The Negotiator's Deal-Making Mindset And Discipline
Negotiating: Postures And Perceptions - Deal-Making Psychology
A negotiator must always be convinced that he is in a position to walk away from any deal or terms of his liking. He must also exude the air of nonchalance that comes with simply looking for a bargain. This requires some autohypnosis, practice, self-control and certain body language.
The master negotiator must not merely play the courageous role - he must believe it. He will appear to be tentative about his interest in the subject about which he is negotiating, as if he were not quite that enthused about it -- as if he had numerous other options and was merely entertaining a discussion. He generally appears to be a bit bored (or perhaps tired), and will shift his attentive focus from the matter at hand to other things, as if his concentration had to be earned.
He may gratuitously smile when something is proposed to him, as if he were palliating a child -- or as if he much better options at the ready.
He might appear late for the scheduled meeting, and may look distractly at his watch from time to time. He will listen, but will mostly respond with body language and will remain non-committal to gain further concessions, and to obtain other information from the other side. His silence and his hesitation to appear genuinely interested are his greatest strengths.
His air of indifference and distraction will agitate the other side. It will serve to make them careless, in terms of excessive "chatty" disclosure and too much eagerness. They feel an impending sense of los or defeat, and have become pridefully invested in making some kind of deal --- if just to get his serious focus and full attention.
This type of negotiator is so tough, that he might leave the negotiating table, politely excusing himself (as if he had other more important items to attend to) and saying, "Thanks. It sounds interesting. I'll have to get back to you. I'm a bit pressed for time."
The result of his masterful posturing is its effect on the psyche of the other side. They will probably begin feeling that he might already have a better deal in progress elsewhere, or that they did not entice him enough to keep him interested. They will, if foolish enough, pursue him in a move indicative of anxiety and desperation, and give him "reasons" (usually volunteered concessions, deal sweeteners, and other causes) to come back to the table.
This negotiator is a behavioral psychologist -- and he knows that his quarry is upset about not getting his full attention, and about not seeming important enough to him. This gives him tremendous bargaining leverage.
He has now opened up the gateway for the other side to try to "sell" him on their terms. They begin to act as a desperate seller or buyer might act, and in so doing, lose their leverage with this fellow. They might even be divided in terms of how to pull him back into the play, and may quarrel among themselves.
Faithfully,
Douglas E Castle, Negotiator and Chairman of TNNWC Group, LLC
Note: You can receive a download of Douglas Castle’s professional biography (i.e., this document) in a .pdf format by clicking on http://bit.ly/DouglasCastlePDF7.
QuickLink to Previous Article: http://wp.me/p1FuvL-7
Tags, Labels, Keywords, Terms, Categories For This Article:
######################################
---------------
NOTICE: This article is Copyright © 2011 by author Douglas E Castle with all rights reserved. It may be republished without permission provided that it is published in full, with all hyperlinks and exhibits left intact, and with full attribution given the author. This article does not contain or constitute medical, health, psychological, legal, regulatory, investment, securities, financial, tax, or any other form of professional advice -- the reader acknowledges and accepts this disclaimer. Further, the reader indemnifies and holds harmless both the author and all publications in which this article appears of any damages, claims, loss, responsibility or liability emerging from the reader’s utilization of any information contained herein.
About This Author: Further information regarding this author’s professional experience, expertise and service offerings can be found at ABOUT DOUGLAS E CASTLE
Other Blogs And RSS Feeds By This Author: A comprehensive list of blogs and RSS feeds on various subjects written or moderated by Douglas E Castle may be found by clicking on the orange icon below.
Contact This Author Directly: Click HERE for an instant pop-up form.
You may follow Douglas E Castle on TWITTER
The author highly recommends that each of his respected readers becomes Pinglerized (a Lingovation™) in order to maximize SEO, search engine ranking, and to exponentially increase both unique visitors and recurring traffic to your website or blog. Leverage this wonderful technology.
The author wishes to thank the following resource providers:
Feedburner, CoolText Graphics, JavaScript Free Code, Zemanta, Google, WordPress, Widgetbox, and Wikipedia
---------------
Powered By TNNWC Group™
For complete tactical and strategic business planning, marketing, media, lead-generation, technological and capital resources, scalable solutions and tools to support every entrepreneurial start-up, young enterprise, small- to medium-sized business and emerging high-growth company, talk to The National Networker Companies™/ TNNWC Group, LLC. We are a collaborative entrepreneurial, creative organization offering you hands-on, personalized assistance in every aspect of achieving your monetization, profitability and financial sustainability objectives, domestically and globally.
We don’t just coach you or offer you pre-packaged, push-button solutions – we listen to you, analyze your exact needs, and work within your budget to: 1) create your tool kit and 2) work as your partner to implement your plan by supporting you in the most efficient and productive use of every tool.
Visit our website, which is located at http://www.TNNWC.com .
To receive our newsletters, publications, information bulletins and alerts, simply join us as a Member. Membership is free and the benefits are unequalled anywhere.
Just go to our home page, and click on the “JOIN US” button.
Capital, Traffic Building, International Customers and unique SERVICES.
The National Networker Publications™ produced by TNNWC Group, LLC
No comments:
Post a Comment