Negotiating with the "MIZ principle"

Our sales psychologist Manfred Ritschard explains in the news report how you can achieve better results in negotiations using the MIZ principle - even at the family table. MIZ like "M" (Power), "I" (Information), and "Z" (Time) Power, information, and time are the most important variables in negotiations. The time factor is the most important. Suppose it's Saturday just before eight o'clock, you have made yourself comfortable in the living room, and your son sticks his head in the door and asks, "Dad, can I borrow your car? Mom told me last week that you guys are staying home tonight." Can you still say "No" then? Your son has optimally utilized the three negotiation factors "Power," "Information," and "Time," shortly "MIZ": Knowing that the father has the power over the keys to your beloved car, he early on obtained the information whether the object of desire is available that evening, when he wants to go to the concert in the city with his friends. He now only needed to use the time factor in a way that the father is too late to find arguments against his wish. This way, he reduced the negotiating power of the father. The MIZ principle applies both in sales and in purchasing: For example, when looking for a trainer or speaker for an event, you should cleverly use the time factor. The sooner you inquire with the agency about which trainers are particularly suitable for your needs and available on the desired date, the greater the selection - and potentially later the negotiation room for the price... In sales, you can use the principle by asking enough questions during the needs assessment phase - including those that may not seem directly related to the purchase object. Some important questions related to the MIZ principle are: "Who has the final say on the purchase?" "What or who influences the decision?" "When will the decision be made?" "Do you already have another offer?" _______________________________________________________________________________________________________________________

Figure 1: The MIZ Principle - Power, Information, and Time in Negotiations (Manfred Ritschard)