Is Longer Really Better? – Sales Negotiators Want To Know

Comments Off on Is Longer Really Better? – Sales Negotiators Want To Know 10 April 2011

The goal of every sales negotiation is to reach a deal that is agreeable to both sides. The question is just how much time should you take in order to get there? The classic question that all sales negotiators are always trying to answer is if it is better to negotiate in short sessions with long breaks or in long sessions with short breaks?

What constitutes today’s conflict of interest? In today’s business world, the governing boards of many companies and corporations, is comprised of a group of people known as company directors. Many of these company directors are also on the boards of other corporations or companies and for each board of directors that they sit on, they are paid a fee. These fees vary from board to board and many of them are substantial. Some bigger corporations only have well-known people on their board of directors because they are the most likely to add credibility and bankability to the business. Many ex-politicians accept board of director appointments to supplement their income or for any number of other likely reasons.

Indeed, O’Connell claims he has never “flipped” a property, buying and renovating and then instantly re-marketing it. Which makes him somewhat unusual, emerging as we are from an era in which leverage was touted as the key to achieving real estate riches and legendary financial guru status. But my view is O’Connell’s way of doing business is especially worth studying by serious students of negotiations, especially if we hope to avoid repeating the excesses that triggered The Great Recession we have just been digging ourselves out of.

The magic of long negotiating sessions is that the parties that are participating in it change as the session wears on. The gruff, impersonal exteriors that everyone displays to each other at the start of the session gradually start to crumble as the hours drag on. The human side of every participant starts to come out and it’s this side of the participants that will allow a deal to be reached. Ultimately sales negotiations allow people to reach deals. When you put these people together for a long, focused period of time what happens is that more often than not they find a way to work together in order to make a deal happen.

There is a notion in negotiation that the person who is more likely to come out well, if not smelling like a rose, is the one that is prepared to take matters the farthest.

How can this Conundrum be Resolved? The only resolution today in the case of a Company director is for them to resign their position, declare it and/or stand aside for the duration of the negotiations. Either way, it is illegal and against corporation law in most countries for any person to disregard this clause of corporation law.

What All Of This Means For You There is an almost magical quality to very long sales negotiating sessions. Under the right circumstances, two parties can enter the negotiations and then emerge at the other side with an agreement that nobody thought would be possible.

In order for this to happen there are several conditions that must be met before the negotiations start. These include a predisposition on both sides to reach an agreement, the lack of new information regarding the deal to be struck, and respect on both sides for each other. There are no guarantees that a deal will be reached as a result of any sales negotiation. However, sales negotiators who ensure that the correct preconditions are met can use the very long negotiation format to improve their odds of successfully reaching a deal with the other side.

Yuki sano is a well-known author who writes blogs and articles. Debt Consolidators are hired to negotiate a repayment plan with the business. Should you get a home equity loan or a home equity line of credit, known as a HELOC? With a home equity loan, you get a lump sum.

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