“All that glitters may not be gold, but if you know where value resides and how to extract it, you can turn any color into green (i.e. money/opportunity).” -Greg Williams, The Master Negotiator & Body Language Expert
“I’m a grown man and I don’t want my bedroom painted pink!”
Those were the words of an exasperated man exclaiming his displeasure to a movie scout, that wanted to paint the man’s bedroom a color that the man didn’t think was manly. The scout had very excitedly told the man how perfect his house was for a scene that had to be shot within a few days for a movie with a big budget. The scout had also let on that the movie company didn’t have a lot of time to investigate other properties. The more the scout talked, the more he placed his negotiation position in jeopardy.
In reality, when the man was stating his displeasure with the color of the room, he did so as a setup to extract more money from the movie scout.
What ploys do you employ to enhance your negotiation position? Do you know what the color of money is (opportunities) in your negotiations?
The following insights will allow you to quickly identify hidden opportunities in your negotiations.
1. When the other negotiator constantly talks, let him. The more he talks the better off you’ll be. He’ll divulge information and insights that you’ll be able to use in the negotiation.
2. Before your negotiation, consider what points of leverage you can obtain, simply by placing a strategic objection at the appropriate time. Opportunities occur in every negotiation, but they’ll be missed if you don’t know what to look for. Plus, if you plan for them, you’ll be more mindful of how you can promote them to
3. To be even more effective, consider the rebuttals that might be offered to your objections. Then, think of the body language you’ll exhibit to assist in your ruse. As an example, you can display disgust by curling one corner of your lip. Even if the other negotiator is not aware at a conscious level of what that means, he’ll sense it at a subconscious level. Depending on his overall demeanor and the timing of the display, he may adopt a mercurial nature that states, you can go faster, or that it’s time to slow down. Be aware of which one it is. Nevertheless, when body language and words are synchronized, your words have a more powerful impact on you.
4. Know when to forge forward with a request and know when to ease up. Such direction can be gleaned from the reaction of the person you’re negotiating with, based on the body language and words they use to respond. As an example, if you receive several concessions as the result of your ploys, you might consider giving in to a hard and strident pushback you receive. The theory is, let him win sometimes, so he’ll grant you more concessions.
5. Always be mindful of your emotions. The more you keep your emotions in check, the greater control you’ll have over them, and the other negotiator.
In the opening situation, I described how a man used the color pink to obtain more green (i.e. money). If you’re observant of situations that offer you the opportunity to enhance your negotiation position, you too can gain more from every negotiation you’re in … 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 5-minute video on reading body language or to sign up for the “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.themasternegotiator.com/greg-williams/
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