“Life’s most important factor is time. Thus, the way you use your time determines the life you’ll live.” -Greg Williams, The Master Negotiator & Body Language Expert
Time is your most precious commodity. Once it’s gone, your life ends. Thus, your time is your life. What you do with it determines what your life will be.
No matter who you are, no matter what you do, every day a thief takes a little bit of your life away from you. Depending upon your complicity in his act, he takes a little or a lot. But he does so every day! Over time, his efforts add up to a staggering loss of your time, viability, and opportunities. Do you know who the thief is? Do you know how to stop him from taking your life? Are you even aware of what he’s doing to you?
For some, it may come as a surprise – for others, it won’t – the thief is you! You’re the one that’s allowing yourself to run awry with your time and your life – thus you can arrest those efforts that aren’t serving you. To do that, become more mindful of how you use your time.
How your time is taken:
There’s a cost to allowing your time to become taken. Do you know what that cost is? Consider calculating the cost of your time in dollars. That should make the squandering of it more meaningful to you.
Everyday you’re bombarded by distractive sources that cry out for your attention. They may show up in the form of a friend calling when you’re engaged in more productive activities. They may occur as something in the background that captures your attention that diverts your actions to something less productive. If you’re okay with having your attention diverted, that’s okay. Everyone needs diversions sometimes to re-energize themselves.
The point is, pay attention to anything that proves to be a distraction from endeavors that are more important. They’re your time stealers. And they’re the impediments that will prevent you from reaching higher heights. By the fact that you’re controlling the distractions that detour you from more important tasks should alert you to the need to exercise greater control over such occurrences.
How to stop your time from being taken:
Everyone encounters time stealers. Some allow them to occur due to a needed diversion from what may be mundane – they may be seeking something that’s more exciting. Others may do so because they’re fatigued and don’t possess the mental energy required to maintain focus. No matter the reason that your halted, note it. There’s valuable feedback information contained in that reason. You can gain greater insight into yourself and what serves as your motivators.
When you catch yourself diverted from more viable tasks, one way to prevent yourself from losing valuable time is to say aloud, “stop thief”. Doing that will allow your conscious and subconscious mind to become more attuned to how and when you allow yourself to get off track. And you’ll become more aware of how to combat such time thefts.
What does this have to do with negotiations?
Time is the one precious commodity that every negotiator has. Thus, to that degree, all negotiators start off evenly. Even if you’re pressured by time constraints, initially if the other negotiator is unaware of those constraints, you and she are on the same time paradigm. Therefore, the way you utilize your time through the offers you make determines the flow of the negotiation and the degree that it’s beneficial to you.
You can make up for the time that might become lost by anticipating the unexpected and planning for it. Then, should it occur, you’ll be prepared to address those situations without losing time. That’s one way to stop time thefts from preventing you from reaching your goals, which will assist you in achieving greater negotiation outcomes … and everything will be right with the world.
Remember, you’re always negotiating!
After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com
Are you aware that you can see the thoughts of other people? It’s not a magic trick. It’s accomplished by observing microexpressions. Microexpressions are displays of emotion. They last for less than a second. They occur before the brain has a chance to alter the displayed emotion. Thus, the display is a genuine reaction to the stimulus that caused the emotion to be displayed.
There are seven microexpressions that are generic to everyone on the planet. That means if a stimulus occurred to someone in Europe or Asia, or anywhere in the world, the reaction would be the same.
This article identifies the seven microexpressions and how their recognition can be used in a negotiation.
Fear – Why do we become frightened? In part, it’s a way we protect ourselves. But fear can be debilitating too. In a negotiation, accurately detecting fear will give you an advantage. To obtain that advantage, you must know what the other negotiator is fearful of.
When detecting genuine fear, look for raised eyebrows, widened eyes, and parted lips with the bottom lip protruding downward.
Anger – People become upset in degrees. When it reaches a point of nontolerance, that’s when it becomes anger.
When negotiating, always be mindful of the other negotiator’s temperament, as well as your own. In both cases, when one loses one’s cool, that person can become irrational. Manipulation can easily occur at that time. Thus, they’re opportunities contained in such a mindset if you know how to advantage your position.
There are two main differences between the displayed microexpressions of fear and anger. With fear, eyebrows are raised and they’re lowered when displaying anger. In addition, with anger, one’s nostrils will flare like what a bull might exhibit prior to charging.
Disgust – In a negotiation, this is a temperament that we see when someone is not in agreement with our statement, offer or counteroffer. The other negotiator may say yes to the offer. But if he has his upper lip lifted and his nose turned up in a wrinkle while doing so, he just displayed the microexpression denoting disgust. It’s important to note the distinction between his words and actions because his statement of agreement is not as firm as his body language is indicating.
Surprise – Expressions of surprise can be good or bad (e.g. That’s better than I thought, or there’s no way I’d go for that.) You can recognize surprise by raised eyebrows, wide eyes, and a mouth that’s agape. Fear and surprise have these characteristics in common.
When negotiating, note if the expression of surprise stems from happy or sad expectations. If the other negotiator is too happy about an offer you’ve extended, you might consider reducing it.
Contempt – This gesture is conveyed by a sneer with one corner of the mouth turned upward. The meaning is, “I’m not enamored with this – I might think it’s insulting.’
Take note when you observe this gesture because it can lead to disgust and then anger.
Sadness – When sadness is displayed it’s done through drooping eyelids, lips turned down, and a change in the voice’s inflection and tonality.
If a negotiator displays sadness, it may stem from him realizing that you have the upper hand and there’s no negotiation wiggle room. If that’s a reality, don’t beat him up. You don’t want to turn that into anger, which might lead to unimagined responses.
Happiness – You’ll see this in the form of wide-eyes, a smile, raised cheeks, and a degree of exhibited gaiety.
When perceiving happiness, note what caused it but don’t let your guard down. If it’s genuine, you’ll sense an easy flow in the negotiation. If contrived, it may be an attempt to lull you into a false sense of security.
Negotiators look for advantages in every negotiation. Being able to accurately detect microexpressions can be the advantage you need. So, if you want greater advantages during your negotiations, look for the advantages that microexpressions offer. You’ll be a greater negotiator with greater outcomes … and everything will be right with the world.
Remember, you’re always negotiating!
After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com
“Body Language Dread – How To Avoid Disaster When Negotiating”
“… He touched his knee! I thought, what does that mean? I #dread trying to read bodylanguage when negotiating!” An associate recounted her thoughts to me when discussing how she was attempting to avoid disaster during a negotiation. She wanted to understand and decipher the meaning of an individual’s body language. I told her, the gesture could have meant anything, nothing, or everything. Then, I went on to explain that one isolated body language gesture does not necessarily lend insight into someone’s emotions or thoughts – you must look at a cluster of gestures for that. I then stated, there’s an exception – it occurs when you’re observing microexpressions.
Observe the body language gestures below. Cross-reference them to gain greater insight into the meaning they have when they’re clustered. That will grant you the insight into someone’s thoughts and what might have caused them. Being able to accurately detect these signals will enhance your negotiation abilities.
Crossed Arms:
Crossed arms by themselves does not mean that someone is unapproachable or closedminded. It could mean that the person is cold. Also, women tend to cross their arms more than men because of their anatomy.
To gain more insight about why someone crossed their arms, note the stimuli that caused it. To test their demeanor, say or ask something that will cause them to uncross their arms (e.g. that’s a nice watch – may I see it). Then, notice if they go back into their crossed arms position. If they do, you can test again with another question. After that, if they still cross their arms, you’ll have more information to make a better assessment of their demeanor.
Hands:
Movement – When someone speaks, note the timing of their hand movement. If it’s rhythmically aligned with their speech, subliminally, more believability will be lent to their words.
Handshakes – A handshake can connote hidden meanings (e.g. hands vertical to each other, we’re equal – hand on top, I’m superior). Never fall prey to the hidden meanings of handshakes. Good negotiators may intentionally allow someone to have the ‘upper hand’ as a ploy to convey subservience.
Fist – When a discussion becomes heated, observe when someone’s hand forms a fist. The fist can denote deepening anger or commitment in what’s being discussed. If the stimuli that caused the fist to be displayed was unintended, seek to de-escalate the conversation.
Smiles:
A genuine smile is denoted by crow’s feet at the corner of the eyes and elevated cheeks. It’s important to recognize the distinction from non-genuine smiles. Knowing the difference can assist in uncovering someone’s alignment.
Microexpressions:
There are seven microexpressions that are generic to everyone on earth. Thus, the stimuli applied to someone in Asia will have the same effect applied to someone in Europe, or anywhere else in the world. The seven microexpressions are:
Fear (eyebrows raised, wide eyes, lips slightly stretched & parted,
bottom lip protruding downward)
Anger (eyebrows down and together, eyes glare, narrowing of the lips)
Disgust (lifting of the upper lip, scrunching of the nose)
Surprise (raised eyebrows, wide eyes, open mouth)
Contempt (one side of the lip raised and pulled in on one side of the face)
Misinterpreting someone’s body language can lead to unanticipated consequences. To assure that doesn’t occur to you, observe the gestures above when they’re clustered.
While reading body language is not a perfect science, it can give clues into someone’s thought process. Knowing what to look for, and interpreting nonverbal signals accurately, can help you avoid disasters when you negotiate … and everything will be right with the world.
Remember, you’re always negotiating!
After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com
“Don’t let your obsession with imperfection deposit your dreams into the graveyard of despair.” -Greg Williams, The Master Negotiator & Body Language Expert
“Wow! That was a fantastic negotiation! It’s almost like you had him dancing on a string. How did you learn to become such a powerful negotiator?” Those were the admiring sentiments bestowed on a senior member of a negotiation team by his junior.
Do you know how to be more powerful when you negotiate? There are strategies and techniques you can employ to accomplish that goal. Discover how to implement the following strategies in your negotiations and you’ll become more powerful when you negotiate, too.
Pre-Negotiation:
Planning
In every negotiation, your degree of planning determines your degree of success. In your planning stage, think about the strategies you’ll implement and what might cause them to become altered during the negotiation. Consider how you might challenge the opposing negotiator to make him alter his strategy too; the purpose is to get him off his game plan so that he’ll be more susceptible to following your lead. To do this, compile alternative strategies that allow you the flexibility to adapt to unexpected challenges. That’ll help you prioritize their possibility.
Practice
It’s stated that practice makes perfect. That’s a half-truth because imperfect practice will only serve to make you more imperfect.
To enhance the possibility that you’ll have a winning negotiation outcome, practice implementing your plan. When possible, practice with individuals that possess skills comparable to the opposing negotiator(s). Attune your attention to things you’d not considered and modify your plan accordingly.
Conflation:
Always be aware of how you arrive at your decisions. In your thought process, don’t conflate disparate situations. If you do, be aware that you’re doing so and why.
By accepting conflated dissimilar information as being valid, you might lend more credence than what’s warranted to the skill level of the other negotiator. That will cause you to negotiate differently than if you’d not assigned him such benefits.
As an example, don’t over inflate your opponent’s skills, just because he’s negotiated multi-million-dollar deals. That doesn’t mean he can out negotiate you in your current situation. Don’t disadvantage yourself by thinking he can.
Mental Agility:
Mindset
When considering the mindset you’ll adopt for a negotiation, consider the style and type of negotiator you’ll compete against. Consider the demeanor and mindset you’ll adopt to negotiate with that type of negotiator (i.e. soft, middle, hard). In considering the demeanor you’ll adopt, view yourself as being worthy to negotiate with your counterpart and project the image.
Subconscious
Your subconscious mind speaks. Do you know what it’s saying when it does? Pay close attention to the feelings and intuitions you have during a negotiation. In some cases, those feelings will emerge from subconscious thoughts you’re having. That might stem from micro expressions your sensing (Note: Micro expressions last for less than one second. They’re insights that reveal the unrevealed thoughts of someone.)
Reading Body Language:
When deciphering body language, you must establish a baseline to compare to. You can establish the baseline of the other negotiator by observing gestures he emits in non-stressful environments. Look for gestures that indicate his happiness (i.e. the degree of felicity), sadness (i.e. stooped shoulders, down-turned face), indecisiveness (i.e. hand to forehead, slight erratic movement). If you can’t establish his baseline, due to whatever prevents you from doing so, compare his actions in the negotiation to what’s normal in such situations. Once you establish that baseline, you can use it to compare his future actions/reactions.
In every negotiation, there are advantages to be had. If you know how to enhance those advantages by the strategies you implement, you’ll have a greater chance of a successful negotiation outcome … and everything will be right with the world.
Remember, you’re always negotiating!
After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com
“Beware of the 7 Most Deadly Mistakes Negotiators Make”
To win more negotiations, you must #beware of the7 most #deadly #mistakes that #negotiators make when #negotiating. To ignore these deadly mistakes is to negotiate at your peril.
1 They omit planning stage of negotiation:
There’s value in preparing for a negotiation. You get to experience what might occur during the negotiation which prepares you for that circumstance. Inexperienced negotiators rush to a negotiation without considering the complexities that might occur. That leaves them exposed and vulnerable to chance.
In this process, consider what a winning strategy might be for you and the other negotiator.
Consider how you’ll get back on track if you find yourself off of it.
Consider what you’ll disclose, along with how you’ll do it, and what you’ll settle for (Note: In some cases, talking less can enhance your position. It’ll allow you to gain more insight).
Control emotions – Assess how you’ll act/react if certain proposals are offered. Be mindful of offering ultimatums. They can be the death knell of a negotiation.
2 They don’t position themselves properly:
In every negotiation, the way you’re viewed will determine how the other negotiator engages you. Thus, if you position yourself as someone that reflects the other negotiator’s style, he’ll perceive you as more of an equal.
Part of the positioning process entails building relationships.
Consider the degree of confidence you’ll display (too much and he may perceive you as overbearing, too little and he may perceive you as being weak).
3 They don’t consider the opposing style the other negotiator might use.
Negotiators use different styles when negotiating. Know what style the other negotiator might use during your negotiation. Be mindful that good negotiators alter their style based on circumstances.
Hard style negotiator (i.e. I don’t give a darn about what you want; this is a zero-sum negotiation.)
Soft style negotiator (i.e. can’t we all just get along?)
Bully – Be wary of the negotiator that attempts to bully you. Note the difference in his characteristics from the hard style of negotiator. He’ll be more brisk, non-caring, rude, and demeaning.
4 They fail to create exit points in the negotiation.
They’ll be times when a negotiation will not go as expected. To offset lingering longer than necessary, set points to exit the negotiation based on circumstances.
Example, if the other negotiator becomes belligerent about a point that creates an impasse, consider exiting the negotiation.
State that the time appears not to be right to continue the negotiation and prepare to exit.
Note any demeanor changes in the other negotiator. If it changes for the better, you will have conveyed that he strayed too far.
5 They don’t read or understand body language:
Body language and nonverbal clues add or detract from what’s said. Learn to discern hidden meanings to gain insight into the mental thought process that’s occurring in the mind of the other negotiator.
6 They’re not aware of value:
Value can expose itself in many forms. It doesn’t have to be monetary. The more you’re aware of the other negotiator’s value proposition (i.e. what he wants from the negotiation and why), the greater the opportunity to get what you want by giving him what he’s seeking.
7 They fail to perform negotiation postmortems:
There’s a richness of knowledge in performing a negotiation postmortem. You can gather insights into what occurred compared to what you thought would occur. From those insights, you can learn greater negotiation skills and become a better negotiator.
When negotiating, always beware of the 7 most deadly mistakes that negotiators make. If you avoid these mistakes, your reward will display itself in more winning and easier negotiations … and everything will be right with the world.
Remember, you’re always negotiating!
After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com
“All forms of bullying are not bad. A good bully that defeats a bad bully is good.” -Greg Williams, The Master Negotiator & Body Language Expert
“The Best Way To Be A Good Bully Negotiator”
When you think of bullying in a negotiation, what comes to mind? Do you think of one person using abusive language spewing contempt, or an abundant display of irreverent condescension on behalf of both parties towards the other? In either case or if you didn’t think of either case, you’re right. Bullying in life and in negotiations is open to interpretation. That being the case, there’s a scenario for the role of a good bully in every negotiation. If projected right, the role of a good bully may be laced in the disguise of a savior.
Here’s how you can combat a bad bully by portraying the part of a good bully.
The first thing you need to appraise is to what degree the opposing negotiator will display belligerence or other forms of bullying. That’s essential because that will determine how you’ll position yourself.
Assess the possible bullying tactics the other negotiator might attempt to use on you (i.e. intimidation, humiliation, other). The better you can accurately assess the bullying tactics he’ll use the better you can prepare to combat them.
Determine which ploy, or set of tactics you’ll employ to contest the bully’s bullying efforts against you. They can be any combination of the following ruses.
Passive aggressiveness – I recall a time when I was on a plane and asked the flight attendant for another snack. She looked menacingly at me with a smile on her face, leaned closer, and said, no. She quickly turned and walked away. I was left befuddled, wondering what had just occurred.
When dealing with a bully, you can be passively aggressive by portraying the part of a hard-nosed negotiator while presenting a pleasant demeanor. That will most likely cause the other negotiator to wonder what he’s dealing with. In that time, you can further assess the value this subterfuge is having on him. Continue using it and/or mixing it with the following as long as it has value.
Display defiance and compassion – Bullies test your resolve to discover exactly what you’ll allow them to do to you. If during such travails you display defiance and compassion you’ll cause them consternation. They’ll be miffed about how to deal with you. That should make them revert to their prominent form of domination. Once they’ve shown you that, border your actions between an affray and serenity. Let such match his demeanor.
Be manic (i.e. I must be off my meds) – Have you ever noticed how most sane people will tend to veer away from someone that acts in a non-rational manner? That’s because someone that’s manic is unpredictable. Unpredictability leads to unsureness and that leads to confusion. If a bad bully doesn’t know what to do in a negotiation, he’ll begin to drop his bullying ways and start to acquiesce to your demands. In part, he may do so because he just wants to conclude the negotiation as quickly as possible and get away from you.
Switch positions and character constantly – To protract and enhance the manic ploy, switch your negotiation position and character throughout the negotiation. Abide by one thing and then change it when such suits you. It will add to the allure of the perception that “you’re not all there”, which will further serve to confound your opponent.
The role of a good bully truly has a part in any negotiation. While some may call it by another name, know that it’s a role you can partake in to win more negotiations … and everything will be right with the world.
Remember, you’re always negotiating.
After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com
To receive Greg’s free 5-minute video on reading body language or to sign up for the “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here https://www.themasternegotiator.com/greg-williams/
“A person’s body language displays gestures that conceal hidden thoughts. The ability to read body language allows one to see those hidden thoughts.” -Greg Williams, The Master Negotiator & Body Language Expert
“Guaranteed Body Language Secrets
That Will Win More Negotiations”
When negotiating, do you consider the impact that body language secrets have on the negotiation? Body language secrets are like silent whispers shaping the flow of the negotiation. Studies have indicated that up to 85% of one’s communication is conveyed via body language. That means a lot of your communications occurs through your body language, not just your words.
To discover how you can win more negotiations, observe the following body language gestures in your negotiations.
Sense of awareness:
When negotiating, raise your sense of awareness about the gestures made during the negotiation. Such observation will give you a sense of direction for the negotiation. Make sure you pay close attention to signs that are missing that should have been made (e.g. a negotiator that states he can’t accept your deal while appearing to be a bit too happy). If anything appears to differ between someone’s words and their body gestures, lend more credence to their body gestures. Those gestures will be more reflective of the person’s real sentiments.
What to observe:
A few body language signals to observe are:
Hand gestures: Take note to whether the hands are open or closed when discussing offers. If the topic is about receiving or giving something and hands are open, there’s more mental favorability associated with the topic than if the hands are closed. Closed hands are a sign indicating doubt about the benefit(s) of what one’s saying or hearing.
Facial features:
Corner of lip turned upwards – This gesture is conveying contempt for what’s being discussed. The gesture may last for less than a second, which is why it’s important to watch for it.
Smiles – A smile can be used as a tool to disarm you in an attempt to make you feel better about the negotiation. A genuine smile is one displayed by both corners of the lips turned upward, a heightening of the cheekbone areas, and a glistening in the eyes. If any of those components are missing, the smile may lack the full conviction that the words are intended to convey.
Feet – Even if you’re seated, find a way to note the feet positioning of the other negotiator. The more aligned his feet are with yours, the more he’s engaged with you in the negotiation. Take note when his feet are no longer aligned with yours; that’s a sign of lower interest in what’s being discussed.
Nonverbal clues:
Voice pitch and tonality: When a negotiator attempts to make a subject matter lighter, he will usually do so with an airier tone to his voice. Compare that to a deeper tonality to convey more seriousness about the subject matter being discussed. Thus, even the way someone says something (i.e. pitch, tone) alters the perception of those words. Always be mindful of that.
Clearing of throat: If you observe a negotiator continuously clearing his throat, drinking what’s an obsessive amount of water for the situation, and/or swallowing more than normal, he’s indicating nervousness. The nervousness could stem from the degree he wants to offer, the deal, etc. To assess why he’s performing this gesture take note when it occurs and when it’s absent. That will give you the needed insight to determine the degree of pressure to apply during the negotiation.
In your very next negotiation, observe and utilize the insights above. By doing so you’ll drastically increase the guarantee of enhancing your negotiation outcomes … and everything will be right with the world.
“Be mindful of the thoughts you have that stem from others, especially if those thoughts don’t serve you.” – Greg Williams, The Master Negotiator & Body Language Expert
“Whose Thoughts Are Controlling You”
Be wary of those that deconstruct and then reconstruct reality to serve their purpose.
A standard practice in negotiations is to shape someone’s perspective. Actually, that occurs anytime in life when one person is attempting to get someone else to ‘see things their way’. There’s nothing inherently wrong with that. It’s the give and takes that occurs in any discussion. What you should be mindful of is why someone is attempting to get you to alter your perspective.
If someone purports something to be a certain way and you have an opposing opinion, understand the mental dynamics that are at play. Question if the person is trying to sway your point of view because he’s prioritizing a self-need to fulfill. If so, ask yourself what that need is and why he has the desire to fulfill it. Next, consider what he’ll do with your swayed perspective. That will inform you of how you fit into his equation.
Here’s the point. The better you can understand someone’s motive per the acts they engage in, especially when they’re attempting to alter your mind, the more understanding you’ll have about their source of motivation. That source will be the real reason behind their actions. Once you know that, you can determine if you want to go for a mental ride that they’re in control of or take a ride of your own. Either way, you’ll be in greater control of what happens to you … and everything will be right with the world.
What does this have to do with negotiations?
In negotiations, people present thoughts, ideas, and situations that support their objectives. They do so from their perspective of reality. They create it based on the way they construct, deconstruct, and then reconstruct situations they’ve experienced.
If you want to maintain and exercise more control in any negotiation, you must understand the process that someone has gone through to develop the mindset they possess. Once you understand where they’ve been, you can assess with more accuracy where they’re headed. Then, if you wish to go along because it behooves you to do so, you’ll do so because it fits into your plans. You’ll be looking out for yourself, knowing that you’re not blindly following someone else’s mandate. That will allow you to be in greater control of yourself and the negotiation.
When assessing genuine fear versus genuine anger, you should definitely know the difference. Not knowing the difference can lead to adopting the wrong strategy to deal with a situation as you’re negotiating. Worst case scenario, it could be the difference between life and death.
Observe the difference between fear and anger in the negotiation infographic tip.
“Attempt to treat all people with respect. In so doing more people will respect you”. -Greg Williams, The Master Negotiator & Body Language Expert
“Ultimate Danger and Agony of Negotiating Like Donald Trump”
The intent of this article is to highlight the negotiation tactics used by Donald Trump. It doesn’t pass judgment on the man.
Some have called Donald Trump a negotiator’s negotiator when it comes to the art of the deal. Many have sought to emulate his tactics, but upon examination, one might be cautious to do so. That’s because one needs the resources that Mr. Trump has to sustain the type of negotiation ploys he employs. Take as an example the following …
Stating verifiable truths as untruths:
It’s very difficult to negotiate with someone that offers alternative facts to reality when making offers and counteroffers that you and they make. It’s akin to being in an environment where up is down, out is in, and right is wrong. Through such mental maneuverings, Mr. Trump leaves an opposing negotiator in a state of doubt per the direction to take in a negotiation.
I never promised you a rose garden:
Mr. Trump makes promises that are too good to believe at times. Then, some of those promises never become reality. At times, he has a way of telling people what they want to hear, what they want to believe. A negotiator that does not follow through on promises will lose his believability eventually. From there, he’ll lose the trust of those with whom he negotiates.
Using Bullying Tactics:
Just because you’re big doesn’t mean you should take advantage of people. Mr. Trump has boasted in the past about his ability to use other people’s money and resources to put deals together. Then, if the deal doesn’t bear fruit, he walks away leaving others holding the bag. If you acquire a reputation as a negotiator of leaving others holding the bag when troubles occur, they’ll avoid negotiating with you and you’ll miss potential opportunities that would have otherwise availed themselves. Always be mindful of how you treat the smallest and largest of people.
Danger:
When you lie, perceived to be unfair, and you leave some people feeling you don’t value them, eventually it’ll catch up with you. There will come a time when someone that negotiates tougher than you will seek to slay your negotiation efforts. They may do so as payback for the reputation you’ve established as being a ruthless negotiator, or simply to take your crown.
Agony:
The inherent agony in the way Mr. Trump negotiates is encased in his brand. That’s to say, he’s massaged his brand to a point that some people see him as a savior based on what his perceived accomplishments have been in business. They transfer those perceived skills as being viable in other realms of life (i.e. the presidency). The lesson to be observed from this dilemma is, you should negotiate with those that are more disposed to your influence than those that are not. By doing so, you stand a better chance of achieving more successful negotiation outcomes.
In your negotiations, be cautious when employing the strategies that Mr. Trump employs. He can get away with some of them, for now, because of who he is and the resources he has. You’re not him. So, if you’re wise, you won’t try these tactics at home or anywhere else. By not doing so … everything will be right with the world.
