A workshop on negotiation principles for the sales team of Exon Health Procurement was held. This one-day course had the participation of 30 sales personnel and medical representatives (MedRep) from Exon Health Procurement, a subsidiary of Hitco Holding. The following topics were covered during the workshop:
- What is your negotiation style?
- Do successful negotiators have a “style” or a specific approach in their negotiations that gives them an advantage over others?
- Fundamental approaches to negotiation (based on five principles: compromise, assertiveness, threat, logical reasoning, and emotional reasoning)
- Persuasion
Negotiation is a deliberate process where two or more individuals engage to achieve a peaceful agreement. In this process, learning and understanding negotiation styles can remarkably alter the outcomes of managers’ negotiations.
Negotiation is a conscious process, and each negotiation style is defined in a way that brings about a desirable result.
In this regard, individuals carry with them a set of experiences, skills, and tools that impact their interaction with others, both at home and in the workplace. Additionally, individuals’ interactive styles offer an interpretation of their negotiation approach.
Persuasion is a skill that allows you to present your ideas to others in a way that convinces them and motivates them to adopt your opinions and ideas. The skill of persuasion refers to the ability to change the attitudes, beliefs, and behaviors of an individual or group and guide them toward your desired goal.
In the minds of many business organizations, persuasion is often intertwined with negotiation and considered as one of the subsets of sales skills.
