O que é Negociação? Mitos e realidades - Palestrante Marcio Miranda

Summary

This video script offers expert advice on negotiation and selling services. It highlights key negotiation strategies such as controlling emotions, carefully selecting words, and minimizing the information shared. The script emphasizes the importance of preparing in advance, asking strategic questions, and focusing on gaining valuable insights from the other side. It also discusses the challenges of selling services, particularly differentiating oneself from competitors and creating value in the eyes of the client. The speaker shares personal experience, offering tips on how to charge premium prices while still providing value, and introduces a course designed to help professionals improve their service sales skills.

Takeaways

• 😀 Negotiation is a process of communication used to resolve conflicts and differences, whether they are about opinions or values.
• 😀 Carefully consider every word you speak in negotiations, as it influences the other party’s expectations and aspirations.
• 😀 Avoid disclosing confidential information, even if you believe the other party is aware of your situation. Always keep information limited.
• 😀 Never over-respond in negotiations. Stick to answering only what is asked of you, avoiding unnecessary information.
• 😀 Keep emotions, whether anger, disappointment, or excitement, in check during negotiations. Stay calm and composed.
• 😀 Preparation is key. Rehearse your responses to ensure they sound natural, even if they’ve been pre-planned.
• 😀 Like actors in a film, your responses in a negotiation should appear spontaneous, despite being rehearsed beforehand.
• 😀 Make a list of information you can reveal during negotiations, the right moment to share it, and what you need to learn from the other party.
• 😀 Negotiation is about gathering as much information as possible while revealing as little as necessary to reach your goals.
• 😀 Selling services is more challenging than selling physical products because they cannot be easily compared or touched, and clients see all service providers as similar.
• 😀 To succeed in selling services, you must differentiate yourself, create value for the client, and offer a proposal that justifies a higher price even when compared to competitors.

Q & A

What is negotiation according to the speaker?

Negotiation is a communication process used to resolve conflicts or divergences, whether they are about opinions or values. It involves carefully chosen words and strategies to influence the opponent's aspirations.

Why is it important to avoid revealing confidential information in negotiations?

Revealing confidential information can weaken your position because the other side might not be aware of your situation. This can lead to unnecessary complications, such as introducing new competitors or pressure points.

How can revealing too much information affect a negotiation?

Giving away too much information can inadvertently open doors for your opponent to exploit your weaknesses or add new competitors into the mix, ultimately weakening your negotiating position.

What should a negotiator focus on during the negotiation process?

A negotiator should focus on speaking minimally, providing only the necessary information, and controlling their emotions. They should avoid offering excessive details and focus on influencing the other party's aspirations.

How does preparation for negotiation contribute to success?

Preparing responses and anticipating questions in advance allows a negotiator to communicate naturally and effectively. This preparation also reduces the risk of saying something unintentional that might compromise the negotiation.

Why should negotiators practice their responses before a negotiation?

Practicing responses helps a negotiator to appear more confident and spontaneous, even when the responses are pre-prepared. This also ensures the negotiator is prepared for any curveballs and remains in control.

How does practicing negotiations compare to acting in a movie?

Just like actors prepare and memorize their lines for a role, negotiators can prepare and rehearse their responses to ensure they communicate effectively and spontaneously, even if the responses have been rehearsed.

What is the key to successful service sales, according to the speaker?

The key to successful service sales is differentiating oneself from competitors. This involves understanding how to create value for the client, set high prices, and make sure that clients are willing to pay for the service despite its cost.

How do some professionals charge significantly higher rates than others in the same industry?

Professionals like doctors, lawyers, and architects can charge significantly more because they have successfully differentiated themselves in the market. Factors such as reputation, specialization, and perceived value allow them to command higher fees.

How can service providers increase their earnings and client base?

Service providers can increase their earnings by offering unique value, setting high prices while ensuring clients understand the worth of the service, and by continuously differentiating themselves from competitors.