Negotiation is again process of selling – you need to know what's your opponent up to. Know the reasons & issues he has got → handle them until they arrive or get them to the background in the opponent head & finalize. Make sure he won't get back with the product you've sold him by convincing that he has made (by himself) the right decision.
You may want to start with articles.
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HOW TO SELL, PART I: general rules (introduction)
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HOW TO SELL, PART II: manipulation in action (manipulation techniques)
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HOW TO SELL, PART III: Inner game (fake it, till you make it) in practice
Person's attractiveness may have large impact on the whole process of negotiation.
However, I've didn't wanted to write about this in the article. I wanted to show up and put bad beliefs about negotiations on the spot – to expose their flaws & to show
how they damage your negotiations. To be clear: we negotiate hundreds of times a day, the object of some "selling" (process of negotiation) is not important, although sometimes it is. I wanted to focus in this article on the whole process of negotiation, not the result of it – which on other hand, you have no control over with. You can only focus on the actions
you do or not do, along with the:
Characteristics of the powerful people. How to be powerful?.
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What's never told in any book of negotiations and what is mistakenly assumed is that client always in 100% have the desire to buy the product you're selling and that he knows all of it (pros) & features. In other words:
you win the negotiations and you're selling the product when you create a irresistible desire in your prospect & when you limit it by time,
using false-true limiting factors on getting it (that the occasion is temporary and it would be sold very soon / etc). I've posted more on this subject in the article:
MAKING BUSINESS from the right angle PART I. You're task is to point clearly, to the client
question:
what is in it for me? (example:
How to get clients? (business).
Creating a need in the prospect makes you switch the position of your negotiations (rule: "always appeal to self-interest of the person") which changes everything. He wants it from you, not you from him.
Having it assured, we can go further (how to create such states was posted in the previous first 3 articles about selling, however its not enough to only read it).
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I've wrote already about inner stance, confidence – which puts major effect on the whole process of negotiation. It's been all told in the article:
Characteristics of the powerful people. How to be powerful?. I won't repeat myself.
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What myth I've wanted to bust was the win-win negotiations type (& to introduce other negotiation like rules, also to show their implications).
WIN-WIN negotiations type, which is learned all way through (almost by everybody) won't bring you benefits. System win-win, assumes that all of the sides needs to win in negotiations for the sake of goodness of both. This system, which is repeated in nearly all the success-books like things & even though, has many books wrote about it (separate ones)
encourages parties to say as fast as they could "yes" – to ensure the winning of both parties & to unsure prosperity of the both. This type of negotiation is the single most worse strategy to get to the best solution. It just doesn't gives the expected benefits (if you get any, although).
I've read many of the stories which indicated that
compromise agreements (win-win) were killing their companies. It's the outcome of thinking, in this system.
Amount of victims, of the system win-win is growing hugely (among with people who aren't unconscious about it) and if this article would educate at least 1 person to abandon completely its thinking about this system – I would be proud.
What catch lies in this system (win-win)? It's a compromise. You hear it good – compromise. Kind negotiator doesn't goes on a compromise, but ask you to do that, in the end resulting in not the best deal for YOU.
Problem lies in that: people want to get the agreement (or something), but in order to do that – they need to resign from something and they need it (agreement), because it's so important for their company. By letting it – they allow themselves to be manipulated, to be
felt responsible for the outcome of its talk, which would announce the opponent
to their boss. They're kind people, so they go on a compromise, they want to help their opponent, to also be winning, but they don't have a clue what's the win.
As an example to help understand, why its not flawless let's take a lot on the real story which happened in the real world, from the book of Jim Camp "Start from NO":
Imagine that your in a team of young, motivated programmers from the Silicon Valley and japanese company proposes you that they would buy your newest technology for $400,000. You need capital and that's quite a nice sum of money. You work barely for nothing and those money could bounce you from the bottom. Investors are quite smart to have high respect about
your work, they're kind and are willing to risk. It's a good agreement, good for both parties, yes? It's how the team thought. They were tempted to get the first offer, until I've met them.
I've proposed a different approach, because I've found that this japanese co., which for half a year had pretended that those $400,000 is everything which they could afford, in reality: craftily worked in the name of huge car producer, wanting to buy as-cheap-as-possible american technology. Those "death squads", how they say about them are on the daily means in the
Silicon Valley and their counterparts are working in the every branch, small or big, often: in the humanitarian cover of the system win-win.
Ultimately negotiated price for the described technology amounted $8,000,000. Why so? Because it was worth so. Method win-win would never bring those kind of money, of the value of this technology.
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Remember that emotions are bad in business and in life. They cloud the vision & the goal. Most of negotiators make their decisions based on emotions, not the clear decisions. Remember that you can't control directly actions & decisions of your opponent, however you can, by your learned patterns – can control your rate of your opponent and make sure its clear.
You need to focus on what you can control – on actions (measures), not on the goal itself.
Also on the end, however important – don't finalize agreements. The last aren't finalized – they just come to work, without closing them.
You may want to forget about the winning, and instead focus – clearly on the basics of getting rational decisions. When you clearly focused on the closing (winning) – you're focusing on that, which you can't control (outcome) and you forget about what you can.
Focusing on measures (actions), not the goal itself – its clearly effective.
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Let's sum it up.
Method win-win it's very often in reality: win-lose, because it leads to the unnecessary compromise, its based on emotions, not decisions and it's linked rather to the heart than mind.
How the people who are on the top of the field and use method win-win get there?
Method win-win isn't the system and it doesn't gives a realty-measure to know how the people perform. Let's imagine – your boss wanted to get $2,000 for piece, however on the contract was at the end sum of $1,800. It's only "$200" less (where the profit margin was very minimal making the product almost no-profitable, because cost of the unit production is $1,796
and it takes many time to produce it; however the company can run on it and make "little" profit), so we can open a champagne and celebrate the new contract (with the high-profile, huge buyer).
Who knows how much he could get with better negotiating?
– If you would become better in negotiations and would abandon method win-win, you would bring more money to home & get better life experience.
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Everywhere, in any field there is a direct correlation between the image of self & experienced results. We systematically achieve results which are consistent with our beliefs and what is coming with it: high sense of value of self. The last gives you confidence to face the weakening desire, "swallow" pride, make those hard decisions and to do other
things.
On other hand, those who have low self-esteem are unable to go any deeper and won't get the expected success.
More you can read in.
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GODLIKEISM How beliefs affect you & how to change beliefs
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GODLIKEISM Dirty little LOA secret (Law of Attraction).
Methods to increase your self-esteem are many, however the easiest way is to:
just start & avoid to look on anybody. You would build it, over time. Remember also that the value of yourself is set within you – not, anywhere "outside".
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How to start your own business NOW from scratch (without nothing)
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RECIPE FOR SUCCESS: Exercise that will change your life forever
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It won't work without the solid
subconscious programming & practice.
… 2011-09-14.
People, when they want something from somebody and he don't wants to give it to them, ask very often question: WHY. Although, it's not the right question, because it focuses opponent mind on the answer on this question and it's not good for you of the reason it could create a some kind of a resistance.
The right question to ask, is: What could I do to get... X. What do you want to give me... X. What could be done to get... X.
Ask.
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