The 5 best books on tactical negotiation: creating win-win situations {reading tip}

Win-win in negotiations and sales talks does not always work - and what then? Then there are a number of very useful books.

Point victory in the struggle with the customer

For example the guide "In 12 rounds to success" by Lothar Stempfle and Ricarda Zartmann. The two approach the subject very differently. You see clear parallels to boxing. But their approach is not wild bashing: They show much more how to use the techniques and Regulate from sports successfully applied to bargaining and selling.

Have you as Seller evenings also feel with your customers having completed a tough struggle? Don't worry, Lothar Stempfle and Ricarda Zartmann understand you. In their joint book "In 12 rounds to success", the two authors show the hidden and obvious parallels between boxing matches and sales talks and get you in shape for your next "gong" with the customer.

Before the ring into the training camp

Sellers fight with arguments, rhetorical ones Tricks and empathy instead of fists. Condition, Technology and tactical understanding, but they need it just like Klitschko and Co. That's why the guide first sends them to a ten-stage training camp:

self-confidence build up the opponent studieren, Power and explore weaknesses Stress use it positively for your concern - you can learn that, as the authors plausibly explain with exercises and excursions into the world of sports.

With empathy and determination

combative Appear – that is the core message – is definitely an advantage. When paired with empathy. The authors give the ideal of a harmonious win-win situation a klare Cancellation.

Anyone who, as a PPV (provocative problem-solving seller), “uses targeted attacks to draw customers to their problems and, of course, theirs Solutions point out,” gets to the point quicker – and straight to victory after 12 rounds of fighting. Instructions for doing this are in the book.

Discounts for your success (advertising)!

Conclusion: A successful guide that shows even experienced salespeople how to combine empathy with determination confident to appear at the customer.

Forget win-win

And the next book - by Best of HR - Berufebilder.de® author Kurt-Georg Scheible. The title is “Negotiating in order to win” - and as the title already shows, Kurt-Georg Schaible is not a fan of win-win negotiations.

And at the latest when you are confronted with a negotiating partner who is not interested in the best possible results for both sides, it pays off if you have also prepared for such situations. The author shows how this works in “Negotiating in order to win”.

Negotiation success is not a matter of luck

Kurt-Georg Scheible is also not a fan of the much-touted “win-win situations” in negotiations, because ultimately one of the partners (almost) always makes a lazy compromise when it comes to a deal.

That's why he advises: Try to get your point of view before the Conversation to clearly define, to consistently pursue your interests in the negotiation and then to learn from failures and successes for the next round.

Negotiate on the same level

negotiate on eye level and it goes without saying. Nevertheless, you can gain advantages if you are optimally prepared. Playing them off is by no means shameful.

Kurt-Georg Scheible has designed a 10-station training program that covers all phases of Business-Negotiations includes: From briefing to analysis and research to Objective, the training, Coaching and the simulation up to the live situation and the follow-up.

10 stations for promising negotiations

That the author spends much of his training on the Preparation relocated, for good reason. your attitude and your experience decide crucial to how the conversation ends.

His tip: Find out extensive information beforehand - not just about the information that your counterpart voluntarily gives you. Maybe know in yours Companys someone?

It depends on attitude and experience

"Through their own contacts in the foreign company, our drivers regularly provided me with information that the company would never have given me." Curb your excitement even when you're ready to buy. Otherwise they take important room for maneuver.

But most importantly: “Always plan Alternatives if your offer is not accepted”. If a price reduction is unexpectedly not accepted, this is by no means an immediate end to negotiations. There may be additional services that would otherwise have to be paid for expensively. An extension of the warranty, for example.

Each “No” is the starting signal for a new round

Good salespeople learn to think of such alternatives when they get into the "bargaining" andNo” to use as a starting point for a new round: because even a “state of limbo can definitely be desirable.”

Or check off the “no” and for them Future save. That's what the book is about: Use the sum of experiences to prepare ideally for the next round.

"Negotiate to Win" offers clever ones Strategies for opening, middle and endgame in negotiation chess between partners at eye level. Not only in business – the book also has many practical tips for consumers.”

Souffleur for the negotiation talk

Once again lost out in a verbal exchange of blows because you didn't have the right answer ready or even lost your composure? The book “Hear! Rede! wins!” from Ulrike Manhart will be happy to help.

It does not matter if in the customer talk or in the salary poker at the Executive: Often you would like to have an invisible advisor by your side - with 10 tips for being safe Communication.

Anyone who has not had the right answer more than once in an important negotiation or has lost his composure through a verbal exchange and therefore has lost the short straw, wishes for the future a prompter who preforms the appropriate counterattack or with the right words and gestures appeased - if necessary.

Rhetorical and emotional tricks

The book “Listen! Speech! Victories! ” by Ulrike Manhart is happy to help. Manhart knows the rhetorical and emotional challenges of salespeople and buyers, employees and colleagues who want to maintain their position or gain an advantage in a dialogue.

The book is dedicated to you. Manhart presents “techniques and tactics” that you can use to arm yourself for the next negotiation fight. As well as psychological as well as argumentative.

Manipulating and seducing

As an example, the author plays through typical negotiation situations, which usually generate stress. The interlocutor does not jump on, apparently has the better arguments on his side or comes unexpectedly with personal insults.

Manhart shows you how to parry. sovereign in words and gestures, mostly with wit and esprit. To do this, she reveals manipulation techniques that will help you to get the partner on your side.

Rhetorical tricks for success

For example, to enter with high (unrealistic) demands in order to then focus on your originally targeted Objective to be “bargained down” (“distributive negotiation”).

Or to sprinkle rhetorical questions in a targeted manner, to direct the assessment of an issue to your perspective (“meaning reframing”). Everything was great.

What you should skip better

Just skip the chapter ” How to deal with meanness” please. The recommended tit-for-tat: “Only you see it that way. This is yours Problem” could backfire – especially when talking to your own boss.

Conclusion: All in all, the book “Hear! Speech! Victories! " a whole range of effective instruments to quickly transform battles at the conference table that were believed to be lost into glamorous victories. Not a course for beginners - but a useful add-on. "

Do not score, but win!

Win-win is nice, but if you're not careful, fast to Win Loose. A great negotiation book for the tough cases (in which it comes down to for yourself or them Company getting the most out of it) has now been written by Jack Nasher.

No more soft-spoken, "I'm OK, you're OK" negotiating style. You may collect sympathy points with it, but no real success in the tough struggle for the best possible salary, the price for the used car or the top conditions for the upcoming loan.

For that, you need (besides human knowledge) a considerable portion of finesse and the willingness to also bluff to strengthen your position.

They still have an ace in their sleeves

In his first-class evil book “Deal”, business psychologist Jack Nasher reveals the best tricks for successful negotiations. Clearly, it's all about pulling the other (sometimes more, sometimes less) over the table.

With small psychological weapons and the one ace you casually pull out of your sleeve just before demolition. "The Art of negotiation is how to quickly grab the right key from a large bunch of keys”.

Playing games at the table

It is not unfair. Because you can assume that your negotiating partner does not enter the (inter) purchase talk unprepared or defenseless. Not at the bank switch, especially at the conference table and not even at the Fehmschen on the flea market.

Nasher equips both sides - the seller and the buyer - equally professionally for the next “big deal”. It's always about power. Those who skillfully play them out have an advantage.

The starting position naturally plays a role. “The one who is asked is in a weaker position”. But during the negotiation, you can shuffle the cards: "Never show special interest in an option!".

Dreist is horny!

Some of the (sometimes ironically exaggerated) principles are just cheeky and clever: "If you want to rent out an apartment, invite friends and acquaintances to fill the rooms.", others profound and sustained like the BATNA model.

This stands for “Best Alternative to a Negotiated Agreement” and means the best alternative that is available to you for the current offer. Above all (but not only) advantageous for salary negotiations in the new job, if you can always see how much you are actually losing if you switch to stubborn.

"Deal" is great. Surprising, funny and full of utility. It doesn't matter whether you are a sales representative or shoe polish merchandise, want to get more salary from the boss or need a new car: Buy this book! the little one Investment of almost 20 euros will pay for itself very quickly. Maybe at the next flea market visit.”

With intelligent pricing, more sales and more profit

Another super exciting book is this one on the subject of pricing, which not only helps salespeople, but also promotes a career Background for everyone who offers something to merchandise to have.

Kai-Markus Müller has dealt intensively with the topic, knows all the important studies and introduces everyone who has something to sell into the pitfalls of perception. And always relates the results to the topic of pricing.

Exploratory journey through the knowledge of the neuroeconomy

A true voyage of discovery for all those who have not yet dealt with the findings of behavioral and neuroeconomics or have only dealt with them marginally. Mueller delivers Basics and builds solid expert knowledge on it.

It quickly becomes clear that it is not a matter of reducing prices in order to remain competitive. Rather, it is important to evaluate and increase the willingness to pay and to buy.

How a farmer gets a higher income through a single extra line on the menu

A particularly illuminating example in the book “NeuroPricing”: How can an innkeeper increase his sales simply through “Pricing” without increasing the prices? By adding a very expensive dish (in the example the “New York Steak”) to his menu.

That does not have to be ordered. But it will have the effect of ordering the hitherto most expensive dish more frequently - because it now seems cheaper.

Scientific findings

Good on the book of Kai-Markus Müller is the high number of epistemological scientific facts, which he translates absolutely intelligibly.

Not so difficult, this task, because behavioral economics is an exciting field that presents many everyday decisions in a different light. And Müller knows how to turn this knowledge into action manuals.

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