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How to Win More Negotiations by Using Power Right

“The perception of power is based on how it’s used. Use it right, and you’re perceived as being powerful. Use it wrong and you’re perceived as being weak.” -Greg Williams, The Master Negotiator & Body Language Expert

What does power look like in negotiations? Is it encompassed in the outcome (i.e. he who obtains the most is more powerful)? Is it encapsulated within the flow of the negotiation, or does it stem from another source? You can win more negotiations by using power right, but first, you must know how and when to deploy your power. Thus, your assessment of how to present the presence of power should be based on the negotiator type that you’re negotiating with.

Lead or Led

Power in a negotiation may take the form of the person that’s leading or the person that’s led. In the former situation, a false pretense can be assumed because he assumes he’s in the lead. That can lend itself to a false sense of bravado, which might cause one to expose his hand.

On the other hand, some people prefer to be led in a negotiation. Of the four personality types of negotiators (i.e. Hard/Closed, Hard/Open, Easy/Closed, Easy/Open) the ‘Easy/Open’ negotiator type is the one most susceptible to being led.

Hard/Closed

The most combative of the negotiator types will be the ‘hard/closed’ negotiator. His mental perspective is, ‘the only way I can win is if you lose.’ Thus, he’ll fight you for every gain you acquire and be very reluctant to make concessions unless he receives something in return. Just as an aside, some negotiators will adopt this posture to assess your response. That means this style of negotiation is not his preferred manner to negotiate. You can gain insight into the validity of his attempts by adopting the same demeanor, making a small concession and seeing how he responds or challenging him per his demeanor. In either case, don’t engage too deeply until you’ve gained enough of an assessment to know definitively what he’s up to.

Hard/Open

This negotiator type will not be as rigid as the ‘hard/closed’ type, but she may be close. She won’t be as gruff. Her demeanor will be one of allowing you the hope of acquiring more of what you seek if you go along with her plans.

With this type, go slow. Allow her to lead you to gain insight into her plans. Again, make small concessions when appropriate and request concessions to determine how amenable she might be to a give and take process. Don’t attempt to be heavy-handed with her. If you do, she may stiffen and become the ‘hard/closed’ type.

Easy/Closed

The ‘easy’ type of negotiators are the most amenable types to negotiate with. While the ‘easy/closed’ type will be the most difficult between the two, she will still be more open than the ‘closed’ types.

With this type of negotiator, adopt a power position; this is to let her know that you recognize the power you possess in the negotiation. Don’t pose it as an outright threat. Instead, position it as the silent stick that can be employed if the carrot doesn’t work.

Easy/Open

This is the easiest type to negotiate with. He will be amenable to following your lead. Be sure not to spook him. If he feels safe in the negotiation, he’ll follow your lead without question; he’ll even do so to his detriment. But he wants things to appear fair, so be aware of this trait in him. The best power to employ is the appearance of no power. Let him think he’s in the lead and you can lead him from behind.

When using power in a negotiation, the way you employ it based on the negotiator type will impact the success you have with it. By knowing when and how to employ your power, you’ll be in a more powerful position throughout the negotiation … and everything will be right with the world.

Remember, you’re always negotiating! 

After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com 

To receive Greg’s free “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.TheMasterNegotiator.com/greg-williams/

#win #Power #Negotiator #Business #Management #SmallBusiness #Money #Negotiating #combat #negotiatingwithabully #bully #bullies #bullying #Negotiations #PersonalDevelopment #HandlingObjections #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #NegotiationPsychology

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Best Practices Entrepreneurship Human Resources Investing Management Marketing Negotiations Sales Skills Women In Business

How to Use One Secret Trick of Good Negotiators

“To obtain more, ask for more. And, know when to ask.” -Greg Williams, The Master Negotiator & Body Language Expert

There’s one secret trick that good negotiators use that allows them to obtain more from every negotiation they’re in. Do you know what it is?

Good negotiators ask for more than they expect to receive. But wait, there’s more! It’s not just that they ask for more, it’s the way they ask, and the timing that allows them to get more.

Characteristics of Questioner:

The way you make a request should be in part, based on the character of the person you’re asking. Some people are brisk (i.e. get to the point), others are more sociable (i.e. let’s take our time). Thus, it would not behoove you to pose the same type of request to the people possessing the characteristics mentioned. If you did, your request might be met by one and not the other, or neither of them, due to the way you posed the question. In either case, you’d be gambling on the outcome. Posing the right question in the manner that’s more receptive to the characteristics of the person to whom you’re asking a question enhances that outcome.

Verbiage Use:

“Can you …”, “Will you …”, “I need …”, “I want …” are forms of openings to a question that will psychologically appeal to different personality types. To maximize the probability of obtaining what you seek, mimic the verbiage used by the person you’re seeking the outcome from. If you observe that she predominantly uses, “can you help me” when requesting assistance, use that phrase on her. It will have an echoing effect on her; that means, the words will sound like something she’s heard before. That’ll be true to her because they will be the words that she uses. That will place her in a mindset to grant your request more readily.

Setup and Timing:

The one main advantage you have over the other person is the fact that you know you’re going to make a request. The timing of when you do will impact the probability of a successful outcome. To enhance that outcome, consider probing by asking questions that aren’t as direct as the one you plan to use (e.g. What do you think about …?). Be careful not to give too much insight about your real intent. If you do, you might be weakening your efforts.

Another tactic you can utilize is to make a request that’s significantly more than what you’re seeking. Then, by comparison, the smaller request won’t appear to be as large.

Situational and Positional Power:

Along with timing, consider when you have situational or positional power. You have situational power when you’re in a situation where you’re perceived by others as being powerful (i.e. police officer with red lights flashing). Positional power stems from the position you hold at the time when you’re perceived as being in control (i.e. boss over subordinate).

During such times, you’ll be able to make requests with an enhanced probability of having them granted.

Asking for more in any negotiation will always enhance the probability that you’ll obtain more. But you must know how to properly execute your requests to enhance that probability. Using the insights above will do just that for you … and everything will be right with the world.

Remember, you’re always negotiating!

After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

To receive Greg’s free “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.TheMasterNegotiator.com/greg-williams/

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Best Practices Body Language Entrepreneurship Management Marketing Negotiations Sales Skills Women In Business

‘Body Language Hands’ – How to Immediately Win More Negotiations

“People use their hands to add meaning to their words. To capture more of their meaning, listen to their hands.” -Greg Williams, The Master Negotiator & Body Language Expert

Do you observe the body language of someone’s hands when you’re negotiating? To win more negotiations, you should listen to their hands! Hands convey a lot of hidden information in a negotiation.

There’s so much information conveyed by the way someone uses their hands. People use them to show appreciation by clapping. They display their hands to exhibit displeasure in other ways (i.e. sitting on their hands).  They also use their hands when speaking? Hands give insight into the thought process that someone has. As someone is speaking, their hands add or detract from the message they’re delivering; you do the same when you’re conveying information, too.

When there’s a difference between someone’s words and their body language, pay more attention to their body language. It will disclose someone’s intent more than their words. Consider the following lightly when conversing with someone. Consider it more strongly when you’re negotiating.

Hands close to the body:

The closer someone has their hands to their body, the more guarded are their thoughts. You’ll see this display when someone senses perceived threats to their well-being. Their hands are in that position to protect themselves from perceived indifference.

If you see this in a negotiation, it may behoove you to put the other negotiator at ease. Based on what caused him to display his guarded gesture, you may have to address that point before you can induce the comfort you seek to invoke in him.

Hands with interlocking fingers :

When you observe a negotiator in this position, he could be displaying a demeanor that states that he’s not open to your offer, suggestion, or counteroffer. To confirm your observance, consider questioning him about the meaning of his display (e.g. I noticed you have your hands closed and your fingers locked. That usually means that someone (use ‘someone’ to avoid ‘you’ – the latter may make him defensive) is not open to something that has occurred. Is anything wrong?). Then, note his response. If he unlaces his fingers and opens his hands, while saying everything is okay, ask him to proceed. Two things will have happened. One, you will have altered his body language, which will entice him to become more mentally receptive to you and your offers. Two, you will have given him the lead in the negotiation. Based on what he does with it, he’ll give insight about what caused the initial display that you brought into question. And, he’ll give vision to what he’d like to discuss. That will highlight what’s important to him.

Hands pushed away palms out:

Take special note of this gesture because it indicates that the originator wants no part of what caused him to display the gesture. You can note future discernment by the degree that he forces this gesture outward. Also, be aware of this gesture when the other negotiator voices his assertion that he’s in agreement with you. In this case, his body language belies his true feelings. Believe that more than his words.

There are other hand gestures that give insight into a negotiator’s thought process. We’ll leave those to discuss at another time. For now, note the signals mentioned above. In so doing, you’ll be more perceptive. That will assist you in winning more negotiations … and everything will be right with the world.

Remember, you’re always negotiating! 

After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

To receive Greg’s free “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.TheMasterNegotiator.com/greg-williams/

#Negotiator #Business #Management #SmallBusiness #Money #Negotiating #combat #negotiatingwithabully #bully #bullies #bullying #Negotiations #PersonalDevelopment #HandlingObjections #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #NegotiationPsychology

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Best Practices Body Language Entrepreneurship Management Marketing Negotiations Sales Women In Business

Negotiators: Negotiate Better – Know How to Use Words Right

“Good negotiators listen for what’s not said, in order to hear words right.” -Greg Williams, The Master Negotiator & Body Language Expert

People’s thoughts give life to the words they use to influence others. Thus, their words move people to actions. As a negotiator, to negotiate better, know how to use words right.

Using His Words:

When engaged in a negotiation, listen to the words used by the other negotiator and the way he uses those words. As an example, he makes the statement, “I only want to address one thing at a time.” Later in the negotiation, if he asks you to address multiple items/situations simultaneously, you can state, “I only want to address one thing at a time.” Citing his own words as justification for your actions will psychologically put him into a state of reflection. Note his body language to discern the effect that your words have on him (e.g. leans back resting towards one side of his body, laying a pen/pencil down/aside, looking up into the air). Any such signals will serve as validation that he’s taking your words into his thought process.

Emphasized and Changing Words:

During a negotiation, the opposing negotiator will emphasize certain words. Listen for them. Through his action, he’s denoting the importance that word has in his thought process. You can use that insight to reposition your negotiation efforts to fit the altering situation based on the way he’s thinking.

As an example, if he begins a statement by saying, “Weeee, I think I can do it.” Note the word choice change from ‘we’ to ‘I’. Plus, note how he drew ‘weeee’ out. While making that change, he was likely considering to what degree he’d have to rely on others. By changing his words, he displayed his belief that he has greater control over producing the outcome in question. That display gives you insight into where he believes his abilities lie in that situation. You can clone it by posing similar questions to move him in the direction of your needs throughout the negotiation. That insight will also allow you to cite his pride of authority and position him as such. Then, if you reach a point of decision and he refers to his need to consult others, remind him of what he’s implied about his authority. Even if he states the situation at hand is above his authority, you will have uncovered his limits.

Unspoken Words:

People say a lot through the words they don’t use. Thus, what’s not said can be more important than what’s said. It too gives insight into their thoughts.

During a negotiation, closely observe the word choice used by the other negotiator to convey his thoughts and offers. Consider what he’s not saying and why he may not be using specific words. If you sense he’s attempting to prevent you from uncovering something, ask him about it. Use the words that you believe he’s not saying and observe his reaction. If his reaction is one of dismissiveness, pay attention. You may have stumbled upon a point that requires greater probing.

When people hesitate, pause, or alter their words, they’re giving you insight into their shifting mindset. That shift represents a change in their thinking. If you’re astute, you’ll observe the cause of that action and use it to advantage the negotiation.

From the way you use words to convey your offers, to the way you use the opposing negotiator’s words to shape his perspective, if you use words right in a negotiation you’ll experience greater negotiation outcomes … and everything will be right with the world.

Remember, you’re always negotiating! 

After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

To receive Greg’s free “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.TheMasterNegotiator.com/greg-williams/

#Negotiator #Power #secrets #Mistakes #Management #SmallBusiness #Money #Negotiating #combat #negotiatingwithabully #bully #bullies #bullying #Negotiations #PersonalDevelopment #HandlingObjections #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #NegotiationPsychology

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Best Practices Entrepreneurship Human Resources Management Marketing Negotiations Sales Women In Business

Negotiator Safety Perspective is a Strong Matter of Perception

“Look to the perspective of safety for greater insight into the perception of its meaning.” -Greg Williams, The Master Negotiator & Body Language Expert

As a negotiator, what’s your perspective of safety when negotiating? It’s a question you should consider because your perspective influences your thoughts and actions. If you’re not aware of that, you could find yourself engaged in irrational thinking and behavior, which would not support your negotiation efforts. Consider the following thoughts in your future negotiations.

Sensations:

Do you feel it? When negotiating, can you feel the change as it’s occurring? As you’re negotiating, attune yourself to your sensations. In some cases, you’ll sense subliminal signals; they may not fully register at your level of consciousness. If you’re aware of such sensations, you’ll be alert to signs that signal the need to alter your strategy. Note when you have a sense of foreboding. That may be your first warning signal that something may be amiss in the negotiation.

Assess Emotional Wellbeing:

Do you note your EQ (Emotional Quotient) when negotiating? Your EQ is your ability to read and adjust to signals in your environment based on the person that emits those signals. Thus, the better you are at deciphering signals and adjusting to them appropriately, the better you’ll be as a negotiator. Therefore, always maintain control of your EQ.

Environmental Impact:  

What credence do you give to your negotiation environment? The environment shapes your perspective. If not controlled, it’ll shape you!

Consider this, you’re a salesperson at a Mercedes dealership. A Woman drives up in a Chevrolet. She comes in and begins looking at vehicles on the showroom; she’s looking at the high-end Mercedes, not those in the lower price range. What are your thoughts about her and how you might service her needs? What approach would you take to do so? Would your approach be the same if she arrived in a Mercedes? Do you consider the clothes and jewelry she’s wearing? You’ll probably consider those questions and many others before approaching her. Note what was omitted – her need to feel safe in dealing with you, the vehicle she might purchase related to how safe it is, how you’ll deal with her later. Unless you take that into consideration, you may be losing the opportunity to uncover her real desire to purchase the vehicle. Those omissions will also impact the negotiation.

In every negotiation, safety is a silent variable that tags along for the ride. If the exchange between you and the other negotiator becomes tense, the need for safety is usually the harbinger that signals foreboding. It’s also the creator of anxiety, which can lead to stress.

Conclusion:

As you negotiate, be aware of safety’s role. Do so from the perspective of everyone that’s involved in the negotiation. There will be times when you and the other negotiator are worried. You’ll miss that anxiousness as to why that worry exist if you lack focus.

Suffice it to say, to be more successful in your negotiations, first focus on the fears you and the other negotiator have about the outcome. In making those assessments, consider how you and she can use the perception of safety to enhance your perspective. By engaging in this process, you’ll eliminate potential pitfalls that might befall the negotiation, while developing a clearer path to where victory lies for both of you … and everything will be right with the world.

Remember, you’re always negotiating!

After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

To receive Greg’s free “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.TheMasterNegotiator.com/greg-williams/

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Exercising Control Will Make You a More Powerful Negotiator

“Control, like power, is perceptional. Thus, the more you exercise control over power, the more powerful the perception will be.” -Greg Williams, The Master Negotiator & Body Language Expert

The perception of power is a two-way process in a negotiation; the projector sees it from one perspective and the receiver views it from another. Based on the reaction of either, the perception gets revised and the loop continues. As a negotiator, to control the perception of power, control its flow.

Temper:

There are potential perils to losing one’s temper in a negotiation. It’s the pitfall of losing control of the negotiation process. When a negotiator’s mind becomes hijacked by anger, it becomes less capable of reasoning. That can lead to unintended consequences. Even if you should become angered during a negotiation, maintain control of your emotions. Don’t allow your anger to be sensed or shown. The better you control that display, the less insight the other negotiator will have of your thoughts.

Presentation Order:

Power can be an enhancer or detractor based on the order of your offers/counteroffers. To enhance your power, depending on the circumstances, consider whether you’ll lead with your weaker or stronger offers. By controlling the order of your offers, you’ll have greater control of the negotiation. To enhance that effort, consider how you’ll escalate or de-escalate the pressure brought by the order of your offerings. You’ll be exercising the control of power and therein will lie the leverage you’ll gain from doing so.

Know What’s Important:

You derive power based on what’s important in a negotiation and to the degree you can fulfill the other negotiator’s desires. That means, you must align your offerings to match the needs of that negotiator. As an example, if you think the other negotiator’s main interest is monetary, and he’s really interested in the betterment of society, you’ll waste your efforts by attempting to maximize his monetary gains. Your perspective will not match his value proposition.

Always know definitively what is most important to the other negotiator before attempting to sway him with powerful offers. To do otherwise is to weaken your position and the power that it assumes.

Power Dilemma:

What should you do when the opposing negotiator’s position is as powerful as yours? You can feign weakness to get him to display the sources of his power; remember, power is perceptional – that means, you’re attempting to get him to display why he thinks his position is powerful. Once you acquire that insight, you’ll be in a better position to adjust and implement your negotiation plan to address his perspective.

On the other hand, you can adopt a power position by displaying your sources of power. If you do, be sure that your power will supplant his. If it doesn’t, once again, you’ll weaken your position.

In a negotiation, when you’re in a power position, if you use it wisely you’ll enhance its abilities. Conversely, if you’re perceived as being overbearing, you’ll diminish your power’s strength. In that case, others will eventually team up to combat your unruliness. They’ll fortify their barriers to thwart your power. Always be mindful of the flow of power, the source of that flow, and what it will take to control it. Doing so will allow you to enhance your negotiation efforts … and everything will be right with the world.

Remember, you’re always negotiating!

After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

To receive Greg’s free “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.TheMasterNegotiator.com/greg-williams/

#Control #Negotiator #Abilities #Power #secrets #Mistakes #Management #SmallBusiness #Money #Negotiating #combat #negotiatingwithabully #bully #bullies #bullying #Negotiations #PersonalDevelopment #HandlingObjections #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #NegotiationPsychology

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The Lack of Leverage Can Destroy Negotiator’s Abilities

“Leverage occurs in every negotiation, even when it’s not invoked.” -Greg Williams, The Master Negotiator & Body Language Expert

“We need to destroy their lead negotiator’s leverage to weaken his abilities to negotiate effectively.” Those were the words uttered during the planning stage of a pending negotiation.

When planning your negotiation, do you consider how the lack of leverage can destroy a negotiator’s abilities? Leverage adds weight to a negotiator’s efforts. It can be the difference between a mediocre outcome and one that’s substantially better.

Leverage Constriction:

The use of leverage can constrict the implementation of a negotiator’s plans. Therefore, be watchful of when its usage might be employed against you and how/when you’ll employ it. Since its implementation will alter the flow of the negotiation, you should calculate the timing of its usage to maximize the benefits derived from it. Be aware that all forms of leverage do not bear the same weight. Thus, always examine the different forms of leverage you’ll use, and determine which ones will be most impactful when assembling them.

Timing of Leverage Implementation:

There are several occasions in a negotiation when you should consider using leverage.

1. Ponder using it when you don’t wish to discuss points that will drastically alter your negotiation plan.

2. Use it on defense to inject a point as a challenge to the opposing negotiator from implementing his.

3. Consider how you can inject leverage as a surprise to observe the other negotiator’s reaction. That reaction may uncover hidden elements that you should discuss that your negotiation counterpart would rather keep undisclosed.

Combating Leverage Usage:

Park it – When thinking about leverage attempts used against you, consider whether you should address the premise that’s raised. In some cases, it may behoove you to say, “let’s put that aside for now.” If your request is successful, it will negate the need for discussion about the premise of the leverage attempt. Thus, it’s a way to deflate its charges.

When the other negotiator attempts to wiggle free of your leverage usage, you can use your first effort to pin him to a position. As an example, if you ask if he’d like to accept offer one or two, knowing both are bad, and he said no to either, then you could make another offer that was better or worse than the first one; your offer per better or worse would be dependent on what you were attempting to achieve by your offers. He could reject your third offer but then you could feign exasperation and state that you’re really attempting to be amenable; the implication being, his position is untenable.

Refute It:

I attempt to be transparent when negotiating. That means, while I attempt not to mislead, I don’t disclose every aspect of my negotiation position.

During your negotiations, realize that some negotiators will be as transparent as seeing through a stain-free glass. That will be the exception, not the rule. In some situations, your opponent will outright lie. Be prepared to refute his lies with bona fide rebuts that are greater than his. Using that form of leverage will heighten your position and diminish his if he’s willing to accept your pronouncements. That will cause him to think twice about pursuing that line of deceit moving forward.

In your future negotiations, consider how you’ll use leverage to enhance your efforts. The better you become at identifying when, how, and at what points you’ll employ its usage, the better your negotiation outcomes will be … and everything will be right with the world.

Remember, you’re always negotiating!

After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

To receive Greg’s free “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.TheMasterNegotiator.com/greg-williams/

#leverage #Destroy #Abilities #Power #secrets #HiddenOpportunities #Mistakes #Management #SmallBusiness #Money #Negotiating #combat #negotiatingwithabully #bully #bullies #bullying #Negotiations #PersonalDevelopment #HandlingObjections #Negotiator #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #NegotiationPsychology

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Body Language Human Resources Investing Management Marketing Negotiations Sales Skills Women In Business

How to Prevent Negotiator Anger Backlash that Kills Deals

“There are lots of ways to kill deals. Don’t let anger be one of them.” -Greg Williams, The Master Negotiator & Body Language Expert

“That offer angered me. They killed the deal by displaying that they had no respect for me. So, I shoved my chair to the wall, slammed my papers into my case, and walked away!” Does any of that invoke memories or stories of a negotiator’s actions that you’ve seen or heard?

Some form of anger is usually the tempest behind a negotiation’s demise. To prevent a negotiator’s anger and backlash that can kill your deal, always be mindful of your point of anger and that of the other negotiator.

Temper:

Losing your cool in a negotiation can make you run hot. That wasn’t meant to be funny. Too many times, negotiators forget to control their temper. When they do, they become irrational, engage in non-progressing actions, and infuse a degree of angst in themselves and the negotiation.

When you feel yourself getting upset during a negotiation, identify the cause. If your anger continues to rise, abate it by departing the environment and thoughts that are giving it life. Also remember that there’s another entity in the negotiation that you’re negotiating against. It’s your negotiation opponent. You should be mindful of your temperament as well as that of the other negotiator during the negotiation.

If the opposing negotiator becomes irate, assess the validity of his mood based on what triggered it; he may be using anger as a ruse. If his anger is genuine, alter the mood in the environment by changing elements in it; that may mean departing the environment that you’re in. Don’t attempt to negotiate in such climates. You may acquiesce when such is to your detriment.

Observe Body Language Signals:

Body language signals can be an omen of anger that’s lurking slightly beneath a negotiator’s mental surface. Such signals expose themselves by the removing of one’s glasses and tossing them aside (i.e. I don’t believe what I’m seeing), pinching the bridge of the nose (i.e. it’s getting stuffy in here; I need fresh air), rubbing palms while frowning or pouting (i.e. I’m warming up in anticipation for battle). During such occasions, whether it’s your actions or that of the other negotiator, note body language gestures that may foreshadow anger. Some will not be as obvious as others (e.g. pounding the table with a fist(s), waving the back of the hand with power coupled with words of dread, sounding exasperated).

Deal Conclusion:

The way a negotiation concludes can be the opening of a deal-killer. If anger has permeated the interactions between the negotiators prior to a deal, there may be a lingering angst promoted by that residue. To enhance the probability that the deal will become consummated, address that residue. Be sure it’s completely abated before departing the negotiation table.

Deal-breakers are always seeking life to kill a deal. By being more vigilant to what gives life to anger, you can prevent its backlash from invading your negotiations. You’ll no longer fall prey to the profound and insidiousness that anger uses to rip at the negotiation process. You’ll be in control of yourself, the other negotiator, and the negotiation … and everything will be right with the world.

Remember, you’re always negotiating!

After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

To receive Greg’s free “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.TheMasterNegotiator.com/greg-williams/

#Anger #Prevent #Backlash #Improvenegotiation #Power #secrets #HiddenOpportunities #Mistakes #Management #SmallBusiness #Money #Negotiating #combat #negotiatingwithabully #bully #bullies #bullying #Negotiations #PersonalDevelopment #HandlingObjections #Negotiator #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #NegotiationPsychology

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Anchoring – How to Better Improve Your Negotiation Efforts

“In negotiations, anchoring can tie you down, but it doesn’t have to weigh you down. Used right, it can be the brisk breeze that sails you to greater negotiation ports.” -Greg Williams, The Master Negotiator & Body Language Expert

Anchoring occurs in every negotiation in one form or another. To enhance your negotiation position, be aware of when it occurs, the intent of it, the mindset you adopt when observing it, and what response you or your negotiation counterpart will have to it. Those ingredients will drastically affect the flow and outcome of the negotiation. Consider the following.

Anchoring Intent:

Know the intent of anchoring. It should align with your negotiation plans. In some situations, it may be prudent to let the other negotiator anchor his position first. The justification would be based on him displaying more of his position than you displaying yours. Regardless of the option you choose, remember the person that anchors first sets a mile-marker that establishes a boundary in the negotiation.

Anchoring Tonality:

When considering how to implant your anchor, consider the tonality you’ll employ to assist your efforts. As an example, if you state your position with a timid sounding voice, you run the risk of sounding unsure and weak. On the other hand, if you convey your intent with a rich and deep voice, you’ll project the perception of authority. You’ll be more believable, influential, and convincing; a deep voice is commanding; It projects authority. In either case, be mindful of the perception your tone of voice has on your pronouncements.

Anticipate Response:

Unlike other tools in a negotiation, you should use anchoring judiciously. It will become the cornerstone upon which an easy or tough negotiation ensues.

Before choosing when and how you’ll anchor your position, consider what the response might be to it. When planning, assemble actions that will buttress up and progress your position while keeping the negotiation away from quagmires.

You should always anticipate your counterpart’s next move. When anchoring, anticipate several future moves that he might make.  Since anchoring establishes the foundation from which you’ll move forward, be more diligent in your timing, thought process, and implementation.

Mental Mindset:

Be aware of your mental state of mind when attempting to use anchoring as a viable tool in negotiations. If you’re mentally weak about making your offer, per how you’ll anchor it, assess why you have that mindset; more than likely, it won’t serve the goals you’re attempting to achieve. If you can’t muster the mental fortitude to deliver your offer in a manner that supports your efforts, it may be better not to anchor it at all. You don’t want to worsen your chance of acquiring a better deal.

Counter Anchoring:

If you’re aware of what your negotiation counterpart is attempting to achieve by anchoring you to his position, and you don’t like the position it places you in, counter to the extreme opposite. The subliminal message you’ll send is, there’s a wide gap to overcome. It will also serve to message that both of you will have to make a significant movement to advance the negotiation. You can signal that you’re willing to attempt that broach if he is, too.

The potential pitfall of responding to the extreme is to risk an impasse due to such a wide gap in anchors. Thus, you should be thoughtful about how you refute an anchor that’s established and whether you’ll set it first.

Anchoring is the persister that sets the boundaries that follow. It also foreshadows the strategies that will persist after its establishment. Used adroitly, it can be the first volley of an enhanced negotiation. Thus, if you use anchoring skillfully, you’ll be on a path to heightened negotiation outcomes … and everything will be right with the world.

Remember, you’re always negotiating!

After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

To receive Greg’s free “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.TheMasterNegotiator.com/greg-williams/

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How to Make ‘You’ a Better Negotiator

 “Small increments add up. Observe the small increments that make you a better negotiator.” -Greg Williams, The Master Negotiator & Body Language Expert

Did the word, ‘you’, draw your attention to this article? If you don’t think it did, think again. If not at your conscious level, subliminally, it did affect you. Knowing when to use ‘you’ in a negotiation can make you a better negotiator.

The Story:

“I’m canceling my monthly subscription”, stated an irate customer. “Why”, asked the service manager. “Because I didn’t like the way you resolved my issue”, replied the customer. With that, the service manager crossed his arms and retorted in a defensive tone, “what did you expect me to do? I told you we don’t settle that type of claim!”

‘You’ can be an insidious or gravely dangerous word if not used correctly in a negotiation. ‘You’ is very directive. It’s not me, or someone else, it’s directed at a single individual, you. When negotiating, be cautious about when and how you use that word.

The following are ways to use ‘you’ to enhance your negotiation efforts, while making you a better negotiator.

Using ‘You’ Strategically:

  • Consider the other negotiator’s demeanor. The opposing negotiator’s mood will affect his perception. In some cases, depending on his mood, the word ‘you’ can be perceived as being accusatory.
  • Inflection impacts the perception of ‘you’ (e.g. you need help? you need help!) – In either example, the question or statement could be perceived as being heartfelt or sarcastic depending on the inflection of how it’s posed.
  • Since ‘you’ grabs the attention of a person, use it to command attention (e.g. I need you to consider this, now.)

Using ‘You’ Haphazardly:

  • Some negotiations can become very heated. During such times, be aware that ‘you’ can ramp temperatures higher (e.g. you do it too!)
  • Not being strategic when using ‘you’ can dilute its value (e.g. do you mean that? You don’t mean that!) When ‘you’ is the first word in your statement or question it becomes more poignant.
  • Don’t overuse ‘you’. To make it more impactful, use it to stress and/or highlight a point (e.g. that is good versus, you are good.)

Body Language:

To assess the effect of ‘you’ during the negotiation, observe hand, head, and eye movements. Immediately after stating, ‘you’, observe your negotiation counterpart’s body language.

  • Hand – palms extended facing you, he’s defending himself against your proposal/accusation (i.e. whoa, not so fast.) – palms up and shoulder shrug (i.e. what do you want me to do?) – palms down, after having been up (i.e. rejection) – fist (i.e. anger)
  • Head – moving away (i.e. putting distance between you and your assertion) – moving toward (i.e. willing to embrace or confront (definitive action noted by demeanor)) – head tilted (i.e. in thought mode)
  • Eyes – narrowing (i.e. focused, attentive to what’s being conveyed and how it’s being stated) – wide (i.e. excitement, can be good or bad – assess meaning based on demeanor)

When seeking to enhance a negotiation, or threading the needle of doubt, consider how you can employ the usage of ‘you’. When used appropriately, you’ll expand your negotiation position exponentially. You will experience greater negotiation outcomes … and everything will be right with the world.

Remember, you’re always negotiating!

After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

To receive Greg’s free “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.TheMasterNegotiator.com/greg-williams/

#Opportunity #Power #secrets #HiddenOpportunities #Mistakes #Management #SmallBusiness #Money #Negotiating #combat #negotiatingwithabully #bully #bullies #bullying #Negotiations #PersonalDevelopment #HandlingObjections #Negotiator #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #NegotiationPsychology

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