“Use Power Words Shrewdly To Negotiate Successfully”

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Negotiation Tip of the Week

# 1065

“Use Power Words Shrewdly To Negotiate Successfully”

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Words have power and in a negotiation, you’re perceived as being more powerful when you shrewdly use words that the other negotiator perceives as possessing strength.

When we speak, our words have an impact on the person with whom we’re conversing. Thus, we affect that person from a negative, or positive perspective, based on what we say, how we say it, and the manner in which it’s perceived. If you want your negotiations to be successful, discover how and when to use power words that influence the other negotiator and implement the following suggestions.

1.    Using power words:

Power words are words that convey a stronger commitment to a position than words that would leave the listener in a precarious state of mind, related to a less than stringent perception that he otherwise might have. Some words, convey a less than strong commitment to a position (i.e. maybe, try, might, possibly, I think). In addition, by using such words, you weaken your position, while leaving yourself open to challenges. To be perceived as possessing a stronger commitment to your negotiation position, use words that convey more conviction (i.e. I know, success, will do, guarantee).

Note: To be perceived as being stronger, speak to what you’re for, not for what you’re against. Manage the level of negativity that could seep into the negotiation.

2.    Before the negotiation:

Prior to the negotiation, ask yourself, what demeanor you wish to project and how much power you want to convey in the negotiation. If you project an image that’s too strong, or overbearing, you can alienate the other negotiator. Therefore, you have to measure the degrees of power carried by your words. Your words must be compatible with the manner in which the other negotiator is accustomed to receiving such messages and have the same meaning as he understands their conveyance.

 3.    Body language:

 Being able to read and interpret body language gives a negotiator an advantage. Even when you use the appropriate words to match the situation, you still have to deliver those words in a manner that’s perceived as being in alignment with the actions of your body. If the situation does not call for it, avoid the appearance of being perceived as brash. You don’t want to have the other negotiator be in agreement with your position, only to have him back away, because he adopts a feeling of buyer’s remorse, due to a misalignment between your words and actions.

4.    Assumptive questions used for power:   

 When negotiating, there are ways to use questions to gather additional information, to which the other negotiator assumes you already have the answers. This tactic is called using assumptive questions.

Assumptive questions are secondary questions that bypass an initial question that implies you already know the answer to the question that was bypassed (e.g. What led you to lowering your price in the past?). In a non-assumptive question environment, the initial question would be, have you lowered your price in the past?

By asking the assumptive question, what led you to lowering your price in the past, you give the impression that you know the other negotiator lowered his price at some point. When placed in such a position, the other negotiator will go into reflective mode, in an attempt to determine if you’re aware of the fact that he lowered his price in the past. Even if he states that he did not lower his price in the past, you’ve gain additional information about his negotiation position, and thus the reason this tactic is so powerful.

5.    Conclusion:

From your words comes power. If you lack the vocabulary to convey your message in a strong and succinct manner, equip yourself with the verbiage that will be required to gain the upper hand. Learn the language of success as it pertains to the person with whom you’re negotiating.

Sometimes, you have to tell yourself, yes I can. Then, believe it. You don’t have to accept the plight of a negative outcome in a negotiation, if you chose not to. If you use the words that convey your negotiation position with power and do so succinctly, you’ll control the direction of the negotiation. In so doing, you’ll lead the negotiation in the direction you want it to take, which will enhance the probability of a successful outcome … and everything will be right with the world. Remember, you’re always negotiating.

 

The Negotiation Tips Are …

• Words can convey power, but words without synchronized body language can lead to confusion. If you wish to be perceived as being more credible, be sure your words, body language, and actions are aligned with the message you deliver.

• In a negotiation, silence can be golden, but even when being silent, you’re still sending a message.

• When negotiating, sometimes you have to escalate your rhetoric in order to disengage and be in a stronger position for the next phase in the negotiation. In such a position, use words that express power and subliminally you’ll send a stronger message.

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 Positional Power To Negotiate Successfully”

 

 

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Negotiation Tip of the Week

# 930

 

“Use Positional Power To Negotiate Successfully”

 

 

Do you use positional power wisely when you negotiate? Do you use it to your advantage, or are you taken advantage of due to your lack of recognition and use of positional power?

Positional power occurs in every negotiation. It’s fluid and thus it’s ever changing as the negotiation progresses. By understanding the dynamics of a negotiation and being aware of when you have positional power, you can enhance your efforts to obtain the results you seek from the negotiation.

• What is positional power?

When you possess information, a tangible item, or something that’s of perceived value by the other negotiator, you have positional power. The degree of value you hold at that moment is dependent on the value the other negotiator applies to possessing what you have.

• How can you use positional power to your advantage when negotiating?

When you recognize that you have positional power, you can suggest or demand, depending on the situation, that a proposal that you’ve put forth be met, or concessions be made to oblige your position. Be cautious as to how you flaunt positional power, because it shifts throughout the negotiation and once you lose it, you may fall prey to its use by the other negotiator.

• How can you recognize when positional power occurs?

Positional power can be glimpsed in a gesture received from a negotiator and/or perceived as the result of a superior position that one possess at a given time in the negotiation. It will usually be displayed in the form of one negotiator feeling superior and making statements that match that demeanor.   

• If you know you’ll have positional power in a negotiation, how should you initiate it and when should you implement it?

Positional power can occur as the result of the location in which the negotiation is held, the environment in which the negotiation is conducted, and the accoutrements found in the surroundings of the negotiation. These variables affect positional power, because they create the atmosphere for the manner by which the negotiation will be conducted. Therefore, in the planning stages of your negotiation determine at what point you might have positional power, based on what you estimate to occur in the negotiation, and justify your implementation accordingly. In addition, calculate any potential backlash that may occur from your actions and include that in your calculations.

• How can you guard against being blindsided by the perception of the other negotiator having positional power?

Be observant of attempts to chide you into accepting someone else’s positional power through bullying tactics. This can come in the form of the other negotiator not accepting validated information, and/or refusing to accept reality for what it is. When encountering such a situation, ignore tirades of such an individual and seek to negotiate with saner minds, which could present itself in the form of the bully calming down.  

To recap, positional power arises when control shifts from one negotiator to the other, due to one negotiator having something of a higher perceived value. During such times, the negotiator with whom positional power resides has an advantage. The manner in which one controls positional power determines how long she’ll have control in the negotiation and the degree of influence she’ll maintain in the process. Thus, when using positional power, if used appropriately, you can enhance your negotiation efforts … and everything will be right with the world. Remember, you’re always negotiating.

Negotiation Quote

“Position yourself powerfully from which to negotiate and you’ll be better positioned to negotiate from a powerful position.” – Greg Williams, The Master Negotiator

 The Negotiation Tips Are …

• Recognize when you have positional power during a negotiation and use it wisely.
• Sometimes, you can make more gains when you possess positional power by not using it. If the other negotiator knows you have it, positional power can serve as a deterrent to actions that he otherwise might commit.    
• Positional power can occur at any time during a negotiation and be disguised in many different forms. Be vigilant to the opportunities in which it may be cloaked.

 

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.

©MMX 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

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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.”

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