People in todays world are so caught up in making money and being on
top. They will do anything in their power to persuade other's into something
that they are not comfortable doing, or taking advantage of what they don't
know and using that to their advantage. Now in certain situation the opponent
that does know enough may have the upper hand. With that all being said, took
the time to interview a role model of mine by the name of Vladimir Colon. He
was able to take the time to explain to me the different techniques in
negotiating, how to separate the problem when negotiating, and then explain to
me when is there a mutual benefit between him and his clients. He first stated
that it is important that both parties "understand the education of the
service or what the deal is." Therefore you can eliminate the
"problem" from the beginning of the negotiation. Vladimir was also
able to explain to me that there should not ever be a "problem" in a
negotiation. He does not believe in having problems during a negotiation
because he would not allow it to get that far. However, if there every is a
problem between you and your opponent, you asked them politely, what is it that
may bet troubling them. Maybe the price is to high, or they feel as if they’re
not sure. He said that one technique he uses is, to tell his side of the offer,
and then pause. He goes into further detail and says that, by keeping your
mouth closed after you give your offer, it gives the other person time to think
and ponder on what he or she will do next. If you are quick to react, you may
have just lost out on a deal that may have gone your way. The best thing to do
is to keep quiet, and then speak when spoken to! Vladimir later goes into
greater detail about presentation and how that can play a huge role in a
negotiation. He was able to give the example of how if he pulled up in a nice
car, and greeted everyone in the building, and they responded in a very upbeat
type of mentality, it can for sure go his way during the deal. But then he gave
the example of how, if an average guy was to walk in and it's raining out, and
he is all wet and looks nerves, that still does not make a difference on how
the well the other person is dressed. His opponent may very well know something
more than what the guy with the nice car may know. After he was able to explain
that to me, he also went into detail about reading body language through the
phone. Vladimir took the time to tell me that, he can tell how the person is
sitting, breathing, listening, talking, or reacting to his questions. He
usually asks a few questions, just to get a better feel of whom he is talking
to. Such as, where you from, what are you trying to do with your life, how was
your day. Basically trying to lighten up the mode. I clearly took the time to
listen to everything he had to say. Reason being, I to will use these
techniques to help eliminate any "problems" or issues. The very last
thing we discussed during our interview was how do you explain "mutual
benefits" between you and your client. He simply said, that in his company
its important for him to work more then what he is getting paid for. Building a
relationship with your client is more important, because he rather see his
clients come out on top, and then look back and feel good about what he
accomplished.
