What is the other side of the negotiation of the sale?

Order to be successful sales negotiations, you need to play two roles: array of your negotiations, as well as the other side. If you try to determine how the other side of the table view of the world (and therefore how negotiate with you), is one of the most important to to get everything they need to find discoveries...

Meeting of the eye
One of the most important things you need to read about the initiatives that the other side of the table is that they are unknown. Using the analogy is similar to the glaciers above the surface is not: it is, but rather on the side of the page beneath the surface, that you want to watch.

If you are the strengthening of the shoes, to better understand what are their ideas, you must think beyond the obvious.Once you have an obvious case of this unit to identify their positions, it takes time to move that could make these important issues?

We can talk about value?
To better understand how motivated the other hand, should be an important part is to understand what they think that what we offer, must be payé.Plus value, the more motivated to conclude an agreement with us.

Important to realize is that there are two types of values that should be taken into account: the short and long term, long term value.problems of the negotiations and the value the most high and already the probability that a price is possible.

The third man
Achieved at the cost of wonderful sense of each table shake us hands and congratulated production after completion .the ' agreement, us do not have, but the people at the table.

To understand the motivation that controls the position of the table, we must ensure that we know who is pulling the strings.If trade is reached for the Organization to use the most?

Out of the portfolio
One of the keys to understanding the motivation is to know who's going to pay?We can reach an agreement with the associated costs."This means that someone will finally take down their portfolio.

Should not allow yourself to be mistaken in thinking that the other side of the table that you want to pay by a third party is often only the client and so forth.

Problems with the risk
Understand what should someone, you need to understand what are the possible without you even souhaitez.signifie you'll have a good understanding of how the view of the risk.

It is essential to understand how the risk of unwanted extra .Risque negative are financial resources more strong, which can be based on negotiations

What this means for you
The motivation is that you have units during the same ventes.est negotiations that controls the other side of the table to aussi.doit negotiations have the time to understand, to initiatives.

To do this, you must determine what their motivations, to understand which governed by their initiatives and to benefiting most from the negotiations.

As soon as you have already included it, you'll be a good endroit.Vous will be able to understand why the other hand, takes the decision, which is normal if you have this level of insight into with another party become much simpler trade...