“I don’t understand why I made those concessions. Another negotiator was so nice! Unbeknownst to the speaker of these words, subliminally, he had been affected by the nice element.
Have you ever considered the hidden value of this nice element when negotiating? Being nice is perceptional, depending on who you are negotiating with. Nevertheless, it has a location at some point in every negotiation.
The following are ways that you can deploy the settle ally of the wonderful factor to enrich your negotiation outcomes.
Negotiators set the tone for the negotiation at its outset. Note: The outset starts before you’re at the negotiation table. They may set a tone to indicate you should not take them lightly or one which implies they will go along to get along.
Some negotiators endeavor a stern persona to convey the belief that they are not to be dallied with; this character may also be invoked to defend the veneer of bitterness. That may uncover the character type that you are really dealing with.
In some cases, a stern type of projected positioning is advantageous. Butif you don’t think about the negotiation mode of your negotiation counterpart, it may be the uncoupling of the negotiation before it starts. Therefore, you should be conscious of the character you project at the beginning stages and throughout a negotiation. You don’t want to turn another negotiator to a more abstinent competitor if he’s not already one. If such occurs, attempt to mollify him by changing your demeanor. Be nicer.
Soft negotiators will exhibit their demeanor by presenting a wide smile upon meeting you and a handshake that’s appropriate for the encounter (i.e. not too hard, not too soft). As you engage in the discussion, assess to what degree this might be a façade. You can accomplish that by noting the slight changes in her personality when talking points of disagreements. If she’s quick to placate you, ensure to let her win things, too. Doing that will boost the wonderful factor.
Hard negotiators may pose more of a challenge when trying to invoke the wonderful factor. Depending on the amount of their hardness, moderate to obnoxious, the wonderful factor may not be appropriate. Instead, you might want to adopt a character that matches the type of the other negotiator for him to change his demeanor. If he does, at that point you might consider implementing the nice element. Depending on the intensity of his modification, being nice can serve as his reward.
Most negotiators don’t like strong tensions in a negotiation. When tensions reach a certain degree, negotiators are far dogmatic about the positions they’ve adopted. So, if you find yourself in such a contention, consider using the wonderful factor. This might be in the form of making a concession. If you’re not sure if doing that will ease tensions, preface your offer with an’if’ statement (e.g.. If I do this, will you do’x’?) . The purpose of using the wonderful factor at this point will be an attempt to reset the dialogue into a less pretentious position.
The more positive the experiential endowment you invoke within the other negotiator, the easier the flow of the negotiation will be.
Remember, you are always negotiating!
“Body Language Secrets To Win More Negotiations” will permit you to gain insight as to how you can negotiate better by having the ability to read the other negotiator’s body language. Furthermore, the book goes deep into fresh negotiation strategies which you can use to disarm your discussion competitor and improve your negotiation win rates.