How do you respond to an offer when you receive it? Do you give high fives to your buddies and say, “Oh gee whiz, thanks a million for such a generous offer!”
Think about the last time you walked into a store to buy a piece of furniture. Did you say, “Sold!” as soon as the salesperson said the price?
Then why do so many people take the first offer they get?
We STRONGLY recommend that you develop a habit of cringing whenever you receive an offer, any offer, regardless of the stage of the negotiation. This should be a habit that you begin developing right now.
Why Develop This Habit?
Because Seeing is Believing!
Remember when we covered perception? Perception is everything. You should constantly be crafting the perception of the other party you’re negotiating with. Learning to craft their perception through body language is another critical component to developing your negotiations skills.
When you have a visible, visceral negative cringe like response to an offer that is presented to you, you create the perception that the other party will likely have to come up or come down in their offer.
To Create Stress!
When you have a visible, visceral negative cringe like response to an offer that is presented to you, you automatically create stress/anxiety in the other party. You push them back onto their heels and they lose balance. This temporary loss in balance creates opportunity. And as they try to regain balance and composure they look for something to support them and generally throw out a concession to try to regain composure and control of the situation.
To Increase The Concessions!
As they search for balance, the likelihood that they will throw out a concession to try to regain composure and control of the situation is quite high. In our estimation, it occurs about 70% of the time. Let that soak in for a second. You haven’t even begun negotiating and you’re already getting a concession. Just because of your body language and your verbal response. This is the power of body language.
Now the use of body language can go a lot deeper than this. In our advanced negotiation programs we teach how to read lies, how to read anxiety, how to impose fear, how to draw the other party closer, etc. There’s a saying that goes, “fake it till you make it.” If that saying was purely about body language, we would have to agree. You can create an environment of dominance, submission, friendliness, care, anxiety, all with body language. It may sound cheesy, but how high you sit in your chair, what you wear, how you carry yourself, your posture, your tone, your eye contact, these things contribute to the development of a winning strategy within negotiation. By learning this single aspect of how to respond to the first offer you receive, you immediately put yourself in a stronger negotiating position.
Body language is powerful and when practiced and used properly , it can be an indispensable tool in your negotiation toolkit. Practice your body language ad if you’re confused about how to apply body language, give us a shout.