\”How To Avoid Danger From Being A Strong Negotiator” – Negotiation Tip of the Week

Some negotiators emit weakness when they’re negotiating. There’s danger in doing that. Other negotiators exude strength. There’s danger in that, too. A successful negotiator knows how to project power while avoiding the threat of being perceived as overbearing, stubborn, or unrelenting. They also know when to appear robust and when to appear weak.

The following are ways that you can be a strong negotiator while avoiding danger and becoming more successful in your negotiations.

First, be mindful of the negotiator type with whom you’re negotiating. Some negotiators will view you as an opponent or adversary, while others will see you as an advisor or friend. It’s essential to identify and know the different characteristics displayed by negotiators. That’ll determine how you’ll negotiate with them.

Adversary Versus Advisor:

If a negotiator perceives you as too overbearing, he may become obstinate. When you appear weak, some negotiators will take advantage of you. So, you must know when to adopt the right persona. You can determine that by how the other negotiator sees you versus how you wish him to view you.

When dealing with someone that notes you as an adversary, his mindset is, he’s in a rigorous engagement, and there’s only one winner, him. With this type of negotiator, stand your ground. Challenge him before making concessions. Make him earn what he receives. That will enhance the respect he has for you and your abilities.

When viewed as an advisor or friend, display a demeanor of agreeability. You want this negotiator type to feel at ease with you. Create a climate whereby ideas are free to be exchanged. That will encourage that person to be more amenable to your offers, thoughts, and ideas. Also, he won’t feel threatened when you propose something that may appear to be out-of-bounds.

Advisory Role:

When projecting strength or weakness, know when to switch roles. Displaying the advisor role (e.g., I’d like to gather a little more information so I can best determine how I might meet your request), is an excellent way to break the frame. It’ll allow you to morph from a position of weakness to strength or vice versa. Be sure to change your demeanor when doing so. Do that by adjusting your body language to meet the new image that you project.

As an example, if you’re acting the role of a competent person and you switch to a weaker one, sit smaller in your chair. Do that by slouching, and drawing your body closer to itself as though you were afraid.

To project an image of strength, expand the space you’re occupying. Accomplish that by increasing the size of your body, and making big gestures when you speak. You can also move your objects further away. You want to occupy more space to appear more confident. That nonverbal gesture states that you feel comfortable and unafraid of anything in the environment.

You can also use inflections in your voice to cast the appropriate demeanor. Do that by placing a stronger or weaker inference on the words that are most important to you. That will add value to your persona.

Conclusion:

Like everything in life – the more you know about the environment you’ll be in and the people in it, the better prepared you can be for what might occur. Knowing how to move back and forth stealthfully, from a forceful negotiator image to one less dynamic, will allow you to have more influence over the negotiation. Plus, you won’t have to worry about being perceived as an ogre when you adopt a more rigorous personality. That will keep the negotiation wolves away from your door, those that would seek retribution for you being too strong against them… and everything will be right with the world.

Remember, you’re always negotiating!

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

After reading this article, what are you thinking? I’d like to know. Reach me at [email protected]

Focused Persistence In A Negotiation Leads To More Success

In your negotiation, how focused and persistent are you on the variables that lead to a successful negotiation outcome? The right degree of persistence and focus will lead to more negotiation success.

A small boy is sent to bed by his father. Five minutes later… “Da-ad… ” “What? “I’m thirsty. Can you bring me a drink of water?” “No. You had your chance. Lights out.” Five minutes later: “Daaaaad..” “WHAT?” “I’m THIRSTY. Can I have a drink of water??” “I told you NO! If you ask again, I’ll have to spank you!!” Five minutes later..

“Daaaa-aaaad… ” “WHAT!” “When you come in to spank me, can you bring a drink of water?”

That story highlights the persistence the little boy had for reaching his goal of getting a glass of water. It also highlights the consequences he was willing to endure (spanking) to get the glass of water.

Consider the following factors as you engage in your negotiations.

  • Think about the questions you’ll ask and how they might lead to the outcome you seek. Questions determine the answers you get, which determines the path upon which the negotiation will follow.

  • Assess what you’re really willing to do to reach your goals and the words and actions you’re willing to commit to in order to do so. This is an important factor to consider for every negotiation you’re in. Don’t treat this thought haphazardly. As an example, if talking tough is required to get your message across, be prepared to do so. Also, understand that there’s a difference between talking tough and showing how tough you are via your actions. We send messages through our actions as well as our words. As such, if our actions are not aligned with our words, our words have less sway. They don’t convey our commitment to the outcome we seek. If our words and actions are aligned, their synchronization emits a subliminal conveyance that we’re more focused on what we seek and the degree to which it has importance to us. Thus, being persistent and conveying it via our words and actions can get you closer to your goal.

During any phase of a negotiation, one has the belief that he will or will not achieve a successful outcome. If you maintain the mindset that states there’s a winning solution to this negotiation and all you have to do is find it, your actions will move you along that continuum. If you think you’re in a hopeless situation and it’s time to pull out, you’ll be focused on an exit point.

Either scenario may be appropriate based on the negotiation situation you’re in. The point is, know where you are in the negotiation, make the right assessment as to your course of action, and execute that action after you’re sure you’ve existed all possible routes to the outcome you’re striving for. If after doing so, you still feel it’s time to pull out of the negotiation you will have displayed the due diligence to yourself indicating that you really gave it your all. In so doing you’ll also have input to tweak your level of persistence for future negotiations, which will serve to make you a better negotiator… and everything will be right with the world.

Remember, you’re always negotiating!

10 Reasons Designer Watches Make Good Presents

If you’re struggling to find the ideal present for somebody special in your life, then perhaps a new designer watch is the answer.

Here’s why you should consider giving a watch this year.

1. Designer watches are classy and elegant, and will add a bit of sophistication. Maybe the person doesn’t follow fashion, but appreciates quality clothes or other items.

2. A new watch doesn’t have to be too expensive, but it will still be a good present. Imagine the look on their face when they open it, and how much they appreciate the thought behind it.

3. You might have exhausted every other idea, or the person you’re buying for might have everything they need. This is why a new watch is such an excellent choice for the man or woman in your life.

4. The person you’re buying for might already y be a big fan of a certain designer, or wears a certain brand of clothes. Why not see how a watch from the same brand will compliment his or her style?

5. A watch that can be worn every day is much more likely to be worn every day. If the watch is too sporty, it might look out of place in the office, on the other hand, if it’s too formal, it might be limited in its appeal.

6. Maybe a new watch is something that they’ve had their eye on for a while. If they decided that they couldn’t afford it, or didn’t really need such a nice watch, it will be a great surprise to receive it as a gift.

7. A nice watch will last a long time, and is much more likely to be well looked after than a cheap, almost disposable watch. What could be better than a watch than still lasts years later?

8. A watch makes a great present for a child or parent as well as a significant other. Perhaps you want to treat a friend or relative for a special birthday or for passing exams.

9. You’ll want to choose something that’s stylish rather than fashionable, so that it won’t look dated in a few years.

10. If the person you’re buying for is always late or has recently lost or broken their watch, then a nice watch should keep them organised, and they won’t want to lose it.

Now you know they make such good presents, perhaps it’s time you gave the gift of a designer watch.