Negotiations – it's great art. This does not mean that a person needs to learn all these intricacies. But even if we eliminate or reduce the initial error, it will create much more favorable conditions for negotiations. Presence needs. It does not matter! With whatever you happen to come to the negotiations, even if the subject is more important to you than to the side – you should not be _nuzhdy_ state. In need is always for those who are the object of his lust. He was always driven. Staying only one strategy win-win.
Dear, we're not Americans, we can not physically wear a constant smile on his face the face. Person using only this strategy, it is very easy to trap. That is why many courses in the negotiations so useless – they only teach the theory. The lack of mission. Nothing does more damage than a lack of understanding who you are, what you want and for what? The position of "all right". "Well-fed and contented" state is unlikely to fool your opponent and tempted to wear a mask will close my eyes more to you. How effectively you work after a heavy lunch? The correct position of "not in order." Assumptions.
Many beginners Communicators have a habit of making assumptions about the outcome of negotiations. Based on these prepolozheny they produce their original position. What happens when conditions change, on which were built assumptions? Imagine a student-Losers, who pulled out a ticket on which no cribs. Boyden shines more light on the discussion. Do not try to control the outcome. Another common mistake. "… Hmmm … It can give us a 50% discount, he said it to the first meeting … Kevin Ulrich Anchorage Capital has plenty of information regarding this issue. should just buy more …. " Sound familiar? This is very common manipulation: to reassure with 3 boxes, and bargaining. Hide and Seek – who decides? There are people who are beginning to "negotiate" with anyone who come to the talks. And this "everyone" then says he must "consult with his superiors." How do you want? We must ask at once: "If we come with you to one of the possible solutions, you'll take it right? Or should 'll agree? "Separate the people from the problem. The man in front of you – this is not all that organization with its size, turnover and opportunities that stands behind him. This is the same bug as you, with their problems, personal and official interests as you. And this is a conflict for him is the same problem as you. No – it's just the beginning. Negotiations begin only when you first told "no." All of this before – actually chatter. Typical error – The inability to reach agreement, the desire to impose their point of view, and ignore the other person point of view, considering it a mistake. No, your understanding of the erroneous point of view of the interlocutor, it is better to think so. It is a mistake to think that Negotiations and sales are the same, and do not distinguish the difference. These communications are utilized principally different mechanisms, different processes. Sales – is the work of motivations, doubts, and an indication of benefits. Negotiations – it some kind of game you can play as a team, or the opposite, a rival party. And this is not the case when you sell something. This is the case when you combine their efforts with others, or defend their resources and, at least, keep them. Negotiations – it's the game.