June 04, 2024

How to Change Minds Like a Master Negotiator?

Have you ever struggled to understand how a master negotiator uses new information to change people’s minds?

What do they know that you don’t?

We’ve heard that information is key but do you know what type of information to get and when to use it?
They also understand all efforts in persuasion is the application of some force against a given position.
( lawyers do this very well)

Picture this you have a client who won’t make a decision even though the decision is correct for him.

You’re probably struggling to get them to change their mind and at least consider the new information you have, which may cause him to reconsider.

The result?
- Wasted time
- Low emotional connection
- Fee pressure
- Slow decision
- Missed opportunities

What a frustrating time for all parties

So one of my clients who went through our sales psychology workshop understood the three types of information and when to use them in the negotiation.

There are three forms of new information:
1.Substantive information...New facts
2.Reframed information...different perspective on existing facts
3.Psychological information...enhancing emotional appeal

Everything is neutral until you label it as good or bad. That’s the power of a reframe, we’re changing the meaning of the information.
Responding positively to negative statements can motivate a change in a position.
Here’s a simple example
“I feel like a failure”
My response
“I know you feel like a failure, yet isn’t failure the key to success?
(this is from our training on Reframing Arguments)

Psychological information can be best used and applied to generate psychological yearning by the client. This is done by connecting to their values and beliefs. If you don’t know them, don’t use this process.

This is one of the reasons why as a negotiator or salesperson you must understand your own values and beliefs and the role they play in your decision making.
(our training on the psychology of person performance and goal attainment)

The key is to do it artistically by identifying new Substantive information and Reframing existing information and by making your proposal Psychologically appealing.

In our training on the Psychology of Selling you’ll learn how to:
1.Present substantive information at the right time
2.Reframe how new information should be perceived
3.Utilise psychological methods to connect information emotionally to the clients values and beliefs