Selling With Emotional Intelligence : 5 Skills For Building Stronger Client Relationships

Openly joke about or trivialize the conflict (but be internally upset) Overwhelm their opponent with monologue Motivators are ...

The Principles of Emotional Intelligence •We all bring a personalized style to negotiations based on individual emotional comfor ...

tionsthat help all partiesobtain their interests.” This level of skill requires both tactical savvy and emotional intelligence. ...

On the other side of the equation are those individuals who hate con- frontation and disagreements and are haunted by the sound ...

1.They will be reasonable and do what you would do given their situation. Their values are the same as yours (they may live by ...

because of their impatience, they may cave in on issues if the process drags on too long. Analyzer Personality. These individua ...

236 SELLING WITH EMOTIONAL INTELLIGENCE FIGURE 26.1DEAL Dynamics Awareness Profile Directions:Place the appropriate number next ...

Negotiating Emotion 237 FIGURE 26.2DEAL Dynamics Awareness Profile Graph Directions:Mark your Dtotal on the Dominator line, Etot ...

EMPATHY IN NEGOTIATION “When I am getting ready to speak with a man, I spend one-third of my time thinking about myself and what ...

resolve on their pet points. Most see negotiating as an opportunity to con- vince others and, consequently, talk more than neces ...

tional approach and the importance of maintaining rapport through the negotiation process.” —Andrew A., Consultant Some people i ...

as well as our own needs—will be met in the process. When negotiations get tough, you must prove this desire. In Augsberger’s wo ...

242 The Principles of Emotional Intelligence Individuals with high EQs place the emotional impact of their words and actions at ...

He replied, “One dollar.” So the man bought the head of the fish and ate it. After a few minutes had passed he became angry and ...

244 SELLING WITH EMOTIONAL INTELLIGENCE FIGURE 27.1Evaluate Your EQ Directions:Rate your EQ in each of the sections below. Signs ...

this chart may be useful in helping you identify some specific areas of needed development within yourself. These categories of ...

“Ever since I was a kid, I’ve had the habit of bullying people around. I’ve tried hard to rein in this pattern, because I’ve pai ...

own comfort and adds one more layer of frustration to the individual who is already bound and gagged with emotion. When we are c ...

TAKE RESPONSIBILITY FOR YOUR OWN FEELINGS When faced with negativity or emotional turmoil, we have the choice either to transmit ...

sending messages without paying attention to the climate in which they are delivering the message. It is kind of like standing o ...