GetIt Negotiation - Mirjam van der Kamp

10/03/2021

If I had a euro for every time someone said to me “they will never accept my proposal” or “my price might be too high”, I would be very rich by now…

Your expectations drive your thinking and your course of action.

And that means if you go into a meeting thinking your (potential) client will not accept your proposal for whatever reason, this will blind you to your real strengths.

Go in well prepared and confident and you will be rewarded.

You got this! 💪💪💪

10/03/2021

Si me diesen un euro por cada vez que alguien me dijera "nunca aceptarán mi propuesta" o "mi precio podría ser demasiado alto", estaría forrada a estas alturas ...

Tus expectativas influyen tu pensamiento y tu rumbo.

Y eso significa que si entras en una reunión pensando que tu (potencial) cliente no aceptará tu propuesta por el motivo que sea, esto hará que no veas todo el potencial que tenéis y el valor que se puede crear.

Entra bien preparad@ y confiad@ y serás recompensad@. ¡Tu puedes!

09/03/2021

Some people see negotiation as a boxing match. A fight.

Negotiation is not a competition. We negotiate to achieve something we are not able to achieve alone. That means we have to see and treat our counterpart as a partner.

Don’t confuse toughness with effectiveness. That’s a very risky strategy.

How do you handle negotiations with people who act like it is a fight?

19/01/2021

⚠️¿Y tú? ¿Bajas los precios para conseguir más ventas? Si es así, quizás te conviene revisar tus negociaciones.

Se negocia con cada acuerdo o venta.

Y si fijas un precio para tus productos o servicios y tu cliente te dice “es demasiado caro para mi”, como emprendedor o vendedor te toca hacerles ver el valor real y los resultados que obtendrá.

Ayúdale a ver el valor real y cuando lo vea, pregúntale si sigue opinando lo mismo.

¿Cómo reaccionas si tus clientes te dicen que eres demasiado caro?

19/01/2021

⚠️ Does lowering your prices get you more sales? Or do you have to change your negotiation tactics?

Every sale or agreement involves negotiation.

If you’ve set a price for your product/service and your client say’s “it’s too expensive for me”, it’s up to you as the entrepreneur or sales executive to make them see otherwise.

If you lower your prices, you just devaluate your product/service.

What you could do instead is to start asking questions to find out the real reason your client finds it expensive. He might not see the real value of your work and the results you will get.

Help him see the real value and once he does, ask him if he would still feel the same about your price.

What do you do when customers say your product is too expensive?

18/01/2021

18/12/2020

5 Truths About Negotiating:

✅ Your bargaining strength is in your heart.

How you set your mindset towards negotiations can really impact your performance. If you can believe it, you can do it!

✅ Knowing your products inside and out can seal the deal.

If you have no idea what or why you’re selling anything, then how do you expect others to buy it and at your terms?

✅ Preparation is key.

When preparing for negotiations, make sure to be ready for any incoming opposing tactics, questions, and even threats.

✅ Come out both as winners, rather than both losers.

When negotiating, strive to come victorious but not only you but your opponent as well. Despite the contrary, negotiations are not a zero-sum game.

✅ Confidence plays a huge role.

Being confident has a significant impact on how you represent yourself and your offer and can impact the decision.

Can you add any other negotiation truths to the list?

18/12/2020

5 verdades sobre la negociación:

✅ Tu poder de negociación está en tu mente.

La forma en que te prepares mentalmente para tus negociaciones realmente puede impactar en tus resultados. Si puedes creerlo, ¡puedes hacerlo!

✅ Conocer tus productos por dentro y por fuera puede contribuir al cierre de tu trato.

Si no sabes qué o por qué vendes tus productos o servicios, ¿cómo esperas que otros lo compren y acepten tus condiciones?

✅ La preparación es clave.

Cuando te prepares para tus negociaciones, prepárate para cualquier táctica de negociación, pregunta e incluso amenaza.

✅ Establece como objetivo salir los dos como ganadores, en lugar de perdedores.

Si negocias, busca ganar. Pero no solo tu, sino también tu oponente. Las negociaciones no son un juego de suma cero.

✅La confianza juega un papel muy importante.

Tener confianza en ti mismo tiene un impacto muy significativo en cómo te presentas a ti y tu oferta y puede afectar la decisión.

¿Qué otra verdad añadirías a la lista?

23/11/2020

Hamlet, Prince of Denmark, the main character in William Shakespeare’s play, begins his monologue with the following world-famous line: “To be, or not to be, that is the question.”

He asks this in the midst of an internal conflict brought about by his own doubts.

Entrepreneurs are also regularly faced with doubts when it comes to negotiating, and one particular doubt is this: to open, or not to open? Should I open the negotiation and put the first offer on the table, or should I wait until the other side shows their hand first?

Because this question raises so many doubts, I want to spend some time thinking about it. There are still plenty of people who think it is better to wait until the other side opens.

If we are going to be able to assess something, we need to be able to compare it. And that is also the case with anchoring. If we use anchoring in a negotiation, we create a point of reference. It is important to bear in mind that the result we get is linked to who makes the first offer.

The reason why we often avoid making the first offer is because we do not feel like we are strong enough to do so. We lack control in the negotiation.

The anchoring effect is very powerful in a negotiation and brings financial rewards. So, it is important to be able to identify an opportunity and know how to create that opportunity.

When should you make the first offer, and when should you not?

It is not a good idea to make the first offer when the other party has more information than you. Here, you can think about facts and figures in a specific area. If, for example, you are negotiating with a human resources consultancy, it is very likely that they have more information than you about market wages.

Another situation where it is not a good idea is if you are not sure what your zone of possible agreement (ZOPA) is. However, it is a good idea to make the first offer if you do know what it is and you know what your, and the other party’s, objectives and interests are.
I would recommend studying ahead of your next negotiation and making sure you are very well prepared. Remember that anchoring brings financial rewards and is worth doing.


I hope this helps!!

10/11/2020

¿Cuál es tu estilo de negociación?

¿Estás orientado a los resultados, enfocado a ganar, eres asertivo y, a menudo, agresivo? Entonces eres un negociador competitivo. Yo gano, tu pierdes.

Si estás enfocado en encontrar soluciones creativas para ayudar a ambas partes, entonces eres un negociador colaborativo. Yo gano, tu ganas.

Los negociadores que se comprometen están a medio camino entre el negociador colaborativo y el negociador asertivo. Si este eres tu, probablemente prefieres "encontrarte en el medio", hacer concesiones o tratar de encontrar una solución rápida en el término medio. Yo gano / pierdo un poco, tú ganas / pierdes un poco.

Los negociadores que prefieren evitar situaciones que pueden resultar en conflicto optan por la negociación evitativa. No se centran en sus propios objetivos, ni en los de la otra parte. Y no hablan de conflictos. Yo pierdo, tu pierdes.

¿Te concentras más en construir y mantener una buena relación con la otra parte? Esto te convierte en un negociador acomodaticio. No eres asertivo, pero colaboras. Yo pierdo, tu ganas.

¿Qué tipo de negociador eres tu? ¿Con cuál de estos cinco estilos de negociación te identificas más?

10/11/2020

What is your negotiation style?

Are you results driven, determined to win, assertive and often aggressive? Then you’re a competitive negotiator. I win, you lose.

If you’re focussed on finding creative solutions to help both parties, then you’re a collaborative negotiator. I win, you win.

Compromising negotiators are somewhere between the collaborative negotiator and the assertive negotiator. If this is you, you probably prefer to “meet in the middle”, make concessions or try to find a quick solution in the middle ground. I win/lose a little, you win/lose a little.

Negotiators who avoid situations that may cause conflict are “Avoiding Negotiators”. They don’t focus on their own goals or the other party’s goals. And they don’t discuss conflict. I lose, you lose.

Do you focus more on building and maintaining a relationship with the other party? This makes you an accommodating negotiator. You’re not assertive, but you are collaborative. I lose, you win.

What type of negotiator are you? Which of these five negotiation styles do you identify with?