Negotiator and mediator, head of the practice of alternative dispute resolution at NOBILI Law Firm Vadim Rakhlis
Recommendations on how to succeed in crisis negotiations!
- Our enemy is not the person sitting opposite, but the situation
The purpose of negotiations is not to prove oneself right or to suppress an opponent, but to make a deal.
Those who approach negotiations as a battle of arguments are deafened by their opinions and their inner voices. Even in silence, they continue to hear their own, and not the words of the opponent!
To conclude a deal on the most favorable terms, you need to follow the opposite person, since both parties are faced with different aspects of the same problem!
- Find out who you are – influential or stupid person
To gain control over the negotiations, you first need to understand who you are – “stupid person” or “influential”. “In any negotiations there is always a favorite and a fool. If you are influential, never make concessions. ” An influential person is an expert whose services are in high demand.
When asked how to determine your type, I will tell you: “Ask another person why he chose you? If I’m an influential person, he can explain to me
- Show empathy.
I recommend observing your opponent’s intonations, facial expressions, gestures and words and try to take his place. This can be done with the emote marker tactics! Emotion labeling, that is, the rational designation of irrational feelings, is used when you need to neutralize negative emotions or nourish positive ones.
Reinforce positive emotions. And not trying to exclude emotions from negotiations is ineffective and just stupid!
- Repeat the words of the interlocutor
The mirroring technique is the repetition of keywords that the interlocutor uses in the dialogue. This technique works best by repeating one or three words from the person’s last phrase. This is to show that you understand the speaker and see the value in their words.
This is more than just a demonstration that you hear and understand everything. This is a way to help gather vital information and calm your interlocutor. Mirroring is critical in the subtle art of taking your position to the other side!