"Open More Negotiations Right Advice - How to Guide For Creating Better Outcomes"

"Better negotiation outcomes begin with how you open them." -Greg Williams, The Master Negotiator & Body Language Expert

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The art of negotiating successfully requires preparation, strategy, and flexibility. Creating the right tone, employing effective communication techniques, and understanding nonverbal cues are crucial elements of a successful negotiation. This article outlines strategies to effectively open a negotiation, providing all-inclusive insights into each aspect.

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1. Creating a Negotiation Tone

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The tone set in negotiations determines how negotiators engage and perceive one another, the flow of the talks, and the conclusion. Thus, it is imperative to consider negotiation tone-setting as a must-do before entering one.

When thinking about the tone to set, consider the following negotiation positions: collaborative, neutral, and combative, based on the negotiator type you will be engaging.?

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- Collaborative Tone:

·?????? Importance: In collaborative negotiation,?both parties work towards exploring interests and developing solutions. Contrast that to a competitive negotiation, which is more win-lose.

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·?????? Usage Conditions: This tone is appropriate for associates wishing to maintain a long-term relationship - for instance, people who will negotiate for mutual benefits over an extended period due to dependency on one another.

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- Neutral Tone:

·?????? Importance: A neutral tone is a middle ground between collaborative and combative style negotiations. You can also use it to soothe anxiety, stress, and cognitive uneasiness in talks.

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·?????? Usage Conditions: Consider using this tone when you lack familiarity with your opposite by applying it and observing the responsive tone they adopt – for instance, in business, when dealing with entities with whom you do not have a lot of history.

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- Combative Tone:

·?????? Importance: Always use a combative tone with caution. If you lose control of it, you lose control of the negotiation, which is not good! It is a high-risk endeavor.

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·?????? Usage Conditions: Consider using this tone when you feel it is necessary to establish hard points stemming from an adversarial environment and when you wish to push back on unacceptable offers created to bully you. ?

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2. Effective Negotiation Communication Techniques

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Good communication is essential to the success of any negotiation. How you engage in it adds or subtracts from the possibility of a good or bad outcome. Consider the following during the opening stages of your talks.

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- Listening Actively:

·?????? Importance: Actively listening in negotiations entails being attuned to what someone says and how they say it. It also involves observing subtle cues that may indicate additional information.?

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·?????? Usage Conditions: During the opening phase of negotiations, pay attention to what is said but lend more attention to what is not said. Sometimes, the omittance of words lends more value than what someone states. ?

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- Questioning:

·?????? Importance: The quality of your questions determines the value of the information you receive. To uncover valuable information at the onset of a negotiation, ask questions that will reveal the other party's concerns, priorities, and interests. Based on the circumstances, you can pose assumptive questions – questions that imply you may know more than you are revealing.??

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·?????? Usage Conditions: To test the opposition's forthrightness, at the beginning of the negotiation, consider asking questions to which you know the answer. Then, observe if they lie. Use specific open-ended questions to narrow responses (e.g., how might that work).

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-Responding:

·?????? Importance: Question – why is how you respond to questions important? Answer - it directs the negotiation flow and determines who controls it. Thus, be mindful of the information you offer when responding to questions.?

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·?????? Usage Conditions: When unsure or to project that persona, say, "Tell me more." That will solicit additional information, giving you more insight into the thought process and direction your counterpart wishes to take the negotiation.

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3. Body Language/Nonverbal Communication

Did you see what the opposition said? Nonverbal communication entails being astute to the gestures conveyed when someone speaks and those you emit. Understanding and effectively utilizing body language, facial expressions, and eye contact will improve outcomes.

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- Body Language:

·?????? Importance: When speaking, someone's posture and gestures tell a story. They inform the receiver about the commitment one has to the statements they make and the degree to which they are committed to them.

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·?????? Usage Conditions: Depending on the silent message you wish to convey, exhibit open (e.g., wide hand movements, smiling, etc.) or closed (solemn, arms crossed, etc.) gestures when you want the opposition to perceive you as such. Displaying such gestures will heighten or lower the impact of messages.

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- Facial Expressions:

·?????? Importance: Does a smile convey sincerity and happiness – not always. Given the situation, a smile, frown, or other facial expressions may mean the opposite of the words conveyed. Paying attention to the context in which one makes such gestures indicates the importance of those signals.

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·?????? Usage Conditions: Be strategic in displaying facial gestures when opening a negotiation. Whatever your plans, display gestures that foster that objective (e.g., smirk, agreement, etc.).?

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- Eye Contact:

·?????? Importance: Individuals good at reading body language glean messages from the pupil dilation of someone's eyes and the degree to which people maintain eye contact. Be aware of that; the importance lies therein.

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·?????? Usage Conditions: Match your eye contact to the message you wish to send, stern to signal toughness, softer to imply compliance.

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Reflection

How you open a negotiation tracks it to better outcomes or one that becomes more challenging. You make that determination based on the tone you adopt, your communication style and the nonverbal body language gestures you emit. With your negotiation success depending on that, I suggest you become more proficient at it. And everything will be right with the world.

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Remember, you're always negotiating!

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Listen to Greg's podcast at https://megaphone.link/CSN6318246585

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After reading this article, what are you thinking? I'd like to know. Reach me at [email protected]

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