“Sunday Negotiation Insight”
“To shape a better perception of the outcome you seek, shape your words more carefully.” – Greg Williams, The Master Negotiator & Body Language Expert
“What You Call It Matters”
When thinking about how you’ll position something or someone, you should consider what you’ll call it because using the right language in a situation increases your chances of getting what you really want. That’s to say, you need to consider the words you’ll use to name it, label it, or title it. In doing that, you can position the image of your suggestion in the mind of the person to whom you’re conveying such imagery more concisely. Thus, the way you project such imagery, based on the words you use, will paint a vibrant or gloomy perspective of what you’re stating. Either will enhance or detract from your offer. Neither is good or bad. That’s all dependent on the outcome you seek.
Since what you call something can also convey a sense of urgency or unimportance, or right or wrong, to maximize your efforts, use words that have a specific meaning to the other person as to how you wish him to perceive your meaning; the exception is if you’re attempting to create ambiguity in him.
Suffice it to say, when you’re conveying information you’re shaping the mind of the person that you’re conveying information to. Therefore, you must be aware of the impact your word choices have on that person’s perception and how those words shape his response and following actions.
When you’re involved in future situations whose outcome really matter, consider how you’ll allow yourself to be perceived in a particular manner by considering the words you’ll use to represent yourself and your thoughts. The better you are at doing so the better the outcome will be for you … and everything will be right with the world.
What does this have to do with negotiations?
Word choices are important in all negotiations. They create a thought process that can serve or hinder the negotiation. They can also serve as a pattern interrupt (i.e. disrupt the current train of thought) when the negotiation is not flowing in an appropriate manner. Thus, words have a profound impact on the thought process of the other negotiator.
To maximize your negotiation outcomes, consider how you’ll use words to create the image that best serves your negotiation plans. The name you use to label your offer matters. So, name/call/label offers what matters most to the other negotiator. In so doing you’ll be leading him down the perfect picture path of his perfect negotiation outcome.
What are your takeaways? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com
Remember, you’re always negotiating.