Ocean’s 10 friends negotiation model: issues that help establish cooperation
Andrey Tolkachev talks about the method of conducting effective negotiations with representatives of the business community, explains how to build a special chain of issues that allows you to create an atmosphere of cooperation between the two sides
Due to professional necessity, I conducted dozens of interviews with foreign businessmen. The cohort of willing storytellers included Bob Dorf, Malcolm MacDonald, Brian Tracy, Karim Rashid, Allan Pease, Lars Vallentin, Oscar Brenifier, Neil Whitehead, and others.
With the help of interviews, you can get unique information about a person’s way of thinking, about the reasons for their choice of decisions and behavior, about their deep motives, but, most importantly, find mutual understanding and establish personal contacts. In this regard, the famous Russian politician Vladimir Lukin in an interview on radio Liberty voiced the formula: “As a former diplomat, I will say: I completely agree with your question.” But most respondents still have time to get excited, show unexpected reactions, and find new solutions, which eventually brings them closer to the interviewer. Even the most experienced business player is revealed from a new perspective when he falls within the scope of an interview.
During the interview, I realized that it is possible to build a questionnaire model. The model is very simple to study: you probably already met on YouTube with interviews that Yuri Dud takes on his channel. It clearly shows that negotiations have begun between the interviewer and the Respondent, along with the interview stratum, where points of understanding and context are found, and it becomes clear that the participants will be able to agree on some more joint actions.
How to conduct an interview?
I will not duplicate the retold and” chewed ” tips from dozens of sites on the Internet. It’s better to link the chain of questions. Everyone can create their own chain by changing the links in any order, correcting the proposed model, but maintaining the concept of convergence of interests in any aspect.
I call my model “ocean’s 10 friends.” This means that 10 questions should turn into friends, and for both partners. But friends are United on the basis of something: common interests or even values. So they will be United by a chain of 10 links? Not really. As I have already said, we need a concept that will serve as a Foundation for the Interview model. The concept of my interviews is as follows. The Respondent of course understands why he answers the questions. He has no difficulty assessing his moral advantage. But the model forces him to analyze certain aspects, leads him to the right place, “throws up ideas and holds out the magic wand of “cooperation”.
The model can be designed in the following order:
Clarifying question: “What are we working on?»;
Information question: “all the nuances are Interesting, can you elaborate?»;
Clarifying question: “Did everything really work out or are there rough edges?»;
Switching question: “How do you imagine if…?»;
Philosophical question: “how Often do you allow yourself to look into the future?»;
Alternative question: “is this aspect really important to you or are there more serious problems?»;
Provocative question: “What do you consider the most competitive in your project?»;
Guiding question :” do you understand what we will get together?»;
Motivating question: “Can we try to jointly undertake … at this facility?»;
Inclining question: “Well, what’s the deal?»
The “10 friends of ocean” model is certainly well applicable in negotiations. Especially appreciate negotiations with epileptoids, that is, with persons in authority who only hear themselves, and, as a rule, are at a higher level in relation to you.