","guid":{"rendered":"https:\/\/legrandblogdelavente.halifax-consulting.com\/en\/?p=14"},"modified":"2024-05-22T11:20:42","modified_gmt":"2024-05-22T09:20:42","slug":"a-few-tips-for-taming-your-fears-during-a-negotiation","status":"publish","type":"post","link":"https:\/\/www.halifax-consulting.com\/en\/blog\/a-few-tips-for-taming-your-fears-during-a-negotiation\/","title":{"rendered":"A few tips for taming your fears during a negotiation"},"content":{"rendered":"\n<h2 class=\"wp-block-heading\">First let\u2019s take a look at a clip from the Pixar masterpiece Inside Out, which shows how our different emotions&nbsp;\u2013 including fear \u2013 always have a purpose or a positive intention.<\/h2>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-4-3 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"Meet Riley&#039;s Emotions\" width=\"500\" height=\"375\" src=\"https:\/\/www.youtube.com\/embed\/1S0RKRRyqhQ?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n\n\n<p><strong>There is virtue in feeling afraid: <\/strong>a motivation to avoid loss or danger. And if you feel that emotion during a negotiation, that means that you really want to do your best and close the deal.&nbsp; You just have to keep that fear from blinding you. <strong><\/strong><\/p>\n\n\n\n<p><strong>Three tips for fearless \u2014 and shame-free \u2014 negotiations<\/strong><\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Orient the pressure in the right direction <\/h3>\n\n\n\n<p>A lot of people are apprehensive about negotiations. The problem is that they feel dependent on the outcome and fear losing out. In reality, there\u2019s only one question you should ask yourself if you fail: who will suffer the worst consequences? You, your client, or perhaps neither?<\/p>\n\n\n\n<p>Sales reps sometimes forget this component. The consequences of a poor procurement decision can be much more dramatic for the client than a lost sale for a supplier. The salesperson can go about their business, while the buyer has to face up to the consequences of their mistake.<a href=\"https:\/\/www.halifax.fr\/qui-sommes-nous\/les-consultants\/tous-nos-consultants\/christian-lateur-25.html\"><\/a><\/p>\n\n\n\n<p>One last thing to remember: the more aggressive your client is, the more likely it is that they have a lot riding on the deal. In which case, you have less to be afraid of.<\/p>\n\n\n\n<p><em>\u201cLet us never negotiate out of fear. But let us never fear to negotiate.\u201d<\/em><br>&nbsp;John Fitzgerald Kennedy<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Plant seeds of doubt <\/h3>\n\n\n\n<p>Sales reps are often too kind\u2014they try to make nice with their clients, bend over backwards, etc.&nbsp; When you\u2019re up against negotiators intent on tipping the scale in their direction as far as possible, this kindness is clearly counterproductive.<\/p>\n\n\n\n<p>It\u2019s better to point out the risks, provide examples of failures, challenge the obvious, instill doubt and maintain a level of fear with regard to these risks.<\/p>\n\n\n\n<p>That sometimes requires asking questions that raise doubts:<\/p>\n\n\n\n<ul><li>What level of risk are you willing to take on this deal?<\/li><li>What will happen if the promises are not kept?<\/li><li>What do you have on the line personally with this project?<\/li><li>How can the terms be so different for two solutions that are so similar?<\/li><li>Have you taken the time to request and check references on projects of this complexity?<\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\">3. Think of it as a game<\/h3>\n\n\n\n<p>Take a step back to breathe a bit and gather your confidence. If you think of life as a game, then nothing\u2019s too serious. Even if the knot in your stomach never goes away. The best sales reps are those who are determined to do their best to win and know how to take a failure in stride.<\/p>\n\n\n\n<p>Champion basketball player Tony Parker put it well: <\/p>\n\n\n\n<blockquote class=\"wp-block-quote\"><p>The most important thing when you miss a basket is to forget it immediately and move on. Kind of like when you hit \u2018Delete\u2019 on the computer. <\/p><\/blockquote>\n","protected":false},"excerpt":{"rendered":"<p>First let\u2019s take a look at a clip from the Pixar masterpiece Inside Out, which shows how our different emotions&nbsp;\u2013 including fear \u2013 always have a purpose or a positive intention. There is virtue in feeling afraid: a motivation to avoid loss or danger. And if you feel that emotion during a negotiation, that means that you really want to do your best and close the deal.&nbsp; You just have to keep that fear from blinding you. Three tips for fearless \u2014 and shame-free \u2014 negotiations Orient the pressure in the right direction A lot of people are apprehensive about negotiations. The problem is that they feel dependent on the [&hellip;]<\/p>\n","protected":false},"author":12,"featured_media":18537,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[48,1],"tags":[],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v19.9 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>A few tips for taming your fears during a negotiation<\/title>\n<meta name=\"description\" content=\"There is virtue in feeling afraid: a motivation to avoid loss or danger. 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