Before you negotiate, do you concentrate on how your positioning can influence the outcome of the negotiation?
Once I speak to teams around the US and alternative countries, about improving their negotiation skills, I talk regarding the inherent price that positioning holds. I get a lot of inquisitive responses after I state, the means you position yourself sets the stage for the direction in that the negotiation can proceed. There are several reasons why positioning plays such an important role before, throughout, and when a negotiation. They are ...
1. Positioning before the negotiation:
Before sitting down to barter, folks have a perceived perspective of who you are. To the degree you match their perception, you set the stage as a congenial, robust, or moderate negotiator. Relying upon the design the other negotiator uses, you'll be able to realize yourself entering into a collaborative or combative negotiation sitting.
a. Positioning very permits you to 'set the stage' before you begin to negotiate. Observe the subsequent example.
i. A friend of mine recently sold a property she owned to a shut associate of hers. Before they agreed upon a value, her associate told her, he had already started packing his belongings to move to the new location. He went on to tell her how he was visiting furnish each space and the very fact that he had told all of his friends about the new house he was moving to. When all of that, they sat down to negotiate his purchase of the property. Needless to say, they were far apart on the perceived greenback price of the property. In essence, my friend's associate had very mis-positioned himself to the degree that he had given my friend insight into how anxious he was about moving to the new location and the actual fact that he had mentally 'put' himself into the house.
In the tip, the two of them worked out a rendezvous that both may live with, but had the two not been shut associates, the price distinction may have created the power to achieve an agreement insurmountable.
2. Positioning throughout the negotiation:
Positioning during the negotiation takes on the mantel of how you utilize your body language to convey subtleties of agreement and disagreement to offers and counteroffers made throughout the negotiation. It should also take into consideration the 'role' you create for yourself and the degree of flexibility you display to being open to new concepts that are introduced into the negotiation. If you have positioned yourself properly, based mostly on the plan you've set forth for the negotiation, this part of the negotiation ought to lead effortlessly to the ultimate phase of the negotiation.
Note: When negotiating, you ought to never provide out the sort of information my friend's associate gave to the person with whom you're negotiating. By positioning himself in the way in that he did, he weakened his negotiation position substantially. Had he been negotiating with somebody other than a follower, he may have found himself without a brand new house and embarrassed in front of his friends.
3. Positioning for the close and what comes once the Negotiation:
As you ask for a positive conclusion to a negotiation, your positioning of what can occur next and the way the covenants of the negotiation will be addressed can have a great impact on the likelihood the deal can stay together. At the conclusion of the negotiation, if you've positioned yourself during a manner that sets the expectation that the deal was onerous fought and fair, you have got begun to subliminally set the expectation that every one parties involved are happy and satisfied with the result; it goes while not saying, you would like to induce the opposite party's 'buy in' to that perception. By positioning the result in such a manner, you'll be setting the stage whereby the approach the result has been forged can keep intact.
In the identical manner folks create judgments concerning a book, a building, and several aspects of life, they do therefore by the fa?ade they see and perceive. In order to enhance your negotiation outcomes, understand the importance of positioning and the overall impact it has on the outcome of the negotiation. Position yourself consistent with the 'role' you'll play before, during and when the negotiation and your negotiations can be a ton smoother than what would possibly somewhat be the case ... and everything will be right with the world.
Author Resource:
Adam has been writing articles online for nearly 2 years now. Not only does this author specialize in Proper Positioning Can Lead to Successful Negotiation Outcomes
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