Negotiation, Communication and
Body Language Strategies

“When Negotiating Win More By Controlling Your Power Better” – Negotiation Tip of the Week

 

“Power is prevalent when two or more people agree that it’s real. Even then, power can be diminished if overwhelmed by nonbelievers. Always know your source and with whom you have power, to become more powerful.” – Greg Williams, The Master Negotiator & Body Language Expert

 

When Negotiating Win More By Controlling Your Power Better

 

When negotiating, you can definitely win more negotiations by controlling your power better. No matter your size in comparison to the opposing negotiator’s resources, you can win more negotiations by what you do with your power. The reason that’s true is because, if you’re at the negotiation table, there’s some perceived value the other negotiator has of you. It’s that perceived value that’s causing her to negotiate with you.

If you’re a smaller entity, resource wise, and you’re negotiating with an entity that’s greater than you, understand why they’re doing so. Ask yourself, what do I possess that they want. Don’t pass off that question too lightly. The answer is revealing. It gives insight into your source of power. Once you substantiate it, you can adopt negotiation strategies to make yourself more powerful.

Observe the following:

  1. Timing – Power ebbs and flows in a negotiation. Seek to display your power in areas that the opposing negotiator lacks. As an example, if you possessed an ingredient that he needed to make his operation run more smoothly, you have a degree of power. If you discover that you’re the only one that can provide it, you have even more power. Therefore, you might consider closing the deal on terms that are favorable to you quickly. Be cautious about leaving him with the impression that you gouged him. You may be in a power position at that time, but with the passing of time, you may have competitors. Leave him with the impression that you were ‘there for him’ when he needed you. Then, let the law of reciprocity be your servant.

 

  1. Environment – The environment in which you negotiate plays an important role in the negotiation. There can be subtle signals in the environment that influence the perception of your power. Be mindful of how you feel about your self-worth and power in such situations. As an example, you’re led into an opulent suite adorned with fine art on the walls and a panoramic picturesque view of the towering skyline. Your mind starts to think, wow, I really want to be associated with this type of lifestyle. I’ll do whatever I have to do to close this deal. You acquiesce to every requested concession. Later, you discover that the environment was leased for the purpose of the negotiation. You gave your power away while negotiating and now you feel like you’ve been played (i.e. taken advantage of) L. Just remember, you shouldn’t feel that way. You were the one that gave your power away.

 

Power is perceptional and it’s flowing. Thus, what’s powerful in the moment may be powerless in the next moment. Strike mindfully when you sense you’re in a power position. Marshall that power to serve you in all of its glory. Since power changes and can do so at a moment’s notice, consider what using your power will do for you later in the negotiation. If you have a minimal amount of power, don’t use it inappropriately and all at once. There’s nothing worse than a toothless tiger attempting to act big and bad, only to be challenged and put down. It’s very difficult to regain and display power after that because you won’t be perceived as being as powerful. Remember that power is real or imaginary to the degree that it’s perceived as such.  Make the other negotiation emotionally feel your power and you’ll be more powerful. That means, you’ll be better positioned to win more negotiations … and everything will be right with the world.

 

 

What are your thoughts? I’d love to hear them. You can reach me at Greg@TheMasterNegotiator.com

 

Remember, you’re always negotiating!

 

 

 

 

 

 

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Posted by Greg Williams in Strategies for Successful Negotiations, Negotiation Tips, Difficult Negotiations & Conflict Resolution, Emotional Intelligence, Negotiation Psychology and tagged , , , , , , , , , , , , , , , , , , , ,

“Position Yourself Right To Win More Negotiations” – Negotiation Infographic Tip

 

When positioning yourself and your offer properly during a negotiation, you’ll be in a better position to win more negotiations. Take note of the following negotiation infographic tip for more insights as to how you can position yourself to win more negotiations.

 

Position Yourself Right To Win More Negotiations

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Posted by Greg Williams in Strategies for Successful Negotiations, Negotiation Tips, Difficult Negotiations & Conflict Resolution, Emotional Intelligence, Negotiation Psychology, Negotiation Infographic Tip and tagged , , , , , , , , , , , , , , , , ,

“What’s Really Holding You Back?” – Sunday Negotiation Insight

 

 “Sunday Negotiation Insight”

 

 “You didn’t come into the world ready-made or complete. Since you’re constantly remaking yourself, always focus on improving the latest version.” – Greg Williams, The Master Negotiator & Body Language Expert

 

 

What’s Really Holding You Back?”

 

To the question of what’s holding you back, if it’s anything, it’s you. Be mindful of why you do what you do when you do it, and with whom you do it. All of those components are factors related to how fast you’ll move forward, or be held back in your life. That insight will also allow you to see yourself and your world better/differently. From that insight, you’ll gain a greater perspective as to what you do and when you do it, per the impact it has on your dreams, your goals, and your life.

Try adopting the thought for one day that nothing can hold you back. Then, observe what occurs throughout the day and the mindset you possess. No matter what occurs think of it as being positive. If you are deeply mindful of that thought, you’ll discover a sense of satisfaction about being in control of yourself and your environment. Once you master it for a day, try doing it for a few days. Before you know it, you’ll turn it into a habit. Then, when you pose the question of what’s holding you back, you’ll be able to respond by stating, nobody and nothing are holding me back. My destiny is in my hands. That’s when you’ll be in greater control of your life … and everything will be right with the world.

 

What does this have to do with negotiations?

 

In a negotiation, you become empowered or disempowered based on how you interpret your negotiation position. As you know by now, you’re always negotiating. Thus, you have to be mindful that you negotiate with yourself, too. You do so in your ability to move in one direction versus another. That’s determined by the mental thought you allow to hold you back or use to propel yourself forward. The point is, you have control and power to progress the negotiation; never think you’re powerless! Even if you have to exit a negotiation and deem it as less than a win, recognize your power. Be mindful of how you control your mind. Therein will lie how you control the negotiation better and your life. That’s when you’ll be on your way to becoming a master negotiator! 

  

What’s your opinion? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

 

Remember, you’re always negotiating.

 

 

 

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Posted by Greg Williams in Strategies for Successful Negotiations, Negotiation Tips, Difficult Negotiations & Conflict Resolution, Emotional Intelligence, Negotiation Psychology, Negotiation Infographic Tip, Sunday Message of Hope and tagged , , , , , , , , , , , , , , , , ,

“How To Use Ambiguity To Win More Negotiations” – Negotiation Tip of the Week

 

 

“Ambiguity in a negotiation is good and bad. Use it strategically and you can win more negotiations.” – Greg Williams, The Master Negotiator & Body Language Expert

 

How To Use Ambiguity To Win More Negotiations

 

To win more negotiations you must be flexible. You need to employ different strategies throughout the negotiation. Ambiguity is a strategy you can use to win more negotiations but most negotiators are unsure how to employ it and when.

This article outlines when you might consider evoking ambiguity as a strategy, and a few ways to use it as a backdoor to escape a negotiation that’s not serving you. It will also give you insights into how you can use ambiguity as a strategy to gain a greater perspective into the strategy(s) the opposing negotiator might use.

 

When You Might Evoke Ambiguity:

It’s generally thought, the more concise you are in a negotiation the better the negotiation will flow. That’s true to a point. The parting of that truth occurs when it behooves you to be somewhat unclear about what’s being discussed and/or to distract the other negotiator from his point. Ambiguity might be used at that point to see where he resumes after the distraction and/or if he comes back to the point at all. If he doesn’t return to the point, you will have gained insight as to the importance of it. If he does return, you might note any difference in his fervor for it. That too will give you insight into the point’s importance.

 

Using Ambiguity To Escape The Negotiation:

When you find yourself in an untenable negotiation position and you seek to bolt from it, use ambiguity as your launch pad. You can do so by stating that you lacked the understanding about what you were negotiating. Then, very apologetically, position yourself to depart from the negotiation. Be mentally prepared for possible verbal abuse. If such occurs, be obsequious by portraying a demeanor of one that lacks the knowledge of understanding. The point is, you know you’re using ambiguity at that point to escape the negotiation. If the other negotiator wishes to belittle your intellect, so be it, let him. You will have accomplished your goal and that’s what really matters. Be thoughtful of how you will position yourself if you re-engage in the negotiation. This ploy can’t be used throughout an extended negotiation less it loses its power.

 

Using Ambiguity To Gain Insight: 

To use ambiguity to gain insight, act confused. Display a demeanor of befuddlement. Ask the other negotiator if he might explain his offer in different terms; that can be the ‘set up’ to change the discussion in the negotiation. Plus, in his explanation, he’ll give you some form of additional insight from which you can use to your benefit. If you do so astutely, you can lead him into a fog in which you present your perspective that leads him out of it (e.g. you said the red car cost $1,500 more than the black one, correct? Help me understand this, paint is paint, right? Since we’re just talking about its color, let’s call the red car black, then you can give it to me for $1,500 less.) Befuddled himself, the car salesman may attempt to tell you the difference in the paint makeup, but you can disallow his explanations as a factor in your request.

 

 

As you can see, the use of ambiguity can serve you well in a negotiation if you execute its use stealthfully and adroitly. If you can keep your ego in check from the onslaught of verbal abuse you may incur as the result of using this negotiation strategy, you’ll be able to gain more insight about the other negotiator’s perspective and win more negotiations … and everything will be right with the world.

 

What are your thoughts? I’d love to hear them. You can reach me at Greg@TheMasterNegotiator.com

 

 

Remember, you’re always negotiating!

 

 

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Posted by Greg Williams in Strategies for Successful Negotiations, Negotiation Tips, Difficult Negotiations & Conflict Resolution, Emotional Intelligence, Negotiation Psychology and tagged , , , , , , , , , , , , , , ,

“In Negotiations Value is Perceptional” – Negotiation Infographic Tip

Value is perceptional, and in a negotiation, the perception of value is a negotiator’s reality. Thus, you must always strive to present the perspective of value in the light that will shine the best, based on the way the other negotiator will perceive it. In so doing, you’ll have more of your offers accepting and you’ll win more negotiations.

Consider the following negotiation infographic for insights on one way to present your offers and counteroffers.

 

In Negotiations Value is Perceptional

 

Remember, you’re always negotiating. 

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Posted by Greg Williams in Strategies for Successful Negotiations, Negotiation Tips, Difficult Negotiations & Conflict Resolution, Emotional Intelligence, Negotiation Psychology, Negotiation Infographic Tip and tagged , , , , , , , , , , , , , , ,

“Success Can Be A Cruel Lover” – Sunday Negotiation Insight

 

 

“Sunday Negotiation Insight”

 

“Success, like love, can be cruel. Tend to it, respect it, shape it, and always monitor it. In so doing, you’ll give success the meaning it has to you.” -Greg Williams, The Master Negotiator & Body Language Expert

 

Success Can Be A Cruel Lover

 

“Success Can Be A Cruel Lover”

 

Everyone wants to be successful in the endeavors they engage in. But, exactly what does success mean? It implies different things to different people; most people will agree on that. In particular, you must mentally understand what success means to you and the meaning you give it. That’s important because your perception of what success is, or lack of, will have a profound impact on the actions you engage in, and how you go about doing so.

Most people obsess on being and becoming successful. They reach some modicum of success and when it subsides their mental level of energy subsides too. That sends them into a downward spiral of despair.

To combat the alluring siren song of success, accept the fact that like life, success ebbs and flows. Plus, your perspective of what success is, is based on the meaning you give it. Thus, you’re in control of your interpretation of the activities that lead towards or away from success.

Success can be a cruel lover, but it’s a lover that you have full control of. You can control it by the way you view and think of it. Do so from the point that it best serves you and it’ll serve you better … and everything will be right with the world.

 

What does this have to do with negotiations?

 

In a negotiation, the meaning you give success determines how diligently you’ll engage in the negotiation. That’s to say, if your expected outcomes are too grandiose you’re more likely to stay engaged in the negotiation passed a point that is beneficial. You’ll be driven to reach your goal(s) of what success means in that negotiation.

Like everything you do in life, manage your expectations per what success means. Be aware that your drive to seek too much of it may be the cause of you losing it altogether. The greater you manage your expectations and the meaning you give to success, the greater control you’ll have of yourself and the negotiation.

 

What’s your opinion? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

 

Remember, you’re always negotiating.

 

 

 

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Posted by Greg Williams in Strategies for Successful Negotiations, Negotiation Tips, Difficult Negotiations & Conflict Resolution, Social Media and Negoiating, Emotional Intelligence, Negotiation Psychology, Sunday Message of Hope and tagged , , , , , , , , , , , , , ,

“Be More Cautious When Accepting Negotiation Support” Negotiation Tip of the Week

 

“He who hesitates may win in a negotiation. When considering options, be cautious about whose support you accept.” -Greg Williams, The Master Negotiator & Body Language Expert

 

Be More Cautious When Accepting Negotiation Support

 

 

Are you aware that you should be cautious when accepting negotiation support?  When thinking of negotiation support, what do you consider? There could be a high price to pay if you’re not mindful of the support you receive and from whom it comes in a negotiation.

Most negotiators are very happy to receive support that leads to a successful negotiation outcome. At times, they’ll accept it from any source from which it arrives, not taking into consideration the potential quagmire that such may cause them in the future.

Consider the following insights before accepting support in your future negotiations. The insights will heighten your sense of awareness per the cost of the support you receive today and the impact it may have on you tomorrow. After all, you’re always negotiating (i.e. what you do today impacts future negotiations).

 

  1. Be thoughtful about, the people who support you are also the people that could cause you to lose the support of others. That could occur because when you’re supported by one side, you could be opposed by those that oppose the side that supports you. Thus, those that oppose your supporters may oppose you. Before accepting support in a negotiation, weigh the value of that support. In particular, assess to what degree you’re gaining more value from your supporters than what you might lose if you didn’t accept their support. Once you accept their support, you could be tied to that support (i.e. their side) for future negotiations.

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  1. When you accept support, if what is sought in return is not stated, you issue an invisible chit whose reckoning could be substantial; be mindful of that. You may not realize it at the time, but that chit is valuable to its holder. Depending on its perceived value and when it’s called due, it could prove to be worth more than the support you received in the negotiation. “You should do this for me because you owe me; remember how I helped you out?” Those words could be the ringing sound of despair that pummels your mind when it comes to repayment if the price is too high.

 

  1. If you find yourself in a negotiation position whereby you have to accept support from a source to whom a repayment will be high, negotiate with that source before accepting the support. That may be akin to having dual negotiations occurring simultaneously, but it will be better for you in the long run if you do so. To offset potential angst, attempt to place the initial negotiation on temporary recess while addressing the second one.

 

  1. Be aware of the image your supporters cast. As stated about opposing sides and the value, or lack of, associated with one side versus the other, the wrong image can cause you to be viewed in a bad negotiation light in future negotiations. You’ve heard the cliché, ‘birds of a feather, flock together’. If you don’t want to be cast in a particular image and your supporters project that image, forgo their support.

 

Never engage in a negotiation whereby you seek leverage from a source that’s too costly to obtain. Always weigh your options cautiously before accepting an offer of support. Even if you have to lose the current negotiation by foregoing the costly expense of the leveraged offering, you’ll be better off. That may turn out to be a situation in which you lose in order to win in the long run … and everything will be right with the world.

What are your thoughts? I’d love to hear them. You can reach me at Greg@TheMasterNegotiator.com

 

Remember, you’re always negotiating!

 

 

 

 

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Posted by Greg Williams in Strategies for Successful Negotiations, Negotiation Tips, Difficult Negotiations & Conflict Resolution, Emotional Intelligence, Negotiation Psychology and tagged , , , , , , , , , , , , , , , ,

“Dealing With Pressure In Negotiations” Negotiation Infographic Tip

 

Pressure wreaks havoc in negotiations. It does so, even more, when pressure is centered on your mental ability to think strategically.  In this week’s Negotiation Infographic Tip, mind your degree of mental pressure by observing the stated points.

 

Dealing With Pressure In Negotiations

 

 

 

 

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Posted by Greg Williams in Strategies for Successful Negotiations, Negotiation Tips, Difficult Negotiations & Conflict Resolution, Emotional Intelligence, Negotiation Psychology, Negotiation Infographic Tip and tagged , , , , , , , , , , , , , , , ,

“Are You Looking For The Truth?” – Sunday Negotiation Insight

 

“Sunday Negotiation Insight”

 

“When we seek the truth, we believe the lies that we choose to believe.” -Greg Williams, The Master Negotiator & Body Language Expert

 

Are You Looking For The Truth

 

“Are You Looking For The Truth?”

 

If you seek to advance in life, you must look for the truth and you must be watchful for the lies.

The challenge in deciphering the signs of truth and lies becomes evident when accessing what signs to observe and which ones to accept as being valid. As an example, look at the ‘truth’ picture in this article. The word, ‘truth’ is immediately recognizable. That’s also a metaphor for how we interpret life. At times, we see what we believe to be the truth, accept it, and continue on our way. But, if you look at the ‘truth’ word picture from a different angle (e.g. through squinted eyes, closer – further away, titled head), you’ll detect the word ‘lies’ … and that’s why you should be overly observant when accessing which path to take in life. Thus, before making life-altering changes/decisions, be 100% sure you’ve considered all possibilities and looked at it from different perspectives.

 

Take note of two things in your assessment:

  1. When you don’t know what you’re looking for, it’s easy to miss what’s in front of you. Message: be observant.
  2. Once you know what to look for, it’s easier to spot what’s before you. Message: lookout for what you’re looking out for.

Always keep in mind that the truth may lie within a lie, and thus, there may be benefits uncovered by uncovering a lie. The perspective you’ll have will depend on what you seek from the truth and to what degree you’re motivated by lies. Once, you’re positively sure that you’ve reconciled the difference between the truth and a lie, and you’ve weighed the benefits of both, set out upon the course that’ll take you where you wish to go. You will have to make course corrections along the way. Do so by weighing the truth and lies as you do … and everything will be right with the world.

 

What does this have to do with negotiations?

 

In a negotiation, you must be very aware of what motivates you. If you desire a particular outcome too much, you may become susceptible to lies, simply because your desire for an outcome tilts your perspective in that direction. Thus, you may overlook something that appears too good to be true and become dismayed with yourself when later you’re proven right.

To insulate yourself from such possibilities, ask yourself probing questions. Go deep by asking and answering one posed question after another. By doing so, you’ll uncover more thoughts from which you’ll have greater insight. The answers will always lie within the questions.

 

What’s your opinion? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

 

Remember, you’re always negotiating.

 

 

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Posted by Greg Williams in Body Language and Physiognomics, Strategies for Successful Negotiations, Negotiation Tips, Difficult Negotiations & Conflict Resolution, Social Media and Negoiating, Emotional Intelligence, Negotiation Psychology, Sunday Message of Hope and tagged , , , , , , , , , , , , ,

“How To Negotiate Better By Using Subliminal Messaging” – Negotiation Tip of the Week

 

“Tell a man how to think and he may rebuff you. Suggest subliminally how he should think and he’ll be more accepting of your thoughts.” -Greg Williams, The Master Negotiator & Body Language Expert

 

 

How To Negotiate Better By Using Subliminal Messaging

 

“How To Negotiate Better By Using Subliminal Messaging”

 

Subliminal messaging is conveyed in every negotiation. If not overtly, it occurs covertly. It can be camouflaged in a message that’s plainly displayed (e.g. eat right for better health – with ‘better health’ being the underlining point of focus) or it can be dramatically exclaimed as, eat right for better health or die!

The point is, to negotiate better, subliminal messaging has to be applied adroitly in your negotiations. If done so nimbly, you’ll enhance your negotiation efforts.

Consider using subliminal messaging in the following ways in your negotiations.

 

In Your Communications:

Have you caught yourself in a mental quandary when doing or thinking of something and wondered the source of the thought or action? You may have said to yourself, I don’t know where that came from. During such times, you’re more than likely operating off of a subliminal thought that stemmed from some source placing it in your subconscious mind. Just like others do to you, you can intimate such suggestions to others too.

When communicating with the target of an upcoming negotiation, consider the verbiage that might conceal your hidden/subliminal message(s); this will be different each time you negotiate because the message has to be tailored to the perception and perspective of the target. Thus, to be effective, you need to know if your target is more disposed to enhance her environment or escape the one she’s in. The difference in perception is the degree that you would need to craft your subliminal message.

 

If you raise your awareness to the usage of subliminal messaging, you‘ll note its prevalence all around you. Noting its usage and how it affects you will give you more insight about how you can become better at employing it.

 

Agenda Topics/Points:

When shaping the agenda of the items that’ll be discussed in a negotiation, that’s another opportunity to embed subliminal messages. As an example, at the outset of the negotiation, the first topic might be ‘how to avoid an impasse’. The subliminal message could be, ‘avoiding an impasse is important to me’, ‘if we can’t agree on how we’ll address a possible impasse, there’s little need for me to continue negotiating’, ‘there are items on this agenda that I’m concerned about. Let’s address them up front’.

By planting subliminal messages in the agenda, you begin to set boundaries per how you’ll engage in the negotiation. You gain the added benefit of knowing, through her response, the thoughts the other negotiator has about your message. That gives you greater insight per the way she’s thinking and the opportunity to shape her thought process.

 

 

In The Media:

Your negotiation position can be enhanced when you provide proof of what you state as truth that’s in the media. To do so, plan how you’ll use pertinent subjects that are in the media during your negotiation as a point of proof. To enhance that proof, you can point to it as social proof to highlight your point (i.e. everyone is thinking a particular way, so it must be valid).

 

You don’t have to tell people how to think when you direct them to what they should think about. To the degree you can dictate their thoughts skillfully via subliminal messaging, you can control their thoughts. Once you become proficient at doing so, you’ll easily win more negotiations … and everything will be right with the world.

 

What are your thoughts? I’d love to hear them. You can reach me at Greg@TheMasterNegotiator.com

 

Remember, you’re always negotiating!

 

 

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Posted by Greg Williams in Strategies for Successful Negotiations, Negotiation Tips, Difficult Negotiations & Conflict Resolution, Social Media and Negoiating, Emotional Intelligence, Negotiation Psychology and tagged , , , , , , , , , , , , , ,