Upload
sales-readiness-group
View
418
Download
6
Embed Size (px)
Citation preview
The TACTIC Model
• Take a deep breath
• Acknowledge the disagreement
• Clarify the concern
• Transfer the focus
• Investigate mutually beneficial alternatives
• Confirm next steps
Taking a deep breath diminishes your flight or fight response, lowers your blood pressure and gives you time to think
Acknowledging their perspective can diffuse the situation, and helps delay the urge to respond or convince them why you’re right
Ask thoughtful, open-ended questions in an attempt to clarify the concern or nature of the adversarial situation
For Example:“Can you help me understand why that’s so important to you? “Tell me more about why that’s upsetting to you?”
Focusing on why the deal is important to both parties can help
resolve issues that come up during the negotiation
Work to understand the other side’s perspective
and investigate the “interests behind the positions”
For Example:“Based on the alternatives we’ve discussed, are we ok to move forward?
We haven’t resolved all the issues, but are you comfortable proceeding
with our negotiations?”
If the animosity and
adversarial attitude is
still present, it may be
time to take a “time
out” and reschedule
the discussion
You might also determine that you need to appeal to a
“higher authority,” or bring in “reinforcements”
It’s not failure on your part, it’s just smart negotiating to
use all the resources you have at your disposal
Learn How to Motivate Your Team for Training Success & More!
Download White Paper
COMPLIMENTARY OFFER