Some sales reps dread negotiations. They might not like the back-and-forth discussion, or they may feel like if they’re too “nice,” they’ll be labeled as weak. With negotiations, being nice can give you an edge. You just have to know how to balance that quality with firmness.

A post on the Vantage Partners blog says negotiation isn’t about making concessions to get the other party to like you. You can show kindness, but if you give in when the prospect is being difficult, the post says you’re essentially showing them how to get more concessions. In this issue of PromoPro Daily, we share 5 tips from the Vantage Partners blog on how you can be nice and still build the relationship as you negotiate.

  1. Be purposeful. Effective working relationships don’t just happen, the post says.  You have to work at building them, which takes energy. In other words, don’t just be nice because that sounds good. Instead, the post advises imagining the kind of relationship that will get you through the negotiation and beyond. Now work back from the kind of relationship you want and ask what you need to do to start creating it.

  2. Be reliable. If the prospect doesn’t trust you or believe what you’re saying, they probably won’t want to buy branded merch from you. They won’t want to share information or engage in problem-solving either. According to the Vantage Partners post, you should always mean what you say and deliver on your commitments.

  3. Get curious. The post recommends asking questions and then actively listening. This lets the prospect know you are fully engaged and trying to understand and solve a problem. You might also learn things that help you solve both your problem and theirs.

  4. Take their interests into account, too. Show them your approach to the negotiation is not entirely zero-sum, the post says. Any opportunity to get on the same side is good for the relationship and for creating value.

  5. Help them explain the outcome. At some point, the other person will need to explain the deal to a partner, boss or themselves. The Vantage Partners post says it’s important to help them think through the deal. Show them why the deal makes sense under their own standards and criteria.

Becoming a better negotiator comes down to making it easier to collaborate and solve problems together. Don’t just be nice for the sake of being nice — put in the work to find a solution that works for both of you.

Compiled by Audrey Sellers
Source: A post from the Vantage Partners blog.