This post would be slightly different from the topics generally covered in this blog. Here I talk about profiling.
Criminal profiling is the act of developing a psychological profile of an offender based on the state of the crime scene. Profiling is most often done by a forensic psychologist -- someone who has studied the criminal mind. This profile can then be used by police departments to assist in apprehending the criminal.
Criminal Profiling essentially aims at getting into the mind of the criminal by looking at his actions. These actions help us identify whether the criminal is a kid or an adult, rich or poor, trained or untrained, all from simply the way things are at the crime scene.
While criminal profiling is a limited field, what is relevant in business is profiling. Very commonly used in negotiations, profiling is the technique of creating a psychological sketch of the person you are dealing with. Such a profile helps us in determining the possible reactions the person might have to any of your propositions which would then enable us to be prepared in advance to counter any argument the other person may have.
It also helps us in identifying what the other person wants.Very often we come across people who would involve a salesperson for a long time to take him to a stage where he would just want to close the deal to get something out of the time spent. As a result the sales person often ends up giving a better deal to the customer. If only, the salesperson could get into the mind of the customer first he would know exactly how to counter each step. Knowing what your counter party wants is the first step at being a good negotiator, second being the ability to hide what you want.
Negotiation is about deception. It about making the other feel that you do not want what you actually want so that the other person under values it.
Try this at a shop. Suppose you want a product A. Try giving a hint to the shopkeeper that you actually want the product B. You will notice how the shopkeeper would skip his focus to product B and start overselling it. During this process the shopkeeper actually ignores the product A. Once the shopkeeper has been engaged for some one, act disappointed and go for product A. The shopkeeper would be in no position to oversell this product since he had already oversold the product B. All this would end up in you getting a better deal. Obviously all this would depend on whether the shopkeeper is able to read you or not.
So it all comes down to the ability to read the other person whenever negotiating. Therefore even though criminal profiling may a very technical field, profiling ability in general is a useful tool to have whenever on a negotiating table.
Criminal profiling is the act of developing a psychological profile of an offender based on the state of the crime scene. Profiling is most often done by a forensic psychologist -- someone who has studied the criminal mind. This profile can then be used by police departments to assist in apprehending the criminal.
Criminal Profiling essentially aims at getting into the mind of the criminal by looking at his actions. These actions help us identify whether the criminal is a kid or an adult, rich or poor, trained or untrained, all from simply the way things are at the crime scene.
While criminal profiling is a limited field, what is relevant in business is profiling. Very commonly used in negotiations, profiling is the technique of creating a psychological sketch of the person you are dealing with. Such a profile helps us in determining the possible reactions the person might have to any of your propositions which would then enable us to be prepared in advance to counter any argument the other person may have.
It also helps us in identifying what the other person wants.Very often we come across people who would involve a salesperson for a long time to take him to a stage where he would just want to close the deal to get something out of the time spent. As a result the sales person often ends up giving a better deal to the customer. If only, the salesperson could get into the mind of the customer first he would know exactly how to counter each step. Knowing what your counter party wants is the first step at being a good negotiator, second being the ability to hide what you want.
Negotiation is about deception. It about making the other feel that you do not want what you actually want so that the other person under values it.
Try this at a shop. Suppose you want a product A. Try giving a hint to the shopkeeper that you actually want the product B. You will notice how the shopkeeper would skip his focus to product B and start overselling it. During this process the shopkeeper actually ignores the product A. Once the shopkeeper has been engaged for some one, act disappointed and go for product A. The shopkeeper would be in no position to oversell this product since he had already oversold the product B. All this would end up in you getting a better deal. Obviously all this would depend on whether the shopkeeper is able to read you or not.
So it all comes down to the ability to read the other person whenever negotiating. Therefore even though criminal profiling may a very technical field, profiling ability in general is a useful tool to have whenever on a negotiating table.
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