“Attention, like clouds, can be silently ominous. And that is more so when the lack of attentiveness in a negotiation cloud one’s thinking.” -Greg Williams, The Master Negotiator & Body Language Expert (click to Tweet) Click here to get the book!
“Negotiation Attention How To Capture And Maintain It For More Quicker Wins”
People don’t realize they’re always negotiating.
Aha, yep, okay, go on, continue – those were the utterances of the opposing negotiator as he was half-listening to what the other negotiator was saying. That occurred during a critical part of the negotiation. Upon hearing his responses, she became fearful. She thought, he is not paying attention to me, but I will plow forward.
Later in the negotiation, she found her fears warranted and realized she had made a big mistake by continuing while her counterpart was listening with divided attention. But by that time, the negotiation had strowed scarily close to an impasse. She wondered if it was too late to save the negotiation? She mused. What should I have done to be sure I had his attention?
When was the last time you caught your opposite negotiation partner half-listening to you – not giving you or your offers the deserved attention needed to progress the negotiation? How did you feel when you reached a point in the talks and realized essential things you had said were absent from the other negotiator’s memory?
Not maintaining the full attention of your counterpart can be a failure’s starting point in a negotiation. But you can avert that from occurring in your future talks. And here is how to do that.
Remember, you’re always negotiating!
Listen to Greg’s podcast at https://c-suitenetwork.com/radio/shows/greg-williams-the-master-negotiator-and-body-language-expert-podcast/
After reading this article, what are you thinking? I’d like to know. Reach me at Greg@TheMasterNegotiator.com
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