Negotiating a good business deal is more about creating opportunities to attain outcomes that satisfy both parties and less about winning.
While it’s very important to have a strategy and be well aware of your negotiation range, success will only come if you can ‘read’ the other party. This includes having an accurate perception of body language and being able to gain insight into what they are thinking.
Be a good listener
More often than not, negotiations are about what is not being said rather than what is. It pays off to listen and learn what the other person wants and needs.
According to experts, one cannot second guess what motivates their customer, client, or coworker, but if you ask the right questions and listen to their answers, you can understand what their goals are without compromising your own.
Set limits
Being clear on your own boundaries and deal-breakers enables you to communicate what you will deliver to your client clearly and what you expect from them in return. Putting limits in place doesn’t mean being rigid and harsh or shutting potential clients out.
It’s about giving clear guidelines so that the other party feels safe and secure. This will also help you communicate what you will and will not negotiate on clearly, which adds confidence to the negotiations.
Mirroring
This is a popular neuro-linguistic programming technique, and quite effective. It involves mimicking the other person’s body language. It is a great way to create a connection and a worthwhile skill to learn. Mirroring a person’s body language, behavior, and vocal tone helps to build rapport.
It’s a great idea to try and create the best flow of a meeting by mirroring the person in terms of their rate of speech or excitement. It builds a stronger connection, which in turn lends you more trustworthiness as a potential business partner.
