How To Get Better Insider Information When Negotiating – Negotiation Tip of the Week

When negotiating, insider information is a valuable commodity. Getting better insider information when negotiating is even better!

Consider using the following strategies to acquire insider information in your negotiations.

  • Time:

Depending on the time you have to gather information, consider how you’ll pose questions to yourself and stakeholders that will be beneficial to your negotiation efforts (Note: Keep in mind that the questions you ask will determine the answers you receive; that in turn will determine the strategies you adopt. If you pose the wrong questions, you’ll start upon a path in the negotiation that might be less beneficial). Asking the right questions entails knowing the outcome you seek, how you might achieve it, the roadblocks you may encounter, and what alternative strategies you’ll employ to overcome impediments that would preclude you from achieving your goals. Also, keep in mind that the quality of the answers you receive will depend on when you pose questions. If someone is hurried, less rested, or filled with angst, they may be prone to disclosing insider information simply because they’re not as guarded as they might otherwise be.

  • Assumptive Questions:

In your assessment of what questions you’ll utilize to maximize your negotiation efforts, consider how you’ll employ assumptive questions; in a negotiation, assumptive questions are questions that give the fa├žade that the questioner knows more about the situation that he’s inquiring about (e.g. ‘You’ve given discounts to other buyers in the past, correct?’ The implication being that you’re aware, right or wrong, that discounts have been granted in the past).

Assumptive questions are excellent ways to gather information. Even if the responder states that your assumption is wrong you will have gathered additional information/insight.

  • Body Language/Nonverbal Clues:

When in person, observe to what degree the person leans closer or further away when pondering an answer to your question(s); this will give insight as to whether they’re embracing or putting distance between you and their answer. Leaning away can indicate that they don’t wish to engage, which can imply that they don’t want to disclose the answer to your question. Leaning forward can imply that they’re willing to engage. Note how and when they lean.

If you’re on the phone, listen for intonations, pauses, and emotions displayed. Take note of the words that emphases are placed on, too. Such will bear noting for the possible hidden messages contained in them.

To practice and increase your listening skills, close your eyes while speaking with someone on the phone. Toss a question that’s not generic to the conversation and listen to the response. In particular, take note of how long the other person pauses before responding, their intonation, voice quality (i.e. puzzled), and the follow-up question(s) they raise as to the timing of your question. Then, ask for the thoughts they had when you asked the question. Over time, you’ll become better at deciphering the thoughts and thought processes of others.

To acquire insider information that can be used to your benefit in a negotiation, know what questions to ask, the best time to ask them, and how to validate the responses you receive. By implementing the strategy of gathering and using insider information in your negotiations you’ll increase your negotiation win rate… and everything will be right with the world.

Remember, you’re always negotiating!

#HowToNegotiateBetter #CSuite #TheMasterNegotiator #InsiderInformation

Watch Emotional Abuse When Negotiating With A Bully – Negotiation Tip of the Week

When negotiating with a bully, watch the emotional abuse you incur and mind your responses to it.

Bullies make some people experience an array of feelings in a negotiation. They do so for the pleasure of feeling superior to the other negotiator in an effort to exert their dominance. The emotional feelings they attempt to invoke can range from fear to hate to happiness. Yes, bullies can make you feel happy as the result of relinquishing the pressure they’ve applied to you. That’s another reason why you should monitor your emotions. You want to check them so you can display the proper response, based on your position in the negotiation at particular points. When it comes to watching your emotions take note of the following.

Fear:

Fear can invoke primal actions within you. When fearful, your normal thought process shuts down. Depending on the degree of fear you experience, your body prepares for a fight, flight, or freeze scenario. That deliberation can cause you to be thrown off your negotiation game (i.e. forget the negotiation strategies you’d planned to implement).

When you sense that you’re experiencing fear in a negotiation, note its cause. Consider to what degree its source will devastate you and your future position. The point is, diminish your thoughts of fear by contemplating how you can assuage it before continuing the negotiation, and recognize when it has you in its grips.

Anger:

Anger is another stealer of normal thoughts. It can be stoked by fear, which is also the reason you should control your perspective of fear and anger.

When angered, you can lose your perspective and rationalization. Thus, to negotiate from a mindset of anger will not serve you, it serves the other negotiator, instead.

Therefore, be aware of when the other negotiator is intentionally attempting to gouge you by instilling fear into the negotiation. Also, be mindful of what his attempts might look like before entering the negotiation. This can be accomplished by role-playing ahead of time. Just be mindful of elucidating your mind to how fear might be used against you, and be prepared to thwart such efforts.

Happiness:

Most people seek happiness as a constant state of mind. Our body seeks it too. Thus, when we’re not in a state of happiness, our mind will attempt to guide our actions back towards that state. It will also do ‘things’ to stay in that state, even if those ‘things’ are to our future detriment. It’s because of the latter that you should be hyper-vigilant when you’re in a state of happiness that’s been caused by a bully’s actions. You may not be off the hook. Instead, you may have been unknowingly placed deeper onto one.

To combat a bully’s effort to mentally manipulate you through the use of happiness, understand his motives for doing so. If his efforts don’t serve you, don’t appease him by succumbing to this tactic. Remain stern.

Anyone’s emotions can be strained when negotiating with a bully. Suffice it to say, you should stay on top of your emotions when negotiating with a bully more so than with other types of negotiators. Bullies can invoke extreme passion within you, which is why it’s so important to be mindful. If you’re aware of what can ‘set you off’, and not allow it to cloud your actions or judgment under such circumstances, you’ll be able to think clearer and negotiate better. That alone will give the bully cause for doubt, which means you’ll be turning his tactics against him. Doing so will allow you to maintain greater control in the negotiation… and everything will be right with the world.

Remember, you’re always negotiating!

#bully #bullies #bullying #uncoversecrets #hiddensecrets #Negotiation #Personal Development #HandlingObjections #Negotiator #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology

"Powerful Body Language Secrets That You Need To Know" – Negotiation Tip of the Week

He was overly impressed with her and her accomplishments. His embrace was meant to display just that – his swell of pride for her. But during the embrace, he felt her attempt to break free as a hostage might do at the first glimpse of freedom. He wondered what he’d done wrong. Later he commented to her about the embrace – and the perception he had of her breaking free. She smiled and said, at least you were aware of it – most people aren’t. I don’t like being hugged.

How attuned are you to the #body #language #secrets that people emit every day? If you are aware of such signals, what do you observe the most and why?

The following are a few body language insights that will allow you to understand people better and become a better communicator.

Head Cocking:

The gesture becomes displayed when someone shifts their head to the right or left after its been in a straight or opposite position. It’s interesting to note when it occurs because it denotes someone going into an inward evaluation. Thus, the gesture may originate from something you said or thoughts the person is contemplating.

Eyebrows:

One eyebrow cocked – This sign usually indicates inquisitiveness as to the possible believability of what’s said or outright skepticism.

Lowered eyebrows – Guarded, deception, annoyance, are the signs that this gesture indicates.

Raised eyebrows – Taking in more of the environment – can also denote surprise or interest (note the degree that the eyes widen – that’ll give you more information as to the thought of the person displaying the gesture.)

Palm Hand Gestures:

Hand up, palm facing out -The hand up and palm facing outward signals nonverbally to the other person to halt what they’re saying or doing. As the receiver of that action, you can gauge the degree of the intent by the distance the action extends from the other person’s body. As an example, if they commit the action and their hand is close to their body, the signal is not as strong as if they had a full-body extension of their hand – that would be a stronger gesture because they’re indicating a greater distance between themselves and what you’re saying or doing.

Palm up and open – Accepting, mentally open to receiving information – can also be internal mental contemplation. It can also be a sign of consternation – this occurs if hunched shoulders accompany the gesture.

Feet:

As a body language signal, feet convey more information than most people are aware of. Thus, you should always be mindful of what someone’s feet are signaling.

Feet aligned – When your feet are in alignment with the person with whom you’re engaged (i.e. both sets of feet are pointing at each other), both of you are succinctly engaged with one another – you’re in mental alignment.

Foot pointing away – As someone points a foot away from you, they’re shifting their weight because:

  • Something else has attracted their attention.
  • They’ve received enough information from you for the time.
  • Soon, they’re going to exit the conversation and do so in the direction their foot is pointed in.

Take note of when such gestures occur. Doing so will allow you the insight to shift and control the conversation.

Conclusion:

At the beginning of this article, I posed the question of how attuned are you to the body language secrets that people emit every day. As you see, there are many signals that you might observe. And, if you’re aware when such signals occur, you’ll have greater insight into the mindset of the people you interact with. That will allow you to better understand them and communicate more effectively. Plus, it’ll give you an insider’s roadmap into their thought process and where it’s headed. That too will allow you to help them upon their journey or exit because you choose not to accompany them. Either way, you’ll have greater control of the environments you’re in… and everything will be right with the world.

Remember, you’re always negotiating!

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator