The Problem with Selling a Deal .
Most negotiators are wary of those who have to “sell” a deal in order to try to get it agreed, because the perception is that it not the best deal, right deal, appropriate deal or an adequate deal.
Most often it is politicians, PR specialists and Sales Professionals who are guilty of this approach. It may be because they often “get away” with using their persuasive selling skills that they grow to believe that they can sell anything. This misplaced confidence to be able to spin any outcome as being a “good” or the “best” deal is at best misleading and at worst lying. Whatever the view, it is not good practise and demonstrates a scant regard for the fundamentals and disciplines of professional negotiating.
One of the most common reasons for this selling behaviour is down to a failure to set clear objectives or plan a proper choice of strategies. “We’ll listen to what they say, see where they are coming from and take it from there” one hears far too often. A plan which is focussed not on what one should be seeking (what one wants), but what the other side will let you have is weak, reactive and inefficient.
There is no substitute for well prepared objectives with well thought through strategies and contingencies. The focus should on what you want, pro-active and positive. This all needs coaching and practise to build up confidence and courage.
It’s why we are here.
Most negotiators are wary of those who have to “sell” a deal in order to try to get it agreed, because the perception is that it not the best deal, right deal, appropriate deal or an adequate deal.
Most often it is politicians, PR specialists and Sales Professionals who are guilty of this approach. It may be because they often “get away” with using their persuasive selling skills that they grow to believe that they can sell anything. This misplaced confidence to be able to spin any outcome as being a “good” or the “best” deal is at best misleading and at worst lying. Whatever the view, it is not good practise and demonstrates a scant regard for the fundamentals and disciplines of professional negotiating.
One of the most common reasons for this selling behaviour is down to a failure to set clear objectives or plan a proper choice of strategies. “We’ll listen to what they say, see where they are coming from and take it from there” one hears far too often. A plan which is focussed not on what one should be seeking (what one wants), but what the other side will let you have is weak, reactive and inefficient.
There is no substitute for well prepared objectives with well thought through strategies and contingencies. The focus should on what you want, pro-active and positive. This all needs coaching and practise to build up confidence and courage.
It’s why we are here.
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