[video] How to put a person in place: 10 real questions about the pressure in the negotiations

A video about 8 ways of confronting the formula of need turned out to be unexpectedly popular, gaining 8,000 views in two days. We decided to continue the topic.

A few days ago, we conducted a survey among our readers about what issues in terms of negotiations they care about. We received several hundred answers, drowning in their analysis as usual. But when they emerged, they found that many people are concerned about the issue of resisting pressure in negotiations.

We selected 10 of the most curious, in our opinion, questions on this topic and again locked up in the studio of Dmitry Kotkin, the head of the St. Petersburg Schip negotiator school and our good friend, to tell him exactly what to do:
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10 real situations that managed to be lit - under the cut:

1. How to behave in a situation where during the presentation of the results of your work you hear from colleagues or the boss: “What kind of crap is that at all?”.
2. Negotiations with the initially negative / aggressive customer. How to extinguish the negative and translate into a constructive direction.
3. How to arrange for a constructive dialogue of a person who scornfully treats everyone who is below his post (especially if it is blonde ...)?
4. How to repel an opponent's attacks in such a way as to make it clear what to do so - it's more expensive to him
5. How to behave in stressful negotiations, when colleagues yell at each other and are already becoming personal, forgetting about the topic of the meeting. How to return the conversation to a solution?
6. How to quickly extinguish the outbreak of negative emotions of the counterparty, which was a reaction to your proposal?
7. How to react if the other party sets obviously idiotic requirements / conditions? That is, they know that this requirement is unacceptable and will not be fulfilled, but push it to delay or break the negotiations.
8. How to politely interrupt the interlocutor, who has suffered the wrong way and he does not allow you to insert a word.
9. For the day I participated in trilateral negotiations, where I alone represented my company, they were very hard pressed. The question is how to resist the pressure in tough negotiations?
10. How not to push through the "inflexible" argument ("buy an elephant," for example) and bring the interlocutor to the discussion of mutually beneficial positions?

We hope that this will add specific techniques to your arsenal - at least, will be something to experiment in the near future.

PS Blog Stratoplana moved to a separate site: http://blog.stratoplan.ru - see you there!