What is Your Negotiating Energy?

Added May 27th, 2009

By Tom Reilly, author of “Crush Price Objections”

“Let us never negotiate out of fear, but let us never fear to negotiate.” John F. Kennedy

What energy do you bring to negotiations, fear or optimism? If you negotiate out of fear, you operate from a defensive position, which means you focus on not losing. You employ whatever tactics, gambits and maneuvers you need to achieve your desired outcome. You live by WIIFM (What’s in it for me?).

If you negotiate out of optimism, you operate from a positive position. You negotiate for the customer, not against the customer. You negotiate for profit, not against loss. You negotiate for equity, versus win-lose.

When you negotiate from a position of optimism, you begin with the attitude: “I know there is a good deal in here for both of us if we are willing to hang in here long enough to find it.” This attitude invokes the self-fulfilling prophecy, and you achieve the outcome you anticipate. This positive attitude is contagious. When customers perceive your intent for equity, they relax. They let down their guard and join you on the path to win-win.

Negotiating is a professional competency for salespeople. You negotiate with management and peers inside your company and with suppliers and customers outside your company. You negotiate when you go home at night and shop on the weekends. Imagine how much more positive life would be if you shared your negotiating optimism with others.

Good Economic News

This new feature will share with you some of the latest good economic news–share with others.

1. The May Consumer Confidence Index increased significantly to 54.9 which is about double where it was in February. This is important because confidence precedes spending and consumer spending is about two-thirds of the US economy. This is great news.
2. The Baltic Dry Index, which tracks global shipping rates for raw materials, is up 228% YTD. This is important because it is a leading economic indicator of what is to come on the global economic stage.
3. The stock market is up 30% since the lows in March, 2009. You know why this is important.

Good news, like love and hope, is better when you share it.

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