“Good Faith Negotiation Bargaining Can Lead To Losing”

 

 

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Negotiation Tip of the Week

# 1015

 

“Good Faith Negotiation Bargaining Can Lead To Losing”

 

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Bargaining in good faith can lead to losing a negotiation. There can be several reasons why this occurs.

In some societies, good faith bargaining means bargaining to a perceived point, only to back out of the deal in the end, for a more favorable outcome. Such tactics can be very frustrating to deal with, if you’re not aware of what is occurring.

Making sure that someone negotiates in good faith can be like nailing Jell-O to a wall, difficult. It can be akin to you thinking that both you and the other negotiator are negotiating in good faith, according to perceived decorum, only to discover later in the negotiation that the other negotiator has a different perception of what good faith negotiation is. Worse, because of the demeanor he portrays, you can become unsure as to the character with whom you’re negotiating, which can cause anxiety to seep into the negotiation.

You can employ strategies to shield yourself from these tactics. The following are ideas and suggestions you can employ to thwart such efforts.

1.    In some societies and cultures, the perception of good faith negotiation is very open to interpretation. Thus, there can be a wide chasm between the manner parties interpret what good faith negotiation means. Understand what the definition of good faith is when you negotiate. You can get insight based on the past negotiation habits of the other negotiator.

2.    To assist in keeping the other negotiator bound by what his commitments are during a negotiation that stretches over an extended time, negotiate in modules and insert short-term deliverables into your agreement. Collect the deliverables when you’ve completed a module, before moving to the next one.

3.    If your negotiation efforts become strained, due to what you perceive to be less than good faith negotiation efforts, seek leverage by identifying ‘points of influence’ to which you can apply pressure’; it can be in the form of entities that have a stake in the outcome of the negotiation, or another source to which you can summon. In essence, get others that have an interest in the outcome of the negotiation to influence the other negotiator.

If you sense the other negotiator will not negotiate in good faith, invest as little time in the negotiation as possible. In the end, you don’t want to be dragged into a quagmire that will only turn out to be wasted time and effort. Save yourself from such disasters … and everything will be right with the world. Remember, you’re always negotiating.

The Negotiation Tips Are …

• Try to never enter into a negotiation, when you’re unsure of the negotiation customs and habits of the other negotiator.

• If there’s a question to what good faith negotiation is, get the other negotiator’s perspective and observe to what degree he moves from that perspective during the negotiation. His movement will be an early warning signal, if he begins veering off the path of, good faith.

• If the other negotiator refuses to abide by the covenants of a negotiation, exploit his points of weakness, in an effort to nudge him back in the right direction.

Special Offer:

To inquire about having The Master Negotiator as a coach or consultant, or to conduct ‘live’ instructional sessions, and/or keynote presentations at your company, group, or organization, please send an e-mail to GregWilliams@TheMasterNegotiator.com and start getting more of what you deserve out of life.  Please include the verbiage, ‘Negotiation Inquiry’ in the subject line.

©MMXI Greg Williams (The Master Negotiator/Body Language Expert), All rights reserved.

“To Succeed When Negotiating Use Questions Strategically To Go From Despondency To Euphoria”

 

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“To Succeed When Negotiating Use Questions Strategically …

To Go From Despondency To Euphoria”

 

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When you negotiate, do you use questions strategically, to go from despondency to euphoria? During negotiations, some negotiators become despondent, because they don’t know how to answer questions.

During a negotiation, your emotional perspective and the way you respond to questions determine the flow and outcome of the negotiation. If you wish to become more adept at negotiating, you must use questions to control the flow of the negotiation.

Become better positioned to achieve successful outcomes in your negotiations, by considering the following information.

1. How should you respond to questions and control the flow of the negotiation?

• To control the flow of a negotiation, only answer questions that are pertinent to your position. If a question is posed that could support your position, but you feel it might be the source of potential friction, consider acknowledging it with a gesture and ask that it be put aside until another phase of the negotiation. If the question is not appropriate to advance your position, don’t lend credence to it. Ignore it. You can use a shrug of the head, or some other nonverbal gesture, to dismiss it.

2. Use questions to answer questions, as a way of directing and controlling the flow of a negotiation.

• Another way to alleviate your despondency when confronted with questions is to respond by asking a question (e.g. Question asked of you – What’s the per unit cost? Your response – Is the per unit cost important to you?). If you have control of the negotiation, the other negotiator will be obligated to answer your question, while forgoing a response to his own. While he’s answering your question(s), you’re gathering more information and controlling the flow of the negotiation.

3. Use body language to convey your questions succinctly and with authority.

• In order to have your question(s) perceived with authority, be sure your body language is synchronized with the manner by which you pose questions (e.g. If a question is meant to put the other negotiator in a somber mood, consider presenting your question in a manner that represents such a demeanor. In essence, don’t smile if you’re trying to make the other negotiator experience dread, unless you’re attempting to be sinister.)

If you want to experience the euphoric feeling one has when reaching a successful negotiation outcome, enhance your abilities to use questions as a strategic negotiation tool. Once you acquire the skill to direct the negotiation with questions, you’ll increase the positive outcomes of your negotiations … and everything will be right with the world. Remember, you’re always negotiating.

The Negotiation Tips Are …

• The ranges of emotions experienced in a negotiation are tied directly to how you answer and ask questions. Answer questions with this thought in mind.

• Negotiators experience a wide range of emotions, promoted by the questions posed. In order to become a better negotiator, learn to use questions strategically.

• By posing and responding to questions strategically, you decrease the potential for despondency and improve your chances of reaching a successful outcome.

Special Offer:

To inquire about having The Master Negotiator as a coach or consultant, or to conduct ‘live’ instructional sessions, and/or keynote presentations at your company, group, or organization, please send an e-mail to GregWilliams@TheMasterNegotiator.com and start getting more of what you deserve out of life.  Please include the verbiage, ‘Negotiation Inquiry’ in the subject line.

©MMXI Greg Williams (The Master Negotiator/Body Language Expert), All rights reserved.

Arrogance Can Cause Zeal To Be Added To Negotiations

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Negotiation Tip of the Week

# 1005

 

“Arrogance Can Cause Zeal To Be Added To Negotiations”

 

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When negotiating, how do you respond to arrogance? Do you use arrogance as a ploy in your negotiations? When arrogance is infused into a negotiation, it can add zeal to the process. It can also cause the negotiation to wander into unexpected territory.

When confronted by arrogance, some negotiators shrink, while others become emboldened. To contemplate the usage of arrogance in a negotiation, and how to combat it, consider the following factors.

Weighing the use of arrogance as a strategy:

In the planning stage of your negotiation, ask yourself if being arrogant will achieve the advantage you’ll seek during the negotiation. If the answer is yes, play the role of someone that’s arrogant. If you feel uncomfortable playing such a role, don’t fret. In a negotiation, everyone plays a role. Just be sure to consider the mental makeup of the other negotiator. If you’re not sure how such a stance will be perceived, avoid using arrogance as a strategy.

Using arrogance as a ploy:

When confronted by arrogance, some negotiators will become meek and easy to maneuver, while others will become hardened in their position and immobile.

If the negotiation is not progressing significantly, and the other negotiator is someone that withers at the sign of authority, you may consider using arrogance to influence the progression of the negotiation. With this type of individual, you’ll more than likely receive little pushback about your persona. If on the other hand, you’re dealing with a strong willed individual and your negotiation position is tenuous, you may consider being more tolerable in your persona and exchange of information.

Combating arrogance:

Negotiating with arrogant people can be daunting. At times, you may have the desire to become combative. Such an emotion can cause you to lose focus on your strategy for the negotiation. When dealing with arrogance in a negotiation, recognize it for what it is and don’t be influenced by it. If you’re using arrogance as a ploy, be sure it’s the appropriate tool for the task you’re trying to accomplish.

When used strategically, arrogance can be the catalyst that progresses a negotiation towards the point of completion more expediently. On the other hand, if it’s misused, it can serve as the catapult that sends the negotiation to unexpected places. Just make sure you observe the influence that the use of arrogance has on the negotiation and be prepared to adjust quickly, if you’re not receiving the expected outcome you seek … and everything will be right with the world. Remember, you’re always negotiating.

The Negotiation Tips Are …

• When negotiating, don’t be pushed into becoming a living corpse, if arrogance becomes a strategy used against you. Have a plan prepared to combat such tactics.

• If you negotiate in a team environment, don’t become the protagonist against someone that’s being arrogant, unless you’ve predetermined that’s the best course of action to adopt.

• When using arrogance as a ploy never put yourself in a position that requires you to back down. If you have to back down, exact a toll from the other negotiator to do so.

Special Offer:

To inquire about having The Master Negotiator as a coach or consultant, or to conduct ‘live’ instructional sessions, and/or keynote presentations at your company, group, or organization, please send an e-mail to GregWilliams@TheMasterNegotiator.com and start getting more of what you deserve out of life.  Please include the verbiage, ‘Negotiation Inquiry’ in the subject line.

©MMXI Greg Williams (The Master Negotiator/Body Language Expert), All rights reserved.

 

 

“Use Micro Expressions Strategically To Accurately Detect Disgust In Negotiations”

How to Read and Use Body Language When Negotiating

Invest In Yourself – Discover How To Read Body Language

Negotiation Tip of the Week

# 1000

 

“Use Micro Expressions Strategically To Accurately Detect Disgust In Negotiations”

 

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When negotiating, do you accurately detect disgust in the other negotiator? Do you know how to do so by using micro expressions? Such emotions have a direct influence on the negotiation.

Smart negotiators know how to manipulate a negotiation by utilizing different emotions. In order to protect yourself from such ploys, you need to know the micro expressed signs that denote genuine disgust.

What does disgust look like in a negotiation?

In a negotiation, disgust can be seen in the body language of the other negotiator, through the use of sighing, constantly looking away from the person speaking, checking the time via glances at his watch or a clock on the wall, and the fiddling of objects. Disgust can also be displayed by the use of strong hand gestures (pounding table, stabbing/poking the air with a finger, etc.).

What to observe to detect real disgust in a negotiation:

To detect the genuineness of disgust, examine the other negotiator’s face for a wrinkling in his nose and his upper lip raised. This expression will only last for 1/25 of a second to 1 second. Thus, while the emotion will be fleeting, you can glimpse the sincerity of the other negotiator’s emotional state of mind, if you capture this signal.

How to combat disgust during a negotiation:

Regardless of whether the display of disgust is genuine, if it converges at a precipice in the negotiation, weigh the option of discussing your perception to seek validity of the display. If such displays are made during noncritical points in the negotiation, consider ignoring them. Only speak about them if you wish to convey that you’re cognizant that something’s askew. Be careful not to fall prey to a position that’s not beneficial to your negotiation efforts.

Ways to alter false disgust displayed during a negotiation:

Depending upon the person with whom you’re negotiating and their demeanor, you may consider ignoring the signs of disgust they display. In some cases, like a child, the more you inquire as to what is wrong with the person with whom you’re negotiating, as displayed by their behavior, the more you’ll be drawn into their realm of control.

To be better equipped to defend against emotions displayed during a negotiation, observe the characteristics of disgust, as conveyed through micro expressions. Once you become adept at identifying genuine emotions, versus those that are presented for the purpose of diversion, you’ll compete at a higher level and be more successful when negotiating … and everything will be right with the world. Remember, you’re always negotiating.

The Negotiation Tips Are …

• To assess the genuineness of disgust in your negotiation, note what has led to the display of the emotion and observe the signs that highlight the genuine emotion displayed through disgust.

• To control the flow of a negotiation, only address emotions that are bona fide to the negotiation.

• Mirror disgust to stake out a position indicating you’re as repulsed as the other negotiator. Do so with caution, so as not to get into a one-upmanship with the other negotiator.

Special Offer:

To inquire about having The Master Negotiator as a coach or consultant, or to conduct ‘live’ instructional sessions, and/or keynote presentations at your company, group, or organization, please send an e-mail to GregWilliams@TheMasterNegotiator.com and start getting more of what you deserve out of life.  Please include the verbiage, ‘Negotiation Inquiry’ in the subject line.

©MMXI Greg Williams (The Master Negotiator/Body Language Expert), All rights reserved.

“To Negotiate Successfully Perceive Genuine Anger Using Micro Expressions”

 

 

How to Read and Use Body Language When Negotiating

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Negotiation Tip of the Week

# 995

 

“To Negotiate Successfully Perceive Genuine Anger Using Micro Expressions”

 

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Glimpsing anger, via the use of micro expressions, is a unique way of gaining insight into someone’s real emotional state of mind. That’s due to the fact that micro expressions are not filtered by the mind, before an emotional act is committed. Thus, the emotions displayed via micro expressions are not contrived.

There are seven emotions expressed through micro expressions: anger, disgust, fear, sadness, happiness, surprise, and contempt.

This article explores the emotion of anger when used in a negotiation. In particular, it explores how anger is expressed, how to detect it, and how to utilize the recognition of it during a negotiation by using micro expressions (note: the same methods of detection and utilization can also be used in your personal endeavors).

Once a negotiator recognizes signals that highlight a micro expressed action, that negotiator attains a huge advantage when interacting with people. When negotiating, the advantage almost becomes unfair. To gain such an advantage, consider discovering and detecting real anger in your negotiations by utilizing micro expressions.

During any negotiation, participants involved in the negotiation will possess and display a wide range of emotions. In some cases, it may not behoove the negotiator that’s angered to express his demeanor, for fear of divulging a hidden position that he does not wish to have exposed. In so doing, he may try to portray a different demeanor in an attempt to conceal his real emotion.

To detect anger by using micro expressions, observe an intense appearance in the eyes (that might be akin to someone staring/looking through you), eyebrows down and together, and a narrowing of the lips. In this emotional state of mind, the other negotiator’s eyes, while focused on you, are also being used as an introspective reflection of the thoughts being discussed. It’s another indicator that the other negotiator is fixated on the thoughts that are angering and confronting him. Once you sense genuine anger, validate your findings by addressing your perception with the other negotiator and the reasoning behind his anger.

Anger can cause the rational process of thinking to be abandoned. Thus, when one is genuinely angered, one does not think as clearly as would otherwise be the case. By harnessing the power of micro expressions, you’ll be able to detect if anger is being used as a tool of evasiveness, or to create ambiguity. With that detection ability as an ally, you’ll decrease the probability of being thwarted by false ploys. This in turn will allow you to be more successful when negotiating … and everything will be right with the world. Remember, you’re always negotiating.

The Negotiation Tips Are …

• Anger serves the purpose of changing one’s demeanor. In a negotiation, you must maintain mental control of your environment. Don’t allow yourself to be manipulated by the false pretense of anger.

• Micro expressions allow you to unearth potential problems in a negotiation. To be successful, heighten your senses when detecting anger in a negotiation.

• Determine the genuineness of anger by learning how to interpret micro expressions.

Special Offer:

To inquire about having The Master Negotiator as a coach or consultant, or to conduct ‘live’ instructional sessions, and/or keynote presentations at your company, group, or organization, please send an e-mail to GregWilliams@TheMasterNegotiator.com and start getting more of what you deserve out of life.  Please include the verbiage, ‘Negotiation Inquiry’ in the subject line.

©MMXI Greg Williams (The Master Negotiator/Body Language Expert), All rights reserved.

“When Negotiating Compromise To Win”

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Negotiation Tip of the Week

# 990

 

“When Negotiating Compromise To Win”

 

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During a negotiation, there’ll be times when you’ll be required to compromise. The way you compromise, signals the importance of some terms of the negotiation versus others. Thus, it will behoove you to be coy at times when compromising in a negotiation.

How then should you compromise in a negotiation and what strategies should you employ? The following are seven thoughts to contemplate in your negotiations, when dealing with compromise.

1.    Most negotiators state, you should never compromise too quickly in a negotiation. In general, that’s good advice. The way you compromise should be dependent on the situation and on what it is you’re negotiating. If you whimsically cast off an item as not being important, you can concede it haphazardly. If on the other hand, you wish to convey importance of an item, hang on to it like life itself. Be dogmatic about compromising it and exact a high price in return for your acquiescence.

2.    Consider using an implied compromise as a stalling tactic. This can give you more time to prepare and/or implement another strategy (ex. I think I can accommodate you, but I have to get the OK from my boss.).

3.    Whenever you compromise, consider getting something, as the result of giving something.

4.    You can also utilize the compromising process as a decoy. You’d employ such a tactic by giving value to a covenant of the negotiation that really doesn’t possess the degree of value proclaimed. In so doing, you can divert attention away from a covenant that possesses more value.

5.    By compromising easily, you can give the appearance that you’re an easy person to negotiate with, which could cause the other negotiator to drop her guard.

6.    Always ask yourself the question, is it worth it to negotiate if a loss is eminent? If there’s a future strategic position that can be gained, consider how you will utilize compromises to attain that position. After all, a loss can be a win, if you continue with the negotiation. Just be mindful of minimizing your loss.

7.    By being known for the way you compromise, you create an image of who you are. When negotiating over a period of time, such an image can be beneficial to you.

Sometimes, there’ll be situations that you know you can’t win, and yet it will behoove you to negotiate. So, why should you fight when you know the chances of winning are slim? You should consider doing so to position yourself for future negotiations, or the next phase of the negotiation. Since compromise occurs in all aspects of life, by knowing how, when, and the right environment to compromise, you can enhance your negotiation outcomes … and everything will be right with the world. Remember, you’re always negotiating.

The Negotiation Tips Are …

• Always seek to compromise where and when appropriate to enhance your position.

• Strive to get something in return for a concession. When compromising, if all you get is a chit, it can become something of value that you can use in the negotiation.

• In your negotiations, have items ready to use that have no importance to you, for the purpose of compromise.

Special Offer:

To inquire about having The Master Negotiator as a coach or consultant, or to conduct ‘live’ instructional sessions, and/or keynote presentations at your company, group, or organization, please send an e-mail to GregWilliams@TheMasterNegotiator.com and start getting more of what you deserve out of life.  Please include the verbiage, ‘Negotiation Inquiry’ in the subject line.

©MMXI Greg Williams (The Master Negotiator/Body Language Expert), All rights reserved.

“To Negotiate Effectively Perceive Micro Expressions”

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Negotiation Tip of the Week

# 985

 

“To Negotiate Effectively Perceive Micro Expressions”

 

When negotiating, in business or in your personal life, do you miss micro expressions? Micro expressions are actions that last between 1/25 of a second and 1 second; they’re actions unfiltered by the thought process of the mind. Knowing how to detect and perceive micro expressions, allows greater insight into someone’s mind.

If you wish to increase your negotiation advantages and heighten your awareness of the value contained in micro expressions, consider the following information.

Detecting Micro Expressions: During a negotiation, in order to perceive micro expressions, you must be attuned to the actions of the other negotiator. Thus, you must pay very close attention to his body language. The expressions he displays will give insight into the true feelings he possesses at any given point in the negotiation.

What to look for: In order to gain the most beneficial insight from micro expressions, observe gestures made by the other negotiator’s head, eyes, mouth, and feet. Each gesture can disclose a mindset different from what is expressed.

Head: Head movements can be perplexing to decipher. In detecting micro expressions with head movements, observe if the other negotiator constantly tilts his head from one side to the other. Such actions will indicate the fact that he’s weighing the thoughts that you’ve presented and is in a hurry to get through what’s being discussed.

Eyes: Take note of sudden blinking and roaming of the eyes. Such actions denote an inner searching for a course of action. The closing of the eyes for several moments indicate that the other negotiator doesn’t believe what he’s hearing and/or seeing.

Mouth: Quivers can occur in the area of the mouth with the lips. Such actions indicate a degree of stress and the fact that the other negotiator may be trying not to divulge what’s really on his mind.

Feet: The flexing of one foot, pointed in a direction away from you, can be a micro expressed insight into one’s mindset that indicates he’s displeased with what you’ve proposed. Once you sense such an action, confirm your perspective perception to insure the two of you are still on the same page.

Any negotiation can be froth with obstacles that challenge your mental capacity to remain sane. Above are just a few of the body language clues you’ll gain insight from, as the result of observing micro expressions. By incorporating the value of micro expressions into your negotiation repertoire, you’ll enhance your negotiation efforts … and everything will be right with the world. Remember, you’re always negotiating.

The Negotiation Tips Are …

• When observing micro expressions during a negotiation, such expressions are forthright. That’s due to the fact that micro expressions are actions not filtered by the mind, before an action is committed.

• An additional benefit of being able to detect micro expressions is the value they add to your personal life.

• By being able to detect micro expressions, you’ll be able to sense when someone is generating a genuine reservoir of good will towards you.

Special Offer:

To inquire about having The Master Negotiator as a coach or consultant, or to conduct ‘live’ instructional sessions, and/or keynote presentations at your company, group, or organization, please send an e-mail to GregWilliams@TheMasterNegotiator.com and start getting more of what you deserve out of life.  Please include the verbiage, ‘Negotiation Inquiry’ in the subject line.

©MMXI Greg Williams (The Master Negotiator/Body Language Expert), All rights reserved.

You are free to use this material 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 his material will appear, by e-mail: GregWilliams@TheMasterNegotiator.com

The attribute should read:

by Greg Williams – The Master Negotiator. If you’d like more information on how you can become a savvier negotiator, click here to checkout Greg’s new book, “Negotiate: Afraid, ‘Know’ More.”

Please visit The Master Negotiator‘s website at http://www.TheMasterNegotiator.com for additional information and negotiation resources for individuals and businesses.

“Control Emotions To Negotiate Successfully”

 

 

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Negotiation Tip of the Week

# 980

 

“Control Emotions To Negotiate Successfully”

 

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When negotiating, do you let emotions get in the way of your objectives? During negotiations, most people experience a range of emotions. The way you control those emotions have a profound impact on the progress and outcome of the negotiation. To gain a greater sense of how you can control emotions during a negotiation, keep the following thoughts in mind.

1.    Prior to the negotiation, consider what could possibly cause you to become emotionally unglued and mentally prepare for such situations. Consider possible recourses you might adopt to maintain emotional control. Assess the other negotiator to determine what might cause him to become emotionally unglued, too.

2.    Validate emotions: Whenever you incur an emotion, validate its purpose. Seek to uncover whether the emotion is real or contrived. It may be portrayed as genuine, while hiding behind a mask of deceit, to provoke a calculated reaction within you. If you suspect such a ploy is being utilized, consider displaying no emotion in return. By doing so, the perpetrator will have doubt cast upon his actions, which in turn will give him cause to reflect upon whether his ploy is being met with success.

3.    Control emotions: You must control your emotions and attempt to do so of the other negotiator. To control the emotions of the other negotiator, you should possess a strong awareness of what might trigger him to one action versus another. Then, during the negotiation, strike the proper accord to motivate him to move in the direction you seek. Your degree of success will be determined by how well you’ve estimated his reactions.

4.    Display appropriate emotions for environment: The emotions you exude should be aligned with the outcome you seek from the negotiation. Thus the proper mannerisms, connected with the appropriate emotions, will lend cohesiveness to your position.

5.    Body language and emotions: As you progress through a negotiation, observe the alliance that a displayed emotion has with one’s body language. If there’s incongruity between the emotion and body language, the emotion may be contrived and have less importance than what is being conveyed.

Even when an emotion is genuine, you don’t have to give credence to it. You can choose to ignore it, if it does not serve your purpose of moving the negotiation towards a positive outcome. Regardless of the way you react to emotions during a negotiation, if you’re aware of the role they play and adjust to them accordingly, you’ll have greater control of the negotiation and in the process be more successful … and everything will be right with the world. Remember, you’re always negotiating.

The Negotiation Tips Are …

• Always be cognizant of controlling your emotions during a negotiation. A loss of control could cause you to think irrationally, and adopt actions that you might otherwise avoid.

• To the degree there’s congruity in your words and emotions, your emotions will possess more credibility.

• If the other negotiator’s emotions are not aligned with his body language, you may consider pointing out this observation. Your attempt would be to get him to alter his facade.

Special Offer:

To inquire about having The Master Negotiator as a coach or consultant, or to conduct ‘live’ instructional sessions, and/or keynote presentations at your company, group, or organization, please send an e-mail to GregWilliams@TheMasterNegotiator.com and start getting more of what you deserve out of life.  Please include the verbiage, ‘Negotiation Inquiry’ in the subject line.

©MMXI Greg Williams (The Master Negotiator/Body Language Expert), All rights reserved.

You are free to use this material 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 his material will appear, by e-mail: GregWilliams@TheMasterNegotiator.com

The attribute should read:

by Greg Williams – The Master Negotiator. If you’d like more information on how you can become a savvier negotiator, click here to checkout Greg’s new book, “Negotiate: Afraid, ‘Know’ More.”

Please visit The Master Negotiator‘s website at http://www.TheMasterNegotiator.com for additional information and negotiation resources for individuals and businesses.

When Negotiating Seek To Understand Incongruity In Head Gestures

How to Read and Use Body Language When Negotiating

Invest In Yourself – Discover How To Read Body Language

 

Negotiation Tip of the Week

# 975

 

“When Negotiating …

Seek To Understand Incongruity In Head Gestures”

 

Have you observed how people use head gestures when negotiating? If not, you should. There’s invaluable information in such displays. In some cases, what might be viewed as incongruity between what is spoken and what is indicated by the movement of one’s head, may turn out to be a valid manner in which they communicate. If you misconstrue their actions, you’ll misinterpret important information you otherwise would have received.

When considering how to interpret the real meaning to incongruent head gestures, pay attention to these factors.

Head movement: Some people actually move their head from side to side to indicate they’re in agreement with you. That’s contrary to what you expect to see. In most cases, when someone moves their head from side to side, they’re indicating that they’re in disagreement. Prior to the official negotiation, verify the manner in which the other negotiator uses head gestures, by asking questions that require nonverbal responses. Then, observe his head gesture mannerisms.

Leading you to agreement: Some people will end a statement while moving their head up and down; That’s what we normally expect to see when someone is in agreement. By moving their head at the end of a statement in such a manner, subliminally, they’re attempting to lead you to agreeing with their pronouncement. Make sure you understand what their attempt is and be sure the action is aligned with their words from a congruency perspective.

Note differences in head movement: In verbal versus nonverbal occurrences, the same head gesture could convey different thoughts. Don’t assume there’s incongruence, just because the head movement and the spoken word are not synchronized. The mental state of mind of the other negotiator may be such that he expresses himself subconsciously in such a manner. Verify the ‘real’ meaning of his gestures before making assumptions.

In any negotiation, you should always create a plan before entering into the negotiation. By including the observation of how someone uses their head gestures, you’ll put yourself in a better position to avoid ‘de-feet’ (The role feet play in a negotiation will be explored in another Negotiation Tip.)  … and everything will be right with the world. Remember, you’re always negotiating.

The Negotiation Tips Are:

• Be conscious of the fact that the mental thought someone possesses can be seen in the way they move their head to acknowledge agreement, disagreement, contemplation, and/or bewilderment. In order to make such interpretations of benefit to you during a negotiation, be sure to understand the real meaning of their head movements.
• Practice using head gestures to lead people to agreeing with your thoughts. Do so with friends and observe to what degree they agree with you. By doing so, you’ll gain insight into when to use such a tool.
• Always be aware when yes means yes and no means no. You can glean such insight by observing head gestures. In so doing, you can apply order to chaos.

Special Offer:

To inquire about having The Master Negotiator as a coach or consultant, or to conduct ‘live’ instructional sessions, and/or keynote presentations at your company, group, or organization, please send an e-mail to GregWilliams@TheMasterNegotiator.com and start getting more of what you deserve out of life.  Please include the verbiage, ‘Negotiation Inquiry’ in the subject line.

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

You are free to use this material 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 his material will appear, by e-mail: GregWilliams@TheMasterNegotiator.com

The attribute should read:

by Greg Williams – The Master Negotiator. If you’d like more information on how you can become a savvier negotiator, click here to checkout Greg’s new book, “Negotiate: Afraid, ‘Know’ More.”

Please visit The Master Negotiator‘s website at http://www.TheMasterNegotiator.com for additional information and negotiation resources for individuals and businesses.

“Synchronize Body Language To Negotiate Successfully”

 

How to Read and Use Body Language When Negotiating

Invest In Yourself – Discover How To Read Body Language

 

Negotiation Tip of the Week

# 970

 

“Synchronize Body Language To Negotiate Successfully”

 

When negotiating, your body language conveys your thoughts. That’s not a revelation. What may come as a revelation is the fact that you can assist in how you’re perceived through your body language, by controlling the body language signals you emit.

In order to exact such a demeanor, first consider the image you wish to project and the role that your body language will play. Then determine how you will cast the role in which you’ll play during the negotiation. In so doing, try implementing the following suggestions.

1.    Set the stage: Prior to the negotiation, assess what the proper body language should be for the situation in which you’ll be negotiating. Be sure to dress, speak, and display the appropriate mannerisms for that environment. If the negotiation is held in your environment, be sure it reflects the theme you’re projecting.

2.    Stay on message: Before the negotiation, determine what your most important position will be. Then, during the negotiation, if you wish to be perceived as being very focused, stay on point and align your body language to highlight that position. Regardless of the rebuttals you receive from the other negotiator, drive the focus of the negotiation back to your main point. Use body language, verbal and nonverbal communications, to assist in this effort. State your position and don’t move far from it, unless the other negotiator makes concessions that are sufficient for you to do so.

3.    During the negotiation: Apply the appropriate body language signals (facial, hand, feet, and other body language expressions) throughout the negotiation. Stern facial expressions, coupled with steepled hands when conveying the degree that you believe your position has validity, will add to your allure. Use softer gestures (smiling with hands open/apart) to express the signal that you might be open to modifying a segment of your position.

The more dogmatic you are about synchronizing your body language with your negotiation position, the more your position will be perceived as being succinct and important. Such perception will occur at a conscious and subliminal level within the other negotiator. Suffice it to say, if done appropriately, you’ll be in a better position from which to negotiate … and everything will be right with the world. Remember, you’re always negotiating.

The Negotiation Tips Are …

• When negotiating, you don’t have to play the hand you’re dealt. You can change the hand in the process of the negotiation. In order to do so, increase your knowledge of how to read and use body language.

• As you negotiate, pay attention to what the other negotiator says, but pay more attention to his body language. Words can be used to manipulate, but the body never lies.

• There will be times in a negotiation when finesse will outdistance persistence. Learn when to utilize the most advantageous ploy by increasing your knowledge of negotiation strategies, tactics and the reading of body language.

Special Offer:

To inquire about having The Master Negotiator as a coach or consultant, or to conduct ‘live’ instructional sessions, and/or keynote presentations at your company, group, or organization, please send an e-mail to GregWilliams@TheMasterNegotiator.com and start getting more of what you deserve out of life.  Please include the verbiage, ‘Negotiation Inquiry’ in the subject line.

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

You are free to use this material 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 his material will appear, by e-mail: GregWilliams@TheMasterNegotiator.com

The attribute should read:

by Greg Williams – The Master Negotiator. If you’d like more information on how you can become a savvier negotiator, click here to checkout Greg’s new book, “Negotiate: Afraid, ‘Know’ More.”

Please visit The Master Negotiator‘s website at http://www.TheMasterNegotiator.com for additional information and negotiation resources for individuals and businesses.