The Ultimate Negotiator LEVEL 3 – Deception Detection
What you’ll learn
- Learn how to use physical tells or manipulators to evaluate the veracity of their proposals
- Identify verbal slips which provide insights into their true objectives
- Observe emblematic slips revealing their true reactions to your proposals and questions
- Utilize micro expressions to uncover their hidden emotions
An introduction to Hard Bargaining Part 3 of 3. Hard Bargaining consists of one-off transactional deals that focus primarily on price. There is no consideration for relationships. Typical deals include buying a car, buying a house, farmers market, buying a company, closeout purchases, disposal of assets or inventory
Learn how to:
Utilize simple behavioral techniques to get the TRUTH
Identify unconscious tells and manipulations
Listen for specific cues and verbal slips
Learn to recognize subtle emblematic slips
Observe specific micro expressions and reactions to your questions and proposals
External Characteristics: When there are several alternatives. Deals become more
complex; however, price is still the main consideration. This type of transaction is
generally a one–off, however, subsequent transactions can be associated with the
deal terms. Subsequent deals with the other party will be influenced by the
outcomes achieved as precedents start to form. The focus of a hard bargaining
negotiation is primarily short-term, generally no longer than a one year horizon.
Strategy: Maximizing value during Hard Bargaining is primarily TAKE and PROTECT.
Power comes from your ability to say “No”. Deadlines and time pressure are often
utilized to escalate pressure as an attempt to force the issue. The perception of
power can swing either way. The following skills are used as described.
Who this course is for:
- Anyone who wants to become THE ULTIMATE NEGOTIATOR
