1. Prepare well all the arguments of the business!
One of the best prerequisites for a successful discussion and a perfect business negotiation is preparation. Discover all the arguments that are favorable to you, but also (very important!) The objections that could be brought to you by the dialogue partner.
Discuss these points with another person not involved in the negotiation. You will be amazed to find out
how many ideas an independent discussion partner can have. Try to look at all sides of the problem.
2. Control the environment in which the business discussion will take place!
When certain conditions are omitted, you will have difficulty understanding the arguments of your business. You must therefore consider external conditions such as:
- light (neither blinding nor too dim);
- temperature (neither too hot nor too cold);
- chairs, armchairs (comfortable and similar)
For example, a futuristic desk and a neon light do not fit in the context of a discussion with an antique dealer. By favorable environment is meant the avoidance of interruptions (example: a secretary who will bring you a folder with documents or the phone ringing).
3. Enough time available!
Negotiating in business under the pressure of time is a bad negotiation. In addition, if you do not give him enough time, it is a lack of respect for the negotiating partner. Don't underestimate your interlocutor. He will notice you immediately when you negotiate in a hurry. This strengthens his position and the arguments he puts into play.
An important principle: When someone says they don't have time, it means they have other priorities…
4. Offer viable business alternatives!
If possible, offer your business partner two suggestions for realistic business solutions. For example, if you don't decide how many people to hire for sales (one or two), show them what the positive consequences will be if they hire two people. But also tell her what the benefits would be of hiring one. Or explain to him, as head of sales, why it is better to order two computers at once, instead of one.
5. Introduce unfeasible alternatives!
The secretary asks the boss if he thinks he should make reservations at a hotel, but also makes a proposal: Do you want to choose the new hotel or do you think you felt very good now in the old hotel? Which hotel do you think the boss will decide for?
Give your negotiating partner a realistic and an unrealistic business proposal. You will be amazed to see that the partner will choose between the two business proposals the one that benefits you and that seems realistic to you.
Of course, it's all a matter of knowing how to sell your goods. So, it is preferable that in your business proposals, words like still appear, also and not.
6. Let your partner find business solutions!
Usually, people are more likely to be persuaded if they come to their senses than when their meaning is served. (Blaise Pascal)
Try to get the other person to come to your own conclusions. This means that from the beginning, you need to come up with an acceptable business solution for both parties. After taking over, the partner can also add something to your solution.
7. Bring in specialists:
Discuss the conclusions of specialists and experts to strengthen your point of view
view. This will significantly increase the scale of business negotiation. Even citing unknown specialists can be a step towards improving the framework for business discussions.
8. Motivate your business discussion partner!
Emphasize confidence in your business discussion partner. Show him how much you appreciate him. If you are skeptical of him, your distrust will be felt. In any case, this will put you in a weaker position to negotiate in business.
Tell him about his hobbies and successes. This will ensure that it is more open.
Praise him and show him how much you relate to him as a person. This way, you will establish a
good premise for the success of later business negotiations.
9. Use positive forms!
Everything that you express negatively must be reformulated positively, because this way the full half of the glass will always predominate, instead of the empty half. And the competitor is a partner.
Here's how, for example, you can turn minus into extra:
Instead of: You got me wrong…
Say: I got it wrong…
Instead of: I have an objection to your solution…
Better: I have a question
Instead of: This way we won't be able to solve
Better: What do you think of the following idea?
Instead of: This does not work…
Better: I also see the following possibilities…
10. Listen actively!
Active listening does not mean nodding your head, but commenting
constructive. You can use words, expressions, interjections: Sure, I thought so too.
You can also enter a reinforcement, as in the example below: The business discussion partner says, at the end of his statement: ... I don't see any chance now.
You repeat: So you don't see any chance?
Repeating the last part of the interlocutor's sentence often leads to its opening. He will most likely try to detail what he meant. This way, you will have to hang on to present the arguments of your business.
11. Try a simple discussion!
Try to win over business partners who have opposing views by bringing them into a personal discussion. This is especially true in the case of large-scale team negotiations. However, be careful as such
behavior that does not seem premeditated or, worse, even a manipulation.
12. Guess the personality type!
Study carefully the type of person you are negotiating with in business. You will not convince a frowning business partner with your cheerful nature. You know it's hard for a man like that to be on your side if you're pedantic. Apart from this aspect, pay attention to the mood of the person in front of you. Treat according to his state of mind.
13. Inspire confidence!
You will never seem convincing if you are not convinced of your own
arguments of your business. Pay attention to body language and facial expressions. With a frown and a fierce face, you will rarely succeed in business negotiations. This is especially true if you want to reach a third party and convince an audience.
Example: At the end of the 1980 presidential election campaign, Jimmy Carter a
had a televised debate with Ronald Reagan. He tried to defeat his opponent by displaying a fierce mine and presenting him as a risk to America's security. Calmly, Ronald Reagan defended himself without getting angry.
... And he won the election!
14. Give your partner the feeling that he has won!
If you have achieved your business goal, you can (and should) be generous. Give the opponent the feeling that he has won. Show them that you respect him as a business negotiation partner. One never knows: Will today's loser once again be in a better position and return the favor?
I wish you to win the business negotiations but not to win! Because, in addition to a winner, there is often a loser. Or, a perfect business negotiation always has two winners at its end.
One of the best prerequisites for a successful discussion and a perfect business negotiation is preparation. Discover all the arguments that are favorable to you, but also (very important!) The objections that could be brought to you by the dialogue partner.
Discuss these points with another person not involved in the negotiation. You will be amazed to find out
how many ideas an independent discussion partner can have. Try to look at all sides of the problem.
2. Control the environment in which the business discussion will take place!
When certain conditions are omitted, you will have difficulty understanding the arguments of your business. You must therefore consider external conditions such as:
- light (neither blinding nor too dim);
- temperature (neither too hot nor too cold);
- chairs, armchairs (comfortable and similar)
For example, a futuristic desk and a neon light do not fit in the context of a discussion with an antique dealer. By favorable environment is meant the avoidance of interruptions (example: a secretary who will bring you a folder with documents or the phone ringing).
3. Enough time available!
Negotiating in business under the pressure of time is a bad negotiation. In addition, if you do not give him enough time, it is a lack of respect for the negotiating partner. Don't underestimate your interlocutor. He will notice you immediately when you negotiate in a hurry. This strengthens his position and the arguments he puts into play.
An important principle: When someone says they don't have time, it means they have other priorities…
4. Offer viable business alternatives!
If possible, offer your business partner two suggestions for realistic business solutions. For example, if you don't decide how many people to hire for sales (one or two), show them what the positive consequences will be if they hire two people. But also tell her what the benefits would be of hiring one. Or explain to him, as head of sales, why it is better to order two computers at once, instead of one.
5. Introduce unfeasible alternatives!
The secretary asks the boss if he thinks he should make reservations at a hotel, but also makes a proposal: Do you want to choose the new hotel or do you think you felt very good now in the old hotel? Which hotel do you think the boss will decide for?
Give your negotiating partner a realistic and an unrealistic business proposal. You will be amazed to see that the partner will choose between the two business proposals the one that benefits you and that seems realistic to you.
Of course, it's all a matter of knowing how to sell your goods. So, it is preferable that in your business proposals, words like still appear, also and not.
6. Let your partner find business solutions!
Usually, people are more likely to be persuaded if they come to their senses than when their meaning is served. (Blaise Pascal)
Try to get the other person to come to your own conclusions. This means that from the beginning, you need to come up with an acceptable business solution for both parties. After taking over, the partner can also add something to your solution.
7. Bring in specialists:
Discuss the conclusions of specialists and experts to strengthen your point of view
view. This will significantly increase the scale of business negotiation. Even citing unknown specialists can be a step towards improving the framework for business discussions.
8. Motivate your business discussion partner!
Emphasize confidence in your business discussion partner. Show him how much you appreciate him. If you are skeptical of him, your distrust will be felt. In any case, this will put you in a weaker position to negotiate in business.
Tell him about his hobbies and successes. This will ensure that it is more open.
Praise him and show him how much you relate to him as a person. This way, you will establish a
good premise for the success of later business negotiations.
9. Use positive forms!
Everything that you express negatively must be reformulated positively, because this way the full half of the glass will always predominate, instead of the empty half. And the competitor is a partner.
Here's how, for example, you can turn minus into extra:
Instead of: You got me wrong…
Say: I got it wrong…
Instead of: I have an objection to your solution…
Better: I have a question
Instead of: This way we won't be able to solve
Better: What do you think of the following idea?
Instead of: This does not work…
Better: I also see the following possibilities…
10. Listen actively!
Active listening does not mean nodding your head, but commenting
constructive. You can use words, expressions, interjections: Sure, I thought so too.
You can also enter a reinforcement, as in the example below: The business discussion partner says, at the end of his statement: ... I don't see any chance now.
You repeat: So you don't see any chance?
Repeating the last part of the interlocutor's sentence often leads to its opening. He will most likely try to detail what he meant. This way, you will have to hang on to present the arguments of your business.
11. Try a simple discussion!
Try to win over business partners who have opposing views by bringing them into a personal discussion. This is especially true in the case of large-scale team negotiations. However, be careful as such
behavior that does not seem premeditated or, worse, even a manipulation.
12. Guess the personality type!
Study carefully the type of person you are negotiating with in business. You will not convince a frowning business partner with your cheerful nature. You know it's hard for a man like that to be on your side if you're pedantic. Apart from this aspect, pay attention to the mood of the person in front of you. Treat according to his state of mind.
13. Inspire confidence!
You will never seem convincing if you are not convinced of your own
arguments of your business. Pay attention to body language and facial expressions. With a frown and a fierce face, you will rarely succeed in business negotiations. This is especially true if you want to reach a third party and convince an audience.
Example: At the end of the 1980 presidential election campaign, Jimmy Carter a
had a televised debate with Ronald Reagan. He tried to defeat his opponent by displaying a fierce mine and presenting him as a risk to America's security. Calmly, Ronald Reagan defended himself without getting angry.
... And he won the election!
14. Give your partner the feeling that he has won!
If you have achieved your business goal, you can (and should) be generous. Give the opponent the feeling that he has won. Show them that you respect him as a business negotiation partner. One never knows: Will today's loser once again be in a better position and return the favor?
I wish you to win the business negotiations but not to win! Because, in addition to a winner, there is often a loser. Or, a perfect business negotiation always has two winners at its end.
