How to win in negotiations

Question 1

Should I concentrate on goals or on relations?

Answer 1

Be human first, negotiator second

Question 2

Should I spend time on building personal relationships?

Answer 2

Talk to people. A 12$ lunch may be worth 12 000$ tomorrow.

Question 3

Should I try to get the other side involved in negotiations personally?

Answer 3

get the other person involved in your particular situation personally. personalize when you buy, depersonalize when you sell

Question 4

Is it useful to create hypothetical experiences?

Answer 4

create hypothetical experience “suppose we were to…” It causes involvement and involvement causes cooperation.

Question 5

Should I apologize?

Answer 5

Don’t apologize or project weakness-it may cause the other side to become more aggressive.

Question 6

Should I avoid judgemental words?

Answer 6

Don’t use judgmental words such as “wrong”, “bad” etc. This can produce defensiveness and resistance.

Question 7

Should I suggest a fair analysis of my ideas to the other side?

Answer 7

Suggest a fair analysis of your ideas “let us see if there’s anything wrong with my logic”.

Question 8

What if I caught someone lying?

Answer 8

Never openly show the other person to be a lier. Instead point out to what has been said and ask to resolve the discrepancy.

Question 9

What if I have to persuade several people at once?

Answer 9

Be persuasive one on one. Persuade one person at a time. Adding more people to the process, brings more egoes into the game.

Question 10

Why should I express my position as feelings?

Answer 10

For as the feelings are irrefutable one can not say that the feelings are wrong. Thus when you say that you feel that the price is somewhat high it is not the same as if you “say your price is high”.

Question 11

Should I praise the other side and how do I have to do that?

Answer 11

General praise “that was good, Egor”, is seen as a manifestation of good manners. Specific praise creates strong links between people, e.g. “I found it very exciting that you mentioned X in the second part of your presentation”.

Question 12

What is the difference between talking out loud and listening out loud?

Answer 12

Talking out loud is a habit, listening out loud is an art.

Question 13

What should I know first when I want to sell something?

Answer 13

If you are to sell, find out what your client likes about you first of all.

Question 14

How do I control a conversation?

Answer 14

Conversations are controlled by the listener through the use of questions

Question 15

When should I stop talking?

Answer 15

You stop talking when you have finally asked the other side for a commitment on the major issue. Do not repeat yourself!

Question 16

What is wrong with people saying “I will give you my best”?

Answer 16

“I will give you my best, I will try my hardest”- these statements show that the speaker predicts a high probability of failure.

Question 17

Should I start with facts or with logic or with proposal?

Answer 17

Start with facts, follow with logic and then end up with the proposal of solution. If you start with solution, your opponent will not listen to your logic because he will be thinking about the defense tactics while you are still speaking.

Question 18

Как я должен использовать угрозы на переговорах?

Answer 18

a) никогда не начинай с угроз
b) никогда не угрожай тем, что не сможешь или не захочешь сделать
c) никогда не угрожай чрезмерной угрозой за несопоставимо малый грех оппонента

Question 19

К каким цифрам как правило сводятся торги?

Answer 19

а) округление до целого числа (например 10 000),

б) разделение разницы пополам (например 9800-10600 приводят до 10200)

Question 20

Следует ли использовать круглые числа при выставлении цен?

Answer 20

Психологически, круглое число вызывает недоверие и стимулирует сопротивление покупателя. Торговаться надо в любом случае!

Question 21

Следует ли выдвигать экстремальные первоначальные требования на переговорах?

Answer 21

Экстремальные первоначальные требования всегда ведут к лучшим результатам на переговорах. Правда в том, что большинство людей ставят слишком низкую планку для своих желаний. Те, кто желают большего - получают больше.

Question 22

Каким образом следует спрашивать цену?

Answer 22

Полезно вместо “сколько стоит эта лампочка?” сказать “а почем вы продаете эти лампочки своим лучшим клиентам?”, или “какова минимальная цена этой лампочки?”

Question 23

Как преодолевать отказ?

Answer 23

Разбивайте проблему на составные части. Продолжайте диалог