Con­ver­sa­ti­on manage­ment, but the right way

Deep under­stan­ding of the other person’s posi­ti­on is cru­cial to your nego­tia­ti­on suc­cess. Excel­lent nego­tia­tors the­r­e­fo­re ask ques­ti­ons and fol­low up to make sure they have unders­tood the other person’s nego­tia­ting posi­ti­on. The more infor­ma­ti­on you have, the bet­ter you can pur­sue your goals and under­stand and influence tho­se of your coun­ter­part — so the right way of con­duc­ting the con­ver­sa­ti­on is cru­cial!

The right way to talk

When we are in our Nego­tia­ti­on trai­ning ask a par­ti­ci­pant to stand up, stretch his palms for­ward and press against it, what hap­pens? Cor­rect, he pres­ses against it. Becau­se pres­su­re leads to Coun­ter­pres­su­re, just like Resis­tance state­ments lead.
Ins­tead of say­ing “You’­re too expen­si­ve,” say “Why are you so expen­si­ve?” and you won’t get a snot­ty defen­si­ve respon­se, but valuable infor­ma­ti­on. In nego­tia­ti­ons, the­r­e­fo­re, replace as many state­ments as pos­si­ble with ques­ti­ons — becau­se ques­ti­ons lead to ans­wers.


Ask cor­rect­ly

For a opti­mal inter­vie­w­ing prepa­re a list of ques­ti­ons to get the infor­ma­ti­on rele­vant to you in the par­ti­cu­lar nego­tia­ti­on. Ask open ques­ti­ons, becau­se the more open, the more infor­ma­ti­on you get: “Why exact­ly do you think the house is worth € 700 000?” — “Why do you think we should rai­se your sala­ry again?”
Ques­ti­ons rela­ted to “What if …” start, pro­vi­de you with espe­ci­al­ly valuable infor­ma­ti­on for the nego­tia­ti­on. Ima­gi­ne you’­re at Media Markt nego­tia­ting for a TV: “What if I took three?” — “What if I picked it up mys­elf and wai­ved deli­very?” — “What if I added a DVD play­er?” Even if you don’t intend any of the­se things, this will tell you what nego­tia­ting levera­ge your nego­tia­ting oppo­nent has.

Be per­sis­tent

For a opti­mal inter­vie­w­ing should make asking a habit. If your coun­ter­part says, “We never nego­tia­te on pri­ce.” Don’t throw in the towel, but imme­dia­te­ly ask, “Then what can we nego­tia­te about? About the deli­very date, the equip­ment, the pay­ment method?” Often the rele­vant infor­ma­ti­on hid­den, for exam­p­le here: “At the moment, I am unfort­u­na­te­ly not available for this.” And you should ask fur­ther: “Who is available for this?” Or, “Then what are you available for?” You hear: “Unfort­u­na­te­ly, I can’t do any­thing about that,” and imme­dia­te­ly ask: “Who can do what?”
If someone calls you an “idi­ot,” your respon­se should be, “Why do you think I’m an idi­ot?” You want to know what is going on with your nego­tia­ti­on oppo­nent and sin­ce­re­ly ask them to learn more — this means a good con­ver­sa­tio­nal skills and nego­tia­te suc­cessful­ly.
At NAS­HER Semi­nar learn the opti­mal way to con­duct a con­ver­sa­ti­on: how to ask the right ques­ti­ons at the right moment and obtain the infor­ma­ti­on that will give you the decisi­ve Advan­ta­ge bring! Here it goes to the Regis­tra­ti­on.

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