The ability to negotiate is the key to success in business. But how many people - so many opinions. Sometimes a deal that benefits both contracting parties runs into obstacles. And the fault is the inability to build the drama of a business conversation. How to come to an understanding with the interlocutor, especially if he is obstinate? How to seize business initiative and turn the conversation in the direction you need?
Instruction manual
1
Try to understand what the other person wants. The tuning technique can help you: repeat the movements after him, as if copying them, just do not overdo it, otherwise the interlocutor will think that you are teasing him! Feel his mood, watch his reactions, ask some leading questions. The main thing is to be as benevolent as possible. The simplest example of verbal "tweaking" is "Would you like coffee (tea, etc.)?" And with one or two cups of coffee, your counterpart will devote you to your problems. Do not forget: at the very beginning of the dialogue you are primarily a listener, not a storyteller. You need to find out as much information as possible about the needs, plans of the interlocutor and (which is very important!) About vulnerabilities in his thoughts.
2
When you feel that the interlocutor trusts you, help him to "adapt" to you. At this point, you will already be aware of his problem, which he would like to discuss. Delicately, correctly take the initiative in the conversation. At this point, you can offer the terms of business cooperation, a more effective version of any joint actions or more favorable conditions for the execution of any order. Your proposal should be attractive, reasoned, but by no means authoritarian. In verbal terms, it may look like this: “Let's do this.” The interlocutor will immediately listen to your words, since by this moment he has already expressed all his thoughts.
3
The conversation option above does not always work. Sometimes your vis-a-vis can be obstinate, intractable, or simply not completely understanding. In no case do not succumb to emotions, painting the benefits of your proposal. Increased intonation, nervousness, arrogance, irritation only alienated from understanding. Pause, listen to counterarguments. Try to make your business proposal look like help - adjusting the plan of your interlocutor. Emphasize that you like the plan, but you can optimize it by slightly adjusting some points. Make it clear that you and the interlocutor have a common goal. This requires an intelligent approach, but the conviction is precisely the ability to argue. The result is important, not the competition "who is smarter" or "who will shout whom."
4
As soon as it becomes clear what purpose you need to move towards in the process of agreements, abruptly change tactics. If before that you copied the movements of the interlocutor, and then you adjusted it for yourself, now you need to show your will. Take a position that sharply emphasizes business distance. For example, stand up, take a walk, sit in your office chair, making it clear that you have almost solved the problem and are ready to fix the result. Such tricks are not a manipulation if you do not pursue a hidden goal to deceive a person who has trusted you. Using such non-complex “passes”, you will reduce the time spent on negotiating agreements, save mental strength - and not only yours, but also your potential business partner.
5
Business ethics is aimed at justice, otherwise a contract that is not beneficial to one of the parties will inevitably affect the material result. Under any agreements, a mutually beneficial option should be proposed that is interesting to both parties. The technique of business communication should be aimed at cooperation, partnership and agreement - then the results of the agreements will exceed your expectations. A friendly handshake, a friendly smile, inner openness will complete the business meeting and leave a pleasant impression, which will implicitly dispose to a long-term business relationship.
