Success requires negotiating skills which can be used to unlock doors in business or in life. Negotiation is more than just getting what you want, it is about success in what you require. To be a good negotiator is not just about words, there is more to it. Here are are 5 tips to help you unlock success by making your negotiation skills super skills.
1. Never Volunteer Information
Never volunteer information unless if you are looking to get a specific response. When you enter a negotiation you must employ the book technique. Start with a cover page, then unravel pages as you go. Don’t over expose what you have to offer unless if you are sitting on a gold mine that you already own. Always keep your cards close to you so that you are not pre-empting specific information which would give you an advantage.
2. Don’t Express emotion by reaction
Always keep a poker face especially for situations where the other party is attempting to surprise you. The bigger your poker face, the bigger your bluff and the more the other side will be unsettled and give you certain quota. Relax and don’t give in to your emotions. Stay focused on what you are trying to achieve. Keep a straight face and where necessarily look at the person you are talking to with a sense of “I am giving you your time to exhaust yourself”.
Don’t raise your voice or change your tone, keep it clam and relaxed. Pace your words and be thoughtful in your speech.
3. Repeat Trigger Words
Careful structure your words so that it is not obvious what you are trying to do but put a pattern to what you want to achieve. Use trigger words which will underline your message. If you seem to be arguing substitute the other person’s word with synonyms and make then seem like your words. Slowly the person will start to think you are talking the same thing. Stay on your point and start identifying trigger words that the person responds to.
When you know the words the person responds to, use these words to get bigger reactions but space these words between the negotiation, occasionally substituting the same words with synonyms.
4. Attack and Apologize
In your negotiation attack and apologize. Your attack is simply stating your point of view, make sure that your point of view is understood. Make no mistake about what you are saying and ensure that the other person understands what you said. Apologize after your attack, not about your view but about something close to the other person’s views. Seem sympathetic, make the conversation be about the other person more than about what you are saying. This will bring the other person closer to your rapport. Keep a steady calmness, and do not change your view. Make the other person talk more about themselves. The more they talk about themselves, the more they will feel that they owe you because you seem to be giving them time. Read Cialdini’s Influence: Psychology of Persuasion on reciprocal. The more you seem to be listening to the other person the more they will feel they need to listen to you.
5. Sudden Switch
For a moment of test, when you think the other person seems to be understanding what you are have said and it shows that they are thinking about your view suddenly switch views. Only do the switch if you are sure that your point has been understood 100% and that the person just needs a little push. Suddenly switch and appear to be supporting the other person. This is technique is not to be used until you know how to bring a person in to agree with you.
This technique works if you want the other person to compromise on what they think and how they want to handle things. Instead of them just implementing their idea you need them to implement your ideas as well.
Success is not always easy to unlock and you have to know how to negotiate.
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