Negotiation #8. Gurantee execution.
Yes is nothing without how, while an agreement is nice, contract is better and signed check is best. Success is not hostage taker saying yes we have deal but when hostage is free and say thank you.
We don’t have that kind of money how can we raise that money. How can I do that when I have to sell my car and truck. How am I suppose to do that question have forced empathy. It also force your counterpart to consider and explain how a deal will be implemented. People always make attempt to implement the solution when they think it is there. When they answer you summarize their answer until you get that’s right. On the other hand you are right and I will try means they don’t consider idea as yours.
While negotiater cut the deal with one guy and other guy were not convinced and there is very few solo flyer. When implementation happens by commmite the support of it is the key.
A surprisingly high number of negotiation hinge other than money self esteem, status, other non financial need.
SPOTTING LIER, DEALING WITH JERK, CHARMING every one else, as a negotiator you are going to flie on your face, trying to scare you into the agreement., effective negotiator are conscious of verbal, paraverbal, and non verbal negotiation.
7-38-55 rule - 7% message goes based on the words, while 38% goes through the tone, and 55 goes through the body language. So be aware if someone’s tone and body language in not in sync. So we are agreed. Yes. I heared you say yes but it seems like there was hesitation in your voice.
the rule of three - it is simply getting the other person agreed 3 times. In doing so you uncover the upcoming problem. It is really hard to repeatedly lie or fake conviction. Your can ask three time the same calibrated question or first time he gives you commitment, the second time summarize it, the third time how and what question.
the pinachoo effect - on an avg. lier use more words than truth teller. And use far more third person pronoun. They instead of i, to put some distance from the lie. Just like Pinocchio nose the number of words grow as people are lying as they work hard to be more believable.
pay attention to the pronoun - when people engage with we, they, them so regularly that means you are talking to their leader.
how to get your counterpart bid against themself -you can usually express no four time before actual no, how am I suppose to do that. You offer is very generous but I am sorry that just doesn’t work for me, I am afraid I can’t just do that. I am sorry, No.