Negotiations are an important part of our lives. We are constantly agreeing something, communicating, trying to solve certain issues in the family, in the business sphere, and the like. Through negotiations, they determine the position of the parties, reach an agreement and settle differences.

Negotiations in business are a very complex process, which has several components.

The verbal component of negotiations can be used subject to the following rules

Rule 1: Sync Goals.

Content: Synchronization of goals at the beginning of negotiations allows you to determine the result, which is desired to achieve, and the fairway in which it is necessary to negotiate.

Example: "Please tell me what will be the best result of today's negotiations?"

Rule 2: Actualization of the problem or why it will be important.

Contents: Coverage of various (other) sides of the subject of negotiations, which the interlocutor did not think about. Actualization of the problems, in order to focus attention on other sides of the subject of negotiations, or as a question, to enter the plane of intentions of the interlocutor.

Example: "I consider the following characteristics of our product important, namely ..."

Rule 3: Positive effects to motivate action.

Content: The interlocutor's attention is focused on the consequences, effects on the subject of negotiations. The focus of the conversation on the subject of negotiations on the consequences, benefits and effects is shifting.

Example: "As a result of the contract, you will receive additional business benefits ..."

Rule 4: Double Benefit.

Content: The focus is not only on benefit # 1, but also on benefit # 2. At the end of the negotiations, emphasis is placed on benefit # 2.

Example: "As a result of the conclusion of the contract, you will get the opportunity to use the car from the reserve fleet for the period of after-sales service of the car purchased from us ..."

Rule 5: Focus shift from a problem to a way to solve it.

Content: You don’t need to argue with the interlocutor about the problem, but you need to shift the focus to the way of solving, the importance of solving it and obtaining benefits and opportunities

Example: "Yes, it is interesting, but how do you propose to solve this problem ...", "Why would it be important for you to do it this way ...", "What are the benefits we will get if we do it ..."

Rule 6: Summarizing and identifying useful.

Content: Each side of the negotiations fixes what was useful to everyone and possibly hears about other aspects of the subject of negotiations that could not have been guessed before.

Example: "And what was the most useful for you today ...?"

Rule 7: Neutralization of the problem due to partial coordination.

Content: Never say, “No.” Do not argue, but use the energy of the problem for your own purposes.

Example: "Yes, this thought holds true if I were in your position ..."

Rule 8: Open Questions.

Content: Providing questions for a better understanding of the big picture and understanding the importance of working with you

Example: "What are your current problems with the quality of suppliers' products ..."

Rule 9: Detailing and summarizing the whole picture.

Content: Focusing attention, during negotiations, on the details, on the big picture. Details give confidence to the opponent.

Example: "What time is it better for you to take our car with the goods?"

Rule 10: Verbalization of one’s feelings to form a contact.

Content: Paying attention to your own feelings (feelings) to encourage your opponent to provide you support and contribute to peace during negotiations.

Example: "I am grateful for your attention, but I am very worried ..."

Using the rules will allow you to achieve excellence and hone your ability to negotiate, understand and convince the interlocutor to you and provide competitive advantages for your Company.

Reference. Rating services InBridge Consulting.
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