15 April 2010
Posted in Business Strategy
To my mind, one of the key skills that all good negotiators possess is empathy: identification with and understanding of another's situation, feelings, and motives.
As I wrote in my estate agents are problem solvers post last week, taking time to profile and understand the motivations of a buyer or seller, including any hidden and unmentioned ones, helps you to provide them with the right solution (with the upper hand too!).
This list of emotional drivers from Target Marketing is excellent. It is a compilation of 40 wants: what people want to gain, want to save, want to be and want to do.
All equally true of vendors of course.
All equally true of vendors of course.
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