twitter_icon fb_icon GTS eNews Button

Education resource for the group travel supplier


Wednesday, 19 June 2013 05:19

Negotiating: Getting what YOU want!

Written by 

We all have those people in our lives who love to banter, argue, or negotiate their way to getting what they want, right? Recently, I attended a session called Negotiation: The Art of Getting What You Want Without Being a Bully or Caving In. Why did I attend? I think I’m a pretty decent negotiator, but honestly it’s not the thing I enjoy most doing. In fact, like many people, I get that pit in my stomach and want it to be over.

 My goal in attending this session was to find a few tips to help ease the anxiety and negotiate better with confidence.

What I walked away with was the realization that we all negotiate daily. What we are negotiating certainly is different. Some of us negotiate ad rates, comp rooms/tickets, or simply our products rates. But beyond that, we negotiate with our spouses, children, and friends regularly—and most likely don’t even realize we’re doing it. I think I get caught up in the word negation, because the reality is we all are negotiators. 

Here are a few tips that I think could help us all:

Don’t live in the world of the unspoken; that’s where assumptions come from. It’s so easy to think that you’re on the same page with the client you are working with—but something as simple head nod may make you think you are agreeing when they are just pacifying you. It’s important to clarify every point along the negotiation. Why? So you don’t get caught with your pants down, later. 

Perception is reality. It doesn’t matter what you think you said or didn’t say. It matters what the person you are negotiating with thinks.

People pay attention to the details that support their own case or side. Have you ever noticed how true this is? People perk up in a negotiation when they think you are saying something they agree with, and are closed off when they disagree. Watch this the next time you sit down with someone; you’ll be surprised how true this is.

Listen actively. People often want the same things, but say it differently. Use phrases such as “Let me be sure I'm understanding what you are saying,” or “From your point of view it looks like this,” et cetera. When you paraphrase in your own words, it appears you really listened.

Understanding Is NOT agreeing. Really understanding where you client is coming from doesn’t mean you agree; rather, it helps set the stage for how to move the negotiation forward. There are many interests at stake, so really listening and finding a common ground is beneficial for all parties. 

Negotiation in general is something we all do—more often than not without even realizing it. In the end, isn’t that what sales is all about? 

 Written by: Kasie Smith is the publisher of Serendipity Media, LLC


Read 1651 times Last modified on Wednesday, 19 June 2013 05:19

Serendipity Media, LLC • 535 Cascade West Pkwy • Grand Rapids • MI • 49546

Ph: 616.458.8371 • Fax: 616.458.8609 • Web: