The 4 players of the negotiation

Hello, friends. Continuing our Effective Negotiation series, today we will address the 4 key players in negotiation. Explore Our Course: Effective negotiation +Info

There are 4 very important players in negotiation that can help you overcome obstacles, accelerate progress and achieve goals, but that we do not always consider or even recognize. However, if you take them into account, analyze them and reach them, they can be very effective and useful for these purposes.

Customer:

Understanding that this is the individual with whom you negotiate and exchange quotes, proposals and documentation; your main contact, who will invariably, should become your best friend, get to know them well, build a good business relationship and, above all, approach it as a lasting relationship.

The decision-maker:

Pay attention here… Sometimes we keep pushing in a negotiation but are not speaking to the right person. That is why you need to be clear about who does what. If you keep pushing the customer but that person does not make the decision, seek direct contact, a negotiation meeting or a call with the decision-maker so you can explain the benefits of what you are requesting in your own words. However good your proposal, premise, product or service may be, the process can become complicated if you do not reach or involve the decision-makers.

User:

Who will ultimately use the product or service you offer, or who will be its main beneficiary?. This is an important voice because the “technical” perspective often comes from this person. If you convince them technically, the only remaining adjustments will concern logistics, costs, and processes.

Influencer:

At every negotiation, there's a figure that we never take into account, but that's a powerful voice that echoes in the trenches even the decision-maker: that person is the influencer. Who is it? It could be their right-hand person, assistant, a manager or another trusted voice who is often not directly involved in the negotiation. However, if you identify them, they could become your “sponsor”.

Finding these 4 negotiation players may not be easy. But thorough analysis will show they exist, and maintaining dialogue with each can greatly help your negotiation.

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And as always, if you want to improve your negotiation skills, do not hesitate to tell us: At JS Training & Consulting, we have a highly effective, attractive program for learning techniques and approaches to become a great negotiator. Keep that in mind!

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Author: Jesús Sánchez

Consultant and instructor for more than 𝟣𝟧𝟢 companies and organizations in technology, services, communications, finance, commerce, consumer goods, transportation and government. External instructor with S.T.P.S., the Ministry of Tourism, the State Water Commission and the Querétaro State Institute for Workforce Training. Instructor throughout Mexico and South America for more than 𝟣𝟧,𝟢𝟢𝟢 executives at all levels. Trainer of more than 𝟥𝟢𝟢 internal instructors nationwide. Trainer of internal instructors at research centers nationwide.