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7 Body Language Tips to Bear in Mind When Negotiating.

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Negative Example: Mr X crooked his wrist and slumped his head sideways, crashing it into the open palm of his right hand.

Positive Example:  Mr X came around from behind his desk walking boldly towards his visitor. The barrier of furniture had been dissolved and Mr X met the gaze of the salesman with a disarming confidence.

Body language can betray or confirm your words. An employee can leave his hopes of a pay rise at the door if during the review he sits slouched with his legs strewn out under his boss’ desk or even in more discreet ways fails to present himself as assertive and capable. Fortunately one can boost their chances with a few tips.

1)     Don’t touch your neck

The neck is a vulnerable area. So don’t touch it. If you are rubbing the back of your neck, lightly pinching your Adam’s apple or doing other inventive neck activity this is likely to lead someone to mistrust you or communicate that obvious fact that you are uncomfortable. You will be unable to strong arm that cockney car salesman as he will jump at the signal his helpless prey has just fired off.

2)     Firm handshake

This is essential. There are few things far worse, excluding flatulence, than a flimsy moist handshake. Bill Clinton claimed he always endeavored to meet the web between the thumb and index finger. This is usually a reliable technique. However a firm handshake is not a vice grip. It is about being expressive not aggressive (not physically at least)

3)     Mr. Mime

Professor Michael Wheeler from Harvard Business School observed that “after two or more people have been in each other’s presence for just a few minutes, their behavior begins to subtly converge…breathing patterns and heart rates sync up, and they also tend to mimic each other’s posture and hand gestures.” Emulation is a sign of flattery. It shows the other party you are at ease and are subconsciously in agreement with them. This is a useful negotiating tool as often it is about aligning your interests with that of another.

4)     Contact

During the presidential debate between Barack Obama and Mitt Romney both men made use of physical contact. Obama shook hands with Romney and placed his other hand high on Romney’s shoulder. Analysts speculate that this is a gesture of control. It is also one of affection and can melt the corporate armour of the suit jacket. We touch a persons arm to guide them, to show pity, to reassure them. By doing the same in negotiation we tap into all such associations at once.

5)     Fidgeting

To be a good negotiator implies control over a situation. You cannot be in a position of control if you’re twiddling your thumbs, licking your lips whilst impatiently waggling your feet. It will put the other person on edge and scream incompetence. Relax and sit calmly. If you’re going to make any gestures, time them and execute them with conviction.

6)     Posture

If you’re sitting down, sit up and look interested. While you might not need to lunge across the table attacking the space with your elbows it is equally bad to tilt your head back and gaze at the ceiling. If you’re standing, pin those shoulders back to avoid the slouch, pronounce that chest and revert back to a primitive form of masculinity. Just don’t bash on your chest or make any gorilla roars.

7)     Smile

You’re a warm approachable and honest person. Well if you’re not that, at least this should help create that image. One part of business is about transparency, it is simply not desirable to enter any negotiations with a deceitful agent, and people prefer to be assured of credibility. A smile goes a long way here: it tells the other party that you are at ease, unstressed, and personable. In turn they may feel at ease and negotiations can continue untrammeled.

A last note on body language is that all the above can never look too contrived. Body language must be natural otherwise you risk walking around like a creepy robot or unnerving people with mistimed touchy feely gestures.

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This article was supplied by Josh Hervall, a keen blogger and negotiation enthusiast. He writes for www.thegappartnership.com, experts in Business Negotiation Training.

 

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The Power Of Being A Strong Negotiator

images (1)Entrepreneurs cannot afford to be timid or leery of negotiations. Business deals are won or lost based on each party`s ability to negotiate. Strong negotiation skills are necessary to obtain lower interest rates on credit, receive long-terms on purchases, and obtain shorter terms on receivables. There is power in being a strong negotiator and the success of your company will depend on it at some point.

The skill and experience of the negotiator is usually the largest factor in determining who will succeed with the better end of the deal.  Usually the more skilled the negotiator is, the more often the negotiator will come out on top.  The larger the difference in skill between negotiators, the more the skilled negotiator will be able to gain from the other party.

Unskilled negotiators improve in their chance of successful negotiations when they possess the power with respect to what is being negotiated. If you are a supplier looking to land a client, the client has an automatic advantage. You want their business, but that doesn’t mean you need to settle of undervalue your company. Always remember your service is still needed and you shouldn’t make unreasonable sacrifices just to secure a deal. Go into every negotiation with an ideal result in mind, as well as the minimum you are willing to give to close the deal. Don’t settle for anything that does not fit into the range you have pre-determined.

Here are some things to consider before entering your next negotiation.

  1. Planning skills – Know the details of the deal inside and out before approaching the negotiation. Being unsure of something shows a sign of weakness.
  2. Ability to think clearly under stress – Don’t become emotionally involved in the negotiation. It is a business deal and if it doesn’t work, there will be more.
  3. General practical intelligence – Use common sense examples when justifying your terms. Try to relate to the other party and their concerns.
  4. Verbal ability – Always speak clearly and use keywords that will trigger an agreement.
  5. Product knowledge – Know what is being offered including all of its advantages and disadvantages. Highlight the facts that are beneficial to each party.
  6. Personal integrity – Always remain professional. Negotiations are not opportunities to act like a bully. Respect should always be at the forefront of a negotiation.
  7. Ability to perceive and exploit power – Leverage what you can when needed and don’t allow yourself to get back into a corner.

Negotiations may not be your favourite thing, but they are fundamental in all types of businesses. You can save your business significant money through successful negotiations and you can use it to improve your cash flow. By negotiating longer terms on payables and shorter terms on receivables, you will have more working capital to use to your advantage.

The article is posted by Gerwyn Wallto. You can find more articles on a Web Based Invoicing website.

 

 

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Negotiation Skills: “Face Read” your OpponentNegotiation Skills: “Face Read” your Opponent

In previous centuries, it was considered that one could tell a lot about a person simply by the structure of their face. The logic was that certain character traits were often found with people who all share the same facial features. For example, people who have square-shaped faces were considered thoughtful, intelligent and somewhat unique. In modern times, this practice is met with a lot of scepticism, and derided by many as ‘pseudo-science‘. Nevertheless, there is absolutely truth to the idea that a person can tell a lot about another person simply by looking at him or her.

This ability is not rooted in the structure of the face but rather the muscles, the tissue, and the emotions behind the face. The human face is capable of millions of subtle facial gestures – not just the big ones such as smiling wide – and these expressions can express emotions with a great complexity.

While it is true that some people who have personality disorders, such as autism, are unable to read these subtle expressions with accuracy, most people are able to understand them without conscious thought. This ability is a major part of understanding others and is so instinctive that it can seem to defy analytical thought. However, the truth is these expressions can be studied, and to great effect. Understanding what a person is trying to convey on gut instinct is one thing, but being able to read into their expressions consciously can be extremely advantageous in certain situations.

One such situation is negotiation: this is a scenario where one must be able to present themselves as coming from a stance that may not be entirely accurate, in order to get an advantage. It is also a psychological game of tactics, and therefore is exactly the kind of situation where being able to read and understand the true meaning of the opponent by ignoring their words and focusing on their face is beneficial. This ability may come more naturally to some than others, but it is something that can be studied and used to positive effect by just about anybody.

The first thing that should be understood is what certain skin colours may indicate. The opponent in a negotiation may be projecting confidently with their words, but the colours of their face may be saying something entirely different. For example, if they have particularly red cheeks, this can indicate that they are feeling the pressure, are angry, or otherwise flustered about their inability to conduct themselves in a way that they think is productive. Just knowing that the opponent is feeling insecure can bring a great sense of confidence, which alone is enough to bring about a victory. Interestingly, a face that has hints of blue may indicate the opposite in terms of body temperatures, but it announces the same hidden emotion – fear.

It will come as no surprise that the most important part of reading a person’s face is noticing eye movement. Where the opponent looks, and how they look, is very important in understanding their level of confidence in their words. If they are making firm eye contact, one can be sure that they are secure in their stance and are unlikely to back down unless they are beaten on words and logic alone. If the person continues to focus downwards, this indicates anxiety and something that can be seen as real weakness. If your opponent does not feel confident in themselves, this allows you to take advantage.

Be aware that some opponents will be attempting to circumvent these signals, so for an important debate you may need to do your research. Someone who seems to be holding your gaze for too long may in fact be trying to appear confident and project that they are telling the truth by overcompensating. This is a very difficult thing to do successfully – not many people are good liars – so if you notice a strange change in how your opponent catches your gaze or not, then this will indicate something is up.

In a tough negotiation, it is going to be too much for most opponents to cover up all of their feelings that are projecting on their face, so look for the basic signals. If they raise their eyebrow, they are finding your words hard to believe. Pursing of the mouth signals they are not in agreement with what you are saying. Leaning towards you or nodding indicates you are pushing the right button, and they are coming around to your way of thinking.

The study of face reading may come naturally to some, but it is something that everybody must study deeply to fully understand what all of the complex features of the face are saying in various situations and contexts.

This post was contributed by thegappartnership.com

 

 

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How to Improve your Business Negotiating Skills

In today’s highly competitive business environment, having good negotiation skills can make the difference between recording great sales and going through a slump. In order to take your business to new heights, great negotiating skills are vital.

Tips to Improve Business Negotiating Skills

Here are some tips that will help you to improve your business negotiating skills.

  • Always be prepared: When it comes to successfully negotiating business deals, information is king. You need to be thoroughly prepared before you enter into any kind of negotiations. Research the business and products or services of the person who you are negotiating with. Know who your competitors are and also be aware of standard practices in your field, so that these cannot be used as leverage against you. It is also very essential to know what is important to the other person and what their expectations from the negotiations are. Lastly, you should be absolutely clear about what you want from the negotiation process. This means you have a clear idea of what your walk away figure will be, and you know exactly what is the very least that will be considered acceptable.
  • Learn to listen: The only way to know the other person’s interests is by listening. This means you need to pay attention to everything that is being said, but also keep your eye on the other person’s body language. Visual clues can be a big giveaway of what the other person is thinking or what they want. Once you master the art of listening, you can come up with workable solutions to peoples’ problems and hence negotiate better deals.
  • Be open to compromise: In rare cases you may be able to negotiate a deal on your terms only, but it is more realistic to know that compromises may have to be made. You need not compromise on things that are absolutely critical to you, but you should have areas in which you are ready to offer a compromise. This goes a long way towards making the other party feel that they are getting something from the deal too and is an extremely effective negotiating technique.
  • Be prepared to walk away: Another essential negotiating skill is knowing when to walk away. Once you have outlined the best proposal that you can possibly offer, be prepared to walk away if the other party wants to negotiate further. This is a very effective way to close deals; however, you should be prepared to lose the sale should your bluff be called.

Esther is a financial blogger and writer, who writes about everything from contractor tax to how to set up an umbrella company.

 

 

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Negotiate for What You’re Worth

Discussing salary can make even the most confident person cower in the corner. Money can be an incredibly uncomfortable topic and negotiating for a better salary can be intimidating. If you have recently graduated with your MBA and find yourself in the competitive job market, it is in your best interest to know what you’re worth. Here are some great tips for negotiating the best possible salary right out of school:

Average Salary

There are several sites online that you can use to research the average salary for the position you are interviewing for. This will give you an idea if the salary you are being offered is fair or if you are being low-balled and have room for negotiation. Check out http://www.payscale.org and http://www.vault.com to research thousands of positions.

Talk to People

One of the best ways to get a feel for a great offer is to talk to others in the same position in similar companies. If you find out that people are making more elsewhere, you have opened the door to negotiating with the human resource manager. Explain to them that you have researched other companies and what they are offering and ask if they can better their offer.

Start Higher

Many companies have wage scales in place for the various levels or grades within their company. If you can’t negotiate a better salary, try to negotiate a better starting level. If you can perform the job there is nothing wrong with asking to start at a higher grade. Not only will this net you a better starting salary but it will also give you a leg up on those that came in on the ground floor.

Your Personality

While it may be surprising to you, your personality has quite a bit to play in the salary you are offered. People that will mesh well with the company culture are often offered more in the way of wages than those that won’t. Do your research and apply to companies that have a culture you are well suited for. For instance, if you are type-A in overdrive, you don’t want to apply for a company that has a laid-back culture. Not only will they not be the right company for you, you will not be the right employee for them.

Time it Right

The time to start talking about salary is not at the beginning of the interview or even at the end. The best time to negotiate is after you have been given a firm job offer. At that point, negotiations are wide open. The proper approach to negotiating after a job offer is to take your time. Don’t jump at the offer, instead, schedule a meeting to discuss the offer, cement your job responsibilities and negotiate a better salary if warranted.

Be Flexible

A company may not be able to offer you more in the way of salary but they may be able to sweeten your benefits package. Weigh your options! You may be better off taking a lower salary with a great company than a higher salary in a less desirable position. If the company you want to work for can’t offer you more money, ask if they can offer you better health insurance coverage, more time off or anything else that you think would benefit you. It doesn’t hurt to ask; these are negotiations after-all.

Andy Anderson is a career counselor who writes for BusinessMBA.org, a site featuring extensive information and listings for the best accounting MBA programs available.

 

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