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From Professor Dr. Martin-Niels Däfler (More) • Last updated on October 21.03.2024, XNUMX • First published on 28.02.2018/XNUMX/XNUMX • So far 5240 readers, 1335 social media shares Likes & Reviews (5 / 5) • Read & write comments
In the Success sales are not just about classic sales negotiations, but generally about conversations in which you try to get your point of view, yours Idea or to enforce your proposed solution with someone else.
The difference between a discussion or a meeting and a negotiation is primarily that meetings are more of an informative-creative-coordination Character have and a specific Problem to solve, while negotiations are primarily aimed at reaching agreement on a specific issue.
Or, to put it more subjectively: It's not about the truth, it's about your success. Nonetheless, I deliberately refrained fromTricks” or unfair negotiation methods – and there are quite a few of them.
However, I think that who objectively and fairly negotiates, in the long run has more of it than the one who seeks to achieve his advantage through feints and deceitful maneuvers. Below you will learn how to proceed in a negotiation.
Make it a principle not to negotiate without first considering the following points:
Make for a pleasant conversation atmosphere. Usually, negotiations do not start immediately with the actual topic - before that is the small talk.
Through some personal words (so-called “icebreakers”), try to positive establish rapport with your interlocutors; However, don't stay in the conversational tone for too long.
Before the actual negotiation begins, you should name the framework data.
Briefly explain the planned Agenda, forms You that Objective of the negotiation and say how much time you have for that Conversation have foreseen.
Now the actual transaction begins. In order to make progress quickly and to achieve concrete results, please note the following:
If you are suitable, you should draw a conclusion. Repeat all the important points that you have agreed with each other in order to dispel any remaining misunderstandings.
Clarify the next specific steps and determine responsible persons and deadlines.
Inform all affected colleagues and Employees in your institute/Companys about the results. Implement agreements as soon as possible and analyze how the negotiation went from your point of view.
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Prof. Dr. Martin-Niels Däfler teaches at the University of Economics and Management (FOM) in Frankfurt am Main. Dafler, born in 1969, studied business administration and has been working as an independent communications and marketing consultant and trainer ever since - his clients include both large and medium-sized companies as well as numerous associations and academies. Since the beginning of 2010 he has been a lecturer at the University of Economics and Management (FOM) in Frankfurt am Main. His publications include “The career driver's license - tips for success for everyone who starts working”. All texts from Professor Dr. Martin-Niels Däfler.
Remain objective and fair, that I do not laugh! In which dream world do you live !?
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