There are two basic ways to challenge – you either push your alternative ideas at another person, or you ask them questions to challenge their thinking.
To create a feeling of collaboration you need to show Support for the other person. This means finding the areas of common ground on which you can both agree. Sometimes, when we hear a proposal or an opinion put forward with which we don’t agree, or we think we have a ‘better’ idea or opinion it is human nature to jump in with giving our own idea or opinion straightaway.
Many professionals are fearful or uncomfortable with challenging their business. But it can be a highly effective strategy. Here's why.
Can a sales manager coach? Many would argue not. Conversely can a coach sell? Many do not relish the idea of selling their services. In fact, as Huthwaite's Dr Janet Curran argues, both can benefit from the skills of the other, which are not as far removed as you might think.
The reasons organisations consider a Key Account Management training implementation is because they see it as a way of increasing revenue, protecting against competitor activity and customer churn. But does it?
A key part of communication in negotiation is understanding the difference between messages sent, i.e. what you think you are saying to the other side, and messages received, i.e. how the other side perceives what you say.
A key point about trading is that, for negotiation success, effective negotiators know at any point in a negotiation the value of what they have given away and the value of what they are getting in return.
Why can sales people suddenly change tactics? Why can they suddenly rush into a feature presentation instead of following the carefully thought through range of questioning options and potential lines of enquiry? Dr Janet Curran examines the impact of emotion, specifically ego, in the selling process.
Dr Janet Curran discusses counter proposals and the importance of verbal behaviours in bargaining.
One of the more surprising findings from Huthwaite’s original observational research was the fact that skilled negotiators expressed their feelings more than the average negotiators. Dr Janet Curran tells us more.