If you daily duties include negotiations with clients or with suppliers or somebody else – its important for you to know and follow few rules. Just note them and try to keep in mind all the time of negotiations:

1. Let your client say everything he wants firstly.

2. Ask. Ask. Ask him.

3. Clarify what he means (e.g. if client tells that he is seeking a reliable company – you have to ask him what he means under the word “reliability”.
You can spend half an hour with him, explaining to him that your company is very reliable because its authorized capital is 100 000 000 dollars.
But for client reliability means reputation, or quantity of clients etc.
Do you see the difference? Ok, go on… 

4. Note his answers.

5. Never interrupt him, even if you’ve understood already what he is going to say.

6. Never dispute with him. If you want to make objections – don’t say it like bad managers do: “Yes, but…”   – it’s totally wrong. Better say “Yes, and…” – add your point of view.

7. Finish negotiations positively.

So, Mr. Jones, as I understood, its very important for you to find a company with a good proved reputation which provides 24 hour support for clients. Am I right?

Yes, I said that, you are right.

So, Mr. Jones, our company provides exactly what you need. We have a best reputation which confirmed by testimonials from our clients and you can all us any time of 24 hours to get instant advice.

Hm, sounds good…

Then, would you like to try our service? (successful ending)!

Have you heard about it? No? Then let me start with a little explanation.

The think is that out mind acts and operate mainly by patterns.
It’s much easier to live and do usual thinks not to think about way of their realization.
It saves your time. Actually, more then 80% of your daily thoughts and deeds are patterns.
Our mind finds it comfortably to think mechanically not to overweight memory and brain at all.

Try a very simple test right now: (answer immediate, please)

1. What is the color of our blood?
2. What is the color of round spot at the Japanese flag?
3. What color is water-melon inside?
4. What is the color of tomato juice?
5. What color of traffic-light permits pedestrians to cross road?

What was your answer for last question? Almost a guarantee that you’ve answered “red light”.
Haven’t you? But right word is “green” (sorry).
The same scheme is for “yes”. Look at this:

• “So, you are looking for the best terms of insurance?”
• “Yes”
• “And you need to be sure that you’ve made a best choice?
• “Yes”!
• “Then would you try to cooperate with me?”
• “Yes”…. (it might be “yes”.)

Try it in different aspects and tell us about results with personal comments!