Négociation : 10 techniques d'Expert et leurs parades (source: Harvard, FBI, GIGN)

Negotiation is everywhere. This video will help you negotiate better. 📌 All our frameworks, PDFs, and AI tools for B2B sales (free access): https://bit.ly/3M4BPSd 📈 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 say "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 to sell a product, get a better salary, convince a client, or forge 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 Technique 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 anchoring attempt, it is crucial to immediately counter by proposing an alternative offer, unrelated to the initial price. Also, ask your counterpart why they are proposing such a price and what concessions they are willing to make in return. 3. Forced Empathy or Shifting Responsibility This negotiation technique involves reversing roles by asking the other party what they would do in your place. For example, a prospect might ask, "What would you do if you were in my position?" Counter: Turn the question back on your counterpart. If a buyer asks for a discount, respond, "What can I do to justify my current price and convince you that this offer is fair?" This forces the person to think about the value of your offer rather than its cost. 4. Managing Threats and "Take It or Leave It" 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 on a daily basis? These negotiation techniques are used in both B2B sales 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 honed through practice and experience. Go further in business negotiation If you want to refine your business negotiation techniques, join my newsletter where I share exclusive tips on sales and negotiation. Are you a company looking for business negotiation training? I support teams in optimizing 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