Some negotiators emit weakness when they are negotiating. there is danger doing so Other negotiators exude strength. There is danger in that too. Exit deal maker You know how to project power while avoiding the threat of being perceived as overbearing, opinionated, or ruthless. They also know when to appear robust and when to appear weak.

The following are ways you can be a strong negotiator while avoiding danger and being more successful in your negotiations.

First, consider the type of negotiator you are negotiating with. Some negotiators will see you as an opponent or adversary, while others will see you as an adviser or friend. It is essential to identify and know the different characteristics that negotiators display. That will determine how you will negotiate with them.

Adversary Versus Advisor:

If a negotiator perceives you as overbearing, you can become stubborn. When you appear weak, some negotiators will take advantage of you. Therefore, you need to know when to adopt the right person. You can determine how the other negotiator sees you compared to how you want them to see you.

When dealing with someone who considers him an adversary, his mindset is that he is in a rigorous commitment and there is only one winner, him. With this type of negotiator, stand your ground. Challenge him before making concessions. Make him earn what he gets. This will increase the respect he has for you and your abilities.

When seen as a counselor or friend, display a kind demeanor. You want this type of negotiator to feel comfortable with you. Create a climate in which ideas can be freely exchanged. That will encourage that person to be more open to your offers, thoughts, and ideas. Also, he won’t feel threatened when you propose something that may seem off limits.

Advisory role:

When projecting strength or weakness, know when to switch roles. Showing the advisor role (for example, I’d like to gather a little more information so I can better determine how I can fulfill your request) is a great way to break the frame. It will allow you to transform from a position of weakness to one of strength or vice versa. Be sure to change your behavior as you do so. Do this by adjusting your body language to match the new image you are projecting.

For example, if you are acting like a competent person and you switch to a weaker one, sit smaller in your chair. Do this by slouching and drawing your body closer to yourself as if you were afraid.

To project an image of strength, expand the space you occupy. Achieve that by increasing your body size and making big gestures when you speak. You can also move your objects further. You want to take up more space to appear more confident. That non-verbal gesture indicates that you feel comfortable and not afraid of anything in the environment.

You can also use inflections in your voice to emit the appropriate behavior. Do this by placing a stronger or weaker inference on the words that are most important to you. That will add value to your person.

Conclusion:

Like everything in life, the more you know about the environment you’ll be in and the people who inhabit it, the better prepared you can be for whatever happens. Knowing how to move quietly back and forth, from a forceful negotiator image to a less dynamic one, will allow you to have more influence in the negotiation. Also, you won’t have to worry about being perceived as an ogre when you adopt a more rigorous persona. That will keep the wolves of bargaining away from your door, those who would seek retribution for being too strong against them… and all will be right with the world.

Remember, you are always negotiating!

Listen to Greg’s podcast did https://anchor.fm/themasternegotiator

After reading this article, what are you thinking? I would like to know. contact me at [email protected]