Negotiation Tip of the Week
“Using leverage physically gives you more power. Using leverage mentally will 10x your power.” -Greg Williams, The Master Negotiator & Body Language Expert
“Social Media Leverage Will Make You Better Negotiator”
Have you ever felt too small to negotiate with an entity that’s larger than you are? We’ve all been there, not knowing what to do, when to do it, or how to do it. That may have left you feeling helpless or at least inadequate.
When negotiating, good negotiators attempt to use leverage to sway the other negotiator. In today’s environment, using social media as leverage will make you a better negotiator. The following are a few thoughts about how you can use social media as leverage in your negotiation to even the playing field.
When to use social media as leverage:
Social media can be a juggernaut tool you employ when negotiating with larger entities than yourself, but it can be less effective against someone that’s less than or your equal. That’s due to the fact that some people don’t care about someone smudging their reputation. Thus, you’ll waste time and effort using social media in such circumstances.
To make social media work on your behalf, use it against larger entities and those that care about their reputation. Weigh your efforts against the perception that they may have about the loss they’d incur as the result of you besmirching them and the harm that such might do.
What to consider before using social media as leverage:
Before using social media as leverage in your negotiation …
- You have to consider the likelihood of achieving your objectives. You should make such an assessment in any negotiation, but with social media, you add a dynamic of control that may not be as controllable as it would be in a non-social media environment.
- In making your assessment, you should consider what the long-term effects might be? Your comments, retorts, and interactions will stay in your social media profile for life. Thus, you’ll be splayed for others to do as they please with you in the future. In essence, you will have given them insight into how you might address a negotiation situation with them. From that insight, they can better create a counter negotiation strategy against you.
How to use social media to leverage your negotiations:
Give consideration to …
- Timing: To gain more leverage, consider the happenings that are currently surrounding the target of your negotiation social media efforts. If the target is already under attack, your efforts can magnify their perspective of being besieged or hearing the sounds of the cavalry on the horizon. How you do so would be dependent on the outcome you seek. Thus, you can be a safe harbor in a storm or a more formidable foe for them to deal with. We’ve all heard of the straw that broke the camel’s back. Suffice it to say, seek a point of engagement that adds intensity to your efforts.
When negotiating, you have to maintain focus on the actions that will get you closer to your negotiation goals. When you engage the leverage of social media you can create distractions, add the impression of being more powerful, and present yourself as a more formidable combatant. That’s the real hidden value of using social media when negotiating. Use social media wisely in your negotiation efforts … and everything will be right with the world.
What are your takeaways? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com
Remember, you’re always negotiating.