Some negotiators give off weakness when they are negotiating. there are danger by doing that Other negotiators exude strength. There is also danger in that. Exit deal maker he knows how to project power while avoiding the threat of being perceived as overbearing, opinionated, or unforgiving. They also know when to appear robust and when to appear weak.
The following are ways you can be a strong negotiator while avoiding danger and being more successful in your negotiations.
First of all, consider the type of negotiator you are negotiating with. Some negotiators will see you as an opponent or adversary, while others will see you as an advisor or friend. It is essential to identify and know the different characteristics that negotiators show. That will determine how you will negotiate with them.
Adversary Versus Advisor:
If a negotiator perceives you as too authoritarian, he may become opinionated. When you appear weak, some negotiators will take advantage of you. Therefore, you need to know when to adopt the right person. You can determine how the other negotiator sees you compared to how you want them to see you.
When dealing with someone who sees him as an adversary, his mindset is that he’s in a tight spot and there’s only one winner, him. With this type of negotiator, stand firm. Challenge him before you make concessions. Let him earn what he receives. That will increase the respect he has for you and your abilities.
When seen as a counselor or friend, show an attitude of kindness. You want this type of negotiator to feel comfortable with you. Create a climate where ideas can be freely exchanged. That will encourage that person to be more open to your offers, thoughts, and ideas. Also, he won’t feel threatened when you propose something that may seem off limits.
Advisory function:
When projecting strength or weakness, know when to switch roles. Showing the advisor role (for example, I’d like to gather a bit more information so I can better determine how I can fulfill your request) is a great way to break the frame. It will allow you to transform from a position of weakness to one of strength or vice versa. Be sure to change your behavior when doing so. Do this by adjusting your body language to meet the new image you’re projecting.
For example, if you are acting like a competent person and you change to a weaker one, sit smaller in your chair. Do this by hunching over and bringing your body closer to yourself as if you were afraid.
To project an image of strength, enlarge the space you occupy. Accomplish that by increasing your body size and making big gestures when you speak. You can also move your objects further. You want to take up more space to appear more confident. That non-verbal gesture indicates that you feel comfortable and without fear of anything in the environment.
You can also use inflections in your voice to emit the appropriate behavior. Do this by placing a stronger or weaker inference on the words that are most important to you. That will add value to your person.
Conclusion:
Like everything in life, the more you know about the environment you’ll be in and the people who inhabit it, the better prepared you can be for what might happen. Knowing how to move quietly back and forth, from an image of a forceful negotiator to a less dynamic one, will allow you to have more influence in the negotiation. Plus, you won’t have to worry about being perceived as an ogre when you adopt a tougher persona. That will keep the negotiation wolves away from your door, those who would seek retribution for being too strong against them… and all will be well with the world.
Remember, you are always negotiating!
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