You're navigating challenging negotiations with a client. How do you ensure they feel valued and respected?

With any negotiations, especially with clients, it's important to listen to their perspective and understand where they are coming from. This makes them feel heard and valued. This helps them lower their defences, knowing that you are looking out for them and curious to learn about them. Seek first to understand, then be understood is a really useful practice that leaders follow for any conversation, including negotiations.

Para garantir que um cliente seja respeitado e valorizado em uma negocia??o desafiadora, é essencial manter uma comunica??o clara e transparente, ouvindo suas preocupa??es e necessidades. Mostrar empatia e buscar solu??es que equilibrem os interesses de ambas as partes, evitando condi??es de forma prejudicial. Seja paciente e mantenha um tom respeitoso, demonstrando comprometimento em chegar a um acordo justo. Valide as opini?es do cliente, destacando que suas demandas s?o importantes e, sempre que possível, ofere?a alternativas que mostrem flexibilidade e compreens?o.

In challenging negotiations with a client, focus on building rapport and understanding their perspective. For instance, during a contract renewal with a key client, they expressed concerns about pricing and service levels. Instead of pushing our agenda, I scheduled a meeting to listen to their challenges and goals. I acknowledged their concerns and asked questions to clarify their needs. By showing genuine interest and empathy, I made them feel valued. Together we customized the service packages that met their budget while enhancing value. This approach not only strengthened our relationship but also led to a successful agreement, demonstrating that respect and understanding can drive positive outcomes in negotiations.