Do You Know How To Better Control Negotiations? Negotiation Tip of the Week

"I'm not sure who was being manipulated, us or the opposition negotiators. They seem to be negotiating by a hidden power source." Over the 3-week course of the negotiation, they have always taken exception with the positions they adopted. making them change their position! " Those were the words of an overly befuddled negotiator as he lamented about the tactics the opposing negotiation team employed.

In every negotiation, there are four factors that you should be aware of. Those factors have a substantial impact on the flow and outcome of the negotiation. So, if you're aware of how and when to use them, you'll have better control of the #negotiation. Those factors are money, power, ego, and control.

Money

Some people are motivated by money for its purchasing value. Others use it as a way to keep score (ie point the direction of their success, up or down). In either case, the outcome of the negotiation may hinge on the perception one has of how much he earned, compared to how much you got and / or he left you with.

If you're engaged in a negotiation with someone of this mindset, realize that money is the source through which he'll evaluate the negotiation's outcome. To combat this mindset, speak in terms of money per how he'll lose opportunities if he does not accept your offers. You can also use scarcity (ie the offer will only last a short time) to motivate him to take action sooner versus later. Keep in mind that you may possess something more valuable to him than money.

Power

Everyone wants the semblance of power. You need to know their sense of power in order to understand what source (s) may stimulate them to action (ie why they want it, what they'll do with it, how it will make them feel).

Once you understand their sense and source (s) of power, you'll have greater insight as to how to advantage it. Addressing it may be in the form of allowing the other negotiator to think he has power, based on the demeanor you project (ie someone that's non-confrontational, go along to get along).

Ego

Everyone has an ego. In some negotiations, it may be behoove you to deny the recognition of someone's prestige, achievements, or whatever recognition bought from you by the other negotiator. The lack of recognition, related to one's achievements, can be a powerful strategy to employ. You can withhold or extend acclamations until it acclimates to your position.

You can use praise for this purpose. You've stroked his ego, when appropriate, to keep him aligned with the income you seek. Vary the degree of stroking based on the intent and output thought! In either case, make him feel that he's earned what you grant him.

Control

Control is a human factor that determines how safe or unsafe someone feels. Like the other factors mentioned, control is perceptive. So, if you think you have or do not have it, you're right.

To create the façade of the other negotiator having control in the negotiation, make concessions that may appear to be to your detriment; red herrings can be used for this purpose. In some cases, granting control at the appropriate time can be a way to control the negotiation. Before granting it, know it's perceived value.

When you utilize the four factors mentioned above in your negotiations, you'll be better positioned to use those factors to your benefit. Doing so will allow you to maximize your negotiation efforts … and everything will be right with the world.