Lying in negotiations
Publié le 07 September 2023Lying in negotiations is a huge subject! I’m a teacher-researcher at a leading business school. I’ve been studying negotiation from a psycho-social perspective for 10 years now. My research has focused, for example, on the interpersonal role of emotions in negotiation. This involves asking whether the expression of certain emotions during negotiation, such as anger, sadness or joy, generates more or less concessions on the part of the negotiator who witnesses it. Hence the term “interpersonal”, which refers to the effect of the emotion of one negotiator on the behavior of the other. I immediately think of Winston Churchill, who was known for his choleric temperament, which Charles de Gaulle […]
A few tips for overcoming fear in negotiation
Publié le 13 July 2023Fear has a virtue: it shows a certain motivation to avoid loss or danger. Indeed, if we feel this emotion in negotiation, it means we really want to do well and close the deal. We just have to make sure we’re not blinded by it. 3 tips to negotiate without fear…. and without reproach! 1. Apply pressure on the right side Many people fear negotiations. The problem? The feeling of dependence, the fear of losing. In reality, there’s only one question to ask in the event of failure: who will suffer the heaviest consequences? You, your counterpart or perhaps neither? Salespeople sometimes forget this reality. The consequences of an unsuitable […]
The limits of empathy in business relationships
Publié le 06 July 2023Although empathy is generally considered a valuable and essential skill in sales, negotiation and leadership, it also has its limits. We will distinguish 3 problematic situations. Excessive empathy Absorbing negative emotions from others can have an impact on your own stability. Maintaining emotional equilibrium is therefore essential if you are not to tip over into the negative. On the contrary, in this type of situation, it’s advisable to desynchronize yourself. Practicing self-compassion is also the key to achieving sufficient emotional distance. This means being kind and understanding towards yourself, accepting your imperfections and recognizing that you can’t always meet other people’s expectations. It’s a way of setting limits with the […]
Empathy as a lever for sales negotiation
Publié le 29 June 2023Empathy plays a crucial role in negotiation, enabling the parties involved to better understand each other. In particular, it enables : Of course, if everyone can quickly agree on the effectiveness of empathy, the question is how to develop and implement it. Here are some key steps for cultivating and strengthening empathy during negotiations: By applying these techniques in particular, you’ll be able to develop and strengthen your empathy during negotiations. This can be cultivated with time and experience, and the application of these principles can greatly contribute to improving the quality and effectiveness of your professional interactions. Amine Arezki
Empathy as a lever of trust
Publié le 22 June 2023In an increasingly competitive world, companies are constantly seeking to stand out from the crowd and adopt effective strategies for success. But for a customer to be open to a discussion that challenges them, that takes them out of their comfort zone, that brings them solutions that will change the way they do things, you first have to inspire their confidence. Without trust, they won’t buy a complex and/or innovative solution. Empathy is one of the key skills for building trust. Often underestimated as inappropriate benevolence, this ability to understand and share the emotions, thoughts and motivations of others is essential to building trust and navigating interpersonal relationships effectively. Empathy […]
3 secrets to improve your sales performance
Publié le 15 June 2023Sales success is not a matter of luck or magic…far from it! As in any other field, sales requires personal discipline, and there are a few secrets…. The best salespeople are often (if not always) selling… Yes, you’d be surprised! But as you know, the more time you devote to sales, the more effective you’ll be. Ask yourself this question every time you start a new task: Does this task contribute to your progress towards a new sale? Experiment, and measure. Measure the time you really spend on what should be your #1 objective: Selling! For many salespeople, this time is too little: when you take away the time spent […]
AIR, Amazon Prime’s latest blockbuster: a story of “Key Account Management” to the tune of a few billion $
Publié le 25 May 2023AIR is the blockbuster of the moment on Amazon Prime with the star duo Matt Damon / Ben Affleck. AIR is above all a sales story: how in 1984, the challenger Nike managed to “sign the key account” Michael Jordan under the nose of Converse and Adidas, the two behemoths of the basketball shoe at the time, for what would become one of the most lucrative contracts in the history of sport. At the helm was “Strategic Account Manager” Sonny Vaccaro, aka Matt Damon. To win the “Jordan account”, he brilliantly applied the fundamental principles of “Key Account Management” that Halifax recommend to our clients. Let’s decipher it! Build a […]
Accelerating decarbonization: Greenwashing or driving force of Key Account Management?
Publié le 17 May 2023Decarbonization has become a major challenge for companies to reduce their carbon footprint and contribute to the fight against climate change. In France, Article 173 of the Energy Transition Law for Green Growth (published in the Official Journal on August 18, 2015) requires companies meeting certain characteristics to include in their annual management report the carbon emissions generated by their activity. In 2015, 17 Sustainable Development Goals were voted on by the United Nations These Sustainable Development Goals provide a roadmap to a better and more sustainable future for all. They address the global challenges we face, including those related to […] climate, environmental degradation, […]. It is important to […]
What skills to go from salesperson to Key Account Manager?
Publié le 11 May 2023Skills and knowledge required to manage customer value and relationships It’s usual to find in companies and salespeople a marked confusion between large accounts and key accounts, in the same way that companies believe that “Every salesperson who sells a lot has the skills to be a KAM”. Let me tell you that this is not so. Being a KAM means, in addition to being an excellent salesperson and negotiator, having the ability to manage VALUE and the relationship with the customer effectively over time. However, the path to reach this position requires a set of skills and knowledge that not everyone is willing to develop and this path involves a […]
Turning down a deal isn’t a failure!
Publié le 04 May 2023Having trouble refusing a project, despite doubts about its viability and a sputtering start? Many procurement processes require sellers to expend a lot of energy, but are also arduous for buyers, resulting in multiple meetings, longer response times and reduced quality, which can cause the top potential suppliers to back out to avoid wasting their time. There’s only one solution: saying no as fast as you can. Saying no to a project means you want to go in another direction. It’s obviously easier just to go with the flow. The larger the prize up for grabs, the more we are tempted to put our head down and forge ahead. If […]
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