Newton and Negotiation
Let's play a fun little experiment. Become a friend standing next to you and without warning, start pushing against them. What do you expect their reaction be? Sure! To balance, which will be to withdraw.
But do not stop. Push harder, harder. See how exactly the same effect (maybe it will be a shock if you move in the wrong place and costs) are.
What is the moral of the story? Everyone deserves a push-push counter. Newton's third law of thermodynamicseloquent on the principle: "For every force is a force equal and opposite."
In real life, bargaining is this simple fact often overlooked to the detriment of both parties. Someone would have raised a controversial issue, which goes against the rival party. The opponent then began a vigorous opposition. So the main proponents strongly defended his position. Rising Voices and tempers flare. Productivity spirals. If no one has the sense to understand the futility of directArgument ends the negotiations in a deadlock.
In my seven years of negotiations in real estate business for the family, I have a valuable lesson: when offered to sell section learned never to discuss good outside. Just download retaliation. The harder you have, the lower your opponent is in the graves is a battle of egos - no one wants to prove wrong!
Fortunately, you are a powerful technique that experienced negotiatortension and channel support to eliminate them on their side. Already anxious to unleash it? Here is your simple three-step plan: 1) confirm the other hand, 2) Show partial agreement with their attitude, 3) refined and then enter your feedback. This avoids the terrible is a "drag", calling for revenge. Master negotiators call this feeling, and felt, found technique. Commit to memory and can be easily and naturally from any claim or recoverTopic!
Let's see how this technique, you may be able to reduce the tensions:
First case:
Copper: I do not think I get your product. The price is too high
She: I understood exactly how you feel, because others have felt the same way. But you know what they found? We offer a wide variety of free after-sales support and guarantees unmatched. They keep coming back, because I am convinced that you have.
Case two:
Buyer: We have heard rumors that interfereYour company can not provide services in time. For us, the timely delivery of criticism. How can we deal with you if this is the case?
She: I understand your concern because I have this voice is the first and one of our other customers felt the same way. Please understand that we long ago decided that the problem is to expand our distribution network with a new fleet of Boeing 747. Today we have already achieved the company of fifteen Fortune 500 companies. You found usincomparable.
Case three:
Buyer: There is no way for the board to approve the release of $ 3M materials that competitors can offer for $ 2.8 million
She: I see what you think costs. All other buyers did the same. But here's what they found: Our materials are triple A-class and offer a lifetime three times larger than any other material on the market. If their durability and quality you want, we have the best productsfor you. I am fully aware that the company has to maintain an image of prestige and quality. With us you can easily help customers with the best.
how quickly the technology FEEL FELT found harmless, see the potential for dissent. How to recognize and stop now, technology is closely related to verbal aikido: you gently take your customers are compensated for the argument that the recognition and quickly in and out with your counterpoints. He will never know what hithe who sign your contract!
Newton | Negotiation |