Modern negotiations or catch "Win-Win"...if you can!

 Any sales training courses include the negotiation. Negotiations (especially in business) should be based on certain rules and algorithms that not every sales Manager knows. The opportunity to learn negotiation skills is offered in specialized training (seminar). SMART Consulting offers high quality business training on the subject of the negotiation, business negotiations.

 The good old classic …

 Classic definitions say that a key stage of the sales is a deal. The deal is an agreement about a specific price for a specific set of conditions or consumer properties of the goods. If agreement cannot be reached due to the significant differences among the parties – negotiations are needed.

 Also, the negotiation gurus argue that:

• The key to success is the ability to hear the other side and draw the correct conclusions;
• All negotiations parties should pursue a common goal - to agree/ to achieve an agreement;
• Roles in the team of negotiators should be clearly assigned;
• The aim of the correct negotiations should be so-called «win-win» formula;
• Immutable rules are absolute calmness in any situation, respect of the interlocutor, the mandatory satisfaction of the true needs of the counterparty, etc.

 So whether it is actually today? Let's ask the FMCG manufacturer who negotiates with retailers about the presence of its products on the shelf. Or find out at an advertising agency, selling its services to the same manufacturer throughout the country...How effective for them the Harvard model, which implies a positive attitude towards each other ?...and an extreme freestyle

 The practicing negotiators will tell you that in the course of the "battles" they sometimes allow themselves to become personal and rather harshly criticize the individual features of the counterparty. The paradox is that such techniques are most relevant to those with whom more durable and long-term relationship is established. Personally, I have often observed the situation when, after battles like these, people almost in an embrace, friendly discussed life situations of each other.

 «High pilotage» in modern negotiations – - this is when the most stringent business relationship does not destroy individual emotional bonds between people. This level of professionalism brings incomparable job satisfaction, and the ability to build strong, profitable and long-term relationships.

 And so, today, the classic negotiating skills are necessary only at the beginning of the professional development. This is indisputable. But a true professional has in its arsenal, the entire set of socio-psychological knowledge and techniques of manipulation, skills of provocative sales and sometimes even leveling (!) of the vis-a-vis interests.

 In light of the above, the question arises - how to reduce the losses, which are inevitable during obtaining of the necessary practical experience, if you are still not a negotiation ace? Below are described the effective techniques, repeatedly tested "on the battlefield" by my colleagues-negotiators and me personally.

 Protection №1 against manipulation

 I do not set to myself the task of giving here the theoretical "signs" that we are being manipulated or provoked to make the rush decisions. At the same time, I want to note that you may encounter something similar, not because of our upscale counterpart, but because of its banal incompetence in the discussed issue.

 The good news is that we ALWAYS have a chance to get out of any difficult or confusing situation brilliantly, if we remain focused and attentive to the process. It's not difficult. Try during the negotiations not only be an active participant, but an outside observer, which analyzes the moves and statements of the interlocutor, asking yourself a simple question: "What is the REAL reason and purpose of a particular phrase or action?".

 By the way, we can always funny and safely practice this during the friendly feasts. There will inevitably begin active discussions with statement of the own position. During such friendly skirmishes try to "accompany" your companion - that means not only to put all your resources into the emotions and arguments, but also to analyze the logic of the other. Attention! Here the focus is not on the overthrow of the opponents, but on the development of observation and analysis of the current situation.

 6 useful advices

 In cases when during the negotiations you start to feel too much pressure on yourself or feel that you are being taken away from the subject matter, try the following techniques:

1. Start to "mirror" of your counterpart, using exactly the same tactics, techniques, intonation and phrases;
2. Demand of the ACTUAL facts, corresponding to the matter of discussion;
3. Give examples of successful cooperation with competitors of your counterpart, delicately hinting that he does not meet existing high standards of trouble-free communication. Just do not overdo it - poison benefits only at very small doses;
4. During the emotional speech of the second side, demonstratively keep an eye on the clock and interest from your colleague, "if you have too much time, or more important for you to meet with other customers?” Remember demonstratively - does not mean roughly;
5. For a while refrain from estimates, replicas and response gestures, giving to your impatient companion to talk, talk, talk…After some time he will have to stop and ask you for the response. Ask for what part of the speech, he wants to get an answer? Let your counterpart to break his statement on the components. And continue the further work with this specifics (1, 2, 3…). This approach inevitably returns negotiations into a constructive direction.
6. Upon completion of the mini-discussion, ask the second party for the confirmation that the issue has been resolved completely and you will not return any more to its consideration.

 All of these techniques can be discreetly worked out during family disputes or visits to housing department. At the same time, always try to return the interlocutor of "clouds" of emotions to a specific point of discussion that is interesting to you. 

 The seventh advice

 Of course, sometimes it happens that it is better to interrupt the current stage of negotiations and resume them after a few days - after analyzing the situation and taking a new behaviour strategy.

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