How can a salesperson get out of a rational direction?

Closing day. Part of the terms of the contract is that the seller leaves $25,000 in an escrow account to cover obligations that may appear after closing the deal.

The seller - a woman, when she saw this commitment, shouted: “I need this money. I need to send my children to camp,” and she even shed a tear.

As a result, Alex I., the buyer (his real name was changed to preserve the confidentiality of the client) allowed her to keep these funds. After withdrawing them from the escrow account, she disappeared, never to be seen again. It should be said that this rarely happens for the seller to abscond with escrow funds.

When Alex took over, he started receiving calls from outraged customers who said: "You received an advance payment and you are not doing anything."

Alex discovered that woman had lied when drawing up the closing statement and concealed the presence of advances from customers for several tens of thousands of dollars so she could take these funds with her.

If Alex behaved rationally and had not felt pity for the seller, he would have at least retained the $25,000 to cover obligations.

There are 3 main schools of negotiation.

  1. Rational. A person says something and explains it with rational sentences that are built according to the laws of logic.
  2. Aggressive, when a person tries to improve his bargaining position using tactics that unbalance the opposite side. These people cannot reasonably assess either the actions of or control the actions of others. As a result, they often do wrong things that only harm their position. How to improve your negotiating position without the use of manipulation, read our article.
  3. Manipulative behavior. Often in such cases lies, intimidation, pressure via eliciting pity, and the creation of a sense of guilt are used. This woman, who shamelessly robbed the buyer, showed almost all of the above. Learn about common manipulative phrases here.

The difference between aggressive and manipulative tactics is that aggressive ones are open. When using them, a person doesn`t try to hide what they are doing, clearly showing that he wants to pull the blanket over himself. Manipulations are not visible, but they affect the feelings of people. Therefore, they are the most insidious.

To create a basic protective layer for yourself, you should take our class on communication techniques.

What is important to know:

Какая манера переговоров самая коварная 3

  • Negotiations are rarely conducted only in a rational manner.
  • If you miss the moment when manipulative and aggressive tactics begin to work on you, then you can agree to conditions that you would never normally agree to. Moreover, these conditions may turn out to be worse than if you simply did nothing and exited the trade.
  • Negotiating is the key to a good deal. It is important to find a good business to purchase, conduct a quality audit and close the deal. Each of the stages contains a negotiating component. The ability to negotiate and to defend against these tactics is a skill that must be mastered at least at a basic level.

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