Reading Time: 4 Minutes
Should you make the first offer or should you let the other party make the first offer?
There are two schools of thought here. The first says that you should always let the other party make the first offer. The second says that you should make the first offer. Both think they're right, so which is actually right. Well, I'm not short on opinions, so allow me to weigh in on both.
Reading Time: 8 Minutes
In 1971, a book called Silent Messages was published. In this book the author, Albert Mehrabian, concluded that people based a salesperson's credibility on factors other than the words the salesperson said. The argument that was made was that 55% of a salesperson's body language and 38% of the tone of the salesperson's voice determined whether the salesperson was credible. Only 7% was assigned to actual words that were said. Think about that. The argument is that 93% of your communication is non-verbal. As a professional procurement person, I'm not sure I agree it's that high, but in my experience, it's definitely greater than 50%!
So what does this mean for you as a negotiation professional? It means that mastering your body language and non-verbals is a discipline that cannot be understated. In my experience there are 7 body language (which according to our friend Albert, represents 55% of communication) skills that you MUST pay attention to and that you MUST work on to improve your negotiations. This post is the first of 7 that will focus on the key body language skills you need to excel at negotiations.
This series will cover:
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