The other negotiator was so wonderful! Unbeknownst to the speaker of these words, subliminally, he was affected by the wonderful element.
Have you ever considered the concealed value of the nice factor when negotiating? Being nice is perceptional, depending on who you are negotiating with. Nevertheless, it’s a place at some point in every negotiation.
The following are ways that you can set up the settle ally of the wonderful 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 ought not take them lightly or one that implies they’ll go along to get along.
Some negotiators project a stern persona to convey the belief that they are not to be dallied with; this character may also be invoked to protect the veneer of insecurity. That can uncover the personality type that you’re really dealing with.
Sometimes, 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 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 opponent if he is not already one. If such occurs, try to mollify him by modifying your demeanor. Be nicer.
Soft negotiators will display their demeanor by presenting a broad grin upon meeting you and a handshake that is appropriate for the experience (i.e. not too hard, not too soft). As you engage in the discussion, assess to what degree this may be a façade. You can accomplish this by noting the slight changes in her character when discussing points of disagreements. If she is quick to placate you, ensure you let her win things, too. Doing that will enhance the nice element.
Hard negotiators may pose more of a challenge when attempting to invoke the wonderful element. Based on the amount of their hardness, moderate to obnoxious, the wonderful factor may not be appropriate. Instead, you may choose to adopt a persona that matches the style of the other negotiator for him to modify his demeanor. If he does, at that point you may consider implementing the nice factor. Depending on the severity of his modification, being nice can serve as his reward.
Most negotiators do not like strong tensions in a negotiation. When tensions reach a particular degree, negotiators tend to be dogmatic about the positions they’ve adopted. So, if you end up in such a contention, consider using the wonderful element. This might be in the form of making a concession. If you’re not positive if doing that will relieve tensions, preface your deal with an’if’ statement (e.g.. . The purpose of using the wonderful factor at this time will be an attempt to reset the negotiation to a less pretentious position.
That will lend itself to an enhanced negotiation engagement, which in turn should result in 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 permit you to gain insight about how you can negotiate better by being able to read the other negotiator’s body language. Furthermore, the book goes deep into fresh negotiation strategies which you can use to disarm your negotiation competitor and improve your negotiation win rates.