Dance of Negotiation- The Story of an Exchange that Almost Fell Through copy
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Dance of Negotiation: The Story of an Exchange that Almost Fell Through

- Venkataraman Subramanyan

The foundation for any negotiation is the spirit of reciprocity.

It’s a dance of proffering and receiving..

Whenever negotiations come up in client discussions, I always remember the story about an interaction that my father and I had with an insurance officer.

This was a simple case of my father trying to help one of the workers in his factory.

She had recently lost her husband, and the group insurance needed to be settled.

However, there were some procedural delays.

My dad had to come to Chennai to resolve these delays, so I decided to drive him to the insurance company for this conversation.

The delays were exasperating my father, who was keen to ensure that this worker got paid in such trying times.

This exasperation led to a lot of indignation in the conversation with the insurance officer. It was so intense that I sensed that the officer was about to leave the discussion.

That’s when I decided to step in.

At this point, I realized the importance of making the other person comfortable. I smiled and asked if I could take a couple of minutes to set the context for the conversation.

I explained the situation that led to the untimely death and expressed how the lady worker must be feeling.

I highlighted that the insurance officer had the ability to ensure timely payout to this woman and asked him with a smile whether he would be motivated to help her.

By showing appreciation and respect, and setting the right context for a request, you can prompt action.

You have to understand the triggers for what the other person is seeking, in this case, it was the validation and respect of his decision-making powers and an opportunity for benevolence.

The insurance officer took it upon himself to consult with various divisional and zonal managers, obtained the necessary approvals, and returned to us.

Resistance is an opportunity in disguise and approaching it with empathy and tact, leads to more powerful outcomes.

Selling skills are actually life skills.

When used correctly, in the right context and sequence, they can yield higher-order results.

*** 

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Author:

Venkataraman Subramanyan is a Global Leadership Development Expert & Sales Coach. He is the Founder and CEO of Tripura Multinational. Venkat’s mission is to touch and transform a hundred million lives by 2025, and a billion lives by 2030. With over 30 years of experience, Venkat is passionate about 2 things – Leadership Transformation and Sales Acceleration. His trademarked deal qualification framework is licensed worldwide by organizations and filters over $3Billion in deals annually. He is an accredited member of the Forbes Coaches Council.

Tripura Multinational is a dynamic sales organization dedicated to empowering sales professionals and organizations to achieve unparalleled success. Originally established as a platform to address skill gaps in the sales industry, Tripura has evolved into a multi-faceted entity that offers comprehensive engagements for Sales Managers and Sales Leaders. Through the transformative power of Sales Coaching, Tripura enables sales organizations to elevate their performance from good to great and ultimately reach a world-class level. Our approach focuses on optimizing sales skills, management expertise, and leadership capabilities, helping clients plan more effectively, qualify leads better, orchestrate sales processes seamlessly, and expand their business with confidence. 

Our organisation is the trusted choice of market leaders across various industries and segments, relying on our expertise to elevate their performance to new heights. Recognized for our ability to enhance excellence, we are entrusted with the task of making the client’s best even better.

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