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How can you build long-lasting relationships during negotiations through communication?

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Negotiations are not only about reaching an agreement, but also about building long-lasting relationships with the other party. Communication is the key to creating trust, understanding, and rapport during negotiations. In this article, you will learn how to use communication skills to foster positive and productive relationships during negotiations.

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Nicholas S.

Transfer credit evaluator with customer service and sales experience.

1 Know your audience

Before you enter a negotiation, you need to do some research on the other party. What are their goals, interests, values, and preferences? How do they communicate and what style do they prefer? Knowing your audience will help you tailor your message, avoid misunderstandings, and show respect. You can also use open-ended questions, active listening, and feedback to learn more about them during the negotiation.

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Nicholas S.

Transfer credit evaluator with customer service and sales experience.
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This ties in heavily with building rapport. Find out what is important to the individual(s) you are working with. The more information you know about the client it can aid in presentation when entering negotiations.

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Kevin Fernández Zarif

Vice President at Next Air & Gas
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I agree, however knowing your audience is not as linear as knowing common business formalities. In a scenario of a group of people or an individual, knowing how they think, feel, and act is crucial. These factors all have sub factors that derive from ; personal / business culture, etiquette, point of view, and morals.

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2 Establish rapport

Rapport is a feeling of connection and harmony between people. It can make negotiations smoother, more enjoyable, and more cooperative. To establish rapport, you need to use verbal and non-verbal communication skills. For example, you can use positive language, humor, compliments, and empathy to convey warmth and friendliness. You can also use eye contact, smiling, nodding, and mirroring to show interest and alignment.

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Nicholas S.

Transfer credit evaluator with customer service and sales experience.
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Try to find similar interests. If you are from a smaller town, finding connections of maybe people or places you know can be helpful. Be genuine in your approach. Consumers tend to know when it is not genuine!

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3 Manage emotions

Negotiations can be stressful, challenging, and emotional. However, you need to manage your emotions and avoid letting them interfere with your communication. Emotions can affect your judgment, perception, and behavior, and can also trigger negative reactions from the other party. To manage your emotions, you need to be aware of them, acknowledge them, and express them appropriately. You can also use techniques such as breathing, pausing, reframing, and seeking support to calm yourself and cope with difficult situations.

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Nicholas S.

Transfer credit evaluator with customer service and sales experience.
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Sometimes stepping away from a negotiation to breathe and regroup is the best medicine. Remember that this is just as stressful and emotional for the person you are negotiating with. If you are getting frustrated more than likely they are too. Take a breathe, reevaluate, and go back in.

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4 Resolve conflicts

Conflicts are inevitable in negotiations, but they can also be opportunities for learning, growth, and creativity. To resolve conflicts, you need to use communication skills that promote collaboration, problem-solving, and mutual satisfaction. For example, you can use assertive communication, active listening, empathy, and reframing to express your needs, understand the other party's perspective, and find common ground. You can also use negotiation strategies such as interest-based bargaining, integrative bargaining, and principled negotiation to create win-win solutions.

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5 Build trust

Trust is the foundation of any relationship, and it is especially important in negotiations. Trust can enhance cooperation, information sharing, and commitment. To build trust, you need to use communication skills that demonstrate honesty, integrity, and reliability. For example, you can use clear communication, transparency, consistency, and follow-through to show that you are trustworthy and credible. You can also use communication skills that show respect, appreciation, and recognition to show that you value and care about the other party.

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Nicholas S.

Transfer credit evaluator with customer service and sales experience.
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Trust takes longer to build than it is to lose it. Be genuine. If giving a client a timeline, make it a realistic. Be transparent and be sure to give the proper updates. Do the right thing always. Remember that we are all consumers. Treat a client how you want to be treated.

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6 Maintain contact

The relationship does not end when the negotiation is over. You need to maintain contact with the other party to ensure that the agreement is implemented, to address any issues that may arise, and to nurture the relationship for future cooperation. To maintain contact, you need to use communication skills that show continuity, interest, and support. For example, you can use follow-up communication, feedback, updates, and referrals to show that you are still engaged and available. You can also use communication skills that show gratitude, acknowledgement, and celebration to show that you are satisfied and happy with the outcome.

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Nicholas S.

Transfer credit evaluator with customer service and sales experience.
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The best clients are repeat clients. Many times after the negotiation/sale is complete that is where it ends. It is important to remember that they may be in the market again in the future for a particular product. Keep in touch. Check in to see how they are doing. Keep notes about the individual. If they have a dog named Max ask about the dog. I always liked doing month follow ups after a negotiation/sale. Then 3 months to 6 months. I also liked doing birthday cards and anniversaries cards for their purchase. Little things like this go a long way so they remember you. Can lead to repeat business and referrals!

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Interpersonal Communication

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How can you build long-lasting relationships during negotiations through communication?

1

2

3

4

5

6

7

1 Know your audience

2 Establish rapport

3 Manage emotions

4 Resolve conflicts

5 Build trust

6 Maintain contact

7 Here’s what else to consider

Interpersonal Communication

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感谢您的反馈

更多相关阅读内容

How can you build long-lasting relationships during negotiations through communication?

1

2

3

4

5

6

7

1 Know your audience

2 Establish rapport

3 Manage emotions

4 Resolve conflicts

5 Build trust

6 Maintain contact

7 Here’s what else to consider

Interpersonal Communication

给文章评分

感谢您的反馈

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