Tough commercial negotiations. How to read an opponent and calculate all the risks

Tough commercial negotiations. How to read an opponent and calculate all the risks

Book Description

What is more important in commercial negotiations — benefits or emotions? What are the techniques of tough negotiations and how to transfer negotiations from the level of manipulation and pressure to a constructive discussion of commercial terms? Sergey Ilyukha, a business consultant, a member of the Board of the Russian Association of Retail Market Experts, will tell you how to work out techniques for diagnosing the opponent's psychotype and negotiating situation, identifying the opponent's true motives, influencing and managing negotiations. You will also learn about ways to gain loyalty and persuasion methods that will give additional weight to your offer and significantly increase the likelihood of a positive decision without discounts and bonuses. After reading the book, you will gain the skills to identify misinformation and lies in negotiations, learn how to detect real threats and counteract them, evaluate the true meaning of the opponent's answers, learn how to make alternative scenarios and quickly "switch" between them during negotiations. The main thing that you will understand after studying this book is that it is impossible to agree if both sides do not believe that a Win-Win agreement has been reached. But by skillfully working with values and their perception by the opponent, you can agree on more favorable terms for yourself. The book is recommended to anyone who somehow participates in the negotiation process and wants to feel confident when negotiating with anyone, even the strongest opponent.