Negotiation techniques used by Polish negotiators
There is no negotiating profession in Poland. Negotiations are usually conducted by salespeople and company representatives who have completed courses in interpersonal and non-verbal communication, have the gift of persuasion and are able to apply it in practice. Psychologists often participate in the interviews, and they are able to review the behavior of the other person and find out about their intentions. Some negotiators are self-taught, using negotiation techniques precisely described in literature or on the Internet. Which of the well-known tactics are used by Polish negotiators? Read the article and you will find out how our entrepreneurs bargain.
Negotiation techniques and the Russian front
The Russian front is a win - lose negotiation technique. The negotiator makes two proposals, one of which is very unfavorable and the other seems acceptable. The contractor must choose between two options. Of course, he will choose the one that will be a bit more affordable for him. However, it should be noted that both proposals are not very attractive and will not be related to satisfying the needs of the other party.
The name of this negotiating technique used by Polish negotiators refers to the Second World War. Apparently, when one of the commander-in-chief of the Wehrmacht forces was wondering where to send his soldiers, he heard a plea from one of them: General, we can go to any front, but not to Russia.
How to defend yourself against the Russian front? Propose your solution, pointing to the benefits that will be gained by each party. You cannot agree to conditions that will prevent us from achieving our goal.In such a situation, it is better to stop the negotiations.
Negotiation technique - smoked herring
Polish negotiators also use the negotiation techniques called smoked herring. It consists in presenting a request that is absurd and even impossible for the other party to fulfill. By insisting on an unrealistic proposal, the partner threatens to break off the talks if his conditions are not met. Ultimately, he agrees to give up his expectations in exchange for concessions made by the contractor.
The negotiator never cared about smoked herring - it was only a bargaining chip that made it possible to obtain a certain concession. It is a negotiating technique through which only one party benefits. The other one loses something, gaining nothing in return.
Pay attention to unrealistic suggestions. Ask why your partner cares about the proverbial smoked herring. If your partner's arguments do not appeal to you, suggest that their offer is a distraction. Check how the negotiator will react to your words.
The Award Negotiation Technique in Paradise
Never agree to promises that are not confirmed by reality. Polish negotiators are very eager to use the award negotiation technique in paradise. This tactic involves presenting the benefits that will be obtained in exchange for a few concessions. Importantly, you agree to fulfill your partner's demands now, and he may live up to his promises in the undefined future.
Always require that all arrangements be included in the contract. If the partner guarantees you that you will get a discount in the near future, ask them to specify the date on which the reduction will take place. Record the date in the contract. If the other party fails to comply with the terms of the contract, you will be able to pursue your claims in court.
Negotiation techniques and ingratiation
Ingratiation is a negotiation technique based on gaining the opponent's favor. Often, as part of this tactic, manipulation of one's own image is used, pointing to similar interests that connect us with a partner, sharing his opinion on a given matter, complimenting and appreciating his merits. Winning the sympathy of the other party makes them more willing to make concessions and susceptible to our influence.
If the opponent is nice to you, keep your distance. You don't know whether he uses ingratiation or addresses everyone in a similar way. Analyze the content of his speech. Be careful what he says and focus above all on the suggestions he presents to you. Use common sense to judge them. Before you agree to anything, think twice about whether this offer is beneficial for you.