THE BOOK “50 WAYS TO WIN IN NEGOTIATIONS”

What is the usefulness of this book?

The rules of negotiation rarely change. In other areas of business, one trend is followed by another, but in negotiation there is a gold standard that remains virtually unchanged. This book will familiarize you with the gold standard and negotiation methods that will be useful to you in your future life and will be applicable in any life situation. Unfortunately, this useful, practical advice is rarely heeded, and even more rarely followed.

In this book I have tried to present in a short and simple way the practical tips, tricks, techniques and secrets necessary for brilliant negotiations under any conditions. It is largely the result of my personal observations of negotiations and practical experience of regular communication with successful negotiators.

Why short? Because in today’s world we receive a huge amount of information that we have to digest and assimilate. Most people simply do not have time to read large, multi-page books.

Why simple? Because it is easier for a person to perceive information when it is presented in an accessible language, with simple step-by-step actions to achieve results.

Negotiations are probably the most difficult thing in our lives, but, you must agree, successfully conducting them gives us undeniable advantages in life and in our careers. It will take a lot of time and effort to gain experience in this area, but with the help of this book, which contains all the necessary information, you will be able to achieve the gold standard much faster. It will also be useful for those who are involved in direct sales of goods and services, as it will teach them how to persuade other people (we are all “selling” something in some way) and familiarize them with the methods used by first-class negotiators.

Negotiations and life

It is no secret that negotiations are an integral part of our life and a good reason for any person to achieve the heights he plans to achieve.

Moreover, the ability to negotiate can give you a source of additional income in the form of opening new horizons of communication, because you can learn basic negotiation techniques once and use them for the rest of your life. Most importantly, it is a precious legacy of skills and success stories that you will pass on to future generations.

Knowing the laws of negotiation is also a very interesting opportunity for many people to enjoy the pleasure of being able to negotiate, while gaining significant benefits and freedom
of choice.

 

What does the knowledge of negotiation provide?

• You will understand what is important for success in negotiations and what is secondary;
• you will achieve your negotiation goals faster than ever before. Your life will be filled with new meaning and satisfaction;
• you’ll be successful in your work and personal life;
• Thanks to competent negotiation you will be able to avoid difficult negotiations or, having got into them, get out with minimal losses.
• you’ll achieve more in any negotiation, which means you’ll increase your income;
• you will have more winning strategies and therefore more room for maneuver in negotiations;
• you’ll just have more opportunities in life

 

What do people want to learn in negotiation training?

Naturally, each participant of the training has different needs, requests and wishes at the training and nevertheless, I managed to systematize typical needs of the participants of
trainings for the last few years:

• Broaden your horizons;
• How to politely say no;
• How to influence people;
• How to turn a “no” into a “yes.”
• How to realize – that the person you are talking to is not telling the truth;
• How to build a proper dialog when negotiating;
• What are the strategies and tactics in negotiation;
• What techniques and methods you need to use to learn how to bargain;
• How to learn to persuade the interlocutor, and what methods of persuasionvozvayuschie the best;
• How to properly respond to customer objections, such as what to do when a customer says “expensive”;
• How to interest, “hook” the client from the first sentences, so that he was interested to continue further dialog;
• How to persuade “old” customers;
• What is worth saying in a negotiation and what is not;
• Confidently and clearly communicate your thoughts to the interlocutor;
• Gain an overview of the negotiation process;
• How to get the maximum order;
• How to get preferential treatment from suppliers;
• How to build a proper communication on the phone;
• Work with objections, rejection as a second chance;
• Ways to push your customer to buy;
• How just a few phrases to interest the partner in the benefits of your proposal.

Basic mistakes in negotiations

• Neglect or complete absence of preparation for negotiations;
• Going into negotiations without setting clear and precise goals;
• Conduct negotiations after gathering little information about the interlocutor;
• Being late for negotiations;
• Lack of a clearly defined plan and a backup plan “B”;
• Not keeping an eye on our appearance, we often don’t look 100%;
• Forget, at the beginning of the negotiation, to state the purpose of the meeting;
• Negotiate with a non-decision maker;
• Getting to the point of negotiation without creating the right atmosphere;
• Do not maintain eye contact, or stare with a jogging, unsure look;
• Without asking questions, go straight to the presentation stage without identifying the other party’s key needs and interests;
• To think that price is a key factor for the interlocutor when making a deal;
• Frequently argue, contradict and devalue the opinion of the interlocutor;
• Begin a sentence with the negative word “no”, e.g., “No, you’re right…”
• Talk a lot, too much during negotiations;
• Use specific terms and parasitic words;
• Forgetting to maintain a relationship with the client after negotiations, making contact only when we need to get something from the interlocutor;
• Criticize competitors.

How much are your lost negotiations worth?

Thousands… tens… hundreds of thousands of dollars
Or maybe millions…
Everyone will have their own figure…
And just for this moment in time!
Here and now!

After all, as you know, we are always growing!

And if today we negotiate for a couple hundred dollars, we can
tomorrow for a couple hundred thousand dollars.

But this will only be possible if you start making
the right decisions!

And win negotiations here and now!

What do successful negotiators know and do?

We all have moments that decide everything or almost everything – your career, the fate of your company, the future of your marriage. And often the one who succeeds is the one who knows and knows how to negotiate. What do the best negotiators know and do? What is it that allows them to achieve the highest levels of negotiating skill? So, successful negotiators are those who:

• know that the key to victory in most negotiations is thorough preparation – that’s why the best negotiators follow the “1 to 3” rule, i.e. they spend three hours of preparation for one hour of negotiation;
• know the stages of negotiations and, when conducting negotiations, rigorously follow powerful negotiation algorithms;
• know about the law of first impressions and use it 100% – which means looking brilliant, saying powerful positive words, being confident, polite and honorable;
• They know that it is not the one who talks a lot but the one who listens a lot that wins in negotiations, so first-class negotiators ask a lot of questions and listen attentively;
• know that in order to successfully present (sell) their idea or product, it is necessary not only to look good, but also to speak eloquently and convincingly. That is why they put a lot of effort into learning the art of public speaking;
• know that if a client says “no”, it means that there are no arguments to say “yes”, so every good negotiator has a few strong, “killer” arguments in his arsenal that will tip the scales in his favor;
• They know that nothing disarms like consent, so they use the most powerful, effective and efficient techniques for working with images;
• know that unilateral concessions are forbidden, so they use one of the most powerful bargaining techniques, “If we… then you…”;
• They know that they should start thinking about the end of negotiations when the negotiation process begins, so once they have managed to discuss all the essential points of the agreement, they use the opportune moment to close the negotiations;
• know that one of the best ways to improve themselves is to analyze their actions after each negotiation. They look back and think about what they did well and what they should have done differently.

First-class negotiators are always looking for opportunities to learn from their experiences, both positive and not so positive.

As you can see, successful negotiation really requires deep knowledge and its practical realization. Put this knowledge into practice and you will succeed – to the surprise of some of your colleagues.