This is also the #1 way to deal with everyone who wants to suck up your time on the phone, from colleagues to cold-calling sales-people with “Have you got a few minutes to talk?”
When you go into a negotiation that has a high probability of being combative, these are the strategies for overcoming those points of contention. In fact, most of the approach stems from ignoring your natural inclinations to right the wrongs, explain the why, and promise to make sure the other side won’t have to experience the irritation ever again.
The secret to gaining the upper hand in negotiation is to give the other side the illusion of control. If knowledge is power, what you really want to gain is knowledge in the interaction without really giving much information away. Here’s how to flip the control dynamic on it’s head and enjoy the process.
If they’re talking to you, you have leverage. Who has the leverage in a kidnapping? As crazy as it sounds, it’s the people negotiating on behalf of the victim. After all, where else are the kidnappers going to go to get a ransom. Can you apply this to your negotiations?
Bosses reward people they trust and who are effective. And when in doubt? They lean towards those they trust. Here’s how to achieve both.
How do you overcome the objection every time? Live by 2 rules: Treat every stated objection as a counter-offer in disguise – an implied agreement. The stated objection isn’t the real problem. It’s blocking for an emotional one.
How can you close deals without influencing the other side? You simply can't. Influencing behavior is key to success not just in business, but in life. It's important to remember when trying to influence behavior is that human nature reaction is the beginning of decision making. Here are 3 ways you can use human nature to help influence behavior.
Most people are addicted to the "Yes”momentum method and don't even realize it. This need for "yes" is killing your deals. If you're seeing that eventually your prospects drop-off or your clients are slipping away in the middle of the night, you need to rethink your communications with them. Learn 3 ways to avoid this in your conversations.
No matter who you talk to there is an agenda. Even if that agenda is on a personal level and it happens to be catching up or shooting the breeze.
Have you ever been in a difficult conversation where the other person appears intent on pulling you into an argument or trading personal attacks? We all have. When under attack during a difficult conversation our default response is to attack back. This is especially true when the attack appears out of nowhere, is irrational or personal. It evokes emotion.