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
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