When many people sit down at the table with potential clients, the obvious goal is to make a connection. A good connection can create a lasting partnership that can benefit everyone in meaningful ways. Here’s the problem - frequently they go about this by trying to establish common ground to form said connection.. When it comes to building a lasting partnership, common ground is a weak foundation.
Instead of establishing common ground, good negotiators build a real connection by expressing genuine understanding through tactical empathy. It’s an easy way to improve sales, and build a vast network of business relationships
If you are genuinely trying to understand the other side and build rapport, then you will be standing on solid ground even if the deal falls apart. Because you know exactly what this person has experienced, you can pick things up where you left off when the situation warrants.Read More >