How can you read the other party's intentions during a negotiation?

1 Observe body language

Body language is a form of non-verbal communication that can reveal a lot about the other party's emotions, attitudes, and intentions. For example, if they lean forward, maintain eye contact, and nod frequently, they may be interested and engaged in the negotiation. If they cross their arms, avoid eye contact, and frown, they may be defensive, hostile, or uninterested. Pay attention to the consistency between their words and their body language, and look for any signs of discomfort, tension, or deception.

3 Listen actively

Active listening is a skill that involves paying attention, reflecting, summarizing, and clarifying what the other party says. Active listening can help you understand the other party's perspective, identify their underlying issues, and acknowledge their feelings. It can also help you avoid misunderstandings, show respect, and create trust. To listen actively, you need to avoid distractions, interruptions, and judgments, and use verbal and non-verbal feedback to indicate your interest and comprehension.

4 Probe for BATNA

BATNA stands for best alternative to a negotiated agreement, and it refers to the most favorable option that the other party has if the negotiation fails. Knowing the other party's BATNA can help you gauge their level of satisfaction, commitment, and power in the negotiation. For example, if they have a strong BATNA, they may be more confident, assertive, and demanding. If they have a weak BATNA, they may be more flexible, cooperative, and willing to make concessions. You can probe for BATNA by asking direct or indirect questions, or by observing their behavior and reactions.

5 Test assumptions

Assumptions are beliefs or expectations that you have about the other party or the situation, and they can influence your perception, interpretation, and decision making in the negotiation. However, assumptions can also be inaccurate, incomplete, or biased, and they can lead to errors, conflicts, or missed opportunities. Therefore, you need to test your assumptions and verify them with evidence and feedback. You can test assumptions by asking for confirmation, clarification, or explanation, or by making tentative statements or proposals that invite the other party's response.

6 Adapt your strategy

Based on your reading of the other party's intentions, you can adapt your negotiation strategy accordingly. For example, if you find that the other party is cooperative and has similar interests, you can use a collaborative or integrative approach that focuses on creating value and finding win-win solutions. If you find that the other party is competitive and has conflicting interests, you can use a distributive or positional approach that focuses on claiming value and defending your position. However, you should also be flexible and ready to switch your strategy if the situation changes or if the other party surprises you with new information or demands.