The Art of Negotiating and Critical Thinking
by Guest Author: Bryan L. Burrs
Negotiation is a word most are familiar with, but few know how to execute or take the time to perform professionally, especially in sales. Too often, sales people think of negotiations as win-lose and in many cases they are not far off the mark as that is what often happens in negotiation sessions. However, if you are involved in professional sales where there is an expectation or requirement of sales and service on a long term basis versus a one-time simple sale, then negotiations should not be "win-lose".
So how do you avoid win-lose negotiations in professional sales? First, you need to ask yourself two questions.
Read the rest of this article . . . .
Bryan earned a Masters degree in Global Management and a Bachelors degree in Marketing and Computer Science. He may be reached at Bryan@DrBurrs.com
About the author: Bryan Burrs is currently the Manager of Sales Training for Cardinal Health's Ambulatory Care Division, a Fortune 18 company. He has over 9 years of professional sales and negotiation experience with top Fortune 25 companies and has been the recipient of numerous performance-based selling and goal overachievement awards.
|The goose that laid the golden egg |
Recall the fable credited to Aesop that tells the story of a goose that magically laid golden eggs? Let's reconsider this fairy tale and use critical thinking to think about some other choices we have made.
In short, a man and his wife had the good fortune to possess a goose which laid one golden egg every day. As fortunate as they were to have this special goose, they began to think they could get more golden eggs faster if they could get all the gold out of the bird at one time. So, they decided to cut the bird open. Unfortunately for them, they found the goose's insides to be exactly the same as any other goose and alas, their goose was dead. Their quest for wealth ended on a poorly made decision based on greed and a failure to not use critical thinking as part of their decision-makingn process.
Of course, today, we think we would make a different, even better decision because, naturally, we are smarter and certainly more informed than those of yesteryear. In spite of our enlightenment, as you consider a recent decision you have made, did you ask yourself any of these critical questions as this couple should have asked themselves?