You set the stage for any negotiation with information. That’s called positioning. The way you present that information, and its content, shape the persona the other negotiator has of your negotiation power, resources, and abilities. #Disinformation plays a vital role in shaping that persona – using it strategically can help you negotiate better.
Disinformation is used in planning wars, corporate espionage, and in the planning stages of negotiations. Think for a moment about the term #FakeNews. What comes to mind? That phrase has become a form of disinformation.
The following is how you can use disinformation to improve your negotiation efforts.
Creating a Disinformation Campaign:
To create disinformation campaigns, start by disseminating information in small cycles first – you want the target to become familiar with it. That’ll make him more susceptible to believing it and the information that follows. Over time, expand it, its believability to the truth, and its cycles. To have the greatest effect on the target, have information disseminated in places that they frequent (e.g. social media post, news outlets, radio, etc.). Doing so will impact their belief as to the validity of the information (i.e. I see/hear it everywhere – so it must be true).
Psychology of Disinformation:
For disinformation to be viable, tie it loosely to the beliefs of your target. People become swayed more easily if they have a preconceived belief about something they accept as already being truthful. So, if you associate your disinformation with their currently held beliefs, they’ll accept your information more readily. The trick is to make your information just within the outer realms of their beliefs. That’s the setup to having them stretch their beliefs as you later present insights further outside of it. Your efforts should become geared to having them expand their beliefs to the point of easily accepting the new insights you present as the truth.
As you know or may have discovered, disinformation is a powerful mental tool. Thus, while employing it, you must be mindful about its deployment against you.
To improve your plight when disinformation is used against you, ask yourself the following questions.
Consider the originating source of the information. Ask yourself, what belief is this information attempting to form in my mind or in the mind of my supporters?
How was the information delivered? Did it arrive through a source that has proven to be believable in the past? Is that source being manipulated?
What new paradigms is this information attempting to create and who benefits from it?
To what degree are others attempting to alter my perception for the benefit of who they’re serving?
What happens if I ignore the information?
Posing such questions to yourself and your confidants will help you evaluate the information and its potential validity. I’m not suggesting you become paranoid. What I’m suggesting is you not readily accept information at face value as the truth. There are too many ways to get disinformation into today’s environment. Guard the door that keeps it away from you.
Disinformation is used in all realms of negotiation. And, there is a multitude of ways that it’s used. Therefore, the better you become at utilizing it, and knowing how to thwart its use against you, the better you’ll become as a negotiator … and everything will be right with the world.
… and we’re off! As we embark on another new year, resolve it that you’ll build on the successes that you’ve achieved, and do so like the quality of your life depends on it … because it does. Get serious about striving higher, achieving more, and doing greater things with your life. Your happiness depends on it and I’m sure that you don’t want to deprive yourself of all the happiness you deserve, right?
When communicating, one must always be mindful of how a message is being sent and how it’s being received; miscommunication can occur simply because the words used to carry a message casts an altered meaning as perceived by the receiver of the message. Combine the effect that one’s body language adds to the communication process and it becomes very easy to see how one’s body language becomes a rider of one’s words, which can also alter the intent the words were meant to convey.
In order to communicate more effectively, always strive to have your words and body language aligned. Doing so will lessen the possibility of having your message conveyed succinctly. To heighten your communications, choose your word choices carefully, too.
Take note of this week’s negotiation infographic tip for more insights.
When negotiating, you must be aware of openings. Openings can present themselves in the form of adversaries or allies. The latter can be easier to advantage, but the former should not be summarily dismissed because dealing with it appears to be difficult. There’s a hidden psychological pleasure that one derives from turning an adversary into an ally. Plus, someone that’s gone through such a transition with you, may prove to be loyal, longer.
Let this week’s negotiation infographic serve as a reminder that you should first attempt to convert adversaries into allies when negotiating, before turning them away or dismissing them, due to the angst they may cause you.
When you negotiate, your perspective is shaped by how you view the elements of the negotiation. Thus, you have to see right when negotiating. Those elements include the way you view the other negotiator (i.e. good, bad, indifferent), the surroundings in which the negotiation occurs (i.e. bright, dark, noisy, quiet), and other elements that may not be present at the negotiation table (i.e. outside pressures, other people, etc). Since so many subconscious variables may be at work during your negotiations, you must bring them to a state of consciousness in order to negotiate more effectively.
This week’s negotiation infographic gives a few thoughts to consider before and during your negotiation.
When negotiating, you should choose your words wisely because your words matter when negotiating. A word said at the wrong time can convey a different meaning based on what’s occurring at the moment in the negotiation. Thus, your word choice(s) should be thought out before entering the negotiation and adaptable to the changing circumstances of the negotiation.
This week’s negotiation infographic tip will give you thoughts to ponder as to how you can make your words work for you in a negotiation.
Do you think the thoughts you act on are based just on your own thoughts? More than likely, you know your thoughts are shaped by those in the environments you’re in. So, the question becomes, how much control do you have over your mind? When negotiating, are you aware of the mental manipulation that occurs?
Observe the thoughts in this week’s negotiation infographic tip and gain more insight about mind control in a negotiation. The insight you gain can be used in other aspects of your life.
In any aspect of life, you’re only as good as those that assist you. That’s especially true when negotiating. In order to negotiate more effectively and to enhance your chances of being more successful in a negotiation, surround yourself with negotiators that have specific skills for the type of negotiation you engage in. To do otherwise is to be foolhardy because your team’s strength will determine your strength.
Quickly observe points to consider about your team’s strength in this week’s negotiation infographic tip.
When negotiating, the speed at which you negotiate can lead to a successful negotiation outcome. It can also be your downfall. It all depends on who is using speed as their ally, you or the other negotiator.
So, if you’re on the downside of speed in a negotiation, pay close attention to this week’s Negotiation Infographic Tip. It’ll give you insights about how you can control a negotiation by controlling the speed at which the other negotiator is negotiating.
When you shake someone’s hand, do you observe the meaning conveyed through the handshake? Another way to phrase that question is, do you know the meaning that handshakes have and how they can influence your perception of the person whose hand you’re shaking?
A handshake conveys subliminal information. Thus, it adds additional meaning to the messaging that’s being sent and perceived. Observe a few handshake gestures in this week’s negotiation infographic tip to become more observant of hidden messages when shaking someone’s hand.