WE SPEAK PLAINLY
We speak openly and we train and act in accordance with what is in reality necessary in order to win.
If you negotiate, you have adversaries.
It is the same in sport, where people speak not of the partnership of teams, but rather of opponents – then after the game they shake hands. It is essential to be aware of this. Professional negotiators look only objectively at the content of the negotiation, and focus themselves on this.
If you negotiate, you must aim to win.
Generally speaking, somebody who always wants to win is regarded as ruthless, arrogant and unscrupulous. Professional negotiators, on the other hand, win through emotional self-control, friendliness, charm, respect and tactical empathy.
If you negotiate, you want something from your adversary.
The actual definition of manipulation is: ‘to influence something or somebody in order to direct the person in a particular direction.’ That is what any negotiator wants – to direct the other in their own direction! To do this one must proceed with psychological intelligence and strategy.
If you put your cards on the table, you lose the game.
A professional negotiator does precisely the opposite..