Why Negotiation is a play of emotion?

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Credit: Pixabay

By: MJ Gonzales | Executive Chronicles

Face to face sales talk or negotiation is one mind-blowing part of doing business. The client in front of you can be more than a one-time buyer, but a regular and loyal one. How can you tell if a person is your potential customer? If not, what do you do to make your pitch effective, unforgettable, and emotionally appealing?

Usually sales people prepare for their presentation to say something about their comprehensive report, competencies, and edge.  However, there are days that it’s hard to nail a successful businesses talk or meeting due to an unimpressed client who initially looked interested.

To recognize if you’re talking with a potential client, Harvard Business Review suggests that you should read one’s facial expression.  Mind the person’s instant reaction that the individual unconsciously expresses while talking. This is good since some prospects are clever in the way they speak only to hide their interest.

If you want to see a spontaneous response, then prepare some questions and add something into your conversation that appeals to their emotion.  Meanwhile, HBR’s additional tips  offer multiple choices and share an interesting story.

“I’ve long theorized that one of the key differences between exceptional negotiators or salespeople and those who are merely average is the ability to read these microexpressions, gauge visceral reactions to ideas or proposals, then strategically steer them toward a preferred outcome,” says Kasia Wezowski, a body language researcher and instructor and co-founder of Founders of the Center for Body Language shared on HBR.

Steve Jobs also used the play of emotion in business negotiation as per INC’s report. In analyzing the exchange of emails between Jobs and James Murdoch about HarperCollins’ ebooks launched on iTunes store it seems the late Apple CEO knew not only to compare and present ideas.  He also tapped the feelings to win his client’s heart.negotiation

“People make decisions because of ego, fear, greed, a need to please, and so on. Notice that Jobs shows the benefit and the risks by painting pictures and not enumerating lists,” INC imparted.