Do you plan how you will #act when you negotiate? What #role do you decide you will play? Knowing the right role to display will make it possible for 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 action will be.
Everyone plays a role during a negotiation. You should not see it as poor or inauthentic; it is an act. If it’s misaligned, you run the risk of weakening your position. As an example, you shouldn’t become a bully if you have been playing the part of someone that is helpful.
Consider the following and bear in mind that you can morph from one action to another. Just be sure there’s an easily 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 doesn’t, fine). You might employ this demeanor when you wish to confuse another negotiator about your actual interest in what he’s offering. Make certain not to become unmasked by being too deep into the function. Because a fleeting offer may disappear before you can change functions. Be careful when adopting this act. It can leave you in a position that’s tough to retreat from. Though this can be a good tactic, if it’s overused and you have to concede, you’ll be weaker throughout the remainder of the negotiation.
To combat the perception of being in a weaker position, think about feigning momentary hopelessness. It’ll lend credence to your act. However, you must attempt to regain 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’re overly convincing. So, be mindful of how and when you use it. If you do so too early in the negotiation, you’ll lessen its effect later. If you do it too late, you’ll bring additional scrutiny upon your act.
Most people like helping people. It is a characteristic that’s pleasing. It’s also a characteristic that some folks despise. Thus, you must 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 is good for the negotiation. From their perspective, your insights will only hinder the process.
Invoke the helpful 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’ll follow. To follow, ask the other negotiator for her opinion. After that, build on it. Build on what she says.
Many individuals don’t like to be dominated; it places too many restrictions on them. Nevertheless, acting dominantly versus someone who is savvy and in control may have its benefits. The difference lies in whether you’re perceived as being overbearing, strong-willed, or simply knowledgeable. To effect this act, attune yourself to the other negotiator’s perception. There may be hidden value in this job. Understanding 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 fantastic director, if you time your activities appropriately, your activities will be more believable. That will lead to more winning negotiation results… and everything will be right with the world.
Remember, you’re always negotiating!