Do you plan how you will act when you negotiate? What #rol decide you’re going to play? Knowing the correct role to display will allow you to negotiate better. Although you can not predict all the circumstances you will find in a negotiation, the better prepared you are, the better your action will be.
Everyone plays a role during a negotiation. And, your role should align with the way you want the other negotiator to perceive it; that is your act You must not see it as bad or not authentic; It is an act If you are out of alignment, you risk weakening your position. As an example, you should not become a stalker if you have been playing the role of someone who is useful. That would be a misalignment.
Consider the following and keep in mind that you can transform from one act to another. Just make sure there is an easily perceived reason to do so.
You can adopt this act to project an attitude of “not caring” (that is, if it happens, it’s okay, if it does not, it’s fine). You can use this behavior when you want to confuse the other negotiator about your real interest in what you are offering. Be sure not to unmask yourself by being too deep in the role. Because a fleeting offer can disappear before you can change the act.
“I will not accept that offer under any circumstances!” Be careful when adopting this act. It can leave you in a position from which it is difficult to withdraw. While this may be a good tactic, if used excessively and must yield, it will be weaker during the rest of the negotiation.
To combat the perception of being in a weaker position, consider feigning momentary despair. It will give credibility to your act. But you must try to recover your defiant act, either from a less rooted position, to recover your position. You can only use the strategy of despair once, twice if you are too convincing. Therefore, keep in mind how and when you use it. If you do it too early in the negotiation, it will decrease its effect later. If you do it too late, you will have additional scrutiny about your act.
Most people like to help people. It’s a feature that is nice. It is also a characteristic that some people despise. Therefore, you must know when to be a useful actor and when to leave the act.
The dominant negotiators, the type of harassment, tend not to want help. You already know what is good for negotiation. From your perspective, your ideas will only hinder the process.
Invokes the useful act with types of collaborative negotiators. They look for information to promote win-win negotiation results. To better perform this act, consider when you will lead and when you will continue. To continue, ask the other negotiator for your opinion. Then, build on it. To lead, present a non-threatening offer and ask your collaborator what he thinks of her. Build on what she says.
Most people do not like to be dominated; It puts too many restrictions. However, acting in a dominant manner against someone who has experience and control can have its benefits. The difference lies in whether you are perceived as dominant, strong-willed or simply knowledgeable. To carry out this act, tune into the perception of the other negotiator. There may be hidden value in this role. Knowing how and when to discover that value makes it more valuable.
The stage you are in, in the negotiation, should direct how you act. As a good director, if you time your actions appropriately, your actions will be more credible. That will lead to more winning negotiation results … and everything will be fine with the world.
Remember, you are always negotiating!