Silhouette Photo of Woman Against during Golden Hour

Do you plan how you will #behave when you negotiate? What #role do you determine you’ll play? Knowing the right role to display will allow you to negotiate . Although you can’t predict every circumstance that you’ll encounter in a negotiation, the better prepared you are, the better your action will be.

Your act:

Everyone plays a role during a negotiation. You ought not view it as poor or inauthentic; it is an act. When it’s misaligned, you run the risk of weakening your position. For instance, you shouldn’t become a bully if you have been playing the role of someone that is helpful. That would be a misalignment.

Consider the following and keep in mind that you can morph from one act to another. Just be sure there’s a readily perceived reason for doing so.

Nonchalant
you are able to adopt this action to project a’no-care’ mindset (i.e. if it happens, fine – if it doesn’t, fine). You may employ this demeanor when you would like to confuse the other negotiator about your real interest in what he’s offering. Be careful when adopting this action. It can leave you in a situation that’s tough to retreat from. Though this can be a good tactic, if it is overused and you have to concede, you’re going to be weaker throughout the rest of the McLennan County Wildlife Removal.
To combat the perception of being in a weaker position, think about feigning momentary hopelessness. It is going to lend credence to your act. However, you must attempt to regain 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’re overly convincing. So, be cautious of how and when you employ it. If you do this too early in the negotiation, you are going to lessen its effect later. If you do it too late, you are going to bring additional scrutiny upon your act.

Helpful
Most people like helping people. It is a characteristic that’s pleasing. Additionally, it is a characteristic that some folks despise. Thus, you must know when to be a helpful actor and when to drop the act.
Dominant negotiators, the bullying type, tend not to want help. They already know what’s good for the negotiation. From their perspective, your insights will only hinder the process.

Invoke the useful act with collaborative negotiator types. They seek input to market win-win negotiation outcomes. To better effect this act, consider when you’ll lead and when you’ll follow. To follow, ask the other negotiator for her opinion. After that, build on it. Build on what she says.

Dominant
Most people do not like to be dominated; it puts too many restrictions on them. But acting dominantly versus somebody that’s savvy and in control can have its benefits. The difference lies in whether you are perceived as being overbearing, strong-willed, or just knowledgeable. To effect this act, attune yourself to the other negotiator’s perception. There may be hidden value in this role. Knowing how and when to uncover that value makes it more valuable.
The stage you are in, in the discussion, should guide how you behave. Like a good director, if you time your activities appropriately, your actions will be more believable. That will cause more winning negotiation results… and everything will be right with the world.

Remember, you are always negotiating!

Negotiation Tip of the Week

Leave a Reply

Your email address will not be published. Required fields are marked *