Do you plan how you will #behave when you negotiate? What #role do you decide you will play? Knowing the ideal role to display will allow you to negotiate . Although you can not predict every circumstance that you’ll encounter in a negotiation, the better prepared you are, the better your act will be.
Everyone plays a role during a negotiation. And, your role should align with how you wish the other negotiator to perceive you; that is your act. You should not see it as bad or inauthentic; it’s an act. When it’s misaligned, you run the risk of weakening your position. For instance, you shouldn’t become a bully if you’ve been playing the part of someone that is helpful. That would be a misalignment.
Consider the following and keep in mind which you can morph from one act to another. Just be sure there’s a readily perceived reason for doing so.
You can adopt this act to project a’no-care’ mindset (i.e. if it happens, fine – if it does not, fine). You might employ this demeanor when you would like to confuse another negotiator about your real interest in what he is offering. Make certain not to become unmasked by being too deep into the role. Because a fleeting offer may disappear before you can shift functions.
“I won’t accept that offer under any conditions!” Be careful when adopting this action. It can leave you in a position that’s difficult to retreat from. While McLennan County Wildlife Removal can be a good tactic, if it is overused and you have to concede, you’ll be weaker throughout the rest of the negotiation.
It is going to lend credence to your act. But you must attempt to recover your defiant act, be it from a less entrenched position, to regain your position. You’ll only be able to use the hopelessness ploy once, twice if you are overly convincing. So, be mindful of how and when you use it. If you do so too early in the discussion, you’ll 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 characteristic 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 act.
Dominant negotiators, the bullying type, usually do not want help. They already know what’s good for the discussion. From their standpoint, your insights will only hinder the procedure.
Invoke the helpful act with collaborative negotiator types. They seek input to market win-win negotiation outcomes. To better effect this act, consider when you’re lead and when you’ll follow. To follow, ask another negotiator for her opinion. After that, build on it. To lead, present a non-threatening offer and ask your collaborator what she thinks of it.
Many people do not like to be dominated; it puts too many restrictions on them. Nevertheless, acting dominantly versus someone that’s savvy and in control may have its benefits. 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. Knowing how and when to uncover that value makes it more valuable.
The stage you’re in, in the negotiation, should direct how you act. Like a good director, if you time your actions appropriately, your actions will be more believable. That will cause more winning negotiation results… and everything will be right with the world.
Remember, you’re always negotiating!