Why do some business people obtain all they want in negotiations, whilst others continue failing? Why do certain politicians have got a successful negotiating voice, while other people do not?
Successful people are aware that advanced communication abilities are definitely the secret weapon to success in today's world; moreover, they know how to perfect their negotiation skills.
In response to the question "what makes a good negotiator", the common response you read or hear will be: Act confident and be well-prepared, dress for success, talk clearly, ask and expect questions, request for a little more than what you want, toss out Powerpoint presentation slides, and be within the time-schedule.
Sadly, a negotiator driven by these principles is destined to fail.
You need to understand that a effective negotiator don't use the rational method of cognition (intelligent part of the brain), and perhaps even the mathematical resources. It's the old, primitive brain which happens to be involved here. The "primitive brain" has an effect on emotions and memories, and is responsible for individual survival, and the initial filtering of all incoming messages. Any message said will first go to other person's primitive part, then the mid brain, and finally the rational section of the brain, the neocortex that use reasoning and analytical thinking to resolve complex problems.
When you're preparing yourself to express something elaborate, the details will be stored in your neocortex in a structured manner. Here is the most common entrap. You typically take it for granted that the information should be conveyed the way you have it stored. You do so, as it feels reasonable. But that’s not how it works.
To negotiate productively and reach your audience more efficiently, you will need to make your message more "listenable". Below are some important points that good negotiators normally look closely at:
Before attempting to convey your main goal message you need to ensure your audience is ready to accept it. This has to be imperative from the beginning of your message.
1) Establish high status ahead of giving the main points. Nothing would ever convince individuals follow someone with low status. We often respect people who are better than us in something. Deliver something pertinent that creates a sense of respect among the audience towards you. The overall game plan is to make yourself credible.
2) Begin by preparing a strategy that would help to pass the initial message filtering which takes place in the audience’s brains. To put it differently, first you have to tackle the primitive brains of the listeners, make them feel that they are in a safe environment. This can be achieved by following these suggestions. First, start off the presentation with humorous anecdote; good negotiators often structure the presentation with apt stories. Secondly, run the discussion in a peaceful place or in a nearby restaurant; lastly, show a desire for your audience's needs and issues.
3) Maintain their attention on you. But what you should do to get their continuous attention? Picture yourself talking to a group, while they're checking out their watches/the clock, seeing some other place or checking their phones. To get their continuous attention, you have to pay attention to 2 things: bring in novelty and never give all the information at once. Novelty will get your audience's attention very easily. Your message can get passed through their primitive brains and then make it to their neocortex, only when they recognize something totally new, which they have to discover gradually.
Having done the above mentioned three steps successfully, you've created a feeling of desire towards you. Now you have got a receptive audience - the key to any successful negotiation that you're looking to gain.
