Maximizing Motivation To Seal The Deal – ForbesMotivational
As a Senior Training Manager for Index Exchange, Will Mahon’s career centers on motivating individuals to achieve their goals in professional and leadership development. While commonly acknowledged in the world of negotiation, Mahon argues that motivators aren’t explored as deeply as they could be to persuade effectively.
“If I can understand what drives, excites, motivates and inspires you and then change my sales pitch to make sure we are on the same page – we are going to have a really positive interaction that will be mutually beneficial for both parties,” he shares.
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What is the first step to utilizing motivators to improve negotiations?
According to Mahon, it’s important to remember how limiting the “one size fits all” approach can be.
“I wouldn’t say it’s wrong,” he notes. “But I would suggest that it’s incomplete.”
Instead of crafting a general sales pitch, Mahon recommends tailoring it to the person (or company) you are negotiating with. This means listening intently to what they say and how they say it, as people tend to share a lot about themselves and who they are in these moments.
What to look for when communicating with others?
Oftentimes, professionals attempt to motivate others based on their own personal motivators. Mahon recommends the opposite approach.
“How can I understand how to best serve you unless I’ve listened to you first?” he reflects.
In listening to others, Mahon believes you will come to truly understand what drives their goals and behaviors – which in turn will help tailor your pitch to their unique motivators.
His approach is grounded in a framework proposed by German Philosopher and Psychologist Eduard Spranger which argues that for most people there are six main motivation factors: traditional, theoretical, economical, individualistic, aesthetic, and social.
To learn which of these factors motivates your opponent, Mahon recommends doing some light research. Browse their company websites, LinkedIn pages and blog posts to find some common language that will point you to a key motivator. Common examples include the desire for power, knowledge, rules, helping others, or a return on investment.
If you’re still unsure, Mahon suggests developing a pitch that includes hints of each motivation type. The key is to start broad and then narrow-in depending on which type appeared to resonate the most.
What benefit is there for you to get a better understanding of your own motivators?
Beyond improving the outcome of your negotiations, Mahon argues that there are other benefits to understanding motivation types – including your own.
As someone who is motivated primarily by freedom and individualism – he understands that when these values are challenged, he may find himself feeling temporarily frustrated or off-balance. By understanding that this discomfort is tied directly back to his motivators – he gains a stronger appreciation for what’s happening and can let the difficult emotions pass a little easier.
Most importantly, this framework allows you to act as a neutral third party in what can often be tense conversations. It becomes less about the two people involved and more about the motivators that exist between them.
“This helps [negotiations] become less emotionally intense,” Mahon explains. “It helps you to not take things as personally.”
The Most Important Tip for Being Persuasive in Upcoming Negotiations
It can be difficult to identify key motivators at a moment’s notice – which is why Mahon recommends coming to the table with a sales pitch that can be tailored in multiple ways. If you only get one opportunity to argue your case, it’s important to be prepared with back-up angles that speak to other potential motivators.
Lastly, Mahon encourages professionals to follow the platinum rule (a twist on the “Golden Rule”): treat others how they would want to be treated.
“This can be especially true in negotiation,” he emphasizes. “If I can give you what you want or value – this is going to be a more productive conversation.”
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