The Negotiator Magazine

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The employees, who negotiate on behalf of your organization, ARE your organization. Their level of skill has a direct impact on customer retention, in that individuals with poor skills could, in the mind of the customer indicate a lack of care and attention in other areas. One of the most expensive activities any company undertakes is finding new customers. And a new customer is subjected to the same level of skill as the one that was lost.

Ineffective negotiating skills cost companies revenue in poorly negotiated deals. They also are expensive in that customers get "turned off" by the poor technique and go elsewhere, causing companies to have to seek out new clients. Spread across the entire organization, this adds up, quickly.

Negotiating skills are generally assumed to exist in those entrusted to perform on behalf of the organization. In fact, many mistakenly refer to them as "sales skills." Taking inventory of negotiating skills and working to improve them will improve the result with each negotiated transaction. This improves revenue. Retaining customers by using "win-win" joint problem solving negotiating skills will reduce expenses. You will develop, from your existing customers, stronger relationships and more business.

Improve the skills of your negotiators to improve your bottom line.

David A.Wachtel is the president of Hautacam Consulting, Inc., an Indianapolis based organization that provides training and coaching in negotiations, sales, change management, communication/conflict resolution, and management development. His experience includes a 20 year career in the insurance industry covering both the sales and underwriting/risk management functions from both the perspective of the company and the agent. Mr. Wachtel is a graduate of Butler University and holds the Associate in Underwriting designation. David Wachtel may be reached through his web site at www.hautacamconsulting.com.

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