Negotiation By Earthy Natives and How they Behave as a Seller and Buyer
Negotiations - Influence to Win
The business-to-business (B2B) sales negotiation is a conversation between a seller and a buyer to reach an agreement beneficial to both. To achieve a zone of potential agreement (ZOPA), both engage in multiple rounds of discussion. The back-and-forth nature of these discussions is driven to gain the upper hand over the other side by finding their reservation point (breaking point), BATNA (Best Alternative To a Negotiated Agreement), and any helpful information that will assist in bargaining.
In sales, to influence and win negotiations, a lot of preparation is required. This includes collecting information about the other side's negotiation style, motivation, risks, BATNA, concession, reservation, and timing. Without preparation and gathering of this information, the chances of winning negotiations are minimal. Sometimes, even after gathering information and practice, negotiations can still be lost or suspended indefinitely because of changes in the political landscape, financial upheaval, change in priority, a pandemic outbreak, or other unseen factors.
The gathering of information and preparation for negotiations is time-consuming and is often challenging. Elements of nature and their attributes are applied to overcome this difficult task of preparing the groundwork for influencing and winning negotiations.
Let us explore how a seller or a buyer leverages elemental attributes learned in previous sections to position and influence their respective stakeholders with the intent to win.
Earth Natives Negotiation