NLP Negotiation Using the 2nd Perceptual Position

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This article is a transcript of the following video:

This video is about how you prepare yourself for negotiation, an especially important thing when you’re traveling in Bali. You need to negotiate all the time.

So this is what you do. An important piece here includes the perceptual positions of NLP, but I’ll explain it in a way that even those who have never learned NLP can understand. A negotiation usually has two or more parties. What you need to do is step into the shoes of one of these parties first. You start listing what specifically they are after, what is the minimum condition that they must have met, where they may be willing to drop some of their needs, what they are ultimately after.

Even though you could say, for instance, an employee is after a raise, what they’re really after is to maintain their job and being appreciated, let’s say. If you step into the shoes of the employer, then you start noticing that the employer wants to keep the business alive, wants to be able to project themselves into the future, and might not even be able to raise all these wages. What the employer is after is a strong company by which they can make more profit, assuming that the profits are not spent by the CEO for personal gain. It’s important to understand that the employees want to have a job and the employer wants to be able to keep the company alive. You place yourself in the shoes of each of those parties; what are the specifics they are after? Then you need to find out where the two of them have common ground, and prepare the conversation that they need to be brought together, if that makes sense. Good luck.

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