There are psychological pressure schemes, when the lack of education of the other side is used, and the opponent fights on the spot with an abundance of graphs and incomprehensible terms. As a rule, he is embarrassed to clarify incomprehensible points, and is forced to trust what he is told.

The most experienced negotiators even use some schemes of hypnotic influence, when in front of the interlocutor they begin to unobtrusively twist a pen (preferably with shiny elements), bringing him to a kind of trance. Changing the timbre of a voice works in the same way. The transitions from high to low timbre make the interlocutor turn off the ability to analyze and critically assess the situation.

By the way, psychologists, who are faced with the task of providing the patient with psychological comfort, often start the conversation quite harshly, which discourages the visitor who has come for help and is waiting for compassion. It also allows you to set your own rules of the game, and not be led by the whining and complaints of the patient. And then the psychologist drastically change tactics and begins to show sympathy. This method works almost always, and makes the patient feel confident, because We feel the greatest gratitude towards people who at first took a point of view opposite to ours, and then began to play on our side. This method can be used in tough business negotiations, starting them quite aggressively, and then demonstrating respect for the opponent's point of view, even agreeing on something, and suggesting to find the best way for the two parties to solve the problem. This is usually the most effective tactic because the other side becomes more compliant due to the fact that they still reckon with it, and rushes to take advantage of the situation as long as the opponent is loyal to it.

How to handle tough negotiations.

If you feel that the other person intends to be in a tough conversation, use the following tips:

Try to be as open as possible and immediately state your position. This can lead to the interlocutor doing the same. Quite often, business negotiations take place between the seller and the buyer. The task of one is to buy cheaper and pay better after delivery of the goods, the task of the other is to sell at a higher price and get money in advance. In this case, the seller should honestly announce the minimum price with a minimum delay and the maximum discount when purchasing goods without a payment delay. The buyer sees how much the amounts differ and chooses the cheaper option. This tactic also allows you to immediately remove all questions about the bargaining, tk. all the minimums under various conditions are named by you.

If the format of the negotiations allows you to communicate on abstract topics, use this opportunity. Common interests and problems bring people closer together. One of my acquaintances quite successfully used the trick with football: he always found a way to check how a person treats him and, if positively, the debate ended after midnight.

Rules of tough negotiations

A lot depends on the ability of men to negotiate: the level of salary, relationships with bosses and colleagues, career advancement, professional growth, the level of family well-being, comfortable working and living conditions. Somewhere they need to be loyal, somewhere they need to be demanding. How can you do it better?

Negotiation strategy

Step one of a negotiation strategy. Be clear about the goals of the negotiations, dividing them into three groups: promising (which you ideally strive to achieve), probable (not so achievable on the first try, but preferable) and obligatory (which should be achieved anyway). Also prepare for yourself the formulaic responses to possible objections.

Step two of the negotiation strategy. Be loyal ... to your advantage. This means that you must follow the strategy: "If you agree to condition A, then I agree to condition B." Thus, both sides will take a compromise path. And the final agreement will be accepted by the method of "concessions" by each of the negotiators. As a result, everyone wins.

Step three of the negotiation strategy. At the time of the completion of the negotiations, be sure to aloud summarize the results on all the points on which an agreement was reached. This will once again help to avoid disagreements and misunderstandings. Written confirmation also worked well. In any case, this is exactly what far-sighted and business people do.

Negotiation rules

Every little thing can be important in a negotiation.... Without going into deep details, then, on the advice of experts in the industry, it is worth focusing on the ten most important rules that affect the outcome of negotiations.

1) Money - which of the opponents will receive or lose how much as a result of negotiations (the principle of material return and advantageous situation).

2) Time - the duration of negotiations, based on the importance of the subject of discussion (who is willing to invest how much of their own time; employment and freedom of opponents).

3) Knowledge and possession of information - individual knowledge, the level of professional training and, as a consequence, the "value" of the subject of discussion.

4) A very clear idea of ​​the goal - what you want to achieve from the negotiations and its clear formulation.

5) Exact knowledge of the limit of one's permissibility and the boundaries of possibilities - this also includes the ability to get out of any unforeseen situation, flexibility of mind, loyalty to the opponent, resourcefulness.

6) The degree of awareness of the opposite side - to know its intentions and ultimate goals, strengths and weaknesses. If there are several opponents, then information about the difference in their views is also important.

7) Planning and development of the line of their behavior in the course of negotiations.

8) At the time of the conversation, do not deny everything and everyone: agree with trifles and insignificant details, showing firmness of position only in matters that are important to you.

9) Do not wonder whether you will emerge victorious or defeated from negotiations - show more inner confidence in your success.

10) Particularly control your emotions, do not succumb to outright provocations, do not follow the lead of feelings and control yourself.

• the one who has more time for negotiations (that is, how much he can spend on them without prejudice to himself and his business), has a great advantage over the rest;
• the one with more funds is in a higher position in relation to the opponent (that is, in any case, you will have to agree with him and listen to his opinion, especially if you are financially dependent on him);
• the one who is flexible within the limits of reason, in greater gain (loyalty should be "inside and out", the boundaries of what is permissible and generally accepted - this is the criterion by which you can say "stop" to yourself and the rest of the negotiations);
• the one who knows what can be sacrificed to the opponent, having received what he wants in return, is as close to the goal as possible (concessions on your part should be in the little things, and the win - in the significant facts).

Tough negotiations

If you have to conduct tough negotiations, you need to be mentally prepared for them and build your own line of behavior, down to the smallest detail, so as not to fall for your opponent's bait or leave with nothing.

Defense strategy in tough negotiations. It is worth resorting to it only when you initially know that your opponent is much stronger than you - psychologically, emotionally, and professionally. To do this, clearly fix yourself the parameters, below which you cannot "go down". As a rule, tough negotiations are conducted with the authorities and representatives of the authorities. This line of behavior easily recognizes businessmen who are incredibly strong in commercial matters, but weak as negotiators when compared, for example, with politicians. With a defensive strategy, negotiations usually proceed peacefully and without overt conflict.

Attack strategy in tough negotiations. The ability of instant orientation and error-free calculation of the correct decision is important here. The conflict in it only plays into your hands, so head-on collision is a profitable strategy. It makes the opponent lose control of the situation, and gives the negotiator the reins of emotional control and pressure. So, the opposite side may even begin to make mistakes that you use to your advantage. Usually this behavior is typical in debates. A couple of cold-blooded and balanced phrases on your part - and the "enemy" literally splashes with saliva and goes into indignation, unable to argue calmly and soberly. He, who speaks indistinctly and a lot of unnecessary things, looks unsatisfactory in the eyes of those around him. You, reasonable and calm, look against his background as a prudent and morally clean person.

Negotiation tactics

Mirroring tactics when negotiating. The answer to the opponent is the same as he "sends" you: positive - to the positive, negative - to the negative. Used when negotiating opponents of equal status.

Assent tactics when negotiating. In fact, there is conciliation in everything. Typical for a conversation between a boss and a subordinate, as well as a broker seeking to get a good deal.

Join tactics when negotiating. This is showing your opponent your identity with him: a community of views, positions, position, welfare, interests, and so on. You are imbued with his trust and convinced of the benefits of what you want to achieve.

Chatting tactics when negotiating. This technique is used today by network merchants and promotion managers. The opponent does not even have time to open his mouth, as he is already standing with the offered product, agreeing in everything with the stranger.

Tough negotiations

Yielding to the requests of fellow marketers (today I received another letter with a request), I will continue the topic of my own experience of tough negotiations, which I started earlier in "Negotiator (practice)". Negotiation for the salesperson and the marketer is an indispensable part of business relationship management. Experts consider the negotiation process to be the "edge of skill" of the manager. It is quite natural that in addition to having a good knowledge of the subject of negotiations and mastering the technique of negotiating, one must be, to some extent, a psychologist and master the technique of conducting tough (difficult) negotiations.

Only by mastering the tactics of "tough negotiations" can one understand that if a partner during negotiations uses rudeness, manipulation, various "unethical" tricks during normal communication, then this does not come from a lack of interest in the subject of negotiations and from disrespect for the partner personally.
This is a tactic and nothing else! The goal of such tactics is to gain profit for oneself, and a partner who surrendered "at the mercy of the winner" is a common thing, and his personal experiences and lost profits are just an excuse and reason to learn.

How to recognize the tactics of tough negotiators is one of the main and perhaps the most difficult questions that marketers and salespeople regularly face. The same tactics exist for hard negotiators.

• overstated requirements;
• boor in negotiations;
• overestimated eigenvalue;
• belittling the value of a partner;
• placement of false accents;
• hopeless situation;
• fuzzy final conditions.

Let's go in order.

Excessive requirements

Ham in negotiations

Inflated eigenvalue

The reception allows you to reveal the capabilities of the partner, his interest is not so much in you and your proposal, but rather the level of competence and practice of working out high-level (large, demanding) clients. The tactic works when the negotiating partner is below you and when you absolutely own the "legend", acting and practice, but remember that modern methods of assessing the potential of a partner will bring such a "promise to buy many at once" into the open.

Diminishing the value of a partner

The technique is used not to put a partner in a hopeless situation, but, like the previous one, in order to reveal the level of competence and practice of working out high-level (large, demanding) clients.

False accents

Leaving the partner away from the price inevitably leads to complacency in the ve-za-vi and finding out that not all the partner's requirements can be taken into account instantly returns the negotiations to the main issue.

A desperate situation

Fuzzy final conditions

This is done in order, if necessary, to interpret the agreement in their own interests, allegedly without violating it, again and again returning to negotiations at the moment when it will be beneficial. It is clear that such behavior can be very dangerous.

Rules for tough negotiations



The reality surrounding a person is not always, so to speak, benevolent. In particular, this is true of those cases when it comes to human relationships, and, especially, about business, because this area of ​​life is directly related to interpersonal interaction, and more specifically, to the art of negotiations.

You are probably already familiar with some of our articles on the topic of negotiations (if not, you can get acquainted with them here and here), but today we decided to delve even more seriously into this topic and talk specifically about tough negotiations.

From time to time a person, if he really wants to defend his interests, is forced to participate in tough negotiations, which differ from the usual ones in their sharpness, emotional intensity and special atmosphere. Before such negotiations, it is necessary to realize as accurately as possible your advantages and disadvantages, as well as understand what your opponent can use against you. In addition, it is very important to have a clear goal, as well as adhere to that effective minimum, below which you simply cannot fall.

And, first of all, it is worth talking about what the strategy and tactics of conducting tough negotiations can be.

Strategies for tough bargaining

In most cases, before tough negotiations, each of the parties involved in them think over their own strategy of behavior, which can be defensive or offensive.

A defensive strategy is relevant if the opposite side has an advantage in some way, for example, psychologically or professionally.

An offensive strategy, in turn, is chosen when there is an obvious advantage over the opposing side. And it is this strategy that is the most striking example of tough negotiations. As a rule, the attacking side itself provokes the emergence of conflict situations during negotiations, because through this, it is possible to achieve the fact that the opponent will lose self-control, as a result of which he will be able to make a lot of mistakes or say something that is not worth saying.

As for the tactics of conducting tough negotiations, there can also be two of them.

Tough Negotiation Tactics

There are two main tactics of tough negotiations - the "Give-up" tactics and the "Psychological comfort" tactics.

The tactic of "Give-up" is that one of the opponents takes on the point of view of the second, analyzes the current situation from his position of perception and operates with such arguments that can affect this position, as well as shake his confidence in the proposed and put forward by him questions and conclusions.

The tactic "Psychological comfort" implies the use of language in the negotiation process, the meaning of which boils down to the fact that "We wish you only the best." This approach allows you to make your opponent more pliable and inclined to make concessions due to the fact that such qualities as vanity, a sense of self-importance and significance, etc., begin to take over in him. Also here, his greed is used against the opponent, because you can absolutely groundlessly promise him all sorts of benefits that he will receive from an agreement that suits you. Here, a very important psychological moment begins to act, when a person (or a group of people-opponents) is not able to properly assess the situation, and, without noticing it, begins to believe in the reality of his own benefit.

Among other things, there are such psychological methods of influence in which the lack of competence of the opposite side is used, and the opponent himself is discouraged by a huge number of all kinds of terms, names, official data, etc. In many cases, in order not to show his lack of education, he will not clarify all these incomprehensible moments, and will be forced to believe what he is told.

The most experienced communicators can even use methods of hypnotic influence, for example, NLP techniques, which introduces the interlocutor into a kind of trance state. Here, such techniques as changing the timbre of the voice, framing, anchoring, mirroring and others can be applied. All this is capable of influencing the opponent's consciousness so much that he simply loses the ability to analyze and critically assess the situation.

It is also necessary to mention that in some cases the negotiators also resort to this technique: initially they begin to conduct the conversation as hard as possible, which is why the interlocutor is simply thrown into shock (this is done in order to impose their own rules of the game on the opponent). And after the desired intermediate result is achieved, they radically change tactics, starting to show sympathy, compassion, understanding, etc. At this stage, the opponent is subconsciously imbued with trust and "turns" in the right direction. The reason for this is that people often experience a peculiar feeling of gratitude towards those who initially held a different point of view - the opposite of them, and then began to share their point of view.

The presented method is very effective in tough negotiations: they can be started extremely aggressively, and then resort to showing respect for someone else's position, partial agreement with the arguments of the opponent and proposing the most optimal way for both parties to solve the problem. This tactic is considered extremely effective because the enemy becomes more malleable and compliant, seeing that he is respected, and seeks to use for himself the temporary loyalty of the initially aggressive side.

However, the productivity of tough negotiations does not only depend on the ability to use the above strategies and tactics. It is very important to be able to apply a number of special techniques that regulate behavior during tough negotiations. What are these techniques?

Rules of Conduct in Tough Bargaining

Here we can identify five of the most effective rules of conduct in tough bargaining.

First: From the very beginning of tough negotiations, you should be as open as possible and immediately clearly state your position. Thanks to this, you can achieve the same behavior of the opponent.

Second: In the event that the format of negotiations allows communication on extraneous topics, this opportunity should be used, because nothing brings people together like the presence of common interests or problems. In the process of communicating on the topic of something completely abstract, you can not only have a pleasant conversation, but also come to a solution to the issue in the best possible way.

Third: Many people are afraid to ask for help. However, such a move can easily disarm even the most aggressive opponent. Given the peculiarities of the psyche of most people, it is highly likely that you will not be denied. Moreover, it does not matter what the reason will be: fear of losing one's own significance, compassion, or a subconscious desire to help. You can start with something quite commonplace, for example, with a request to borrow a pen or give a piece of paper.

Fourth: Under no circumstances should your opponent be manipulated or pressured. Even a direct indication to the interlocutor that he begins to "go too far" is allowed. However, it is important not to forget to turn the conversation on a positive note, because the purpose of the negotiations is not mutual accusations, but the search for a solution to the problem. The opponent will not be able to manipulate you only if you constantly maintain awareness and self-control.

Fifth: Know how to refuse correctly. Even if the negotiations began to resemble a conflict and do not bode well, it is categorically impossible to get personal or insult. The most effective way to say goodbye to your opponent in such a situation is to accept that you are solely responsible for the failure of the negotiation. You can also point out that it is your capabilities that do not allow reaching mutual understanding, but in the future you do not mind discussing common problems again.

Of course, the topic of tough negotiations is far from limited to the information that we tried to convey to you. This topic is very broad, and you can devote more than one page to the analysis of all its subtleties and nuances. But, in any case, the recommendations presented can significantly improve your negotiation skills and achieve the required results when interacting with other people.

Maximum Benefit: Secrets of Tough Negotiation



Let's talk about tough negotiations. Down with hypocritical strategies for finding a mutually beneficial compromise! You need everything, at once and on the best conditions for you! This is the only law of real business, and the rest were invented by managers of large companies to make it easier to manipulate newbie businessmen.

Well, this statement does not correspond to your ideas about the "high" principles of modern business? At least now you know what reality is, and this is already a step on the path to survival. Business is war. War with everyone: you are fighting competitors for the market, fighting for the attention of customers, fighting even with your own staff, trying to buy the maximum return for the minimum money. It is foolish in such conditions to play by the rules established by others. Even if these rules are outwardly extremely attractive and are supported by a large part of society. After all, it is you, not them, who run the business, and if you lose your business trying to be ethical, then this society is unlikely to lend you a helping hand. So let's leave the "sugar" prejudices, you have only one life, live it according to your scenario and rules (but nobody canceled the nine commandments).

Let's go back to the strategy of tough negotiations. This approach works best with companies that you know have the most interest in you. Those who have more need for a contract are more vulnerable, which means they are subject to manipulation. So here's your first tip: inquire about your prospective partner. This will allow you to build a future pressure strategy and calculate the marginal concessions that can be achieved.

Once you have a complete picture of the other party's company, you are ready to meet. Strive to always hold it on your territory, this will give you a serious moral advantage. It is also advisable to schedule the meeting you are interested in at the end of the working day, when your interlocutor will presumably be tired, and therefore more pliable (most importantly, do not forget to have a good rest before negotiations). It's great if several of your strong specialists are put up against one representative of the opposite side. In this case, even a well-trained opponent will find it difficult to withstand the crossfire of questions from several professionals.

Do not underestimate the influence that, at first glance, a banal thing, such as the arrangement of tables in the negotiation room, has on the outcome of negotiations.

So, the first meeting of potential partners. Ideally, the owner of the counterparty's company should be present at the meeting, while on your side there is only one of the top managers (in this case, after working out preliminary agreements, you have a reason to waste time - “you need to submit the agreement to the Boss for approval”).

There are several strategies for manipulating the interlocutor.

In the first case, your task is to make the interlocutor feel uncomfortable, which will not allow him to sufficiently focus on the terms of the contract. The desired impact can be achieved by using a deliberately dismissive tone (quite natural for representatives of very large companies, which are used to heightened interest in themselves from smaller firms). Another, more cultural way to embarrass the interlocutor is demonstrative indifference and neutrality. If this is supported by an impeccable appearance, expensive suit and correct speech, then the enemy's inferiority complex is in most cases provided. And this is already fertile ground for the start of negotiations.

However, this strategy is not effective in all cases. Often there are individuals who, in response to negativity, take an aggressive and defensive position, which leads the negotiations to a dead end. If your interlocutor belongs to this type of people, then you should go the other way. Make him feel comfortable and relaxed. A friendly tone, a relaxed atmosphere, attention and a semblance of personal interest in the outcome of negotiations can do more than a harsh diktat. Make it immediately clear that you are interested in working with this company. Draw in the mind of the other person grandiose mega-orders, the benefits of strategic alliances, and new joint projects. As soon as he thinks about what prospects this contract opens up for his future career (if he is still not the owner) and / or recalculates the amount of income received, be sure - he is yours! You will get the best deal available at the moment. It's time to end the meeting and move on to the next stage.

Now play for time. In tough negotiations where big money is at stake, the one with the larger negotiating budget wins. Inform some time later that for the final approval it is necessary to meet with the head of your Saratov representative office, for example, and he is waiting for your partner tomorrow at one o'clock in his office in Saratov. After the meeting in Saratov, the approval of the St. Petersburg branch must be obtained. You may have to meet there a couple of times with a break of a week.

Do you feel what's going on? Your partner is already starting to invest their time and money (plane tickets and accommodation in another city) in a project that has not yet even been approved. The more significant funds he invests in this contract, the more important it becomes for him to obtain a contract.

In parallel, you can start working with its competitors to reduce the price of the order. The fact that someone else is interested in this order can be hinted to the counterparty at the first meeting. The following unobtrusive technique is quite effective: you ask to tick off the points that your company can fulfill on the sheet with a list of the terms of the contract you are interested in. At the same time, there is one subtlety: there are already someone's notes on this sheet. The natural conclusion that your potential partner will make is that such conditions have already been discussed with competitors and, therefore, it is necessary to offer really favorable conditions in order not to miss the order.

At this stage of approvals, you can follow the path of open work with all competitors, trying to push them against each other in the struggle for your order. But this is in case you really want to place a large order on the most ideal conditions.
Often, all you need to do is purchase a limited amount of the product for your affiliate, but at mega-delivery prices. In this case, we will continue the tactics of fighting the budgets of negotiations. So, your partner has already invested a large sum in negotiating negotiations at all levels. Now he doesn't just need the contract - he needs it! The time has come for the showdown with the main Boss. Let it be in Moscow, for example (if you live in the region), additional spending will not hurt.

At the final meeting, it "suddenly turns out" that your firm's plans have changed, and in reality you can sign a contract for only 1/10 of the volume of purchases discussed at the beginning, naturally, at previously agreed prices. Moreover, you are ready to sign the contract now, and transfer the money to the counterparty's account literally tomorrow.

So you've cornered your partner. He put too much effort and money into this agreement to refuse it. There are practically no chances to convince the Boss that the previously agreed prices refer only to very large orders, and even if there were, he is hardly ready to go through all the "hell" circles of negotiations anew: there is neither financial nor moral strength. He has only one way out - to agree with all your terms.

Contract signed. A curtain.

P.S. And the last piece of advice. Be careful, you may find yourself in a less advantageous position. In a crisis, vigilance is dulled, and the desire to conclude a contract at any cost grows.
But do you need SUCH price?

© www.live-and-learn.ru - psychological portal of the center "1000 ideas"

Negotiation book of quick recipes Kotkin Dmitry

Chapter 1 "Tin" or what tough negotiations are

"Tin" or what is tough negotiations

One Friday evening, I was waiting for a friend for a long time in a small cozy coffee shop on Nevsky Prospekt. He burst in breathless, red as a cancer, drank water for a long time, then exhaled and nervously lit a cigarette, stared somewhere through me, finally calming down, he issued: "Sorry, I was in negotiations with a large company, it was TIN!" This is how the idea was born to find out what “Tin” is in negotiations.

If you investigate which query on the topic "Negotiations" breaks all records in Yandex, then it will be the phrase "tough negotiations". We live in an age of speed, where we want to achieve our goals as quickly as possible, and the world around us for some reason actively resists this, or rather, it is indifferent to our desires, it lives in its own rhythm. Try to give birth to a baby quickly, grow a tree quickly, build a house quickly. Well, it’s probably still possible to build a house quickly, but will it be of high quality? And I want it to be of high quality. In any case, as soon as there is a desire "quickly", "tin" immediately begins, including at the negotiating table. All sorts of consultants, business coaches, smart books immediately come to the rescue of the layman, which tell how you can speed up and optimize the negotiation process using tactics, strategies, techniques. "Tin" disappears for a while and abruptly "jumps out" as soon as we encounter the same "pumped-up" fighter in hand-to-hand combat.

The essence of the interaction of tough negotiations, which almost everyone is afraid of, can be summed up in one phrase - "Agree or go to hell."

In the negotiations themselves, this manifests itself in different ways.

1. In the tactics of behavior. The main task of a tough negotiator is to exert latent pressure on the interlocutor, a quiet voice, a sullen look, lack of eye contact, demonstrative ignorance of your phrases and questions. Or vice versa - a shout, a harsh tone, a ferocious rotation of the eyes, harsh chopped phrases, waving hands.

2. In words. Devaluation of the opponent's opinion in the range from humorous irony, sarcasm, ridicule to mate.

3. In questions - sharp, categorical, tough, requiring an unambiguous solution here and now, not allowing to think, to concentrate.

4. In context. When words with a powerful negative connotation, emotional connotations are used, repeated to the place and out of place: "nonsense", "nonsense", "primitive", "Lord, where did you get all this ?!"

5. In the dynamics of a conversation, when quick questions are replaced by long, painful pauses for the other side. What is a painful pause? And this is when you asked a kind of simple question, and the interlocutor is silent in response for 5 seconds, 10, 20.

"Tin" can manifest itself at the level of a negotiating strategy, by increasing the needs of the interlocutor.

One of the parties constantly drags out the adoption of interim decisions, constantly takes pauses to agree on even minor issues.

Involvement in bidding followed by "disappearance", when the discussion ends abruptly without specifying the date and time of the next round of negotiations.

Demonstration of strength through: showing your status ("casual" conversation with Vladimir Vladimirovich in the middle of a meeting); a hint of the presence of secret knowledge about the market, your opponent (“I heard about your problems last year”), the situation (“we know that the situation on the market will change dramatically soon”), aggression towards “friends” (tough demonstratively “ rape "subordinates in front of the opponent).

Creating pressure due to physical discomfort - holding a meeting in a stuffy room, noisy, dirty, etc. An unexpected increase in the number of negotiators, the introduction of a third party into negotiations, without warning.

? "A blow to the wallet", being drawn into financial expenses for negotiations - expensive restaurants, flights, business trips, gifts, etc.

All this introduces an unprepared negotiator into a state of panic, since it is not clear what is happening and how to react to it. Panic turns off consciousness and forces you to either flee from the negotiating table, or to agree to the demands of the other side, which, incidentally, is also a variant of “escape”.

There are many tricks and we will definitely analyze them all. Moreover, the aerobatics of pressure in negotiations - when there are no visible manifestations of aggression, when everyone smiles and speaks in a low voice, and goosebumps run down the spine.

The main task of "Zhest" is to unbalance, make you nervous, make mistakes, reduce expectations from a meeting, make you make concessions.

After such "tin" people feel overwhelmed, tired, devastated. They drink valerian, smoke a lot and cannot sleep for a long time at night. Sound familiar? Then you've come to the right place. We know how to deal with all this.

So, if during the meeting you encountered any of the listed phenomena, then you are already in a situation of tough negotiations. It is clear that the feeling of "tininess" for each person is different, someone will faint from the "heavy" look, and someone will feel discomfort only when they begin to torture him with a soldering iron. Everyone has their own level of stress resistance.

But a legitimate question arises, where does all this come from, why are they beginning to "pressurize" us? There are many reasons, perhaps this is just a habit, demeanor and your interlocutor does not know how to do it differently, he is a former military man and was wounded in a hot spot, after which he can only yell. Perhaps this is a well-established communication scheme, a tool that allows you to quickly push your decision. Perhaps the more experienced adversary simply didn’t like you, and he decided to “merge” his family troubles on you, relieve stress. When you have been humiliated, and you cannot answer, in order to restore your self-esteem, you need to humiliate someone who is weaker than you. But this is possible only if the enemy assessed you as weaker - in terms of the manner of speaking, behavior, appearance, etc. And one of the main tasks when improving your negotiation skills is the ability not to show your weakness, the ability to yourself to be strong. Self-control, calmness - this is the can opener that will cope with any "tin". And this can be learned!

This text is an introductory fragment.