The ability to deal with people is a commodity that can be bought just like sugar or coffee. And I will pay more for such a skill than for anything else. John Davidson Rockefeller The ability to negotiate is one of the most necessary skills in life. Any successful deal, profitable contract or promising business agreement begins with successful negotiations. Even an argument with friends about where to go fishing is also a negotiation. After all, first, in any case, we have to decide “where we are going”, and only then prepare our fishing rods. The founder of the Business Class center, entrepreneur and business coach Boris Polgeim talks about the subtle art of negotiating and the features of the “Negotiations without defeats” training: Correspondent: Boris, what is the maximum goal of the “Negotiations without defeats” training? What do you teach program participants? Boris Polgeim: I think the main goal of our training is to teach an effective negotiation scheme, a universal approach that allows you to conduct a dialogue while maintaining a balance of interests – your own and your partner’s. After all, this is the foundation of long-term cooperation. At the same time, we try to avoid primitive templates. You can simplify the program and teach it like this: come into the room, say hello, ask about business, etc. Our experience shows that if such questions are not dictated by your personal desire, but are learned by heart during training, then this only harms the purpose of the negotiations. Feigned falsehood always destroys the atmosphere of trust. You don’t have to ask about the weather or how you got there – and the meeting will nevertheless go great. On the other hand, if you don’t know how to adequately declare your interests and find out the interests of your partner, then this can ruin anything, even seemingly easy negotiations. Let me give you a simple example. At the beginning of the training, we conduct an exercise that has become a classic - “How to divide an orange?” Two participants are tasked with dividing a unique orange. At the same time, there is only one miracle citrus, and it is bad luck - it is vitally important to both participants. One subtlety: in the written assignment we write to the first negotiator that he only needs the pulp to obtain juice, and the second only needs the peel - from them he will make candied fruits. Believe me, three quarters of people cannot agree. Although, as can be seen, their goals do not contradict each other.K. - How in demand is this program among Russian listeners? B.P. - Very much in demand. From my point of view, the culture of negotiations is not very developed in Russia; we are overly emotional, even aggressive, when it comes to resolving controversial issues. In addition, we have a rather negativist communication culture. We are quick to say NO. You can hear “Didn’t you know...” or “Do you have...”, instead of “Do you know...” and “Do you have...” On the other hand, Russians are very creative, and if the situation is hopeless, they can show miracles of diplomacy.K. – What audience is the training aimed at? B.P. - According to my observations, the art of negotiation is interesting to everyone, not only managers and entrepreneurs. After all, negotiations are an everyday part of our lives, negotiations are a dispute with colleagues, relationships in the family, a meeting with potential partners. Any person needs diplomacy and tact. Conventionally, our audience can be divided into 3 parts. These are aspiring managers, businesswomen and company leaders.K. - What is the key idea of ​​the training? B.P. - I would describe it with a famous quote: “An iron hand in a velvet glove.” Listeners will have to learn to defend their interests firmly in essence, but in a soft form in content. Our experience suggests that this is the best approach to creating genuine, partnership-based relationships.K. - What key skills should students develop after completing the program? B.P. – Firstly, you have to learn to tune in to a calm, balanced dialogue. If you and your counterpart came to a meeting with clenched fists, with the intention of “not giving in an inch,” there will definitely be no sense in such communication. You need to learn to defuse the atmosphere by agreeing that negotiations are a dialogue between partners, and not a squabble.