Everything has it natural rhythms, including human dialogue. When you negotiate, do you consider how the timing of your offers influences the negotiation? In order to position your offers to have the greatest probability of being accepted, they should be presented in the right timeframe within the negotiation. Before plunging in, step back and determine what steps are required when, at this time...
1. The other negotiator is in a conciliatory mode.
2. The negotiation is in a "fun" mode (a mode where the person across from you is not stressed, due to strain occurring in the negotiation, or outside issues.)
3. You exchange a chit perceived by the other negotiator as being cashed in when he is susceptible to redeeming that chit.
4. Trust has been established in the negotiation. This is that sweet time when mutual security is felt by both negotiators, and the offer is perceived to be in the best interest of everyone involved in the negotiation.
5. The other negotiator feels he’s received the better part of the negotiation and would like to make the negotiation more equitable.
6. There’s bewilderment being expressed or conveyed by the other negotiator. (This may appear to be in conflict with statement number 2, but, if the other negotiator is experiencing stress, because he’s hopelessly lost in the negotiation, your proposed solution to the impasse may reduce or eliminate that stress, thus placing the other negotiator in a more receptive mode to accept your offer).
7. You observe the body language of the other negotiator that indicates she’s in a receptive mode for the advancement of your offerings (leaning forward while smiling, a twist of the head coupled with an inquisitive look, can all indicate the mental state of mind of the other negotiator).
When negotiating, if you time the presentation of your offers appropriately, you’ll find negotiating to be easier and more enjoyable. If you reach an impasse during the negotiation, consider restoring, rebuilding, and reviving the negotiation by presenting your offers in a more appropriate timeframe. In so doing, you’ll enhance the negotiation process and have your efforts met with more favorable negotiation outcomes - and, with a little additional luck, everything will be right with the world.
Takeaway Tips: - People are defined by their memories. When negotiating, if you reach an impasse in the negotiation, another ploy may be to put the other negotiator into a more positive frame of mind, prior to presenting your offer. To do that, get him to talk and reminisce about more pleasant experiences.
- Be less discouraged and more determined when negotiating. Remember, negotiating is a game of give and take. If your offers are perceived as being beneficial to the other negotiator, they’ll be more readily accepted. Just remember, timing is everything in a negotiation.
- When an impasse is encountered in a negotiation, remember ‘no’ only means ‘no’ for the moment. Allow proper timing to enhance your negotiation opportunities. Biz4
Greg Williams is author of “How to Negotiate Your Way to Success,” and “Million Dollar Marketing Strategies for Small Business.” He has worked for the Bank of America as New Jersey representative for its oversight committee. He has also instructed at the New Jersey Economic Development Authority’s Entrepreneurial Training Institute. Governor Whitman appointed Williams to chair the New Jersey Development Authority, and Congress has awarded him Businessman of the Year. Currently, Williams, justifiably titled “The Master Negotiator,” inspires and instructs individual and corporate clients on how to position themselves better in personal dealings.