HOW TO BELIEVE AN OPPONENT IN THE NEGOTIATIONS
Sergey Kovalevsky has been involved in sales and B2B negotiations for 10 years. He is currently responsible for working with key clients at Lantmannen AXA (ТМ Finn Crisp, Start !, AXA).
He achieved an increase in distribution among key customers by 40% and doubled the turnover of transactions. Sergey shared with us the rules of persuading opponents.
1. Conflict and aggression is a bad idea
Starting negotiations with high notes, you do not set up the interlocutor for constructive negotiations, but in a tough and defensive format. You are increasingly focusing on position trading, rather than on your target.
The main task is not to agree in the Win-Win format, but to talk to your opponent.
2. Appearance and internal mood should be in the style of Keep Calm
They will never want to sign a big deal with you if they read insecurity about your behavior or appearance. Learn to camouflage triggers that make you worry during a deal.
Lifehacks of winning trades from Sergey Kovalevsky, National Account Manager at Lantmannen AXA.
For example, if the status of your opponent is much higher than yours, and you feel that because of this you cannot defend your arguments – remember, this is your trigger.
In no case should you go to such negotiations until you convince yourself that on the other side of the table is an ordinary opponent and an equal partner.
3. Start smooth
An important technique for convincing opponents is to never start negotiations with problematic or contentious issues. It seems to us that the main goal is to resolve the controversial points, and where everything goes smoothly, it will pass without problems.
This is the main misconception. When you start with controversial moments, the opponent is forced to defend and counterattack initially, and when this senseless skirmish ends, nobody knows.
Start with smooth questions that are easier to negotiate and gradually increase the degree of glow. When you agree on five of the seven points, the person’s subconscious mind will invite him to agree on the last two, so that the time and effort spent is not wasted.
4. Do not beat the bedridden
Even if your superiority over your opponent is noticeable with the naked eye, you should not drive him into a corner. Leave your opponent free to leave without being crushed, or worse, humiliated.
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Firstly, if a Win-Loose deal is signed, such a relationship will not last long. Secondly, all subsequent stages of the negotiations will be bureaucratic and tougher.
5. Let them talk
Let your opponent do all the work for you. Ask open questions about his vision of an ideal transaction, the ways of implementation.
At the same time, work on your active listener skill and don’t interrupt, collect “tops” according to the principle of the “Emotional Wave” negotiation tool.
6. Trump in the sleeve
When preparing for negotiations, pay special attention to tactics.
Build arguments according to the principle of persuasiveness and peremptory: convincing arguments – arguments to be discussed – the “one million dollar” argument, which puts the opponent on the shoulder.