“More people like more people that are more likable than other people.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)
“8 New Ways – Advice – How To Increase
Likability To Increase Negotiations”
People don’t realize they’re always negotiating.
When you consider how you might enhance your negotiation, do you think about the role likeability plays? In some situations, likeability is a hidden asset that assists negotiators in obtaining more significant negotiation outcomes. And yet, some negotiators leave likeability to chance, which diminishes the opportunities they would otherwise have.
Likeability is a silent enhancer that increases your interactions with people in everyday activities. So, would it not behoove you to seek more insight into how you can improve your likeability factor? Unless you’re a drone, the answer should be yes. If you are not a drone, continue. And you will be exposed to an enlightening spectrum – one where you will become more enchanting by becoming more likable.
There are easy ways to increase your likeability in negotiation. Some of them are:
1. Control Emotions
Negotiators transmit silent signals during negotiations. They emit some of those signals without realizing they have done so. When such occurs, it is usually due to their emotional state. That is why negotiators must control their emotions in negotiation.
The way to do that is to create mock situations that might inflame your feelings during your talks. And then tamp down those emotions. By doing so before the negotiation, if something similar occurs during the session, you will have prepared to address it, which should allow you to cover what would have been your initial adverse reaction.
2. Find Common Ground
How do you feel when working with someone with a common goal versus someone opposed to it? You most likely feel better working with a like-minded goal seeker.
To increase your likeability, explore common ground goals you share with the other negotiator. And when possible, amplify your efforts to enhance your likeability faster by minimizing disputes.
3. Be Supportive
That will not work! Let us do it my way! You most likely derived tension from those statements. And so would your negotiation partner. That is why it is imperative to be supportive.
Instead of considering how an offer is unacceptable, think about how it might be more palatable. And make sure the other negotiator recognizes your efforts. You will increase your likeability during negotiation by doing so.
4. Body Language
More communication occurs through body language during negotiation than words convey. That is why you must be very attuned to your body language during your interactions. A perceived hostile gesture may go unanswered, but silently it can become what causes your negotiation counterpart to decrease their likeability of you.
Be mindful of smiling, nodding in the affirmative, and using open gestures when and where appropriate. Such motions convey a subliminal signal that you and your counterpart are aligned. And that will increase your likeability.
5. Be A Good Listener
How do you feel when you are talking to someone, and they are paying attention to everything around you except you? Do you feel unappreciated, like your words/thoughts have no value? Imagine someone feeling the same way if you were doing that to them.
Everyone wants to be heard and feel appreciated. So, please pay attention to what the other negotiator says during your talks and how they say it. Being a good listener is a way to increase likeability. It is also an excellent way to gather additional information you might have missed.
6. Be Respectful
You do not have to be disrespectful even when disagreeing with your negotiation counterpart. A lack of displayed respect can lead to an upsurge in tensions, decreasing the likeability factor.
When you disagree with an offer, consider saying something like, “I respectfully have to disagree,” and state why. Also, when appropriate, consider making your pronouncement in a non-threatening tone. The opposition will view you as less threatening, protecting your likeability from fraying.
7. Minimize Disagreements
As alluded to, disagreements can become the source that makes negotiators dig in their heels on a point. And that decreases likeability.
When you encounter a point upon which disagreement may hinge, probe to understand the opposition’s perspective. Request the opponent understand your perspective when they disagree with your position. And deliver your request in a non-threatening manner. Your delivery will help defuse the situation and help keep your likeability afloat.
8. Making Offers
How you extend offers, or respond to them, impacts your likeability. For example, suppose the opposition said, I have more resources than you. So, take my deal, or I’m leaving. Those statements sound threatening, which can sink likeability.
Always be mindful of how and when you make offers. Timing will impact the way the opposition views them. When making offers, to increase your likeability, position them in a win-win manner. Create the perspective that you and your counterpart gain value from them.
Reflection
Based on what you now know, it may appear that you can easily increase your likeability and enhance your negotiation skills. But to do so effortlessly, you must be willing to abide by what you have learned. That also means you must be aware of your mindset during the talks and keep an internal check on your emotions.
Not only should you curb your emotions when they may be about to erupt, but you must also be mindful of how the other negotiator is perceiving you. Their feedback will be invaluable per the path you should take – leading to a more successful negotiation outcome simply because you had the likeability factor functioning in your favor. And everything will be right with the world.
Remember, you’re always negotiating!
Check out this offer to learn more about negotiating better and reading body language!
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