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Episode Info: Do you view negotiation as a conversation? Or a battle with clear winners and losers? Nicole Soames joins me in this episode of @SalesReinvented to start the conversation surrounding negotiation—and reveal why so many of the mindsets salespeople have regarding negotiation are faulty. She shares common misunderstandings, how to prepare for a negotiation, and much more. Nicole Soames is the CEO & Founder of Diadem Performance, a commercial skills training and coaching company. She is passionate about applying emotional intelligence to negotiation conversations. Nicole is a best-selling author and sought after coach whose savvy advice is revealed in this episode of Sales Reinvented. Be sure to listen! Outline of This Episode [0:49] Nicole’s definition of negotiation [1:07] Negotiation is a conversation [2:52] Why salespeople don’t like to negotiate [5:46] Negotiation isn’t a process—but a conversation  [8:04] Emotional intelligence is the #1 attribute you must possess [9:56] There are no shortcuts: negotiation preparation is key [11:43] Nicole’s top 3 negotiation dos and don’ts [13:24] Don’t engage in negative internal conversations [14:35] How children are powerful negotiators Common misunderstandings about negotiation  Many salespeople mistake negotiation for haggling or bartering. If you shift your viewpoint to negotiation as a conversation, you’re better equipped to build a long-lasting relationship. People are only as powerful as the conversations they have. Nicole believes we achieve results based on the conversations we have with others. Everything is negotiable—but you can only receive if you first ask.  Another faulty misconception is that salespeople are schooled in the philosophy that the customer is always right. So when they enter a negotiation conversation, they have placed the customer on a pedestal. By doing so, they cede control and power to the prospect and end up paying dearly for those relationships. Salespeople are usually engaged with a procurement person—who is well-versed in negotiation tactics. Because each of these people are leaning on their learned skills, a negotiation conversation often ends in disagreement, deadlock, and disappointment. What is the easiest way to avoid that? Keep listening to find out! Negotiation needs to be a conversation  Most people who have received negotiation training are taught that it’s a process—it’s linear and theoretical. Nicole is quick to point out that it shouldn’t be viewed as a process but as a negotiation conversation. Thinking about it as a conversation changes the way you engage in the negotiation. You should approach your conversation by contemplating answers to these questions:  Why should I feel confident? What will their challenges be? How will I handle them? Am I exhibiting an appropriate level of ambition? How will I break the deadlock? Approaching your conversation with emotional intelligence is the largest differentiator and competitiv...
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