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Definition of Negotiation "reaching the most satisfactory outcome for ALL concerned" |
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Dont Be Afraid Of Silence
In any conversation with two or more people, there is a tendency to want to talk all the time to fill any awkward silences or gaps that appear in a conversation. However, if you think of the conversations that you have with your closest friends or family, you will notice that there isn't the same need to fill these gaps, as silences between you are comfortable. This is generally because you know the other person and the type of character that they are. Now, if we change this scenario to the sales process you will see that it is a completely different feeling to the one above. Suddenly silence is your worst enemy, the one thing to be avoided during negotiations, the realisation that you are losing the sale. Well actually, that last statement is completely wrong! Because a person does not say too much during negotiations does not mean that you are losing the sale. Yes, silence can be awkward to some but to those of you who want to win, silence can be your best friend. During the negotiations, you will ask your customer a number of open questions and that is absolutely the right thing to do. However once you have asked the question, DO NOT fill the space! Resist the temptation to put words into their mouth. In other words: "Ask your open question and then say absolutely nothing until they have replied" No matter how awkward it becomes or how uncomfortable it may seem, leave your customer to reply. If it takes 5 minutes then so be it. They MUST be allowed to reply in their own time without any help from you. The reason I am pushing this point is that customers (and people in general) do not like silence. They particularly do not like long silences and they feel that they have to fill the space up with words. Before you know it they have committed to all sorts of things. So, don't be afraid of the silence and let your customers talk their way into your sale. Mark Anthony Harrison is a salesman. He is Head of Sales for the UK division of a US investment bank. He also lectures on sales development and management theory. To find out more visit him at http://www.managing2success.com
MORE RESOURCES: Hamas official: All negotiations halted until Israel frees prisoners slated for release The Times of Israel Portland State University Reaches Impasse With Faculty Union in Labor Negotiations - Willamette Week 'All wars end through negotiation': US envoy Kellogg tells wounded Ukrainian soldiers in Kyiv when asked The Times of India Ukrainian, US officials negotiated throughout the night amid minerals deal dispute, Axios reports Kyiv Independent TCAT workers union holds rally amid contract negotiations The Ithaca Voice Albany Med nurses continue negotiation on Monday for fair union contract WNYT NewsChannel 13 Peace Through Strength in Ukraine: Sources of U.S. Leverage in Negotiations Quincy Institute for Responsible Statecraft Mediation, Negotiation & Dialogue United States Institute of Peace Work on Route 47 set to begin after final negotiations between Yorkville, IDOT Shaw Local News Network What People Still Get Wrong About Negotiations HBR.org Daily United States and Russia exclude Ukraine in negotiation talks Eight, Arizona PBS Prioritizing Nuclear Negotiations With Iran Carnegie Endowment for International Peace Trump warns Zelenskyy to quickly negotiate war's end with Russia or risk not having a nation to lead The Associated Press White House Hints at Rapid End to War in Ukraine: Trump's Negotiation Strategy Under Scrutiny EU Today Why Europe’s leadership is skeptical of negotiating with Putin FRANCE 24 English As U.S. and Putin negotiate, intel shows he's not interested 'in a real peace deal,' sources say NBC News How to handle difficult conversations in your early career, from salary negotiation to solving conflict The Conversation Putin rates US talks ‘highly’, says Russia ready to negotiate over Ukraine Al Jazeera English Ukraine: No ‘negotiation’ with aggressor Russia The Seattle Times Education bill inches toward House vote amid negotiations and questions over funding Alaska Public Media News How ‘Masculine Energy’ Can Hinder Your Negotiation Success Columbia University Bucs, Chris Godwin Extend Negotiating Period Buccaneers.com Negotiate Like a Pro HBR.org Daily Europe needs a seat at the table in Ukraine negotiations Atlantic Council Influencers and Creatives Gear Up for Annual Negotiation Competition and Conference University of Miami: News@theU Could Colorado River negotiations take a turn under the Trump administration? Colorado officials hope not The Aspen Times Russia and US agree to work toward ending Ukraine war in a remarkable diplomatic shift The Associated Press AI Vendor Contracts: Negotiation Tactics and Comprehensive Due Diligence Foley & Lardner LLP Opinion: Negotiating With the Devil The Media Line Day 5 of WHO INB 13, negotiations on a pandemic agreement Knowledge Ecology International ‘Dictator’: Trump blasts Zelenskyy amid negotiations over Ukraine war Al Jazeera English Geisinger nurse strikes end, but negotiations continue Wilkes-Barre Citizens Voice City Council to Negotiate with Firefighters Monday The Cheyenne Post Cartoon: Trump's negotiation table Daily Kos Rutte reveals his new NATO negotiation spending tactic Euromaidan Press Second Set of Part D Drugs for Medicare Negotiation Includes Blockbuster Diabetes and Weight-Loss Drugs Medicare Rights Center Congressional Leaders Negotiate Budgets Transport Topics Portland State faculty union steps closer to potential strike, declaring impasse in contract negotiations Oregon Public Broadcasting U.S., Ukrainian officials negotiate on cease-fire deal FOX 32 Chicago Latest On Mikko Rantanen Extension Negotiations prohockeyrumors.com Alachua County continues negotiations with UF on animal services - Mainstreet Daily News Gainesville Alachua County continues negotiations with UF on animal services Mainstreet Daily News Gainesville Ukraine’s Path Forward: Negotiating Peace Amid Competing Futures Center For American Progress ICC urges negotiation over retaliation on trade tariffs International Chamber of Commerce What Medicare Negotiation Tells Us About Drug Pricing In The U.S. healthaffairs.org Articulating policy options regarding implementation of the Medicare drug price negotiation program's renegotiation provision Brookings Institution Is Trump wrong to negotiate with Russia? Denison Forum How Trump friend Steve Witkoff ended up at the center of high-stakes Ukraine, Israel negotiations CNN White House outlines plans for distribution of DOGE checks amid Congressional negotiations NBC 15 WPMI The Power of AI to Shape Negotiations INSEAD Knowledge The Secret to Cross-Cultural Negotiations HBR.org Daily IGA-353M: Frontline Negotiation Lab: Strategic Planning for Complex Engagements Harvard Kennedy School Exclusive: EU's Costa says 'no credible negotiations with results' without Ukraine, EU - Talking Europe FRANCE 24 English LVHN sues pharmacy benefits company with ties to St. Luke’s, claiming fraud led to failed negotiations The Morning Call Treaty negotiation milestone and 2025 operating plan gives more certainty for Columbia Riv nwd.usace.army.mil A Special Representative of Europe Must Be Involved in the Negotiation Process of Achieving a Just Peace – The President — Official website of the President of Ukraine Офіційне інтернет-представництво Президента України M&A Negotiation Simulator: Open-Source Release of Alpha Prototype - CodeX Stanford Law School Navasota enters negotiations with city manager The Navasota Examiner Salem Health ends negotiations with Regence, leaving thousands out-of-network at city’s only hospital Salem Reporter |
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