Talk To The Hand... I'm Not Listening! I'm certain we've all been in situations where we tried making a point to someone and we felt like we were talking to the hand. Silence is a form of communication, but many 'salespeople' often miss the signals. Not this gal.
In anticipation of a difficult negotiation, and knowing I would most likely be talking to the hand, I examined (ahead of time) what my response would be to such resistance. I considered (ahead of time) how badly I wanted to make the deal happen. I weighed (ahead of time) my losses. I was clearly prepared to face the hand.
Mental preparedness is critical in any negotiation. Asking yourself the 'what-ifs' (ahead of time) is the crux to being prepared. Being able to read the signs of communication are also important. Yacking your lips, when someone isn't listening, is like casting wisdom to the wind... unless you're clearly not saying anything of value. Then, silence is golden (and speaks volumes).
Yesterday, I walked away from the hand (knowing ahead of time) that I was going to say the following: 'I respect your decision and thank you!' There was no whining, no wrangling, no blabbering... just a simple answer to the hand and it felt good. Knowing who you are, and what you bring to the table is invaluable. Knowing it (ahead of time) is priceless!
