Artykuły dot. negocjacji

Examples of negotiation techniques

listopad 28, 2015 - Artykuły dot. negocjacji

Negotiator / Knowledge base  / Examples of techniques

Examples of negotiation techniques

In this article I will present a few universal negotiation techniques. In a previous post, I described their role and meaning. Below you will find three techniques with descriptions of how they work, the mechanisms behind them and examples. Low ball Work: We make an offer which is attractive to our partner. Only when they decide to go for it (but before signing an agreement!) do we present additional information, which will make the offer look less attractive than at first. Mechanisms: Firstly, when our partner receives an attractive offer, they will be more eager to say ‘yes’. Due to its actuality and affordability, they will feel its benefits and imagine themselves already in possession of the subject. Consequently, when they find out that they need to give more to have that thing, they will be more eager to do so. This is because it is more difficult to give something away than to decide on taking something. The higher the engagement of our partner in experiencing the subject, the higher the effectiveness. Example: We are renting an apartment. We show our client around and let them get to know the place, presenting an average price. After a week of thought, the client decides to buy. We then inform them that e.g. the parking spot in the underground garage was not included in the price and it will cost more if they want it. Foot in the door Work: We present a tiny request that our partner will agree to. Then, when presenting a greater request, it will be more probable that they agree also. Mechanisms: Firstly, helpfulness is a socially desired behavior. Being helpful makes us feel good. If someone help us with something at little or no cost, they will feel altruism (and therefore will endure in the convincement that they are indeed altruistic, which will make them prone to being helpful in the future) and sympathy towards us (because we will be remembered in connection with these positive feelings). Secondly, the rule of consequence is at play. If someone took a first step, then it is rational to make another one. Example: We are leading a workshop. The behavior of one of the participants is interrupting the group. We create an opportunity to ask that person to help us by doing something e.g. to open a window. In the next case when their behavior is bad, ask them to correct it and they should comply. The semblance of choice Work: We propose a choice of two options, both of which are beneficial for us (and for our partner). Mechanisms: Firstly, having two options to choose from, a person feel comfort because they are not left without a choice. Secondly, by asking a question which gives a choice between two options, we direct our partner’s thinking towards the transaction (they don’t think if they should buy, but what they should buy). Example: We are a car vendor. The client is doing a test drive and in the moment they mention the will to buy, we ask if they prefer a standard model or one with extra kit.