Manage Smarter 261: Secrets for Successful Negotiating from Andres Lares
In this episode, we dive deep into the world of negotiation with Andres Lares, managing partner at Shapiro Negotiations Institute and co-author of 'Persuade: The 4-Step Process to Influence People and Decisions.' Andres shares invaluable insights on how to negotiate effectively, whether you're discussing salary, closing a business deal, or navigating complex negotiations in the sports industry. Learn about the importance of credibility, engaging emotion, and facilitating action to achieve successful outcomes.
Key Takeaways include:
-The Importance of Not Making the First Offer: In salary negotiations, it's generally advised not to make the first offer. Instead, lean on the employer's expertise and ask them to provide a range or number first.
-Multi-Faceted Negotiation Strategy: Don't focus on just one aspect like salary; consider other negotiables such as title, bonus, PTO, health insurance, and 401k matching. This allows for better optimization and trade-offs.
-Four-Step Process to Influence: The four steps are credibility, engaging emotion, logic, and facilitating action. This methodology helps in making a compelling case and ensuring the desired action takes place.
-The Power of Nice: Being nice doesn't mean being weak. You can still be aggressive and confident while maintaining empathy and building lasting relationships through deep discovery and asking great questions.
-Handling Common Objections: When faced with objections like 'not in the budget,' ask probing questions to understand the real issue and find alternative solutions. This helps in maintaining credibility and finding a path to yes.
#sales #salesnegotiations #jobsnegotiations #negotiate #negotiations #managernegotiations #sellingnegotiations #negotiationtips
Connect with Andres Lares:
https://www.linkedin.com/in/andreslares/
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· Website: ManageSmarter.com
· LinkedIn: Audrey Strong
· LinkedIn: C. Lee Smith
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