In the negotiations there are endless variables that can hinder or improve the process. One of these is the communication on which it can depend whether a deal is closed or not regardless of the need.
Assertive communication is based on presenting a point of view without the other party feeling pressured or on the contrary. An assertive seller understands the need for a balance between passive and aggressive behavior, obtaining an optimal negotiation result.
Acting assertively means having the ability to transmit and receive messages from others in an honest, timely and deeply respectful manner. This, in order to achieve satisfactory communication.
Eduardo Aguilar Kubli. (1987)
If twe take writer Eduardo Aguilar propose to busines, it becomes a technique that will allow the trader to expose and defend his offer in a firm manner respecting the client or investor.
Basis of business
Have Self-awareness or Self-knowledge.
Having self-awareness is essential in assertive communication. Understanding that bothers us and pleases us, prevents a situation that exceeds our preparation makes us fall into aggressive or passive behavior.
An assertive salesman who knows himself fully, handles the situation and his verbal and nonverbal communication, emphasizing what he considers important. In addition to this, having mastery of aggressive and passive behaviors achieves a marked message in the client.
Cooperation is the Primary Objective
The relationship between both parties must be cooperative. The seller knows that he has to sell at a price that suits him but concentrating on this can lead to a port of instability between him and the customer.
Therefore, the seller must know how to handle the dialogues, so that the negotiation limits are respected without neglecting the client’s needs.
The Trader Prepares for Negotiation
The trader who cares about understanding, knowing and respecting the situation of his clients goes one step further. He who cares about what his clients want, avoid and tolerate understands where he can press, where not and to what extent without disrespect.
Part of the preparation consists in understanding the history of the client’s requests. Understanding what supports the petition prevents the various requests from being ignored or neglected. In this way, the client is given a pleasant process and builds trust between the parties.
Learn how to adapt
The assertive trader does not worry or be overwhelmed by situations that come out of his plans.
He is aware of the options he manages, he clearly knows what he can and cannot offer according to the needs of his client. He strives to find the alternative that benefits both, doing a fair and honest job.
Use a concrete way of speak
Expressing ideas in a clear and concise manner avoids misunderstandings, dislikes and disagreements. With a clear conversation, ensure that the parties involved receive exactly what they expect and nothing less
Be Observant
Less than 10% of the communication in a conversation is what is said, the other ninety percent refers to gestures, movements and body postures. The trader must remain alert to these indicators and use them in his favor either to avoid an awkward situation or to take advantage to insist on the negotiation.
Finally, always remember part of the NATIVU statement: “Treat people with respect and look into their eyes when you speak.” The success of a seller, trader or advisor must be to reach a mutual agreement in which the customer is met with their basic requirements. This can be achieved through assertive negotiation.
