Have you considered how to negotiate better and win more negotiations by using influence? Are you aware how influence impacts a negotiation? Influence is both an elemental and intrinsic component that affects the flow and outcome of every negotiation. You can negotiate better and easily win more negotiations by considering the following when you negotiate.
- Impact of Trust on Influence:
The degree that one negotiator trusts what the other negotiator says makes her words more believable. One way to enhance trust is by being consistent with what you say, and how you say it (e.g. you can trust me (while having hands open and a smile on your face)). The more consistent you are with the synchronization of your words and nonverbal gestures, the more believable you’ll be and the greater will be your influence and impact on the negotiation.
- Negotiator Personality Type:
Depending on the opposing negotiator’s personality type (i.e. Hard, Easy, Closed, Open) the amount of influence you propose to inject into the negotiation can be easily accepted, or roughly rebuked. Thus, when attempting to gauge the degree of influence you wish to cast, you have to consider the personality type that you’re negotiating against. As an example, if you’re negotiating with a negotiator that has a hard nose demeanor (i.e. I win, you lose), your persuasiveness via influence may be rebuffed because he’s mentally locked into his position. Contrast that with a negotiator that’s easy going. It may be easier to gain influence with the latter because she’s open to suggestions and not locked into a mindset that says the only way for her to win is for you to lose.
- Consider Alternate Options of Opposing Negotiator:
Always consider the options the other negotiator might have if she’s not successful negotiating with you. There will lie sources of additional leverage per how influential you’ll be in the negotiation. As an example, if you know she’s short on time per reaching an agreement and she has no additional sources from which to acquire what she seeks from you, her lack of time and other resources grant you influence in the form of additional leverage. Don’t be heavy-handed when you have such an advantage because the tables may be turned someday when the two of you negotiate again. You wouldn’t want her to take advantage of you given she had such an advantage.
- Negotiator’s Perspective of Value:
To accurately assess how impactful your influence may be, you must understand what is of value and to what degree it impacts aspects of the negotiation. Some offers will be perceived as having more value. To the degree you have the power to acquiesce and not be impaired, you have more influence during such times. Without understanding value perspective, you lose your gauge per when you have an advantage to be more influential. Without such insight, you could erroneously employ strategies that are ineffective in your attempts to gain influence.
As you assess the degree you’re influencing the opposing negotiator, remember influence travels on a two-way street. While you’re attempting to be influential, the opposing negotiator is attempting to influence you. Understand to what degree she’s casting her influence and the effect it has per the concessions you make. Also, recognize to the degree that one negotiator has more influence over the other at different points in the negotiation, that negotiator has more of an advantage at that time in the negotiation … and everything will be right with the world.
Remember, you’re always negotiating!