Recently, ‘party crashers’ breached one of the most secure locations in the world … The White House. They were able to do so in part, because they projected an image and played a role of people belonging in that environment.
When you negotiate, what image do you project and what role do you play?
During a negotiation, you and the person with whom you’re negotiating will adopt different positions and demeanors throughout the negotiation. To the degree you:
- adopt the ‘right’ position (that which is viewed as being most beneficial to all parties involved in the negotiation)
- display the appropriate demeanor (cast the right body gestures – ‘nonverbal signals’ at the appropriate time)
- choreograph 1 & 2 to properly align with the presenting of your rebuttals, offers and counter offers (when it’s most fitting to portray such actions) …
you increase the probability of reaching a more favorable conclusion to the negotiation outcome you seek.
Consider the following ideas when negotiating and projecting the image that’s best suited for your situation.
1.) People are more skeptical in today’s environment than ever before. So, your body gestures need to be more synchronized and in alignment with the words you use.
(Example: If you use the gesture of shaking your head from side to side to indicate you’re not in agreement with an offer, make sure your words are synchronized with that gesture throughout the negotiation. Consistency will convey a positive nonverbal signal that will lie at the subconscious level in the mind of the other negotiator.)
2.) Compose the image you project, based on the person with whom you’re negotiating and the way in which they shape their perception.
(Example: Some people are ‘turned on’ by the fact that they can help someone ‘in need’. If you’re negotiating with someone of this ilk, it may behoove you to subjugate yourself. If the person with whom you’re negotiating is ‘tuned off’ by someone appearing to be ‘needed’, you may need to project an image that displays strength, while balancing such an image against not being perceived as overbearing.)
3.) Glean information and plan the right course of action to adopt, based on the environment and demeanor you may encounter.
(Example: Prior to the ‘official’ negotiation, gather information about the environment in which you’ll be negotiating, the personalities of those involved in the negotiation, the strategy that might be employed to sway their perception, and place yourself in the proper role. In essence, project yourself in the role that’s best suited for that situation. Caution: Be careful not to portray the ‘wrong’ role. If you cast yourself in the ‘wrong’ role, you will hurt your position (acting ‘needy’ with a negotiator that despises such actions could cause you to be summarily dismissed, without being given the proper attention to delve deeper into the negotiation.))
When negotiating, like the ‘party crashers’, you have to ‘look’ the part and play the ‘right’ role to increase the odds of a successful outcome. The better you are at aligning all of the intricate nuances that go into the makeup of that role, the more successful you’ll be … and everything will be right with the world.
The Negotiation Tips Are …
- Many components go into projecting the ‘right’ image when negotiating. Determine the ‘right’ role and image to project and alter them based on the flow of the negotiation.
- Never be afraid to challenge someone when confronted. By doing so, you could enhance your position. Just be careful not to become overbearing to the point of your detriment.
- Never forget the inherent power of body language (nonverbal signals) when negotiating. When your body language is aligned with your speech, you send a subliminal signal that’s very convincing. The signal can be perceived as indicating that you’re either weak or strong. So, project the right signal to fit the situation.