“Trust is the factor that illuminates the darkness.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)
“This Is How To Use Trust To Win Negotiations”
People don’t realize; they’re always negotiating.
“I don’t know if we should trust him.” “Why – was the question?” “I’m not sure if he wants to use us in our negotiations to further another cause. But I get an uneasy feeling about parts of our talks. We’d better be alert, cautious, and on our game, to make sure he doesn’t manipulate us against our better judgment.”
When there’s a lack of trust in negotiations, you can miss opportunities. The following lends insight into how to build trust, the body language signs to observe, and what you can do to enhance the confidence that others have in you. With these insights, not only will you learn how to protect yourself in negotiations from deviants that setout to take advantage of you, but you’ll also discover how to become someone that others trust more.
Trust Related To Body Language
People project a vast perception of trust through their body language. And that’s done by the way they present themselves, and through their interactions with others. To project trust through your body language gestures, note the following.
1. Shifty Eyes – When negotiators are actively engaged in negotiations, they tend to be very focused. And the more they focus on an aspect, the more the point of an issue matters. Thus, if a negotiator has wandering eyes or those that shift from one place to another, he’ll project the image of someone untrustworthy. While possessing shifty eyes can assist in feigning disinterest, if your eye movement is unintended for that purpose, it can hurt your negotiation efforts. Thus, be mindful of what you do with your eyes during your negotiations. They emit silent signals that shape the other negotiator’s perspective of you.
2. Emotions – Be aware that your body language displays your feelings. While the opposing negotiator can gauge how you feel about an offer, the degree of trust he instills in you will, in part, be determined by how real he senses your emotions to be. And, if he believes your display doesn’t match the situation, he’ll have less belief in their sincerity. That will decrease his trust factor in you.
When someone shows emotions of happiness or anger, their body reacts to the feelings they’re experiencing. Their cheeks may redden, they may begin to rub their hands, or they may start to pace, but they will reveal their true feelings via their body language. And that’s what will enhance or dampen your believability and trust factor.
Power of Suggestions
Trust can become increased to your benefit through the power of suggestions. As an example, if I suggested that you think of an elephant, and later asked you to name an animal, you’d most likely say, an elephant. The efforts I engaged in would determine the degree you’d respond in that manner. Thus, if I referenced animals that reminded you of an elephant over some time, you’d be more likely to cite the elephant as your animal of choice.
To use the power of suggestion to enhance your trustworthiness, agree with the other negotiator on points of less significance to you, but those that possess greater importance to him. That’ll create the appearance that the two of you think alike. And that implication will enhance your trust factor because he trusts himself. Thus, if he sees you as being like himself, he’ll be inclined to have belief in you.
Trust Enhancers
What are some of the critical components that endear one person to another in negotiations that allows trust to flourish? It’s the internal feeling that one has per their safety when dealing with the other negotiator. That’s the link that bonds trust between them. Such factors are:
1. Display genuine empathy – There’s an often-used cliche stating, “people don’t care what you know until they know you care.” In your negotiations, your counterpart must sense that you have concern for his wellbeing for trust to flourish. The way to accomplish that outcome is to be genuine in your display for his interest. To achieve that, don’t give him the impression that you’re attempting to take advantage of him. That will sour his perception of you and kill any trust factor that might have flourished.
2. You may also be familiar with the saying, no pain, no gain. In your negotiations, you must avoid utilizing pain unless it’s intended to make a point more drastic. Because most people shy away from pain, and they have a dislike for those that ensnare them within it. That can cause the other negotiator to increase his mistrust in you. Thus, to avoid that from occurring, project real understanding about his pain that doesn’t stem from you. Always remember, if you can alleviate his pain, that will allow him to instill more trust in you.
3. Another way to enhance your trust factor is to be someone’s problem solver. Everyone loves a hero. And the direr the problem that’s solved, the more emboldened trust becomes.
4. Confidence/Deference – People are lulled into a negotiator’s midst when he displays the proper balance between confidence and deference. Accordingly, to enhance your perceived trust factor, don’t be over or under bearing per how confident you appear, and always display deference to the other negotiator. Everyone wants to be respected. And the more you show respect, the more likely others will trust you.
5. Communication Style – The way you communicate with someone during a negotiation impacts their perception of you. Therefore be aware of the words you use, your tone, and how you’re being perceived per someone’s facial features when you speak. To enhance the trust factor, speak and gesture the same as your counterpart. Once again, you’ll be emulating him, and that’ll make him endear himself to you.
Reflection
Trust is a factor that plays a pivotal role in the success of your negotiations. Thus, when it’s missing, talks can become bogged down and infused with challenges. To avert hardships, utilize the mentioned insights. And everything will be right with the world.
Remember, you’re always negotiating!
Listen to Greg’s podcast at https://c-suitenetwork.com/radio/shows/greg-williams-the-master-negotiator-and-body-language-expert-podcast/
After reading this article, what are you thinking? I’d like to know. Reach me at Greg@TheMasterNegotiator.com
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