Common manipulation

The second most common manipulation is the creation of feelings of guilt. It might look something like this:

"My business is worth much more. How dare you offer such bad terms?"

“You don’t understand anything. You say such nonsense!”

“I need this money. Do you want to leave my children without a home? "

“You just want to rob me insolently! What will I live on after the sale of the business?”

Even people who are professionals in the field of negotiation do not immediately grasp when such tactics are used on them. This guilt ploy leads to irrational reactions. If a person reacts irrationally and softens his bargaining position, he may find himself in a situation where the conditions to which he agreed are more destructive than simply rejecting the deal.

You can learn more about negotiation tactics from our class.

It will also be useful to read our article "How to behave when the opposite side refuses to give in?"

Therefore, it is necessary to learn how to identify these manipulative techniques.

You can only learn these techniques by looking at them in your own life. Every time you watch a movie, you should have a notebook next to you to write out all the manipulative tactics you observe. Some films contain so many examples of this that it becomes an excellent training aid.

Several films to help you practice:

  • Intolerable Cruelty
  • Rainmaker

The first thing is to learn how to drive all life situations through analysis to determine if there is any manipulation in them, and what kind. It will take several weeks when you peek into your notebook. When this understanding and analysis goes to the level of unconscious competence, your defenses will be impenetrable. Once you see that you are being manipulated, you cannot be taken out of the rational state.

Find out which negotiation style is the most insidious in our article.

The main thing to remember is:

Москва слезам не верит 3

  • To rationally negotiate and not fall into a trap that is inexplicable from the point of view of logic, you need to control your emotions. To do this, you need to learn to recognize manipulative tactics.
  • When you feel that you have fallen into a state of excitement that prevents you from thinking logically, you need to stop until you understand the reason for this state.
  • Learning about manipulation and aggressive tactics in theory is not enough for successful negotiations. It is necessary to train intensively in real world practice for several months. When you begin to recognize these tactics in an environment where they are plentiful, then you can successfully negotiate.

 Find out how to improve your negotiating position here.

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