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How can you use a systemic negotiation style to understand the big picture in Direct Sales?

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Direct sales is a competitive and dynamic field that requires effective negotiation skills to close deals and build relationships. However, not all negotiation styles are the same, and some may be more suitable for certain situations and personalities than others. One of the negotiation styles that can help you understand the big picture in direct sales is the systemic style. This style is based on the idea that every negotiation is part of a larger system of interrelated factors, such as the market, the customer, the product, the competition, and the future. In this article, you will learn how to use a systemic negotiation style to achieve better outcomes in direct sales.

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1 What is a systemic negotiation style?

A systemic negotiation style is a way of approaching a negotiation that focuses on the whole system rather than the individual parts. A systemic negotiator tries to understand how the different elements of the system affect each other and how they can create value for both parties . A systemic negotiator also considers the long-term implications and consequences of the negotiation, not just the immediate results. A systemic negotiation style is often associated with a collaborative and creative mindset, as well as a high level of emotional intelligence and empathy.

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LOVELANIE KELLEY

Experience LOVE~Destinations , places, culture, food tech & experiences with Best #1 Creators around the Universe with passion to give a “UNIQUE HUMANITY EXPERIENCES” that uplift GOD creation, wellness & mental health.
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Must be unique, creative and original. So Incase everyone wants to copy you enhance in different level and style that nobody forgets about you and the company.

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2 Why is a systemic negotiation style useful in direct sales?

A systemic negotiation style can be very useful in direct sales for several reasons. First, it can help you to identify and address the underlying needs and interests of your customers, rather than just their positions and demands. By doing so, you can create more trust and rapport with your customers, and offer them solutions that meet their goals and expectations. Second, it can help you to explore and leverage the opportunities and challenges that exist in the market, the product, and the competition. By doing so, you can differentiate yourself from other sellers, and demonstrate your value and expertise. Third, it can help you to plan and execute a negotiation strategy that aligns with your long-term vision and objectives. By doing so, you can build a lasting and profitable relationship with your customers, and secure repeat and referral business.

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3 How can you develop a systemic negotiation style?

To develop a systemic negotiation style, you need to adopt a holistic and curious perspective on the negotiation process. Before the negotiation, it is essential to conduct research and analysis on the system to identify the key players, factors, and trends that influence the negotiation, as well as anticipate possible scenarios and outcomes. During the negotiation, ask open-ended and probing questions to understand your customer's situation, needs, and interests. Share information that can add value to the negotiation and demonstrate how your product or service can fit into the system. After the negotiation, follow up on your commitments and agreements, seek feedback from your customer, monitor and evaluate the results of the negotiation on the system, and learn from successes and failures.

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4 What are the advantages and disadvantages of a systemic negotiation style?

A systemic negotiation style has many advantages, but also some disadvantages, that you should be aware of. Advantages include the ability to craft win-win solutions that satisfy both parties and uncover new opportunities and sources of value. However, it can take a significant amount of time to gather and analyze all the relevant information and data, as well as share sensitive or confidential information with the other party. It can also be difficult to balance and integrate the multiple interests and goals of different stakeholders in the system. Therefore, it is important to consider both the advantages and disadvantages of a systemic negotiation style before entering into negotiations.

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5 How can you combine a systemic negotiation style with other styles?

A systemic negotiation style is not the only or the best style for every negotiation. Depending on the context, the parties, and the issues, you may need to combine it with other styles to achieve optimal results. For example, you may need to use a competitive style to assert your position and interests, or a compromising style to reach a quick and fair agreement. The key is to be flexible and versatile, and to adjust your style according to the situation and the people. To do that, you need to be aware of your own and the other party's negotiation style and preferences, and how they affect the negotiation process and outcome. You can use tools such as the Thomas-Kilmann Conflict Mode Instrument (TKI) or the Negotiation Style Profile (NSP) to assess and compare your negotiation style and preferences with others.

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Dany Capodieci

Fractional Sales Leadership at your service ?? ?? I specialize in business development for CEOs & founders in the Tech, SaaS & Consulting space.
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If you are attempting to use a systemic negotiation style when the other side is focusing on the transactional nature of the negotiation, you're going to butt heads. The transactional nature will attempt to bring the systemic negotiation style down to the transaction level. The hard task here is maintaining your systemic style and bringing the transactional negotiation style up to the systemic level. If both sides are negotiating in good faith, a tactic like "making the pie bigger" for everyone is a good approach to increasing benefits for everyone involved. If you can get the focus off of pricing today, you have a better chance of a successful negotiation.

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6 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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How can you use a systemic negotiation style to understand the big picture in Direct Sales?

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1 What is a systemic negotiation style?

2 Why is a systemic negotiation style useful in direct sales?

3 How can you develop a systemic negotiation style?

4 What are the advantages and disadvantages of a systemic negotiation style?

5 How can you combine a systemic negotiation style with other styles?

6 Here’s what else to consider

Direct Sales

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How can you use a systemic negotiation style to understand the big picture in Direct Sales?

1

2

3

4

5

6

1 What is a systemic negotiation style?

2 Why is a systemic negotiation style useful in direct sales?

3 How can you develop a systemic negotiation style?

4 What are the advantages and disadvantages of a systemic negotiation style?

5 How can you combine a systemic negotiation style with other styles?

6 Here’s what else to consider

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