Do You Successfully Perceive Deception Throughout Negotiations

 

 

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“How To Read And Use Body Language When Negotiating”

 

 

 

When you negotiate, how do you detect deception? When negotiating, observing the body language of the other negotiator will give you insight into whether he’s being truthful, or intentionally attempting to mislead you (lying).  

When people outright lie that’s deception, but they can also lie unintentionally by misrepresenting a fact they believe to be true. Would you know what to look for to detect lies in either situation? As you negotiate, take into account the following thoughts to detect when someone is not being forthright.  

• The eyes may have:
  • When questioning the other negotiator about a past situation that he’s not sure of, do his eyes tend to look up and to the left? If so, he’s trying to gain access to the area in the brain that stores past occurrences. In most cases, this is a natural reaction. If he looks up and to the right in the same situation, he’s more than likely in the process of concocting a story that’s born of deceit, or at minimum, he’s mentally contemplating the possibility of leaning in that direction.    
• There’s something in the tone:
  • Do you lend attention to the tone used by the other negotiator while negotiating? When it comes to deceit, the tone associated with the delivery of a thought or pronouncement will convey the level of conviction and belief that’s attached to it. That of itself will not be a definitive declaration as to whether one’s statement is deceitful. It will however give you a level of insight into how believable he wishes you to perceive it. If the other negotiator allows his tone to consistently trail off at the end of his statements, he’s displaying through the hidden insight of nonverbal, verbal (follow me on this) communications that he’s not sure about what he’s saying. To the degree that you astutely detect his level of uncertainty, you may consider probing further to uncover the ‘real’ story.  
• Rephrase and paraphrase questions to seek detail:
  • When people lie, by definition, they fabricate a story that’s not truthful. Thus, the more you probe, by asking for detail, the more extensive the lie will become. As you probe deeper, be aware of the other negotiator’s attempt to ‘waive you off’ and move to another topic. If an attempt is made to ‘waive you off’, that of itself will give you insight into the fact that the other negotiator feels uncomfortable and realizes you may be ‘on to him’. He’ll be ‘feeling the heat’ and you may observe him physically ‘tugging’ at his collar.

 

The above insights will assist you in detecting deceit, most of the time. While no ‘fool proof’ system is available to detect deceit in every situation, the more aware you are of gestures that occur around you during negotiations, the better equipped you’ll be at ferreting out deception. By being observant of body language, you will add another arrow in your quiver from which to defend yourself … and everything will be right with the world.   

 

The Negotiation Tips Are …

 

• When it comes to detecting deception, be attuned to what you don’t hear and see and what’s not said or shown. The absence of information is information. It’s information you can use in the negotiation.
• Adept negotiators, that know how to read body language and detect deceit, possess more abilities to succeed when negotiating. If you want to become a more dynamic negotiator, increase your deception detection abilities, by improving your body language reading skills.
• When you detect deceit, don’t ‘jump on it’ immediately. Let the other negotiator continue in his dastardly ways. By doing so, you’ll receive insight into how he lies and what he’s attempting to accomplish.   

 

If you would like to have Greg Williams, The Master Negotiator as a keynote speaker, trainer, or coach at your company, group, or organization, contact him by sending an e-mail to The Master Negotiator and begin maximization your resources.

©MMIX Greg Williams (The Master Negotiator), All rights reserved.

You are free to use this negotiation ‘Tip’ from Greg Williams ‘The Master Negotiator’ in whole or in part, as long as you include complete attribution as listed below. Please notify The Master Negotiator, Greg Williams where ‘Tips’ will appear, by e-mail.

The attribute below should be copied and pasted into your document:

 

by Greg Williams – The Master Negotiator. If you’d like more information on how you can boost your negotiation skills, contact him by e-mail and click here to checkout Greg’s new book, “Negotiate: Afraid, ‘Know’ More.”

Please visit The Master Negotiator’s website for additional information and negotiation resources for individuals and businesses.

“Do You Seek Positive Conclusions To Perceived Negativity in Negotiations”

 

 

Greg Williams, ‘The Master Negotiator’

 

Negotiation Tip of the Week

# 775

 

 

Perceived negativity occurs in every negotiation, but is perceived negativity negative in a negotiation? It doesn’t have to be. Perceived negativity does occur in every negotiation. If it doesn’t, you nor the other negotiators are negotiating effectively. When perceived negativity occurs in your negotiations, how do you control it and what tactics do you employ to do so. Consider the following situations and the embedded opportunities in them. 

1. If you’re outnumbered and feel disadvantaged, consider ways in which you could benefit from it. As an example, if you live in a setting where people smoke and you can’t prevent them from doing so, you might consider having cigarettes on hand and selling them at a marked up price. Grant it, the problem of preventing them from smoking would not be solved, but at least you’d profit financially from their disapproving ways. In essence, in your negotiations, when you encounter negativity, seek ways to take lemons and turn them into lemonade.
2. Hypothetically, you own the last three Picasso paintings in the world.  When viewing the paintings, someone accidentally slips. While trying to catch their balance, they rip one of the paintings. One way to view this occurrence is from the perspective of having one of your paintings having lost its value. Another way to view it is from the perspective that the other two Picassos are now worth more. In your negotiations, frame negative situations to appear in their best possible light. Negativity doesn’t have to be viewed as being negative, unless that perspective serves your position. If it doesn’t serve your position, highlight the positive.
3. Negativity in a negotiation can be beneficial, but only to the degree that it’s felt. If you stress a potential negative outcome, from the perspective of how the other negotiator will be impaired if it occurs and she can’t ‘feel’ or experience that negativity, it will not be received with the same level of ‘realism’ as if it had occurred. When speaking of negativity, if you wish to highlight the potential downfall of not taking one path over another, or addressing a situation sooner versus later, cite ‘real life’ experiences that had the most horrid outcomes to heighten your point. To enrich your point, verbally paint ghoulish pictures that are as reprehensible as you can conjure.

Remember as you negotiate, your mental perception controls what is negative and that which is positive. Thus, if you control the perception of negativity during negotiations and focus on the outcome you seek, you can frame and control the flow of a negotiation. Once you become adept at doing so, you’ll begin to view perceived negativity in a new light. You may even come to appreciate and seek perceived negative situations in negotiations, because you’ll know how to use such situations to assist you in your efforts … and everything will be right with the world.

The Negotiation Tips Are …

•  When negotiating, as in all phases of life, negativity begins in your mind. During negotiations, when accessing perceived negative situations, give thought to the benefits they could conceal. By doing so, you may surprise yourself by uncovering a diamond that first appeared to be coal.  
• When you negotiate and you’re beset by negativity, display an even disposition. Don’t bemoan negativity to the degree that you allow it to take you ‘off your game’. As a cliché advises, ‘never let them see you sweat’.
• In a negotiation, you reach major milestones by achieving mile-pebbles. Be persistent in your attempts to achieve the goal of your negotiation and don’t be dismayed by negativity.

 

If you would like to have Greg Williams, The Master Negotiator as a keynote speaker, trainer, or coach at your company, group, or organization, contact him by sending an e-mail to The Master Negotiator and begin maximization your resources.

©MMIX Greg Williams (The Master Negotiator), All rights reserved.

You are free to use this negotiation ‘Tip’ from Greg Williams ‘The Master Negotiator’ in whole or in part, as long as you include complete attribution as listed below. Please notify The Master Negotiator, Greg Williams where ‘Tips’ will appear, by e-mail.

The attribute below should be copied and pasted into your document:

 

by Greg Williams – The Master Negotiator. If you’d like more information on how you can boost your negotiation skills, contact him by e-mail and click here to checkout Greg’s new book, “Negotiate: Afraid, ‘Know’ More.”

Please visit The Master Negotiator’s website for additional information and negotiation resources for individuals and businesses.

“Did President Obama Negotiate Badly”

 

 

Greg Williams

The Master Negotiator 

Book ‘The Master Negotiator’ (Click Here)

 

Negotiation Tip of the Week

# 770

 

“Did President Obama Negotiate Badly”

 

When President Obama took office, he had a very long list of items he wanted to accomplish. Those on the far right said he was being too aggressive with his agenda. Those on the far left said he was not being aggressive enough. The president’s number one mistake was, he allowed those that supported his campaign to think they’d get everything he promised during the campaign. He did not manage their expectations.

When you negotiate, do you manage expectations and set priorities for the outcome you seek from the negotiation? If so, do you also focus on what matters to the other negotiator. By focusing on the other negotiator’s needs, you subliminally send a message that you’re seriously trying to ‘solve’ her problem, which should in turn solicit her support for your position. At the junctions of those intersections will lay the point from which you can begin to negotiate. The following are additional thoughts you can incorporate when managing expectations and setting priorities during your negotiations.  

1. Vilification: Assess the need to vilify the position of the other negotiator when you negotiate. If you seek cooperation, vilification will only serve as an additional obstacle to overcome.
2. Agenda: Be cautious of taking on too much when negotiating. The more options you incorporate into a negotiation agenda, the greater the potential for failure.
3. Balance: Be careful not to appear too weak, or too aggressive.  In any negotiation, one has to strike a fine balance between being perceived as too strong and appearing to be too weak. One can bridge that balance without being pervasive. Observe the interpretations of your actions by the other negotiator, for insight into whether you’re being perceived as too weak or too aggressive.   
4. Reality: Perception is reality. The way you depict a situation, is reality to you. To the degree you ‘shape’ the perception of the other negotiator, you shape his reality. Seek to shape the opinion of an outcome, in order to have the opinion valued from your perspective. If you don’t, the other negotiator will apply his perception to the position and if it drastically differs from yours, you’ll initially have to negotiate from his perspective.    
5. Likability: Are you likable? When negotiating, likability can be a benefit. It can also be an albatross. President Obama is very likable. His poll numbers bear out this fact. Some of the members of the president’s party have stated that he needs to become ‘tougher’. By appearing tough, you, at a minimum, allow the other negotiator to ‘see’ by your actions that you’re willing to ‘draw a line in the sand’, from which you will not retreat. Make sure you assess ‘balance’ in your ‘tough’ appearance.  

 

By being attentive to the variables, narrative, and makeup of your negotiation and addressing them succinctly, you improve your negotiation position and the probability of reaching the outcome you seek. In so doing, your negotiation efforts should sail without being assailed … and everything will be right with the world. 

The Negotiation Tips Are …

 

• Manage expectations. If time is a consideration that’s needed to influence the outcome of a position, inform the other negotiator of the consideration. By doing so, you’ll subliminally address the fact that the situation will not be corrected ‘overnight’ and you’ll ‘buy’ more time and understanding, as a position from which to negotiate. 
• Never be afraid to adapt to a position when you negotiate. You can be adaptive without losing the personality you possess. President Obama is having a difficult time adapting, because he doesn’t want to have his ‘likable’ personality altered. Don’t be trapped by being immobile.
• When negotiating, be aware of a general consent from those who are discontent. In essence, pay attention to the mode of the negotiation. The mode will give you a sense for the direction in which the negotiation is moving.  

 

If you would like to have Greg Williams, The Master Negotiator as a keynote speaker, trainer, or coach at your company, group, or organization, contact him by sending an e-mail to The Master Negotiator and begin maximization your resources.

©MMIX Greg Williams (The Master Negotiator), All rights reserved.

You are free to use this negotiation ‘Tip’ from Greg Williams ‘The Master Negotiator’ in whole or in part, as long as you include complete attribution as listed below. Please notify The Master Negotiator, Greg Williams where ‘Tips’ will appear, by e-mail.

The attribute below should be copied and pasted into your document:

 

by Greg Williams – The Master Negotiator. If you’d like more information on how you can boost your negotiation skills, contact him by e-mail and click here to checkout Greg’s new book, “Negotiate: Afraid, ‘Know’ More.”

Please visit The Master Negotiator’s website for additional information and negotiation resources for individuals and businesses.

“Always Value ‘Optics’ When You Negotiate”

 

 

You Can Enhance Your Bottom Line !!!

Book ‘The Master Negotiator’ (Click Here)

 

 

Greg Williams, The Master Negotiator

 

Negotiation Tip of the Week

# 765

 

“Always Value ‘Optics’ When You Negotiate”

 

When you negotiate, do you consider the ‘optics’ that you and your actions project? You should always consider them in any situation, especially when negotiating.

‘Optics’ are the way in which a situation could be viewed or perceived by those with whom you’re negotiating, based on your physical appearance and that by which you’re adorned. In essence, the reason you should be cognizant of the ‘optics’ you project is due to the message that ‘optics’ send. As an example, if you were negotiating and claimed not to have an abundance of financial resources, you should not arrive at a negotiation location in a convoy of vehicles; nor should you arrive in clothing adorned with the spectacles befitting someone of royalty.

Consider the ‘optics’ of the following situations and assess the messages they send.

Situation Number 1:

A man boards an airplane from one country, destined for Detroit Michigan in the US. This occurs in winter, and he has no coat (It gets very cold in Detroit in winter). That by itself may not draw attention. When coupled with other data, such as …

• his father telling US officials that his son (the man in question) had been radicalized  
• the man in question buying a one-way ticket and paying for it with cash  
• the man having no luggage, etc ..

 

adds up to create a picture (‘optics’) of someone that might not have the best of intentions. In this case, the ‘optics’ were aligned with the ill intentions of this man’s intended actions. Those were the ‘optics’ presented by the person that attempted to ignite a bomb on the Delta flight destined for Detroit over the Christmas holiday.

The point is, when the ‘optics’ don’t match what is ‘normal’ in a situation, attention should be drawn to the possible visual inconsistencies of those ‘optics’.

Situation Number 2:

In the US, some of the largest financial institutions, that received bailout dollars from the US federal government, are in the process of giving huge bonuses to the top-level echelon of those in their organizations. Had the federal government not bailed out those institutions, they might have collapsed. In addition, earmarked monies were never filtered down that were to stimulate opportunities for other industries throughout the US from the corporations receiving bailout funds.

Think about these ‘optics’ …

• large corporation giving out huge bonuses to high level corporate management
• the government helping the corporations in question, out of a ‘jam’ that many say the corporations created
• funds not being applied to assist other industries in need

No matter how you ‘view it’, the overall ‘optics’ appear to be, ‘out of focus’, on behalf of the government and the corporations!

You’ve heard that a picture is worth a thousand words. In order to improve your negotiation efforts, carefully construct the image (‘optics’) that you wish to project and nurture it throughout the negotiation. Also be mindful of how future actions stemming from the negotiation will be viewed. By doing so, you’ll convey consistency with your negotiation position, which will add to your believability, which in turn will enhance the believability of your position … and everything will be right with the world.

The Negotiation Tips Are …

• Remember, even after a negotiation has concluded, you cast an image. Make sure those ‘optics’ are consistent with the overall image of the position you projected throughout the negotiation.
• If you observe inconsistencies between ‘optics’ projected by the other negotiator, you’ll gain nonverbal insight and receive additional information from which you can use to negotiate.
• Since image and the ‘optics’ you project play such a vital role in a negotiation, always be very mindful of how you construct your image and give thought to how that image will be received and perceived. Those that are astute to such imagery will discern nonverbal information from your appearance and that which surrounds you.   

 

Enhance your business and life by having Greg Williams, The Master Negotiator as a keynote speaker, trainer, or coach at your company, group, or organization. Contact Greg by sending an e-mail to The Master Negotiator and begin maximization your resources.

©MMIX Greg Williams (The Master Negotiator), All rights reserved.

You are free to use this negotiation ‘Tip’ from Greg Williams, ‘The Master Negotiator’, in whole or in part, as long as you include complete attribution as listed below. Please notify The Master Negotiator, Greg Williams where ‘Tips’ will appear, by e-mail.

The attribute below should be copied and pasted into your document:

 

by Greg Williams – The Master Negotiator. If you’d like more information on how you can boost your negotiation skills, contact Greg by e-mail and click here to checkout Greg’s new book, “Negotiate: Afraid, ‘Know’ More.”

Please visit The Master Negotiator’s website for additional information and negotiation resources for individuals and businesses.

“CIA Overvalued Trust While Negotiating, Do You”

 

Bestselling Book - "Negotiate: Afraid, 'Know' More"

 “Negotiate: Afraid, ‘Know’ More”

 

Negotiation Tip of the Week

# 760

 

“CIA Overvalued Trust While Negotiating, Do You”

 

People died in the CIA (Central Intelligence Agency) for trusting too much. When you negotiate, what price do you pay for trust?

In the world in which the CIA operates, as with negotiations, trust is a highly valued commodity. With the CIA recently paying a very ‘high price’, as the result of having their trust misplaced, the question becomes, what are some of the lessons that can be learned from their experience and how can those lessons be applied in everyday negotiations?  The following are thoughts to ponder.

1. When negotiating and evaluating the degree of trust to bestow upon someone, consider the overall consequences of granting the other negotiator too much trust. Be astutely aware of the ramifications that could confront you, as the result of having that trust aligned against you.
2. Be cautious when placing people in less than optimum situations from which to negotiate emotionally. When you apply too much pressure in a negotiation, the person upon whom you apply the pressure may agree with your perspective for the moment. Later, he may not be able to deliver the requirements of the agreement, or resent you for placing him in such a position. In either case, you could be left with a situation that’s a lot less favorable than you had anticipated.
3. In situations involving trust, trust, but verify. In the developing stages of a friendship or business relationship, most people adhere to such procedures. When negotiating with the same party over many sessions and an extended period of time, trust becomes instilled automatically in the negotiation process, and the verification process becomes lax. It is at the point when you feel most comfortable with bestowing trust upon the other negotiator that you become the most vulnerable. Be careful not to become too laidback about trust, as the result of feeling what could be a false sense of security.
4. Everyone wants to be able to trust the negotiator with whom he’s negotiating. When it comes to trust, don’t be blindsided, because you refuse to see what may be in front of you. If you see, or sense signs of untrustworthiness, speak on it sooner versus later with the party from whom you perceive such emotions. Deceit may be waiting in the wings and the negotiation outcome could be weighing in the balance.

 

When negotiating, I’m not suggesting you become paranoid about trusting people. I’m suggesting you become more alert to those that you allow to have your trust. Once you do, you’ll become more insulated against disappointments. You’ll be less likely to give your trust blindly … and everything will be right with the world.

 

The Negotiation Tips Are …

 

• When assessing the trustworthiness of an individual, be careful whose ‘bandwagon’ you jump on. Just because an associate has had a trustworthy relationship with a negotiator doesn’t mean you’ll have the same experience.
• When using pressure in a negotiation, remember pressure causes situations to expand. Monitor the degree of pressure that’s being created in a negotiation. Control it before it has a chance to explode.
• Never fear to trust someone, but never be fearful to verify that trust. If it comes down to offending the other negotiator, or being left with a negotiation outcome you can’t live with, which position would you prefer? Always consider the consequences of trusting someone too much.

 

Enhance your operations by having Greg Williams, The Master Negotiator as a keynote speaker, trainer, or coach at your company, group, or organization. Contact him by sending an e-mail to The Master Negotiator and begin maximization your resources.

©MMIX Greg Williams (The Master Negotiator), All rights reserved.

You are free to use this negotiation ‘Tip’ from Greg Williams ‘The Master Negotiator’ in whole or in part, as long as you include complete attribution as listed below. Please notify The Master Negotiator, Greg Williams where ‘Tips’ will appear, by e-mail.

The attribute below should be copied and pasted into your document:

 

by Greg Williams – The Master Negotiator. If you’d like more information on how you can boost your negotiation skills, contact Greg by e-mail and click here to checkout Greg’s new book, “Negotiate: Afraid, ‘Know’ More.”

Please visit The Master Negotiator’s website for additional information and negotiation resources for individuals and businesses.

“Do You Negotiate Better Than The U.S. Congress”

 

 

Greg Williams, The Master Negotiator

Book The Master Negotiator For 2010

 

Negotiation Tip of the Week

# 755

 

“Do You Negotiate Better Than The U.S. Congress”

 

In observing the manner in which the U.S. Congress is wriggling (negotiating) over how to reform healthcare in the United States and the impediments encountered, the question came to mind, when you negotiate, how do you handle impasses?

The U.S. Congress has many moving pieces, with many stakeholders to appease, in its attempt to reform healthcare in the U.S. That makes the task more daunting. Depending upon that for which you negotiate, you may experience the same level of angst.

Below are five negotiation strategies and tactics you can use to address impasses during negotiations.

1. Have two negotiators on your team, each taking on distinctive roles.
   1. One plays the role of ‘good cop’ (seeks ways to appease the opposing negotiator). The other negotiator plays the role of ‘bad cop’ (Is combative with the opposing negotiator and displays a level of ambivalence that’s disheartening (This person is used to wear down the opposing negotiator.))
2. Explore the other negotiator’s pressure points.
   1. In any negotiation, there are ‘points’ upon which you can exert pressure. They will manifest themselves as leverage, in the form of ‘positional power (power you possess as the result of having something of value that the other negotiator needs and/or wants very badly (when a person needs a heart transplant, the surgeon with the skills to perform the operation has ‘positional power’ in that situation)).
3. Don’t assume what worked in prior negotiations will work the same way in current negotiations.
   1. Address each negotiation as a separate entity. Do your homework to uncover ways you can exploit your presence in each situation. Gather background information on the other negotiator to determine what it takes to move her past impasses, before reaching the negotiation table. Then, when impasses occur be prepared to utilize the information you’ve gathered to motivate the other negotiator to move in your direction.   
4. Separate components of an impasse and explore solutions to each component separately.
   1. Build consensus on mutual points. Seek ways to get the other negotiator to commit more of his time to the process. The more time he commits, subliminally, the more likely he’ll stay engaged to the conclusion of the negotiation process. In addition, at a point, he’ll start to wear down.  
5. Knowing you’re likely to incur impasses in the negotiation, explore ways that you can ‘stack the deck’.  
   1. Create demands that you can inject into the negotiation for the express purpose of succumbing to demands of the other negotiator, in exchange for concessions you wish him to make.

Regardless of how you address impasses, always seek ways to get around them and build consensuses. By building consensus, you’ll keep the negotiation moving forward and increase the chances of reaching a successful conclusion … and everything will be right with the world.  

The Negotiation Tips Are …

 

• When negotiating, people fear losing that which they cherish the most. As such, you can stroke that cord, but strum it gently to gain leverage in a negotiation. If you stroke too hard, you run the risk of breaking it and alienating the other negotiator.
• When making demands during a negotiation, position your offerings such that they appear to exact a real value. In so doing, they’ll be perceived as being ‘real’.
• Always leave an ‘open door’ through which the other negotiator can retreat to ‘save face’ and find sanctuary. If you lock him into a position so tightly that he can’t ‘pay the toll’ or ‘save face’, you could be locking yourself out of a successful negotiation outcome.

 

 If you would like to have Greg Williams, The Master Negotiator as a keynote speaker, trainer, or coach at your company, group, or organization, contact him by sending an e-mail to The Master Negotiator and begin maximization your resources.

©MMIX Greg Williams (The Master Negotiator), All rights reserved.

You are free to use this negotiation ‘Tip’ from Greg Williams ‘The Master Negotiator’ in whole or in part, as long as you include complete attribution as listed below. Please notify The Master Negotiator, Greg Williams where ‘Tips’ will appear, by e-mail.

The attribute below should be copied and pasted into your document:

 

by Greg Williams – The Master Negotiator. If you’d like more information on how you can boost your negotiation skills, contact him by e-mail and click here to checkout Greg’s new book, “Negotiate: Afraid, ‘Know’ More.”

Please visit The Master Negotiator’s website for additional information and negotiation resources for individuals and businesses.

“Party Crashers Negotiated a Breach of the White House … Do You Negotiate That Well?”

 

 

Become a Better Negotiator - An NLP Audio Program

Become A Better Negotiator

An NLP (Neuro Linguistic Programming) Audio Program

 

Negotiation Tip of the Week

# 750

 

“Party Crashers Negotiated a Breach of the White House  … Do You Negotiate That Well?”

 

Recently, ‘party crashers’ breached one of the most secure locations in the world … The White House. They were able to do so in part, because they projected an image and played a role of people belonging in that environment.  

When you negotiate, what image do you project and what role do you play?

During a negotiation, you and the person with whom you’re negotiating will adopt different positions and demeanors throughout the negotiation. To the degree you:

1. adopt the ‘right’ position (that which is viewed as being most beneficial to all parties involved in the negotiation)
2. display the appropriate demeanor (cast the right body gestures – ‘nonverbal signals’ at the appropriate time)
3. choreograph 1 & 2 to properly align with the presenting of your rebuttals, offers and counter offers (when it’s most fitting to portray such actions) …

you increase the probability of reaching a more favorable conclusion to the negotiation outcome you seek.  

Consider the following ideas when negotiating and projecting the image that’s best suited for your situation.

1.)     People are more skeptical in today’s environment than ever before. So, your body gestures need to be more synchronized and in alignment with the words you use.

(Example: If you use the gesture of shaking your head from side to side to indicate you’re not in agreement with an offer, make sure your words are synchronized with that gesture throughout the negotiation. Consistency will convey a positive nonverbal signal that will lie at the subconscious level in the mind of the other negotiator.)  

2.)     Compose the image you project, based on the person with whom you’re negotiating and the way in which they shape their perception.

(Example: Some people are ‘turned on’ by the fact that they can help someone ‘in need’. If you’re negotiating with someone of this ilk, it may behoove you to subjugate yourself. If the person with whom you’re negotiating is ‘tuned off’ by someone appearing to be ‘needed’, you may need to project an image that displays strength, while balancing such an image against not being perceived as overbearing.)

3.)     Glean information and plan the right course of action to adopt, based on the environment and demeanor you may encounter.

(Example: Prior to the ‘official’ negotiation, gather information about the environment in which you’ll be negotiating, the personalities of those involved in the negotiation, the strategy that might be employed to sway their perception, and place yourself in the proper role. In essence, project yourself in the role that’s best suited for that situation.  Caution: Be careful not to portray the ‘wrong’ role. If you cast yourself in the ‘wrong’ role, you will hurt your position (acting ‘needy’ with a negotiator that despises such actions could cause you to be summarily dismissed, without being given the proper attention to delve deeper into the negotiation.))

When negotiating, like the ‘party crashers’, you have to ‘look’ the part and play the ‘right’ role to increase the odds of a successful outcome. The better you are at aligning all of the intricate nuances that go into the makeup of that role, the more successful you’ll be … and everything will be right with the world.

The Negotiation Tips Are …

• Many components go into projecting the ‘right’ image when negotiating. Determine the ‘right’ role and image to project and alter them based on the flow of the negotiation.

• Never be afraid to challenge someone when confronted. By doing so, you could enhance your position. Just be careful not to become overbearing to the point of your detriment.

• Never forget the inherent power of body language (nonverbal signals) when negotiating. When your body language is aligned with your speech, you send a subliminal signal that’s very convincing. The signal can be perceived as indicating that you’re either weak or strong. So, project the right signal to fit the situation.

 

If you would like to have Greg Williams, The Master Negotiator as a keynote speaker, trainer, or coach at your company, group, or organization, contact him by sending an e-mail to The Master Negotiator and begin maximization your resources.

©MMIX Greg Williams (The Master Negotiator), All rights reserved.

You are free to use this negotiation ‘Tip’ from Greg Williams ‘The Master Negotiator’ in whole or in part, as long as you include complete attribution as listed below. Please notify The Master Negotiator, Greg Williams where ‘Tips’ will appear, by e-mail.

The attribute below should be copied and pasted into your document:

 

by Greg Williams – The Master Negotiator. If you’d like more information on how you can boost your negotiation skills, contact him by e-mail and click here to checkout Greg’s new book, “Negotiate: Afraid, ‘Know’ More.”

Please visit The Master Negotiator’s website for additional information and negotiation resources for individuals and businesses.

“You Can Capitalize On Negotiation Results … Through Contrast”

 

Greg Williams, The Master Negotiator

Book Greg Now For 2010

 

“You Can Capitalize On Negotiation Results … Through Contrast”

When negotiating, do you use the ‘power of contrast’? You can use the ‘power of contrast’ to mentally strengthen your position or weaken that of the other negotiator.

The ‘power of contrast’ consists of comparing various outcomes to one another. In a negotiation, it’s used to highlight the best outcome (the one to which you aspire) as being less costly and/or more beneficial to the other negotiator.

To implement the ‘power of contrast’ you can utilize one or several of the following strategies.

1. Juxtapose pro and con positions to introduce the pain of loss into the mind of the other negotiator, if he doesn’t adopt your position.
2. Stress advantages she’d receive, if she accepts your offering.
3. Compare the minimal ‘investment’ (try to avoid the word ‘cost’) (ex. $1.27 per day) to stress the overall benefit of acquiring your suggestion at a relatively low investment.
4. If the other negotiator is risk adverse, highlight the negative outcomes that could occur as the result of him not acquiring your position. Point out the time loss he’ll incur, if he starts the negotiation process with another negotiator. Paint your picture as bleak as possible, to generate mental pain in him for not accepting your position.
5. Create a ‘risk factor’ that you can inject into the negotiation to motivate the other negotiator to move towards your position or away from one that is less advantageous to you. A ‘risk factor’ is a calculation that you create that estimates the possible downside of accepting one offer compared to another.

The ‘power of contrast’ is a very strong tool to possess in your negotiation arsenal. In order to use it competently, determine if the other negotiator is more risk adverse versus ‘reward’ motivated. Once you’ve made that determination, you’ll be equipped with the insight that’s needed to implement the strategy effectively. After that, appeal to the source of motivation that will move the other negotiator most efficiently … and everything will be right with the world.  

 

The Negotiation Tips Are …

 

• When dealing with a negotiator that is risk adverse, present your offer in the form of what he’ll lose if he dithers with the acceptance of your offer.
• If the other negotiator is ‘reward’ motivated, highlight the value he’ll gain.
• Regardless of the source by which the other negotiator is motivated, put time constraints in the form of deadlines around your offer; by doing so, he’ll become more motivated to move in one direction or another and less hesitant in the contemplation of your offer.

If you would like to have Greg Williams, The Master Negotiator as a keynote speaker, trainer, or coach at your company, group, or organization, contact him by sending an e-mail to The Master Negotiator and begin maximization your resources.

©MMIX Greg Williams (The Master Negotiator), All rights reserved.

You are free to use this negotiation ‘Tip’ from Greg Williams ‘The Master Negotiator’ in whole or in part, as long as you include complete attribution as listed below. Please notify The Master Negotiator, Greg Williams where ‘Tips’ will appear, by e-mail.

The attribute below should be copied and pasted into your document:

 

by Greg Williams – The Master Negotiator. If you’d like more information on how you can boost your negotiation skills, contact him by e-mail and click here to checkout Greg’s new book, “Negotiate: Afraid, ‘Know’ More.”

Please visit The Master Negotiator’s website for additional information and negotiation resources for individuals and businesses.

Bodies talk when negotiating. What does yours say?

How To Read And Use Body Language When Negotiating

“Bodies Talk When Negotiating”

Recently, President Obama bowed to the Emperor of Japan. Through his body language, the president displayed respect, nonverbally.

When you negotiate, what does your body language (nonverbal signals) convey? Are you able to discern the thoughts of the person with whom you’re negotiating, based on the way they use their body? Can you detect when someone’s lying, based on his or her body language?

During negotiations, the body conveys hidden messages and thoughts that words do not express. If you’re astute, you’ll discern those recessed thoughts and be able to detect feelings that reside in the cavities of the mind of the person with whom you’re negotiating.

Some nonverbal signals (body language) are much easier to perceive than others. As an example, if you’re talking with someone and they turn and walk away from you, you know the conversation has concluded.

You might ask, depending upon the length of the conversation, at what point did he decide to exit? Did he mentally exit when he looked at the door; was it the moment when one of his feet turned almost imperceptibly away from you? 

If you were aware of the moment at which the other negotiator’s intentions were displayed, you could have taken evasive actions to keep him engaged, or at least acknowledged the fact that you recognized his boredom, or restlessness, thus gaining some form of appreciation for having done so.

There are multitudes of nonverbal signals conveyed in the course of a negotiation. To the degree you are aware of them, you can benefit by piercing the veil behind which some contemplations may be hidden. By being able and capable of reading nonverbal signals (body language) in negotiations and all realms of your life, you increase your ability to communicate. By increasing your ability to communicate, you increase your ability to influence other individuals. By increasing your ability to influence other individuals, you increase the likelihood that you’ll be able to assist them in acquiring that which they seek. By increasing the chances of assisting them in acquiring that which they seek, you’ll get more of what you desire in life … and everything will be right with the world.

The Negotiation Tips Are …

• By being able to read and understand nonverbal signals, in all aspects of your life, you’ll be able to note the mindset of someone that uses words to convey meanings other than the thoughts they really possess.

• An additional benefit of being able to accurately read body language is the fact that you’ll know how to use your body to convey the appropriate gesture in the appropriate situation. Thus, you’ll know how to make sure your words are congruent with your body language.

• Reading body language can be easy. Start by learning the basic body language gestures and build upon them. You’ll be rewarded many times in life, when you’re able to ‘pick up’ on that in which the truth is disguised. 

If you would like to have Greg Williams, The Master Negotiator as a keynote speaker, trainer, or coach at your company, group, or organization, contact him by sending an e-mail to The Master Negotiator and begin maximization your resources.

©MMIX Greg Williams (The Master Negotiator), All rights reserved.

You are free to use this negotiation ‘Tip’ from Greg Williams ‘The Master Negotiator’ in whole or in part, as long as you include complete attribution as listed below. Please notify The Master Negotiator, Greg Williams where ‘Tips’ will appear, by e-mail.

The attribute below should be copied and pasted into your document:

 

by Greg Williams – The Master Negotiator. If you’d like more information on how you can boost your negotiation skills, contact him by e-mail and click here to checkout Greg’s new book, “Negotiate: Afraid, ‘Know’ More.”

Please visit The Master Negotiator’s website for additional information and negotiation resources for individuals and businesses.

“To Negotiate Successfully, Be Prepared to Reshape Your Offer”

Greg Williams, The Master Negotiator

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 “To Negotiate Successfully, Be Prepared to Reshape Your Offer”

When you’re negotiating and your offer is rejected, how do you reshape, paraphrase, or reposition it to make it more appealing? No one has to look too far, to understand the difficulties one can incur when trying to have an offer accepted during negotiations. We can draw from the daily experiences in our own lives as examples.

During negotiations, when you present and offer and you have to reshape, or reposition it, keep the following thoughts in mind.

1. Understand how the other negotiator perceives your offer, compared to the interest she represents.
2. Present your offer in a manner that is perceived as being most advantageous to the other negotiator (50% off is more appealing to some people, while ‘2 for 1’ will tantalize the senses of others, and yet ‘buy 1 get 1 free’ may appeal to a different mindset. All three offers are the same, but one will have a greater appeal to the needs of some over the others.)
3. Understand who is aligned with whom. A negotiator may appear to adopt a position that is irrational and completely out of line with what he should be seeking. By knowing with whom he’s aligned, his actions will underscore his motivation. Then, the motivation of his requests will give you greater insight and understanding as to why he adopts one course of action versus another.  
4. Understand the emotions that are attached to a request or proposal when negotiating. In some situations, you’ll miss why a proposal is so controversial, if you don’t understand the emotions that are attached to the proposal. If you miss the reason ‘why’, you’ll miss the opportunity to advance the negotiation. In essence, you could end up stuck in addressing an issue when in reality, you should be addressing the ‘cause’ of the issue.
5. When reshaping the paradigm of the other negotiator, don’t be pompous. Stress the benefits that her ‘interest’ will gain from  your offer. If the perception is not perceived as beneficial, don’t be chagrined by your efforts. Reposition your offer again, based on the feedback you receive. 

The way people perceive offers depends on their mindset, situation, and the interest they represent. By presenting your offer in a manner that appeals to the hierarchy of the other negotiator needs, your offer becomes more appealing. By making your offer more appealing, you increase the probability of it being accepted … and everything will be right with the world.

The Negotiation Tips Are …

• With twenty-twenty hindsight, everyone knows what he or she should/could have done to improve the outcome of a negotiation. In seeking experience for future negotiations, examine what occurred in past negotiations and reflect upon what the other negotiators’ position was and why they maintained their position. 
• Learn to ‘frame’ and then ‘reframe’ offers so that they appear most appealing. By doing so, you’ll have more control in a negotiation and thus, you’ll be able to progress the negotiation in the direction you seek.
• To understand what the other negotiator is experiencing, try to adopt his mindset. Seek to understand his perspective, based on why he’s negotiation from his perspective.

If you would like to have Greg Williams, The Master Negotiator as a keynote speaker, trainer, or coach at your company, group, or organization, contact him by sending an e-mail to The Master Negotiator and begin maximization your resources.

©MMIX Greg Williams (The Master Negotiator), All rights reserved.

You are free to use this negotiation ‘Tip’ from Greg Williams ‘The Master Negotiator’ in whole or in part, as long as you include complete attribution as listed below. Please notify The Master Negotiator, Greg Williams where ‘Tips’ will appear, by e-mail.

The attribute below should be copied and pasted into your document:

 

by Greg Williams – The Master Negotiator. If you’d like more information on how you can boost your negotiation skills, contact him by e-mail and click here to checkout Greg’s new book, “Negotiate: Afraid, ‘Know’ More.”

Please visit The Master Negotiator’s website for additional information and negotiation resources for individuals and businesses.