Website design By BotEap.comHe was pompous, yelled at others while putting them down, and was not well liked – most of his associates detested him! Some wondered if that was the reason he had been stuck in the same management position for more than a decade. Also, he was not a good deal maker – he lacked insight on how to use power. He used intimidation tactics on his subordinates (ie you better do this or else), and veiled threats to trick his peers into getting what he wanted. They all collectively swore that they would take revenge on him. And one day they did.

Website design By BotEap.comDo you know how to be a powerful negotiator?

Website design By BotEap.comPower sources and how to use them:

Website design By BotEap.comvoice inflection – There is power, or lack of it, in the way you speak. You can make a statement that sounds like a question or a question that sounds like a statement simply by the inflection of your voice. To sound more powerful, apply a deeper tone to your voice by emphasizing words of greater importance. This is especially true when trading. A deeper tone, that’s my best price, conveys more conviction to your statement.

Website design By BotEap.compositioning – Whether it’s your physical proximity to others or the proximity of your words, what comes from your words impacts their perception. Therefore, be careful when you speak. If you speak after someone has delivered an enthusiastic proposal, your words may be less enthusiastically received. The same is true of your physical proximity to others. If you are physically close to someone with power, your words will carry more weight simply because of that proximity. Others will assume that there is a sense of power bestowed on you by the person of power in the setting.

Website design By BotEap.comWhen negotiating, consider the order of your offers and your alignment with people of power. You can also make an earlier offer seem better by downgrading the next one; in that case, your message indicates that the trajectory of the following offers will progressively worsen.

Website design By BotEap.comDriving – A negotiator can gain momentary power through manipulation (for this purpose, the word manipulation is neutral, it is neither good nor bad). One can use it to fuel the other negotiator’s desires by embellishing the item he seeks from you. By doing that, you increase its sense to acquire it.

Website design By BotEap.comTo embellish an item, highlight how the other negotiator will feel and/or look to others once they’ve purchased it. Take note of his body language as you summarize. If you fall into a dreamy state while smiling and becoming dreamy, you are also imagining the great feeling you will experience once you have purchased your offer: you have it! Continue down that path and extract what you are willing to give up to acquire the offer. Be careful not to turn the ornament into a lie. That could come back to haunt you.

Website design By BotEap.comsympathy – Never underestimate the hidden value of sympathy. It is a factor that has influenced many negotiators. I’ve seen lower offers accepted for that. It’s easy to be nice to most people, just be nice. Warning: with some types of bullies, you will have to meet power with power. Therefore, the sympathy factor can be a detriment. Instead, seek to be respected: respect will be the source that gives you greater power.

Website design By BotEap.comYou are always negotiating:

Website design By BotEap.comIn the situation of the manager, mentioned at the beginning of this article, others did take their toll. It happened when his subordinates and his co-workers combined forces: they informed upper management that they would no longer work with him. The manager did not realize that he had been negotiating with these people during his tenure with the company. He used his power in reverse. And now his power was turning against him: top management fired him.

Website design By BotEap.comI love watching people with power. To be specific, I look at how they use it, who they extend it to, and how they are altered by it. It is said that power does not change you, it amplifies who you really are. At that point, always keep in mind that how you treat people affects their perception of you. Therefore, if they perceive you as an ogre, they will be less willing to help you achieve your goals. Therefore, use sources of power as partners in your negotiations: they will increase the perception that you are a powerful person. That will lead to more powerful negotiation results… and all will be well with the world.

Website design By BotEap.comRemember, you are always negotiating!

Website design By BotEap.comListen to Greg’s podcast made https://anchor.fm/themasternegotiator