Negotiating is more than making deals

Most people think negotiating is all about closing deals. And it creates a negative association with hard selling/pushing sales. But that's a misconception. Negotiation goes far beyond closing a deal. It is a strategic game of influence, positioning and value exchange. It is a strategic process in which leadership, collaboration and trust come together to achieve the best outcomes. Not by chance, but through conscious choices, value exchange/creation and powerful actions that lead to the desired outcome.

You determine the outcome. Because in life, you don't get what you deserve. You get what you allow and negotiate.

I have sat at tables where millions were at stake. Indeed, they involved agreements about life and death, about quality of life, about profit versus cost and impact. Where a decision made a difference between profit and loss. What I learned there? The best negotiators are strategic thinkers, connectors and networkers They surround themselves with a team of subject matter experts, are prepared and have a focused plan, where they work toward a common higher goal. 

Everyone is a negotiator

Yes, including you. Because actually, you negotiate all day long. Negotiating is a daily activity that is not limited to business transactions. You negotiate on many levels and in different situations, often without being aware of it. 

Like at home, who cooks tonight, or who picks up the kids? Or discussing what to do on the weekend or who gets to use the car. At work, who is responsible for what tasks or who leads a project. In the store, asking for a better deal on a purchase. In traffic, sometimes giving priority to others or taking it for yourself. As also stating what you will and will not accept in social situations. All are forms of negotiation.

Negotiation is not a battle of win or lose, but a way to build relationships, strengthen collaborations and reach solutions that are beneficial to all parties. By being aware of these daily negotiations, you can improve your skills, communicate more effectively in a variety of situations and achieve more. 

How can your business negotiate better for greater success?

Improve your negotiation success 

Listen twice as much as you talk

Successful negotiators know that power lies in listening, not speaking. The better you understand what drives the other party, the more strategically you can position your offer. Listening gives you the information needed to make your proposal irresistible.

So shut up more and actively listen to the needs and desires of your customers, team members and partners so you can tailor your offer - solution to their needs. This leads to stronger relationships, more loyalty and ultimately more growth and success for both parties.

Active listening helps you to:

• Discover the other party's needs
• Reduce resistance and objections
• Build stronger relationships

The power of asking good questions plays a crucial role here. The better questions you ask, the better you understand the other person and the stronger your negotiating position becomes. 

Check the story

The art of influence lies in framing. Make your offer seem like the only logical choice by communicating persuasively and strategically. This means you set the narrative and make sure your positioning matches the other party's needs and desires.

By controlling the story, you can position your personal brand and your company as the best solution to your target audience's problems. By strategically positioning your story and value, you can differentiate your business and build a brand that is opMARKably profitable. Unmatchable as attractive and being noticed by your top clients delivers you profitable growth in energy and time, as well as impact and revenue.

Dare to walk away 

The one who needs the deal the least is in the strongest position. Knowing your own value and standing confidently for it also means being willing to say "No" to a non-top client, let a deal go or return it prematurely (read: stop collaborations that no longer serve you and are costing you more time, energy and revenue than they bring you). When you know your value and are willing to say "no," you create respect and strengthen your position. This is how you keep control of your own time, your energy and your business growth.

Without concessions. For less, don't.

By standing up for your value, having the willingness to let go of assignments/deals that don't (no longer) align with your values or new strategic goals, you keep the lead and protect your time, energy and success. This allows you to spend your time and energy on the things and people that really matter. Focus on the most valuable opportunities and grow a future-oriented business successfully.

These are not superficial tactics. This is mastery of psychology, strategic thinking and positioning. When you strengthen this and let it be leading, everything changes.

Strategic leadership and negotiation 

The art of negotiation can help you strategically accelerate your growth and success. This means developing your leadership and thinking strategically at every stage of your career or business.

Phases of strategic negotiation

1. Start-up phase:

• Creating clear vision
• Attracting first customers
• Strategic networking and partnership building
• Gathering the right experts around you

2. Growth Phase:

• Expand and manage team
• Implement efficient systems and processes (including the strategic and smart use of Artificial Intelligence, AI tools)
• Optimize value and pricing strategy
• Working with only top clients and cooperation partner

3. Scale phase:

• Further diversify your growth strategy
• Strengthen relationships with collaborative partners, suppliers and customers
• Negotiate better terms and contracts
• Strengthen position in the market

4. Relevance & Exit Strategy:

• Maintaining innovation and flexibility
• Making high-value deals
• Preparing for a future-proof (exit) strategy

Strategically strengthen your negotiating position

1. Strong foundation

• Set goals and limits: Define your goals in advance and determine what you will not compromise on. Know what you want to achieve maximum and what your minimum acceptance limit is.
• Research the other party: Understand their needs, motivations and goals. The more you know, the better your understanding and overview, the stronger your negotiating position.

2. Understanding your customer or collaboration partner

• Communicate at the right level: Connect to the other person's needs and expectations and speak the same language.
• Create recognition and trust: This makes negotiations smoother, builds strong relationships and strengthens your credibility.

3. Alternatives and room for negotiation (Do not discount).

• Provide alternatives when your offer is not appropriate. Don't discount, but take the proposal off the table and create an alternative value-driven offer. 
• Set your lower limit: Know exactly what you will and will not accept and communicate this tactically to maintain your flexibility. The clearer on the front end, the less hassle after the negotiation. 

4. Authority and leadership

• Be the expert: Show that you have the knowledge and experience to lead the deal. Use facts and data to support your arguments. 
• Take charge: Negotiations go more smoothly when you are in charge. Ask pointed questions, lead the conversation and set the direction. Lead toward the outcome and what it will bring the other person. 

5. Reciprocity and needs

• Build an authentic click: People do business with people they trust and can identify with. Make sure you show genuine interest and build a connection beyond the deal.
• Give before you receive: Create a sense of value and reciprocity by offering something of value without expecting anything directly in return. This can be knowledge, time, a contact or strategic insight.
• Capitalize on common interests: The better you align with shared goals and values, the more natural the collaboration will feel and the easier negotiations will be.

6. Practical experience and practice

• Learn and evaluate: Negotiation is a skill you develop through practice. Analyze your negotiations by recording yourself and listening back, for example. And ask for feedback to continuously improve. Both from a new client and from a "lost" client. 
• Do role plays: Practice with scenarios to remain confident and effective in different negotiation situations. You can now use AI tools for this perfectly. If you want to know more about this, let me know. I am happy to explain how you can apply this and which AI tools I use in my own business.

7. Win-Win Situations

• Use the Harvard method: Focus on common interests, find creative solutions and build long-term relationships rather than just short-term gains.
• Create value for all parties: A successful negotiation is a value exchange and creates value for both sides, leading to lasting partnerships, growth and success.

By applying these strategies, you can significantly improve your negotiation skills and grow successfully as a leader personally, professionally and financially.

Have a great week,

Gerdi

PS. If you would like to know how I can help you, your position or your company become the visionary leader of your life and business in your own remarkable way, schedule a free appointment with me. I will be happy to discuss what opportunities and growth possibilities I foresee for you.

Women, it is time to step up.

Set your new standard. Scale to freedom and success on personal, business and financial level.

Whenever you are ready:

✅ Ready to do things differently? Start to Lead your Life and Business including Leaders of the Future Community

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✅ Working together on the new future and focusing on healthy living, leadership and entrepreneurship? Life, Leadership & Legacy including The high-value Health & Business Leadership Club

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Book tips:

Strategy

John Lewis Gaddis - On strategic thinking
Patrick-Bet David & Greg Dinkin - Your Next Five Moves: Master the Art of Business Strategy
Alex Hormozi – $100M Leads
Alex Hormozi – $100M Offers

Leadership & Entrepreneurship

The Diary of a CEO - Steven Bartlett
Tribes - Seth Godin
Principles - Ray Dalio
The Lean Startup - Eric Ries
Leaders Eat Last - Simon Sinek
Leading From The Emerging Future - C Otto Scharmer
Transformational Presence - Alan Seale
The Big Leap - Gay Hendricks

PS. I have a whole book list. If you are interested and would like to receive my favorite books list? Send me a message and I'll send you my favorites list. 

Divide = multiply.

As Leader of Your Future = Living and Entrepreneurship on Your Own Terms