Technique “Inside a sock” lures, and then just a slap in the weak spot – on avarice, by omission, of the risks. Step 1. Asks the question on which the “victim” can tell a lot. Step 2. Until the victim “sings” to her attentively listened to, “open”.

And – it is broken, knock out of balance. Psychological boost – “The question does not it!”. The man put in an awkward position (pains “not the case and not about”). Step 3. In cutting an opponent to strike. “In the room – a fungus.” Sometimes at this stage an attack and stops enjoying the confusion and perplexity of the victim.

Professional negotiator uses the technique as a cool tool and goes to the 4 stages. Step 4. Use the “swinging” opponent for their own purposes. Listen justification, to discuss. Then say, “Well, you understand that there will have to spend considerable sums to bring the fungus, to bring the premises into compliance with the standards Discount “If the strike” is a fungus! “Was done immediately, without openings, manager of lease concessions would have gone worse, resulted in more confident arguments and, ultimately, could win back the round. A technique of “Inside a sock” almost did not leave him a chance to win. Not at all likely? – indignantly ask you, we are attentive reader. You are right. In a negotiator is always a chance. Every saint has a past, and every sinner has a future. Oscar Wilde The answer to the technique of “Inside a sock” Like many technology class “wobble” (knock-out psychological equilibrium) is subject to the principle of “neutralization-Recycling-Otshuchivanie. Neutralization – reception of ignoring the problem. They say that nothing of substance, the problem should not be attention. Dostoevsky once made the comment editor of the publication: “an oval table – a strange and contradictory statement. Fyodor Remark agreed, but told to leave as is. Strong did not fidget, do not worry errors as a personal highlight. Recycling – range of techniques in which a blow not only accepted, but uses “victim” for their own purposes. Example: “You are right, and it gives us a chance ” And of course, Otshuchivanie. Receptions charismatic negotiators. The use of proverbs, catch phrase, jokes and smiles. All these techniques share one thing – the negotiator does not unsettle, does not consider his “holey sock” shameful and requiring justification, concessions, remains confident and draw conclusions.