Throughout time one’s ability to negotiate the “best deal” has always been a critical skill; whether you are trying to resolve an inter-personal conflict or a highly complex business deal, your negotiation competence can dramatically impact the financial outcome. And while there are many different theories and approaches to coaching negotiation skills it is usually agreed upon that one’s “soft skills” are the most critical in this process.

Now before I discuss the behavioral competencies that come into play I want to drive home the idea that you can dramatically impact your bottom line by coaching and developing your personal and/or team’s negotiating competence. Too often transactional sales people believe that the only negotiation they’re involved in deals with price; which is the furthest thing from the truth. In addition to price/cost there are so many tangible and intangible alternative currencies that come into play.  This includes, but is not limited to the personal value proposition that must be communicated by the sales person. However, in my experience far too many sales professionals cannot describe the value they can add to the relationship and if they don’t know what it is, than how will their clients and prospects recognize and acknowledge their value.   

Creativity and diagnostic capabilities are high on the list of competencies needed for successful negotiation. The tendency to try and persuade others as well as being assertive and diplomatic is certainly observed in skilled negotiators.  Overall, one’s interpersonal skills will provide a basic foundation for negotiating successfully (learn more about Interpersonal Skills http://slidesha.re/19QOZ8g).