Another negotiator was so nice! Unbeknownst to the speaker of those words, subliminally, he had been affected by the nice element.
Have you ever considered the hidden value of this nice factor when negotiating? Being nice is perceptional, depending on who you’re negotiating with. Nevertheless, it has a location at a certain point in every negotiation.
The following are ways you can set up the settle ally of the nice factor to enrich your negotiation outcomes.
Negotiators set the tone for the discussion at its outset. Note: The outset begins before you are in the negotiation table. They may set a tone to indicate you should not take them lightly or one that implies they will go along to get along.
Some negotiators endeavor a stern persona to convey the sentiment that they’re not to be dallied with; this persona can also be invoked to defend the veneer of insecurity. That may uncover the personality type that you’re really dealing with.
In some cases, a stern kind of projected positioning is advantageous. But, if you don’t think about the negotiation mode of your negotiation counterpart, it can be the uncoupling of the negotiation before it begins. Therefore, you should be conscious of the persona you project at the beginning stages and throughout a negotiation. You don’t need to turn the other negotiator into a more abstinent competitor if he is 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 is quick to placate you, ensure to let her win points, too. Doing that will boost the wonderful factor.
Hard negotiators may pose more of a challenge when attempting to invoke the nice element. Depending on the degree of their hardness, moderate to obnoxious, the wonderful factor might not be appropriate. Instead, you might want to adopt a persona that matches the style of the other negotiator for him to change his demeanor. If he does, at that point you may consider implementing the wonderful element. Based 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 level, negotiators tend to be dogmatic about the positions they have adopted. So, if you find yourself in such a contention, consider using the nice element. This may be in the form of making a concession. If you’re not positive if doing this will ease tensions, preface your deal with an’if’ statement (e.g.. . The purpose of using the wonderful factor at this point is an attempt to reset the negotiation to a less pretentious position.
That will lend itself to an improved negotiation engagement, which in turn should lead to a larger negotiation outcome for you… and everything will be right with the world.
Remember, you are always negotiating!
“Body Language Secrets To Win More Negotiations” will allow you to gain insight as to how you can negotiate better by having the ability to browse the other negotiator’s body language. Furthermore, the book goes deep into fresh negotiation strategies which you can use to disarm your discussion opponent and improve your negotiation win rates.