In a previous post, What is Negotiation?, we discussed the Five Negotiating Tactics. This is the second installment of  going in-depth with an explanation of each of them. This post covers the importance of how to Portray yourself in the interaction of Negotiation.

Portray

It’s important to be positive both in your attitude and in your body language throughout the negotiations. How you come across is 90% of negotiating successfully. Words are not nearly as important as actions.

Face-to-face negotiations can be much more effective than over the phone or in writing. The reason is because the body speaks for itself.

Posture

We all have our own natural way of standing or sitting. Some of us may have developed the habit of slumping or hanging our shoulders over the years.

When entering negotiations, posture is one of the first things someone will notice. You don’t want to look tense, but you also don’t want to look like you’re not attentive to the situation. You want to look like you’re in charge and ready to move forward.

This means shoulders back, head sitting square on your shoulders and looking straight ahead. Keep your arms to the side and your hands relaxed. Be careful not to cross your arms — even if it’s a natural posture for you. In negotiations it closes you off from communications with the other person. Also be careful not to cross your legs. The more open your stance the more open the communication will be. You’re in charge — keep your posture in charge as well.

Watch your opponent; where they may be closed at first, you may notice them opening up as you begin to formulate the negotiations for them.

Handshake

This is the beginning of any negotiation, so make sure your handshake is strong and firm. This one touch will immediately let the opponent know what kind of person you are. If your handshake is weak, half-hearted or condescending, your negotiations will already be off to a bad start. A strong firm handshake is what’s needed.

Head Movements

Do your best to keep your head steady. Sometimes we have a tendency to show agreement to statements when we don’t mean to do so. Showing agreement be- fore understanding the situation weakens your position. It may also cause you to inadvertently agree to something that isn’t in your best interest! Instead of simply nodding without thinking during the negotiation, listen attentively, analyze the data and respond to it.

Nervous Habits

Nail biting, playing with your hair, squirming in your seat, making off-handed comments or jokes, or adjusting your clothes — take all of these and any other nervous habits you have and put them away. Each one of these habits displayed during negotiations will weaken your position. Add to that list nervous hand movements and tapping of a pen as well!

Eye Contact

Direct eye contact is best in negotiations, even if this isn’t your normal way of conversing. Direct eye contact means power. Shifting eye contact means uncer- tainty or distrust. People can feel messages very quickly based upon how well you connect visually.

Look for the next post on the Five Negotiating Tactics which will cover Listening.

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In our last post, What is Negotiation?,  we discussed the Five Negotiating Tactics. Starting in this post we will go in-depth with an explanation of each of them. This post covers the importance of Preparation.

PREPARE

Prepare, Prepare, Prepare. Before you begin any negotiations, remember that the person who understands the issues the best will be the strongest. Understand not only your side, but theirs as well, and all the other choices that could occur in the middle.

When developing a negotiation plan, make it simple. Remember, in every negotiation there is a beginning, middle and end. Understand each step and know where you want to be.

BE OPEN

The more you believe there is only one solution for you, the more you’ll be in a losing position. Why? Because your mind becomes so focused on one outcome, that you cannot accept any other position. Ever hear the saying, “You can’t see the forest through the trees?” If you’re too focused on one particular outcome, you could be missing an even bigger or better outcome. Make sure you look at all your options.

SET YOUR INITIAL OFFER

Carefully set the parameters of your initial offer before you begin your negotiations. Remember what is driving you; is it the price or is it a principal you’re negotiating? If price is the driving factor, know where you want your end number to be. Set your negotiation zone. You set one end of the negotiation zone; the other party sets the other end.

GO FIRST OR SECOND

What’s the best order? It depends on the situation. Going first may give you the power to set the parameters to your benefit. Or maybe you’re in a situation where you want your opponent to go first; you never know, they may come in at a better place than what you would have thought. They may also provide additional information that will support your side of the negotiation. So look at the whole situation before you commit to going first or second.

PLAN TO MAKE CONCESSIONS

While preparing for your negotiations, identify in advance those areas where you would be willing to make concessions. Note that when you’re willing to make concessions (not get run over), you’ll find that it triggers the law of reciprocity. Each side needs to see the satisfaction of movement in their direction. Choose which areas you’re willing to concede before you negotiate, and have a strong story as to why the points you’re going to keep remain.

LEVERAGE

Negotiation leverage points include: needs, wants, competition, and time. These factors can be used as leverage either against your position or in your favor.  Always look for these four leveraging points; you’ll be surprised to know that the other person will likely be experiencing at least one, or more, of these factors as well.

Look for the next post on the Five Negotiating Tactics which will cover Portray.

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