The 2nd Secret That Negotiators Won’t Tell You - Why They Object to Your Proposal
Author: T K Chan
THE BOTHERING OBJECTIONS Have you heard of people saying this to you over a sales or negotiating meeting:
“I want to think about it. “,
” I don’t like what you are offering me .”,
” Are you out of your mind? You call that being fair? ”
” Hey, you are pretty expensive!”If you have been receiving these kind of reactions as a result of your communication with someone either at a business meeting or off the street regarding a potential trade, well, in fact, I believe you have just joined the rank of at least
80 % of the people on this planet who have been feeling mentally stressed and helpless because of such statements or unfriendly response.
How do you deal with people objecting to your proposal? When you are being objected to, what is your first reaction to their response?
Getting angry and frustrated, right? If your reaction had been what I have just predicted, you would have been falling into what I call their “negotiation trap.
“Yeah, it’s a trap that is so big that you will be having a free fall right into the middle of the earth core.
And it’s hot too! Now, the crux of the issue is : WHY did they object to your proposal? Ready for the 2nd Secret?
Here it is: “ They merely need to protect themselves! “ What? You might ask, they only do that because they need to protect themselves?
Wouldn’t you? When most people go to a sale , even with the price tag marking 70% off the normal retail price, they would still go for the thought that the price has not ” bottomed out”.
How many times have you seen shoppers carry out the ” price execution order” to the retail assistant by asking this : ” Is that anymore discount? ” or ” Can you give me more discount? “ Research shows that human beings have the natural instinct to defend and protect their self-interest when it comes to survival.
Their intuition is to survive the challenging environment in a trade and people hate to be deceived if they find out that they don’t have a good deal.
Well, we know that ’s a matter of perception. But it’s true.
I need to object first and check your response to see whether I have been right about my perception.
ACTION STEP I need to understand the important fact that if people object to my proposal, it s not because of me, but because they need to protect themselves from getting a bad deal.
I would do the same if I were them.
That thinking will help me believe that the other party is not my enemy, but they can be my friends.
See you soon in my next Power Tip #4 on ”
The 3rd Secret That Negotiators Won’t Tell You- How You Can Handle Their Objections .” Take care and this is TK from Fourth Quadrant Communications .
Remember, negotiate with passion! Cheers! TK Chan Certified NLP Master Practitioner (ABNLP) Corporate Sales & Negotiation Trainer http://www.4qctraining.com http://nlpasia-tkchan.blogspot.com
Article Source: http://www.articlesbase.com/negotiation-articles/the-2nd-secret-that-negotiators-wont-tell-you-why-they-object-to-your-proposal-614804.html
About the Author:
TK Chan has been a dynamic trainer, seminar speaker, principal NLP
( Neuro-Linguistic Programming ) consultant and sales coach in Kuala Lumpur for the last 17 years.
He established Fourth Quadrant Communications (4QC), a training specialist company with a mission to help multinational corporations and organizations achieve breakthrough business results in both profitability and work productivity.
A much sought-after speaker and emcee in major conventions and corporate seminars, TK has reached out to audience in few thousands since 2001, covering the Asian region in countries such as Philippines, Pakistan, Singapore and Indonesia.
TK is currently a Certified Master Practitioner of NLP & Time-Line Therapy™, a Certified NLP Master Coach & Certified Master Hypnotist.
He writes constantly to several established article websites sharing his secrets of success with his ardent readers.
