Posts tagged "Dreadful negotiation"

“How To Get Better Insider Information When Negotiating” – Negotiation Tip of the Week


“Good information is only as good as its source and how it’s used. Always assess the validity of the information you receive to determine its best use and application.” -Greg Williams, The Master Negotiator & Body Language Expert



When negotiating, insider information is a valuable commodity. Getting better insider information when negotiating is even better!

Consider using the following strategies to acquire insider information in your negotiations.


  • Time:

Depending on the time you have to gather information, consider how you’ll pose questions to yourself and stakeholders that will be beneficial to your negotiation efforts (Note: Keep in mind that the questions you ask will determine the answers you receive; that in turn will determine the strategies you adopt. If you pose the wrong questions, you’ll start upon a path in the negotiation that might be less beneficial). Asking the right questions entails knowing the outcome you seek, how you might achieve it, the roadblocks you may encounter, and what alternative strategies you’ll employ to overcome impediments that would preclude you from achieving your goals. Also, keep in mind that the quality of the answers you receive will depend on when you pose questions. If someone is hurried, less rested, or filled with angst, they may be prone to disclosing insider information simply because they’re not as guarded as they might otherwise be.


  • Assumptive Questions:

In your assessment of what questions you’ll utilize to maximize your negotiation efforts, consider how you’ll employ assumptive questions; in a negotiation, assumptive questions are questions that give the façade that the questioner knows more about the situation that he’s inquiring about (e.g. ‘You’ve given discounts to other buyers in the past, correct?’ The implication being that you’re aware, right or wrong, that discounts have been granted in the past).

Assumptive questions are excellent ways to gather information. Even if the responder states that your assumption is wrong you will have gathered additional information/insight.


  • Body Language/Nonverbal Clues:

When in person, observe to what degree the person leans closer or further away when pondering an answer to your question(s); this will give insight as to whether they’re embracing or putting distance between you and their answer. Leaning away can indicate that they don’t wish to engage, which can imply that they don’t want to disclose the answer to your question. Leaning forward can imply that they’re willing to engage. Note how and when they lean.

If you’re on the phone, listen for intonations, pauses, and emotions displayed. Take note of the words that emphases are placed on, too. Such will bear noting for the possible hidden messages contained in them.

To practice and increase your listening skills, close your eyes while speaking with someone on the phone. Toss a question that’s not generic to the conversation and listen to the response. In particular, take note of how long the other person pauses before responding, their intonation, voice quality (i.e. puzzled), and the follow-up question(s) they raise as to the timing of your question. Then, ask for the thoughts they had when you asked the question. Over time, you’ll become better at deciphering the thoughts and thought processes of others.


To acquire insider information that can be used to your benefit in a negotiation, know what questions to ask, the best time to ask them, and how to validate the responses you receive. By implementing the strategy of gathering and using insider information in your negotiations you’ll increase your negotiation win rate … and everything will be right with the world.


What are your takeaways? I’d really like to know. Reach me at   or at (609) 369-2100.


Remember, you’re always negotiating!


#HowToNegotiateBetter #CSuite #TheMasterNegotiator #InsiderInformation







Posted by Greg Williams in Body Language and Physiognomics, Strategies for Successful Negotiations, Negotiation Tips, Difficult Negotiations & Conflict Resolution, Social Media and Negoiating, Emotional Intelligence, Negotiation Psychology and tagged , , , , , , , , , , , , , , , , , ,

“What Is The Best Way To Win Negotiations” – Negotiation Tip of the Week

Negotiation Tip of the Week


“To win more negotiations, assess and then prepare for the variables that will have the most influence on the negotiation. That’s true in negotiations and life.” –Greg Williams, The Master Negotiator & Body Language Expert



“What Is The Best Way To Win Negotiations”


As a negotiation advisor, I’m often asked, “What is the best way to win negotiations?” My response is, it depends. It depends on many factors. Factors like, what you do before the negotiation, the negotiation environment, your uniform, and how you make offers, impact the negotiation.

When you factor in the variables mentioned above, and there are more that could be considered, you can quickly understand why there’s no ‘one size fits all’ when it comes to a ‘best way to win negotiations’.

For now, let’s focus on the factors mentioned.


  1. Before the Negotiation:

Before entering into the negotiation, gather as much background information on the other negotiator as possible. That information should include the demeanor he adopts when he feels cornered, the tells he displays when confused/stressed/lying, and how he reacts when he’s overconfident. Having such information will allow you to create a more precise plan from which to negotiate.


  1. The Environment:

The environment you negotiate in can have a profound impact on the negotiation. If the environment feels hostile (i.e. dark, drab, dink, scary) or threatening in any manner, you or the other negotiator may make concessions just to escape the environment. That’s in a drastic case but there are also less situational esthetics that can weigh on your mental aptitude when negotiating. Thus, you should always take care to choose environments that work best per the negotiation persona you wish to project.

It has often been misconstrued to think, the negotiator that has the negotiation in her environment has an advantage. Again, that depends on how she uses that environment to advantage her position and to your disadvantage.


  1. Your Uniform:

In this case, your uniform is the way you’re dressed; your accessories and the way you carry yourself should match the negotiation environment.

Two negotiators, one impeccably dressed in a Brooks Brothers suit and the other in blue jeans and a plaid shirt are in mismatched uniforms. They’re communicating through their attire that they don’t ‘see things the same way’. If one is intentionally attempting to send such a message and he’s aware of how that positions him that can be a good ploy to employ. If he’s not aware, his level of awareness should be raised per the impact his attire is having on the negotiation.


  1. Your Offers:

The way you present offers (i.e. confidently, shyly, bold, weak) impacts how the offer is perceived.

I remember asking someone how much they could provide a service that I was seeking. The person said, “Uh, how’s about $10,000?” The way he said it really did sound like a question. The way he delivered his pronouncement indicated that he wasn’t sure of the offer, which did not instill in me the thought that he might be able to address my request satisfactorily. Plus, you should always be mindful of how you use numbers in a negotiation. Big round numbers (e.g. $10,000) can give the impression that you didn’t put a lot of thought into the number, whereas non-round numbers can convey more preciseness (e.g. $9,947). Just be prepared to defend how you arrived at that number and be careful not to disclose too much about that process.


As you can see, there is a myriad of variables that make-up a winning negotiation. When you master the key variables, you’ll have more winning negotiations … and everything will be right with the world.


What are your takeaways? I’d really like to know. Reach me at   or at (609) 369-2100.


Remember, you’re always negotiating!


#HowToNegotiateBetter #CSuite #TheMasterNegotiator



Posted by Greg Williams in Strategies for Successful Negotiations, Negotiation Tips, Difficult Negotiations & Conflict Resolution, Social Media and Negoiating, Emotional Intelligence, Negotiation Psychology and tagged , , , , , , , , , , , , , , , , , ,

“How To Rebound Right From A Dreadful Negotiation” – Negotiation Tip of the Week

“Dread only last as long as you sense it’s there. When negotiating, get over your dread and your dread will be dead.” –Greg Williams, The Master Negotiator & Body Language Expert



How To Rebound Right From A Dreadful Negotiation


Everyone has a dreadful negotiation at some point in their life. Good negotiators know how to rebound right from dreadful negotiations, which makes them better negotiators in the long run.


Consider the following mental agilities when you’ve been confronted by a dreadful negotiation. They’ll quicken your pace to the road of success.


  1. Assess what happened compared to what you expected to occur. In your assessment, consider the thought process that went into the plan you developed for the negotiation, what components you overlooked and why you did so, and lend special attention to how you’ll prevent the dreadful outcome you experienced from occurring again. Everyone has bad negotiation days and one negotiation outcome does not a negotiation career make.


  1. Get through the following psychological stages as rapidly as you can. Doing so will be mentally uplifting, which will keep you away from the mental dragons that might attempt to slay you and your thoughts about your negotiation abilities.


  • Grief/Denial: I don’t believe this happened to me; that may be the first prominent thought that attempts to plague you. Cast it aside. In order to move past your grief/denial stage, you must accept the reality of the situation for what it is. At that point, you may be able to seriously consider alternatives to either reopen the negotiation and/or to reposition the understanding you had about its outcome. Doing so will also accelerate the acceptance phase of this process.


  • Anger: You may be justified in being upset about the outcome of the negotiation, but don’t let that rob you of your mental thought process. Also, don’t be overly angry about what the other negotiator did during the negotiation or to you. Again, the sooner you can obtain a clear mind the sooner you’ll be able to think coherently. Plus, the other negotiator was doing the exact same thing that you were attempting to do, maximize the best possible outcome for her side. Remember, people will only do to you what you allow them to do.


  • Acceptance: Once you’ve embraced the outcome for the reality that it is, you can begin to grapple with it. At that point, you can formulate a plan of action to address the outcome of the negotiation. You’ll also be in a better frame of mind to seek insights from a negotiation advisor that may be able to offer solutions that you’d not considered.


  1. Be happy you experienced the dreadful negotiation outcome you had. Say what! That may sound contrary to what you think you should feel. Let me explain.


There were a few aspects that led to the outcome you experienced that you’d not considered. Hopefully, since you survived the outcome, you can learn from the exposure of that experience and allow it to serve as a lesson learned from the school of hard knocks; we tend to remember those lessons more fervently than those that don’t gut-punch us. Learning such hard lessons will also be more prominent about teaching us to avoid them in the future.



When negotiating, you don’t have to let dreadful negotiation outcomes define your future negotiations. You can rebound better from such letdowns and be better prepared and positioned to engage in future negotiations. Once you wrap your mind around the actions highlighted above you’ll be more mentally prepared for your future negotiations. Setbacks will be viewed as setups for future negotiation wins … and everything will be right with the world.


What are your takeaways? I’d really like to know. Reach me at   or at (609) 369-2100.


Remember, you’re always negotiating!


#HowToNegotiateBetter #CSuite #TheMasterNegotiator




Posted by Greg Williams in Strategies for Successful Negotiations, Negotiation Tips, Difficult Negotiations & Conflict Resolution, Social Media and Negoiating, Emotional Intelligence, Negotiation Psychology and tagged , , , , , , , , , , , , , , , , , ,