- Win-Win Negotiations Training
- Negotiating Contracts Seminar
- Essential Negotiations Skills
- Negotiation Techniques for Sales
When You Negotiate - Match Your Message and Body Language
One cold wintry night, a business associate pulled into a gas station to fill his Mercedes with gas. While waiting, an average dressed man approached his vehicle; the man had a small gas can in his hand. The man very politely told my associate he and his mother were driving to a location close by and they ran out of gas. He told my associate he only had $1.10. He stated he was not a beggar. He further stated that the gas station attendant, in the gas station located across the street, told him he'd give him a gallon of gas if he had $2.78. So, the man asked my associate if he would please give him $1.68. My associate, who is also a very astute interpreter of body language, observed the man's hands in an up turned manner, which indicates openness, and the negotiations skills training in the man's speech and mannerisms.
With everything being in sync, the man's negotiations skills training, my associate gave the man $2. The man thanked my associate and then scampered off into the darkness, in the direction of the gas station across the street. When the gas station attendant that was filling my associate's car returned, he told my associate, "that man comes into this gas station every night asking people for money and giving them the same story."
... and so it goes. What lessons can be learned from this situation?
While there were several cars getting gas at the same time as my associate, the man only approached one car. It can thus be assumed negotiations skills training (my associate was driving a Mercedes) that appeared to be in a position to give him what he wanted. When you negotiate make sure you're dealing with the person or people that have the authority and ability to grant you what you seek.
2. After the man received $2 from my associate, he exited the area.
When you negotiate and you've closed the deal, leave the environment as soon as you can politely do so. The longer you stay in the environment the greater the possibility that someone may bring up negotiations skills training during the negotiation and the higher the probability will become that they may want to reexamine that point more thoroughly.
3. When you negotiate, make sure your body language is aligned with your actions (the man with the gas can could have won an Oscar for his performance). His words, actions and demeanor were all in sync with his negotiations skills training.
People pick up non verbal signals in negotiations skills training. At times they may not be aware of what they perceive, but their perception will more than likely be manifested in their actions. They may sense subliminally, that they like or dislike you and not be able to point to why they have that feeling. More than not, the feeling will stem from the conveyance of your actions.
4. When you engage in negotiations skills training you feel as though you received the short end of the stick, learn from the experience in an attempt not to let it happen in the future. My associate vowed he'd never be outmaneuvered like that again. He said for $2 he learned a lesson that will save him thousands of dollars as he negotiates in the future.
When you negotiate don't assume everything is as it appears. Verify your perception by observing other aspects of the negotiations skills training and the environment that you're in. If you sense something is not right, don't ignore your feelings. It's better to miss an opportunity than to rush into one and later find out you've been 'taken'.
Once you put everything into its proper perspective during negotiations skills training
you will be in a better position to achieve your goal ... and everything will be right with the world.
When you negotiate, inject thoughts and images into the negotiations skills training that will invoke emotions and make them believable. In the man's story with the gas can, he spoke of running out of gas while he and his mother were traveling. No one would want their mother in that position and thus another person would be more likely to assist someone that was in that position. The more believable your story the more likely it will be believed and thus the greater the probability you'll receive what you seek.