5 rules of successful negotiations
In addition to well-known rules of negotiation: politeness, attentiveness, ability to hear - there are less obvious techniques to help achieve success. About them tells Catherine Starodubtseva, director and co-owner of recruitment agency.
I have to spend every day of talks. And not only in Russia but also in other countries. While my interlocutors often speak a different language and have a different mentality, the same techniques always work.
1. Carefully prepare
In preparation for the meeting, I first study the market in which the company operates, recognize its purpose: zoom, image change gains. It is important to analyze all public information: interviews of directors, financial, social networks.
It is useful to find out the personal characteristics, interests and habits of the person with whom you have to engage in dialogue. This will help establish the ulterior motives of the interlocutor, his weaknesses. Try to put yourself in their shoes and think about what you would like to hear what you could "hook" and where your goals and interests might intersect.
2. Ask questions
To understand the true needs of the interlocutor, ask more questions. Show interest even to the unimportant details. Not content with monosyllabic answers. Use of the phrase "tell me more about it", "what, in your opinion, the main problem," "it's interesting, I would like to hear more about it." The more a person talks, the more data gives (sometimes even that which did not plan to share). There is nothing that pushes for openness as a genuine interest in the eyes of the interlocutor.
3. Speak the same language
The main goal of any negotiation - to determine exactly what is the other party that you have to offer and why you it may be beneficial. All participants in the conversation must be aware of what they do cooperate. But often, one of the negotiators begin to pour in professional or scientific terms, to show the level of knowledge. His interlocutors can not understand what he says, that will lead to embarrassing questions and additional inhibition of the negotiation process.
Of course, if you are too familiar with uzkoprofilnye language you can demonstrate competence. But be careful: such a move could only provoke the opponent and force him to say even more incomprehensible words. In most cases, it is better to agree to conduct a conversation at an affordable all levels in order to avoid misunderstandings, the substitution of notions and a waste of time.
4. Proposed solutions
Do not be afraid to be proactive, to anticipate the expectations of the interlocutor and the first to make suggestions for solving the problem. This behavior is intuitively inspires confidence and respect. Nice to have a dialogue with those who are able to take responsibility. It is built into us genetically: a group of people always chose the leader and followed him.
5. Do not deceive expectations
Do not tell a deliberate untruth, yulite not and do not promise more than you can accomplish. Advantageous to both parties to the transaction may be the foundation of long-term relationships. If you are using tricks to achieve a single result, sooner or later it will affect your reputation. Think about whether or not the result of a momentary successful career. From Label Rights, which does not fulfill the promise, it is very difficult to get rid of.
About the expert
Catherine Starodubtseva - Director and co-owner of recruitment agency HURMA Recruitment, which picks up the staff middle and senior managers for HoReCA segment in Russia and CIS countries.