Do you plan how you will #behave when you negotiate? What #role do you determine you will play? Knowing the ideal role to display will make it possible for you to negotiate . Although you can not predict every circumstance which you will encounter in a negotiation, the better prepared you are, the better your action will be.
Everyone plays a role in a negotiation. You ought not see it as poor or inauthentic; it is an act. For instance, you shouldn’t turn into a bully if you have been playing the part of someone that is helpful.
Consider the following and bear in mind which you can morph from one action to another. Just be sure there’s a readily perceived reason for doing this.
you are able to adopt this action to project a’no-care’ mindset (i.e. if it occurs, fine – if it does not, fine). You may employ this demeanor when you would like to confuse another negotiator about your actual interest in what he is offering. Be careful when adopting this action. It can leave you in a situation that is tough to retreat from. Though this can be a great tactic, if it is overused and you have to concede, you’re going to be weaker throughout the remainder of the negotiation.
It is going to give credence to your act. However, you must try to recover your defiant act, be it from a less entrenched position, to recover your position. You’ll only have the ability to use the hopelessness ploy once, twice if you are overly convincing. So, be cautious of how and when you use it. If you do this too early in the discussion, you are going to lessen its effect afterwards. If you do it too late, you are going to bring extra scrutiny upon your own act.
Many people like helping people. It is a feature that’s pleasing. Additionally, it is a characteristic that some folks despise. Thus, you have to know when to be a very helpful actor and when to drop the action.
Dominant negotiators, the bullying type, usually do not want help. They already know what is good for the discussion. From their standpoint, your insights will only hinder the procedure.
Invoke the useful act with collaborative negotiator types. They seek input to market win-win negotiation results. To better effect this action, consider when you’re lead and when you are going to follow. To follow, ask another negotiator for her opinion.
Many individuals do not like to be dominated; it puts too many restrictions on them. But acting dominantly versus somebody who is savvy and in control may have its advantages. The difference lies in whether you are perceived as being overbearing, strong-willed, or simply knowledgeable. To effect this action, attune yourself to the other negotiator’s perception. There may be hidden value in this job. Understanding how and when to discover that value makes it more valuable.
The stage you are in, in the discussion, should guide how you behave. Like a fantastic manager, if you time your activities appropriately, your activities will be more believable. That will cause more winning negotiation results… and everything will be right with the world.
Remember, you are always negotiating!