NEGOTIATION SKILLS VIA MOTIVATION

Challenge & Selection:  Motivate and involve team for better profitability and customer  understanding. As there was a lack of involvement and better knowledge on customer, team  was struggling to earn better profits. Need some tool to make them understand on learning  negotiation and customer. STORY TELLING as a tool which can solve this issue of understanding  and seriousness by better involvement. The same is used for this experiment.

Application:

I have used two common stories.

 First story is about learning of human attitude towards negotiation. Arrived from daily

experience of negotiation with vegetable vendor in India. Whenever we go for buying  vegetables, we always go for the fresh vegetable (Good product), while buying the same  we will cross check the price of the product with other vendors and will ask the ( Good  product) vendor to match the lowest price. Though effective saving with vegetable  vendor is not much but it’s more related to human behavior on negotiation. The  learning here is, the customer is likely to negotiate with us on our good quality services  with poor pricing and we need to find the way out. It’s on customer buying behavior.

 Second story is of two car salesman. One salesman has offered a better price, but have

not done any follow up with the client. He was not even bothered to know what is the  customer requirement and is happy to give the best price. Whereas second salesmen in  this story take complete input from customer about need, members in family involved,  who all will drive car, more likely parameters on customer empathy. That helped him in  suggesting best suited vehicle. He also gone extra mile to visit his home with the  suitable vehicle and make customer understood why he should go for the model which  will be more suitable. He handled his customer very carefully understand customer  financial capacity and need in better way. He done follow up with him and helped him in  arranging extra finance. Obviously second sales men end up in winning the deal at much  better pricing. This was possible only because he knew his customer better.

Insight

 First story involved them how customer can negotiate. They might negotiate hard or

sometime unnecessarily or may be some time actual. They started looking at from all  point of view and used it very well to save small money initially.

 Second story helped them to understand importance of customer empathy. This helped

them to understand customer better and bring in more upscale.

Approach:

Personally found this tool as a very effective mean. This helped in better involvement of the  team. This took them to experience, negotiation in a very different way. This also helped all of  us to know our customer needs in better way. This also helps us to push our higher end  products more easily. I use this tool when I need a deep insight of human empathy and  customer understanding.


NEGOTIATION SKILLS VIA MOTIVATION Challenge & Selection : Motivate and involve team for better profitability and customer understanding . As there was a lack of involvement and better knowledge on customer , team was struggling to earn better profits . Need some tool to make them understand on learning negotiation and customer . STORY TELLING as a tool which can solve this issue of understanding and seriousness by better involvement . The same is used for this experiment . Application : I have used two common stories .  First story is about learning of human attitude towards negotiation . Arrived from daily experience of negotiation with vegetable vendor in India . Whenever we go for buying vegetables , we always go for the fresh vegetable ( Good product ) , while buying the same we will cross check the price of the product with other vendors and will ask the ( Good product ) vendor to match the lowest price . Though effective saving with vegetable vendor is not much but it ’s more related to human behavior on negotiation . The learning here is , the customer is likely to negotiate with us on our good quality services with poor pricing and we need to find the way out . It ’s on customer buying behavior .  Second story is of two car salesman . One salesman has offered a better price , but have not done any follow up with the client . He was not even bothered to know what is the customer requirement and is happy to give the best price . Whereas second salesmen in this story take complete input from customer about need , members in family involved , who all will drive car , more likely parameters on customer empathy . That helped him in suggesting best suited vehicle . He also gone extra mile to visit his home with the suitable vehicle and make customer understood why he should go for the model which will be more suitable . He handled his customer very carefully understand customer financial capacity and need in better way . He done follow up with him and helped him in arranging extra finance . Obviously second sales men end up in winning the deal at much better pricing . This was possible only because he knew his customer better . Insight  First story involved them how customer can negotiate . They might negotiate hard or sometime unnecessarily or may be some time actual . They started looking at from all point of view and used it very well to save small money initially .  Second story helped them to understand importance of customer empathy . This helped them to understand customer better and bring in more upscale . Approach : Personally found this tool as a very effective mean . This helped in better involvement of the team . This took them to experience , negotiation in a very different way . This also helped all of us to know our customer needs in better way . This also helps us to push our higher end products more easily . I use this tool when I need a deep insight of human empathy and customer understanding .