The ability to negotiate is the key to success in business. But how many people - so many opinions. Sometimes a deal that is beneficial to both contracting parties encounters obstacles. And the blame for everything 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 intercept the business initiative and turn the conversation in the direction you need?
Instructions
Step 1
Try to understand what the other person wants. The adjustment 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 sympathetic as possible. The simplest example of verbal "adjustment" is "Would you like coffee (tea, etc.)?" And over one or two cups of coffee, your counterpart will tell you about his problems. Remember: at the very beginning of a dialogue, you are primarily the listener, not the narrator. You need to find out as much information as possible about the needs, plans of the interlocutor and (which is very important!) About the vulnerabilities in his considerations.
Step 2
When you feel that the other person trusts you, help him "adjust" to you. At this point, you will already be aware of his problem, which he would like to discuss. Delicately, correctly, take the initiative of the conversation into your own hands. At this moment, you can offer the terms of business cooperation, a more efficient option for any joint actions, or more favorable conditions for the execution of any order. Your proposal should be attractive, well-reasoned, but by no means authoritarian. Verbally, it may look like this: "Let's do it this way." The interlocutor will immediately listen to your words, since by this moment he has already expressed all his thoughts.
Step 3
The above conversation option does not always work. Sometimes your counterpart can be obstinate, intractable, or just not quite understanding. Do not give in to emotions when describing the benefits of your offer. Increased intonation, nervousness, arrogance, irritation will only push you away from mutual understanding. Pause, listen to counterarguments. Try to make your version of the 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 other person have a common goal. This requires an intellectual approach, but persuasion is precisely the ability to reason. The result is important, not the competition "who is smarter" or "who shouts whom".
Step 4
As soon as it becomes clear to what goal you need to move in the process of agreements, change your tactics abruptly. If before that you copied the movements of the interlocutor, and then - adjusted him to yourself, now you need to show will. Take a position that sharply emphasizes business distance. For example, get up, take a walk, sit in your office chair, making it clear that you have practically solved the problem and are ready to record the result. Such techniques are not manipulation, unless you are pursuing a hidden goal of deceiving the person who confided in you. Using such simple "passes", you will reduce the time spent on negotiating agreements, save mental strength - and not only your own, but also your potential business partner.
Step 5
Business ethics is aimed at fairness, otherwise a contract that is not beneficial to one of the parties will inevitably affect the material result. In any agreement, it is necessary to offer a mutually beneficial option 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 benevolent smile, and inner openness will complete a business meeting and leave a pleasant impression that will implicitly dispose to long-term business relationships.
