Say me Yes"! Or six ways to make a person agree with you.
Mom does not let go for an evening walk? The husband refuses to buy the dress you like? Business partners do not make concessions? How often to prove your point of view is simply impossible! Knowing a few basic negotiation techniques, you can not argue, do not dissemble, do not quarrel and do not beg. The man himself will say the cherished and long-awaited "Yes."
Gratitude - a step to consent
One of the most effective techniques can be labeled as gratitude. Yes, yes, do not be surprised! To convince a person to answer "Yes", you can do something nice in advance. And, still feeling gratitude for you, he will give you what you want.
You can, of course, give him a sweet gift or a fridge magnet. But there are other options. For example, a compliment. Praise the poems your colleague sneaks in and you can count on his help in the monthly report.Make a small concession to your business partner, and he will answer you the same.
Focus on the quality of the interlocutor
This technique is similar to the previous one. For example, you want to ask your subordinate to work a little overtime. Having received such a request, the employee may decide that for some reason you disliked him and specifically filled up with additional work.
But if you accompany your request for overtime assignment with the comment that the subordinate is a very talented specialist and does everything efficiently and on time, and for this reason you offer him such a responsible and important task, then your request will be perceived differently.
Emphasis on winning an interlocutor
When seeking a positive outcome for a conversation, it is worthwhile to correctly formulate a request or question. And what if you don’t tell about your needs and desires, but show how much agreement will be beneficial for the opposite side?
Do you want to go to the movies, and the young man is constantly busy? To push it is not primitive requests, and a vivid story about the exciting plot of the film. After all, he certainly wants to see the premiere with your favorite actors and high-quality special effects!
The rule of three "Yes"
The three “Yes” rule is extremely simple, but usually it works almost without fail.Therefore, the rule of three “Yes” is known not only to a narrow circle of professional negotiators. The essence of this technique is to ask the interlocutor two abstract questions for which consent is guaranteed exactly, then the third key question is pronounced.
Note! All questions should be pronounced very quickly, so as not to give a person time to think.
How it works? Here is a simple example of a conversation between spouses:
- Honey, today is Saturday?
- We're going to visit today?
- I need a new dress, let's stop by the store?
The man who caught the essence of the conversation on the first lines and understood that he would not follow an especially serious conversation, stops listening to the other words and automatically agrees.
Wanting to get from the interlocutor the right decision for himself, it is enough just to show him that he himself makes an informed choice. For this to work, you must first offer the person something definitely disadvantageous. After two apparently failed requests, a really interesting offer is made.
How can the Shifting communication equipment look like in ordinary life? For example, the couple decided to repair, and the wife already represents the design of a new kitchen, but she is not surethat the husband agrees. Initially, she can show him other, not chosen by her options. All of them must be primitive, boring, completely uninteresting. As a “description”, it is worthwhile to attach complaints to each of the versions about the difficulties of finding this or that material or high financial costs. At the end of the discussion, the “trump card” should be the desired option, which really wins against the rest.
Remember the show with a detective named Colombo? Usually he calmly communicated with the person and did not betray his suspicions. But before leaving, right at the door, the detective turned and asked the last, seemingly not dangerous question, to which the suspect was not ready. And with the answer to this question, Colombo received key evidence of the suspect's guilt.
It also happens during negotiations. When, it would seem, everything is decided and the interlocutor relaxes with relief, you deliver the main blow to him - ask for a small concession (in which, perhaps, was the whole point of the negotiations). For example, you say, “Great! Let's just reduce the price by 3%, and I'll sign it right now! ".From surprise and emotions, the second side often does not have time to realize that very small amounts are hidden behind a small percentage, and agrees.
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