"Exercising Control Will Make You A More Powerful Negotiator" – Negotiation Tip of the Week

“Exercising Control Will Make You A More Powerful Negotiator”

The perception of power is a two-way process in a negotiation; the projector sees it from one perspective and the receiver views it from another. Based on the reaction of either, the perception gets revised and the loop continues. As a negotiator, to control the perception of power, control its flow.

Temper:

There are potential perils to losing one’s temper in a negotiation. It’s the pitfall of losing control of the negotiation process. When a negotiator’s mind becomes hijacked by anger, it becomes less capable of reasoning. That can lead to unintended consequences. Even if you should become angered during a negotiation, maintain control of your emotions. Don’t allow your anger to be sensed or shown. The better you control that display, the less insight the other negotiator will have of your thoughts.

Presentation Order:

Power can be an enhancer or detractor based on the order of your offers/counteroffers. To enhance your power, depending on the circumstances, consider whether you’ll lead with your weaker or stronger offers. By controlling the order of your offers, you’ll have greater control of the negotiation. To enhance that effort, consider how you’ll escalate or de-escalate the pressure brought by the order of your offerings. You’ll be exercising the control of power and therein will lie the leverage you’ll gain from doing so.

Know What’s Important:

You derive power based on what’s important in a negotiation and to the degree you can fulfill the other negotiator’s desires. That means, you must align your offerings to match the needs of that negotiator. As an example, if you think the other negotiator’s main interest is monetary, and he’s really interested in the betterment of society, you’ll waste your efforts by attempting to maximize his monetary gains. Your perspective will not match his value proposition.

Always know definitively what is most important to the other negotiator before attempting to sway him with powerful offers. To do otherwise is to weaken your position and the power that it assumes.

Power Dilemma:

What should you do when the opposing negotiator’s position is as powerful as yours? You can feign weakness to get him to display the sources of his power; remember, power is perceptional – that means, you’re attempting to get him to display why he thinks his position is powerful. Once you acquire that insight, you’ll be in a better position to adjust and implement your negotiation plan to address his perspective.

On the other hand, you can adopt a power position by displaying your sources of power. If you do, be sure that your power will supplant his. If it doesn’t, once again, you’ll weaken your position.

In a negotiation, when you’re in a power position, if you use it wisely you’ll enhance its abilities. Conversely, if you’re perceived as being overbearing, you’ll diminish your power’s strength. In that case, others will eventually team up to combat your unruliness. They’ll fortify their barriers to thwart your power. Always be mindful of the flow of power, the source of that flow, and what it will take to control it. Doing so will allow you to enhance your negotiation efforts… and everything will be right with the world.

Remember, you’re always negotiating!

"How To Be A Better Solution Versus Issue Negotiator" – Negotiation Tip of the Week

As a negotiator, do you consider the perspective of the other person? Do you assess to what degree he’s an issue versus solution-based negotiator? You should consider those questions. Because it will determine how he and you negotiate and the points he’ll stick to. Negotiators that are issue-based negotiate differently than solution-based negotiators.

In this article, you’ll discover why there are different styles of negotiations based on the issue versus solution sought outcomes. You’ll also gain insight to identify one style versus the other – and how to deal with either.

Issue Negotiator:

An issue-based negotiator is primarily concerned with promoting a cause that he’s defending – that makes him less likely to be open to logic or reasoning. And he’s usually the front-person for a larger entity that’s backing him. Example – even though as of this writing 97% of Americans would like to see more stringent gun background checks, measures to address that are blocked in the U.S. Senate by the gun lobby. Why? Because the gun lobby spends millions of dollars in campaign contributions to ensure politicians prevent such measures from becoming laws. Thus, to negotiate effectively, an entity would need to amass a force that’s equally as strong as the gun lobby – and one that’s willing to make equal monetary contributions. That’s how you’d offset the power of the gun lobby.

Therefore, when negotiating against an issue-based negotiator, consider looking for the weakness that lies in his supporters – they’re the source of his power and the power that you must address first. The negotiation strategies you’ll use to do so will depend on the tenacity displayed by them to maintain their position – your goal is to unseat them from their position.

Solution Negotiator:

Solution-based negotiators are a different breed from their issue-based counterparts. The former enters the negotiation genuinely seeking a solution – that’s not to say that the issue-based negotiator doesn’t seek a solution – he’s more zealous about getting you to agree with his position and less yielding. The solution-based negotiator is more flexible in his give-and-take to unearth solutions.

When negotiating with a solution-based individual, expose as much of your desires as you deem appropriate – encourage him to do the same. Convey a genuine ambition to seek a mutually beneficial outcome – display an openness that allows him to sense that he’s in a safe space. You want him to recognize that you won’t take advantage of him – the more secure he feels, the more information he’ll disclose about his position. To enhance this process, if you encounter misunderstandings, consider excepting the blame for it – again, you should gear your efforts towards making him feel safe – allowing him to experience blamelessness will enhance those efforts.

There is a point of caution to interject. If you sense your opponent views your willingness to be accommodating as weakness, stiffen your position – become less tolerant and less forgiving. Throughout every negotiation, one is constantly positioning oneself. Make sure you’re constantly monitoring how you’re perceived and the adjustment the other negotiator makes as the result of that perception. In turn, observe how he’s constantly repositioning himself per how he wishes you to perceive him.

Conclusion:

Good negotiators attempt to advantage their position before they enter a negotiation – less knowledgeable negotiators don’t seek such advantages – they become prey as the result of their haphazard negotiation ways. To gain an advantage in your future negotiations, take into consideration whether you’ll be negotiating against an issue or solution-based negotiator. Doing so will give you insight into the type of plans to develop for the negotiation. That will give you a real advantage… and everything will be right with the world.

Remember, you’re always negotiating!

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

"Killer Insights That Will Make You A Better Negotiator" – Negotiation Tip of the Week

There are factors that determine the degree of success you’ll have in a #negotiation. Those factors are what will also make you a good #negotiator or one that’s significantly better. The following are a few of those #killer #insights and how to use them to your advantage in a negotiation. Using them will ensure that you have a #better negotiation outcome.

Negotiation Environment:

Where you negotiate can have hidden advantages for the person controlling that environment. But there are also ways to control an environment that you’re not in control of.

  1. Your environment – When you control the environment, you can control the temperature, lighting, and other creature features that would make one more comfortable while negotiating. If the negotiation becomes tense, you can increase or lower the temperature in the environment to coincide with the adjustments you want the other negotiator to make (e.g. he gets heated, you turn the room temperature up or down to make him hotter or colder).
  2. Not your environment – When you don’t have control of the environment, if things become intense, you can offer to change venues. If it’s accepted, you will gain the advantage of not being in the environment that the other negotiator controlled. Plus, he will have allowed you to take the lead simply by his acquiesces.

Negotiation Positioning:

The way you position yourself before a negotiation determines how someone perceives you – it will also play an important role in the way you’re treated. If you position yourself as a tough guy, a tough guy negotiator type may treat you harshly – that’s his form of protecting against you perceiving him as being weak. If you position yourself as being weak, the tough guy may attempt to take advantage of you, while the weak type of negotiator may become emboldened to become more aggressive.

For the best positioning, consider the negotiation style (e.g. hard, soft, meek, bully) that your opponent may use – and assess which negotiation style you should adopt to offset any advantages he might gain from negotiating in that manner.

Negotiation Strategies:

Control – You command a negotiation by the degree of control you exercise. When appropriate, you can give the impression that you’re led by the other negotiator – you might wish to do that to gain insights into where he’ll take you with his control. You might also do it to put him at ease – less powerful negotiators become fearful when they sense they’re up against a more knowledgeable negotiator – letting him lead will allay his fears of being dominated by you.

Offers – Some negotiators will insist on getting a concession for everyone they make. You don’t have to do that. Depending on the negotiator type you’re negotiating with, consider saving the chits you gain from making concessions and using them in a combined force (e.g. I’ve given you this and that and I’ve not asked for anything. Will you please give me this?) – Accumulating concessions in this manner and calling in the chits earned from them can become a very strong persuader for the other negotiator to make concessions. Just be sure not to grant too many of them before making your request. The more concessions you make without getting a return, the more likely it becomes that they will lose their full value.

No matter the type of negotiation you’re going to be in or find yourself in, using the above insights will improve your negotiation abilities. And, it will improve your negotiation outcomes. So, always be mindful of how and when you use them… and everything will be right with the world.

Remember, you’re always negotiating!

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