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How can you build rapport quickly in a negotiation?

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Negotiation is a crucial skill for management consultants, whether they are dealing with clients, partners, vendors, or colleagues. However, negotiation is not just about exchanging proposals and counteroffers. It also involves building rapport with the other party, which can help establish trust, reduce conflict, and facilitate cooperation. How can you build rapport quickly in a negotiation? Here are some tips to help you.

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Sam Eze, Jr., PMP?

Program and Project Management Professional || PM Trainer and Mentor || Managed Services Expert || Management…
Aditya Acharya

Digital Supply Chain Transformation || Blue Yonder/JDA (Discrete) WMS Functional Consultant || XIMB

1 Understand their perspective

Before you enter a negotiation, do some research on the other party's background, interests, goals, and concerns. Try to see the situation from their point of view and anticipate their possible objections and preferences. This will help you tailor your communication style, language, and arguments to their needs and expectations. It will also show them that you respect and value their perspective, which can increase their receptivity and willingness to collaborate.

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Sam Eze, Jr., PMP?

Program and Project Management Professional || PM Trainer and Mentor || Managed Services Expert || Management Consultant || Solutions Architect || Cybersecurity Architect || Frontend Web Developer
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Try to understand where the other person is coming from, what his professional leanings are. Then when they speak, you could respond by saying something like: "I think I understand where you're coming from, since you've been an accomplished software developer for 12 years. . . ." This could put the person in a frame of mind where they'll be more likely to accept your point

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2 Use active listening

During the negotiation, pay attention to what the other party is saying and how they are saying it. Use verbal and nonverbal cues to show that you are listening and engaged, such as nodding, smiling, paraphrasing, and asking clarifying questions. Avoid interrupting, criticizing, or dismissing their ideas and opinions. Instead, acknowledge their points and express appreciation for their input. Active listening can help you build rapport by demonstrating empathy, curiosity, and openness.

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Aditya Acharya

Digital Supply Chain Transformation || Blue Yonder/JDA (Discrete) WMS Functional Consultant || XIMB
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Listening, not hearing, is the most important skill in life. And especially in jobs. Be it negotiation or providing a solution to a client, I first try listening to their problem or their offer (in case of negotiations). Using that information, I frame up my solution in mind or my counter-offer (based on their body language, verbal and non-verbal cues) and respond to them. It has always helped gain the the confidence and deal from the clients

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Sam Eze, Jr., PMP?

Program and Project Management Professional || PM Trainer and Mentor || Managed Services Expert || Management Consultant || Solutions Architect || Cybersecurity Architect || Frontend Web Developer
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Listen with heart, not with the intent of responding. When you don't fully understand what the person is saying, rather than saying, "You're not making sense", you could say something like: "Please let me rephrase that so that I'm sure I fully understand you."

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3 Find common ground

One of the most effective ways to build rapport is to find common ground with the other party. This can be anything from shared values, goals, interests, experiences, or challenges. You can use small talk, humor, stories, or compliments to establish rapport and create a positive atmosphere. You can also use the word "we" to emphasize the shared aspects of the situation and create a sense of partnership. Finding common ground can help you build rapport by reducing the perceived distance and difference between you and the other party.

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Sam Eze, Jr., PMP?

Program and Project Management Professional || PM Trainer and Mentor || Managed Services Expert || Management Consultant || Solutions Architect || Cybersecurity Architect || Frontend Web Developer
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Establishing a common ground is essential for you to build upon in a negotiation. Remember, it's a negotiation, so both of you have to agree on something mutually beneficial.

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4 Adjust your style

Another tip to build rapport is to adjust your style to match the other party's style. This can involve adapting your tone, pace, volume, gestures, and body language to suit their preferences and expectations. For example, if they are more formal and reserved, you can also be more formal and reserved. If they are more casual and expressive, you can also be more casual and expressive. Adjusting your style can help you build rapport by creating rapport and harmony.

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Sam Eze, Jr., PMP?

Program and Project Management Professional || PM Trainer and Mentor || Managed Services Expert || Management Consultant || Solutions Architect || Cybersecurity Architect || Frontend Web Developer
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If it's difficult to adjust to someone who's very expressive, and you're not, simply smile, and complement. Many of us are introverts by nature and are thrown off by large groups, or by those who talk a lot

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5 Offer value

Finally, you can build rapport by offering value to the other party. This means providing them with something that they want or need, such as information, advice, support, or recognition. You can also offer concessions or incentives that can help them achieve their goals or overcome their challenges. Offering value can help you build rapport by showing generosity, goodwill, and problem-solving skills.

Building rapport quickly in a negotiation can help you achieve better outcomes and relationships. By understanding their perspective, using active listening, finding common ground, adjusting your style, and offering value, you can create a rapport with the other party that can enhance your negotiation success.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you build rapport quickly in a negotiation?

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2

3

4

5

6

1 Understand their perspective

2 Use active listening

3 Find common ground

4 Adjust your style

5 Offer value

6 Here’s what else to consider

Management Consulting

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How can you build rapport quickly in a negotiation?

1

2

3

4

5

6

1 Understand their perspective

2 Use active listening

3 Find common ground

4 Adjust your style

5 Offer value

6 Here’s what else to consider

Management Consulting

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