Negotiating - rules and typical mistakes

Skilful negotiation is an important component of successful business, establishing partnerships, solving conflict situations not only in business, but also in friendly relations. The business world appreciates people who masterfully have the ability to negotiate in the right direction.

Negotiating - what is it?

The art of negotiating has been refined since ancient times. Nowadays experienced negotiators are in demand in various niches of business. Negotiation and conflict resolution - the success of this depends on the knowledge of psychology and practical experience. Mastery of communication helps to achieve a profitable partnership, attract the best customers and build long-term business relationships.

Psychology of Negotiation

Effective communication is built on the knowledge of human psychology. Methods of negotiating include various subtleties and nuances, so an experienced businessman is a subtle psychologist. During the negotiations, psychological methods are often used to help build trust and mutual understanding:

1. Manifestation of care: "How did you get there? easy to find the address, "the offer of tea / coffee.
2. Significance is an emphasis on the status and merit of a partner.
3. Complete congruence is the coincidence of speech, gestures and facial expressions.
4. Attention to the ideas and proposals of the business partner.

How to negotiate correctly?

How to negotiate - this is taught in universities, at various courses, but in reality everything happens completely differently. And all the prepared templates just help not to get lost during a business conversation. The most important is the impression produced by the partners on each other. Effective negotiations are calmness, confidence, elaborated charisma and respect for the other side plus following the rules:

• a clear goal is what the negotiations are for;
• attentive understanding of the terms of the agreement;
• everything must be confirmed by agreement, documentation;
• adherence to all arrangements - it is important to keep your word.

How to negotiate for cooperation?

Negotiating with business partners causes considerable tension among those who are just starting their business. Attracting customers, business partners - all this requires professional skill. Negotiations are important to lead in the spirit of cooperation, not competition and the spirit of competition. Negotiations should be taken responsibly. Effective communication includes:

• the manner of communication is pleasant, comfortable and at ease;
• concrete ideas, proposals, justifications - no conversations on the "empty space";
• manifestation of interest in the needs of the client, discussion;
• the answer is "I will think", and not immediately "yes" will help once again to assess all the risks and desirability of this cooperation.

Rules of conducting telephone conversations

The conduct of telephone conversations for many is seen as a more complicated type of negotiations in the absence of the person's interlocutor. All attention is focused on speech, timbre, voice tone, the impression that the voice makes. The technique of negotiating by phone is a kind of etiquette with observance of certain standards:

1. Rule three hooters. If, after the third signal, a person does not pick up the phone, it's worth stopping the call.
2. A voice is a calling card. In conversation, the professionalism of the interlocutor is immediately heard, benevolence and confidence
3. It is important to introduce yourself by name and ask the name of the person you are talking to.
4. Show a sincere interest in a person.
5. Negotiations should be conducted according to a clearly drawn up plan.
6. The use of active listening techniques.
7. Gratitude for the time spent at the end of the conversation.
8. Analysis of the conversation.

Common mistakes in negotiating

Successful negotiations depend on a number of the conditions that have been met. Very many businessmen and beginning managers at the initial stages observe typical mistakes:

1. Insufficient preparation for communication with a potential partner, client. Improvisation in this case will play a bad role.
2. Conducting negotiations is carried out on the territory of the client or partner. All the privileges and manipulation in the hands of the one who is in "his" place.
3. Discover your fear. It is important to work out the fear of negotiations before the desired interaction takes place.
4. Disputes and evidence during the talks: "my proposal is better, and (somebody) nonsense" will leave unfavorable impressions.
5. Psychological pressure. Aggression does not cause a desire to cooperate.
6. Loss of concentration, can be expressed in mimicry and poses, speech:

• boredom;
• indifference;
• monotonous speech;
• parasite words;
• impatient tapping with a pen or pencil on the table.

Books on Negotiation

Ability to negotiate - the following books are devoted to this topic:

1. "I hear you through and through." Effective negotiation technique. M. Goulstone . The book is intended for businessmen, parents and their children and those who want to be heard and hear others.
2. "Negotiations without defeat." Harvard Method. R. Fisher, U. Jüri and B. Patton . In their work, the authors outlined in simple language the basic techniques of effective communication, protection from manipulators and unscrupulous partners.
3. "Conversation on the merits." The art of communication for those who want to achieve their goals. S. Scott . An experienced business coach shares knowledge of quality communication and techniques for managing strong emotions during a conversation.
4. "How to overcome NO. Negotiations in difficult situations. " U. Jüri. Very often people come across such things as: interlocutors interrupt during a conversation, do not listen to the end, shout, try to instill feelings of guilt. Techniques and techniques described in the book help to get out of the conflict and conduct constructive communication.
5. "Persuade and conquer" Secrets of effective argumentation. N.Napryakhin . Conducting effective negotiations is also the ability to defend one's point of view. The book has a lot of effective techniques for persuading and influencing interlocutors.