Négociation : 10 techniques d'Expert et leurs parades (source: Harvard, FBI, GIGN)
Katana - Quentin Despas
483,061 views
Negotiation is everywhere. This video will help you negotiate better.
📌 Improve your sales skills by reading my newsletter: https://bit.ly/4xlb4KK
📈 Corporate sales training: https://bit.ly/3NRg74L
🧭 Individual training: https://bit.ly/4r1acJ3
Negotiation is a key element of any transaction, whether commercial or personal. Knowing how to negotiate allows you to obtain better terms, maximize your profits, and maintain a balanced relationship with the other party. This video presents 10 sales negotiation techniques used by top sellers and buyers, as well as essential countermeasures. People tell you "don't look for compromise," but it's not that simple.
Why mastering negotiation is essential
Sales negotiation isn't just about selling. It plays a role in all aspects of life. Whether it's selling a product, getting a better salary, convincing a client, or forging a partnership, knowing how to negotiate is a fundamental asset. I wish the title had been: How to Get What You Want Every Time is almost the subject of this video, but that wouldn't be accurate.
The 10 Sales Negotiation Techniques and Their Counters
1. The Limited Budget Technique
This negotiation technique is used by buyers to impose a strict budget framework and encourage the seller to lower their price. When a prospect claims they don't have the budget for the offer, it's crucial not to give in immediately.
Counter: Rather than lowering your price, ask them precisely what their budget is so you can adjust your offer. Another alternative is to ask them what they would be willing to cut from the offer to stay within their budget. This approach allows you to reposition the negotiation without sacrificing the perceived value of your solution.
2. Anchoring and the Ackerman Model
Anchoring is a negotiation technique that involves proposing a very high or very low initial price to influence the other party's perception. The Ackerman model, on the other hand, relies on gradual and calculated concessions to reach an agreement.
Counter: When faced with an attempt to anchor the price, it is crucial to immediately counter by proposing an alternative offer, disconnected from the initial price quoted. Also, ask your counterpart why they are proposing such a price and what concessions they are willing to make in exchange.
3. Forced Empathy or Shifting Responsibility
This negotiation technique involves reversing roles by asking the other party what they would do in your position. For example, a prospect might ask, "What would you do if you were in my shoes?"
Counter: Turn the question back on your counterpart. If a buyer asks you for a discount, respond, "And what can I do to justify my current price and convince you that this offer is fair?" This forces the person to consider the value of your offer rather than its cost.
4. Managing Threats and the "Take It or Leave It" Approach
Some negotiators use the threat of an ultimatum to put pressure on their counterpart. "This is our final offer, take it or leave it" is a phrase often used to force a quick decision.
Counter: Rather than giving in to the pressure, ignore the threat and refocus the discussion on value. Calmly ask, "Is it really impossible to find a compromise?" Often, once the threat is ignored, the other party returns to a more rational discussion.
How to Use These Business Negotiation Techniques in Everyday Life?
These negotiation techniques are used in both B2B and everyday life. A good negotiator knows how to adapt their strategy to their counterpart and the stakes involved.
Practical Tip: Choose one negotiation technique from these ten and apply it in your next business discussion. Negotiation is a skill that is developed through practice and experience.
Take Your Sales Negotiation Skills to the Next Level
If you want to refine your sales negotiation techniques, join my newsletter where I share exclusive tips on sales and negotiation.
Are you a company looking for sales negotiation training? I help teams optimize their negotiation strategy.
Subscribe so you don't miss any new videos on negotiation.
00:00 - Introduction
01:20 - First Negotiation Technique
03:26 - The FBI Negotiation Method
08:33 - The Negotiation Everyone Uses
12:07 - Forced Empathy in Negotiation (Harvard)
14:11 - Negotiating Against an Imaginary Rival
16:14 - The Imaginary in Negotiation
17:45 - The Threat
20:34 - The Scrappy Buyer
22:09 - One-Way Streets
25:13 - It Works Every Time
20 Comments
Grosse demande = abonnement
Petite demande qui obtiendra sûrement une réponse = Liker la vidéo.
Malin, j'ai liké
Négociation : 10 techniques d'Expert et leurs parades (source: Harvard, FBI, GIGN)
Katana - Quentin Despas
483,061 views
Negotiation is everywhere. This video will help you negotiate better.
📌 Improve your sales skills by reading my newsletter: https://bit.ly/4xlb4KK
📈 Corporate sales training: https://bit.ly/3NRg74L
🧭 Individual training: https://bit.ly/4r1acJ3
Negotiation is a key element of any transaction, whether commercial or personal. Knowing how to negotiate allows you to obtain better terms, maximize your profits, and maintain a balanced relationship with the other party. This video presents 10 sales negotiation techniques used by top sellers and buyers, as well as essential countermeasures. People tell you "don't look for compromise," but it's not that simple.
Why mastering negotiation is essential
Sales negotiation isn't just about selling. It plays a role in all aspects of life. Whether it's selling a product, getting a better salary, convincing a client, or forging a partnership, knowing how to negotiate is a fundamental asset. I wish the title had been: How to Get What You Want Every Time is almost the subject of this video, but that wouldn't be accurate.
The 10 Sales Negotiation Techniques and Their Counters
1. The Limited Budget Technique
This negotiation technique is used by buyers to impose a strict budget framework and encourage the seller to lower their price. When a prospect claims they don't have the budget for the offer, it's crucial not to give in immediately.
Counter: Rather than lowering your price, ask them precisely what their budget is so you can adjust your offer. Another alternative is to ask them what they would be willing to cut from the offer to stay within their budget. This approach allows you to reposition the negotiation without sacrificing the perceived value of your solution.
2. Anchoring and the Ackerman Model
Anchoring is a negotiation technique that involves proposing a very high or very low initial price to influence the other party's perception. The Ackerman model, on the other hand, relies on gradual and calculated concessions to reach an agreement.
Counter: When faced with an attempt to anchor the price, it is crucial to immediately counter by proposing an alternative offer, disconnected from the initial price quoted. Also, ask your counterpart why they are proposing such a price and what concessions they are willing to make in exchange.
3. Forced Empathy or Shifting Responsibility
This negotiation technique involves reversing roles by asking the other party what they would do in your position. For example, a prospect might ask, "What would you do if you were in my shoes?"
Counter: Turn the question back on your counterpart. If a buyer asks you for a discount, respond, "And what can I do to justify my current price and convince you that this offer is fair?" This forces the person to consider the value of your offer rather than its cost.
4. Managing Threats and the "Take It or Leave It" Approach
Some negotiators use the threat of an ultimatum to put pressure on their counterpart. "This is our final offer, take it or leave it" is a phrase often used to force a quick decision.
Counter: Rather than giving in to the pressure, ignore the threat and refocus the discussion on value. Calmly ask, "Is it really impossible to find a compromise?" Often, once the threat is ignored, the other party returns to a more rational discussion.
How to Use These Business Negotiation Techniques in Everyday Life?
These negotiation techniques are used in both B2B and everyday life. A good negotiator knows how to adapt their strategy to their counterpart and the stakes involved.
Practical Tip: Choose one negotiation technique from these ten and apply it in your next business discussion. Negotiation is a skill that is developed through practice and experience.
Take Your Sales Negotiation Skills to the Next Level
If you want to refine your sales negotiation techniques, join my newsletter where I share exclusive tips on sales and negotiation.
Are you a company looking for sales negotiation training? I help teams optimize their negotiation strategy.
Subscribe so you don't miss any new videos on negotiation.
00:00 - Introduction
01:20 - First Negotiation Technique
03:26 - The FBI Negotiation Method
08:33 - The Negotiation Everyone Uses
12:07 - Forced Empathy in Negotiation (Harvard)
14:11 - Negotiating Against an Imaginary Rival
16:14 - The Imaginary in Negotiation
17:45 - The Threat
20:34 - The Scrappy Buyer
22:09 - One-Way Streets
25:13 - It Works Every Time
📈 Formation commerciale en entreprise : https://bit.ly/3NRg74L
🧭 Formation individuelle : https://bit.ly/4r1acJ3