# Negotiation techniques #permanentnote ## source: - [[book - Never Split the difference]] - [[book - The Trusted Advisor]] - [[book - Product Launch Formula]] - [[book - Influence The Psychology of Persuasion]] ## keywords: - [[topic - negotiation and sales]] - [[how to be a better seller]] ## relevant notes - [[zt - diplomacy is needed to work with the powerful]] as part of the toolkit used to work with more powerful - [[zt - all customers want someone that takes away their worries and problems]]. The search of what are the current customer's worries and problems is the first step of a good negotiation [[book - Never Split the difference]] - [[zt - trust is a must for long term relationship]] and a negotiation should be about creating trust. Negotiation is not about win/lose - [[zt - begin with the end in mind]] immagination and definition of the outcome is a requriement to be able to create scenarios and better prepare for the negotiation. - [[zt - everyone is smart]], this is a principle to always assume. Do not wait for a mistake from the other side. - [[zt - it is all about people - humans]]. As usual we are humans and the most powerful aspects of negotiation are based more on psycology than anything else. ## notes - part of negotiating is to acknowledge other people's emotions. By doing this we get more informations about what is really driving the other side. - have people you talk with say **no**, this will help them feel in control and lower their guard during negotiation [[book - Never Split the difference]] > - For non-negotiable items, use the DJ [[zt - negotiation voices]] and simply state it as a matter of fact. - Put a smile on your face, even on a phone call - Be a mirror technique: - Use a late-night DJ voice - Start with "I'm sorry …" - Mirror (repeat the last 3 words) - Silence. At least 4 seconds, to let the mirror work its magic on your counterpart. - Repeat