The Art of Negotiation
The art of negotiation is a topic speculated upon by many and written about by more. The act of trying to convince someone else to do something that you want when they may or may not be thinking along those lines is a skill desired by many and possessed by very few. The art of negotiation is, at its very core, a look into the psychology of man, how to manipulate the mind of another so they see things your way. I have been on both sides of the table and I would like to think that I have learned a fair amount about negotiation and the psychology of my fellow man. Ultimately negotiation comes down to only a few things, engage and then play on motivations, in other words get someone’s attention and then find out what they want or what makes them tick.
First you must attract your counterpart’s attention. People often have their own things going on and may not be aware of your needs or desires, your job is to lure them into the conversation or at least get them interested. Next you want to control the conversation, one of the easiest ways to control a conversation is to ask a question that you know the answer to, or ask questions that the other will not say no to. When posing a question a good working knowledge of psychology and knowing what motivates the other is invaluable when attempting to control the flow of a dialogue. Finally you must yourself be engaging in order to engage, you need to be interested or excited as this will help invoke that emotion in the other.
There are only a very few things that truly motivate people believe it or not. Fear, desire or love, and greed, most wants can be traced back to these three motives. This may make the human race seem shallow or base but in reality it is the truth. Finding what someone desires or what they are afraid of is the key. Once that knowledge has been gained follow the steps outlined above and you will be well on your way to mastering the art of negotiation.
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by Jarrad Kulick