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Игорь Рызов. Успешные переговоры в работе и жизни

2 Oct 202006:23

Summary

TLDRIn this insightful video, negotiation expert Igor Ryzov demonstrates how to excel in job interviews and sales negotiations by drawing lessons from the character Sasha in the series 'Sasha Tanya.' Ryzov emphasizes the importance of evoking curiosity rather than focusing solely on benefits, highlighting the psychological tactics of creating a sense of scarcity and urgency to close deals. The video is a practical guide for those looking to hone their negotiation and persuasion skills.

Takeaways

😀 The video script is a tutorial by Igor Ryzov, an expert in conducting negotiations, focusing on job interviews, conducting interviews, and selling through negotiations.
📝 The character in the video uses a scenario where a manager tears up resumes to demonstrate the importance of showing real skills and abilities rather than relying on past education or work experience.
💡 The script emphasizes the importance of curiosity in sales and negotiations, suggesting that it is a key to engage the other party's interest and lead to a deal.
🤔 Igor Ryzov points out that most salespeople make the mistake of immediately lowering prices or giving unnecessary presentations, which is not the correct approach.
🛍️ The character 'Sasha' in the video uses a unique approach by speaking in riddles to pique the interest of the 'interviewer', which is a strategy to create curiosity and engagement.
📉 The script criticizes the common sales tactic of immediately offering discounts, suggesting it is not an effective strategy for successful negotiations.
🗣️ Igor Ryzov explains that the character 'Sasha' is using subtext and indirect questioning to dig deeper into the interviewer's mind, which is a powerful negotiation technique.
📚 The video references Robert Cialdini's principles of influence, specifically the scarcity principle, which is used to push someone towards making a decision.
📉 It is highlighted that 70% of decisions in negotiations are made out of fear of loss rather than the desire to gain, which is a key insight for effective negotiation strategies.
📞 The script uses a phone call as a narrative device to illustrate the principle of urgency in pushing someone towards a deal, which is a common technique in sales and negotiations.
👍 Igor Ryzov encourages viewers to subscribe to his channel, like the video, and share their thoughts in the comments, indicating the importance of engagement and feedback in learning from such content.

Q & A

What is the main topic of the video script?
-The main topic of the video script is about conducting job interviews and selling skills, using the character Sasha from the series 'Sasha Tanya' as an example.
Who is Igor Ryzov and what is his expertise?
-Igor Ryzov is an expert in conducting negotiations, and in this video, he shares insights on job interviews and sales techniques.
What is the purpose of the character tearing up the resumes in the video?
-The character tears up the resumes to demonstrate that he is not interested in the candidates' past experiences or education, but rather in their ability to perform in the present situation.
What is the significance of the pen selling exercise in the video?
-The pen selling exercise is a test to see how the candidates react under pressure and to evaluate their sales and negotiation skills.
What is the first step Igor Ryzov suggests for selling effectively?
-The first step Igor Ryzov suggests is to arouse curiosity in the potential buyer, which is a key aspect of the sales process.
What are the three key words Igor Ryzov emphasizes for successful negotiations?
-The three key words Igor Ryzov emphasizes are curiosity, interest, and deal.
What type of motivation does Sasha use in the video to engage the interviewer?
-Sasha uses a motivational approach that focuses on the fear of losing out on potentially valuable information, rather than just the benefits of the pen.
What influence principle does Sasha apply when he receives a phone call in the video?
-Sasha applies the principle of scarcity or the perception of a limited opportunity, which is one of the influence laws described by Robert Cialdini.
What does Igor Ryzov suggest is the percentage of decisions in negotiations that occur due to fear of loss?
-Igor Ryzov suggests that 70% of decisions in negotiations occur due to the fear of loss rather than the desire to acquire.
What is the final call to action Igor Ryzov gives to his viewers?
-Igor Ryzov's final call to action is for viewers to subscribe to his channel, like the video, comment their thoughts, and share the video with friends.

Outlines

00:00

😀 Interview and Sales Techniques Demonstration

In this paragraph, Igor Ryzov, a negotiation expert, introduces the video's purpose: to demonstrate how to conduct a job interview, how to carry out a sales interview, and how to effectively sell and negotiate. The example provided is from a character named Sasha in the series 'Sasha Tanya,' who is tasked with selling a pen in one minute. The character's approach is unconventional, using a mix of words and phrases that provoke curiosity in the interviewer. Ryzov emphasizes the importance of understanding the goal of the exercise, which is often overlooked by candidates who focus on price negotiation or unnecessary presentations. Instead, Sasha's method is to spark interest and curiosity, which are key to successful sales and negotiation.

05:06

😎 Advanced Negotiation Strategies and Influence Principles

This paragraph delves into the advanced strategies used by top negotiators and trainers, contrasting them with more direct approaches that are often taught. Ryzov discusses the importance of understanding the psychological aspect of negotiation, where decisions are driven more by fear of loss than the desire to gain. Sasha's actions in the video are highlighted as a correct application of these principles, especially the principle of scarcity or the perception of limited availability, which is a powerful influence technique described by Robert Cialdini. The paragraph concludes with a call to action for viewers to subscribe to Ryzov's channel, share their thoughts, and spread the video among their friends, emphasizing the practical application of the concepts discussed.

Mindmap

Keywords

💡Negotiation

Negotiation refers to the process where two or more parties discuss and resolve issues in order to reach an agreement. In the video, the theme revolves around the art of conducting job interviews and sales negotiations, highlighting the importance of negotiation skills in both contexts. The character in the video uses negotiation tactics to sell a pen, demonstrating the application of these skills in a sales scenario.

💡Job Interview

A job interview is a formal meeting where an employer assesses a candidate's suitability for a job. The video script discusses how to conduct a job interview, emphasizing the need for candidates to demonstrate their abilities 'here and now' rather than relying on past achievements or qualifications, as shown when the character dismisses resumes and challenges the applicants to sell a pen.

💡Sales

Sales is the process of selling goods or services to customers. The video uses the act of selling a pen as a metaphor for sales skills, illustrating how to engage a potential buyer's interest and close a deal. The character's approach to selling the pen exemplifies the sales techniques discussed in the video.

💡Curiosity

Curiosity in this context is the desire to know or learn something. The video emphasizes that a good salesperson should be able to arouse the buyer's curiosity, which is a key step in the sales process. The character in the video does this by using unusual phrases to pique the interest of the person he is trying to sell the pen to.

💡Interest

Interest here refers to the engagement or attention of the potential buyer towards the product or service being offered. The video script illustrates that once curiosity is aroused, it leads to interest, which is a crucial step towards closing a sale, as shown when the character's unusual statements make the interviewer interested in the pen.

💡Deal

A deal is an agreement or transaction between parties. The video's main message includes the concept that once curiosity and interest are aroused, the next step is to close the deal. The character's dialogue with the interviewer is aimed at moving towards a deal to sell the pen.

💡Stressful Situation

A stressful situation is one that causes mental or emotional strain. The video describes how the character puts the candidates in a stressful situation by tearing up their resumes and challenging them to sell a pen, which is a tactic to see how they react under pressure.

💡Manipulation

Manipulation refers to the act of influencing someone's behavior or emotions in a skillful and often deceptive way. The video mentions manipulation as a tactic used by the character to destabilize the candidates and test their sales skills, such as when he disregards their resumes and puts them on the spot to sell a pen.

💡Influence

Influence is the capacity to have an effect on the character, development, or behavior of someone or something. The video references Robert Cialdini's principles of influence, such as the principle of scarcity, which the character uses to push the interviewer towards making a decision to buy the pen.

💡Scarcity

Scarcity refers to the state of being scarce or not readily available. In the context of the video, the character uses the concept of scarcity to create a sense of urgency, implying that the opportunity to buy the pen might not last, which is a technique to influence the decision-making process.

💡Motivation

Motivation is the reason or reasons one has for acting or behaving in a particular way. The video distinguishes between two types of motivation: one based on benefits, which is common among average salespeople, and the other based on the fear of loss, which is a more effective motivator according to the video and is used by the character to sell the pen.

Highlights

Igor Ryzov introduces himself as an expert in conducting negotiations.

The video aims to demonstrate how to pass a job interview, conduct an interview, and sell effectively.

A character from the series 'Sasha Tanya' is used as an example to learn negotiation techniques.

The hiring manager in the video disregards resumes and emphasizes the need for immediate performance.

The character is challenged to sell a pen within a minute, testing the candidates' adaptability.

Different candidates' approaches to selling the pen are analyzed, highlighting common sales tactics.

Sasha's unconventional method of selling by creating curiosity is discussed.

The importance of curiosity, interest, and contract in the sales process is emphasized.

Sasha's strategy to provoke thought and question the opponent's needs is highlighted.

The video explains the difference between motivation based on benefits and the fear of loss.

Sasha's use of scarcity and the principle of deficit to influence the decision-making process is covered.

The video imitates a phone call to push the person towards making a deal.

Robert Cialdini's principles of influence are mentioned, specifically the scarcity principle.

Igor Ryzov encourages viewers to learn from the video and apply the concepts in real life.

The video concludes with a call to action for likes, comments, shares, and subscriptions.