To improve your negotiation efforts, communicate better.
In a negotiation, the way you communicate has a profound effect on the negotiation. To enhance your negotiation efforts, utilize the following insights.
Tonality and Volume:
During a negotiation, the intonation of your voice casts perceptions as to the real meaning of your words. In some cases, the tone and volume will be perceived more so than the meaning of the words. Thus, you must be particularly aware of how you’re being perceived and confirm that you’re being perceived correctly. You also need to be aware of how you’re perceiving the words of the opposing negotiator. If both of you are not in sync with the meanings projected and perceived, you could sink the negotiation and not be aware as to why such occurred.
Word Choice:
Do you give consideration to the word choices you make in your negotiations? You should because words have meanings and the same word may have a different meaning to the other negotiator. As such, you may have the intent of one meaning in using a specific word, but the opposing negotiator perceives that word to mean something else. What lies in the wake is miscommunication and a tougher negotiation. Thus, when you’re in a negotiation, choose the words you wish to represent your thoughts with care and validate the meaning as interpreted by the other negotiator. Look for an expression that’s not aligned with your expectations to indicate something’s not as it should be. Meanings of words will be the differentiation factor as to how smooth the negotiation progresses.
Pace of Speech:
When it comes to the speed at which you speak, be aware of the background of the person to whom you’re speaking. In some geographical areas, people speak at a slower pace than others. Thus, if you normally speak fast, it would behoove you to speak slower if that’s the custom of the other negotiator. By doing so, you’ll be subliminally bonding with her and creating an environment where trust is enhanced. To increase the perception of trust, pause during your question or statement to give it more meaning. Being reflected per a question that’s posed to you also conveys a level of sincerity.
Perceived Attention:
What do you look for to determine when someone is engaged and giving you their full attention? It’s a major factor to consider in a negotiation, because to the degree you’re perceived as being attentive, you’re perceived as being more involved in the negotiation and paying attention. Paying attention also goes to building rapport. People want to be heard and to the degree they feel you’re paying attention, they feel like you’re listening to them.
During the negotiation, display attentiveness by nodding when appropriate and maintaining the proper amount of eye contact. Note: Don’t be perceived as staring at the other negotiator. That might be misconstrued as confrontational. It also has a heightened meaning of disbelief and/or irritation when done so with the eyes wide.
As you can see, there are many factors that contribute to a successful negotiation. Since communication, verbal and nonverbal, has such a great impact on a negotiation, the better you are at communicating your thoughts the better the chance they’ll be received as intended. The negotiation process will be enhanced, which will increase your chances of having a successful negotiation outcome … and everything will be right with the world.
Remember, you’re always negotiating!