The Negotiation Guru

There are some people who are so driven by the need for acceptance by others that in the process, they lose their identity. Fear of rejection can result in irrational behavior and thinking.

I have heard so many people say before a negotiation, “What if they do not like my offer? Will I offend them if I offer them this?” Guess what, the results usually turn out bad.

People who are afraid of rejection are usually not assertive during negotiations. They tend to speak up lesser and exhibit low confidence. Although some might have a tendency to exhibit aggressive behavior to mask their insecurity. They become so inflexible and rigid which is antithesis of what a good negotiator should be.

Face it, rejection is part of life.

You can never run away from rejection. All of us can handle rejection better than we believe we could. Do not let fear of rejection get in your way of negotiating a good deal. You should not let a few “no” get in your way of success. Never take a “no” personally. The other party is saying no what to you have offered, it has nothing to do with you as a person.

There can be many reasons why the other party might say no to your offer. This is your chance to probe. Get more information from him. Then get him to propose an alternative.

“Why do you not agree to this term?”

“Is there something that’s keeping you from saying no?”

“Will you be able to make the decision? If not, is there anyone that I can talk to?”

“What do you suggest that is fair to both sides?”

“Are you suggesting that we should …”

Don’t get too discouraged by rejection.

Maybe the time is not right. Maybe the proposal you gave was not good. Maybe you did not justify your offer. Maybe the concession you are giving is not their wants. Maybe they have other interests. Maybe they need something else from you.

Maybe..maybe…maybe…the list goes on and on…

There are just too many reasons for them to say no. Instead of behaving in a self-defeating way, deal with it. Probe more! Negotiate more!

“I think all great innovations are built on rejections” - Louis Ferdinard Celine

“I think all great deals are built on rejections” - Jens Thang

Remember: Each “no” is one step closer to negotiating the best deal in your life.

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Jens Thang
Unleash The Negotiation Guru In You!

This entry was posted on Wednesday, November 14th, 2007 at 3:08 pm and is filed under Difficult Characters, Interests, Psychology, Resistance. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.