Easy Negotiation Techniques

To Detect Lies When Negotiating Read Body Language

Liars leave tells when negotiating. During negotiations, people rarely disclose the full truth. Some like to perceive themselves as not telling the whole truth, while others state, one is not expected to divulge one’s complete position during negotiations. Strangely enough, most negotiators don’t consider themselves as lying, or being deceitful when they either alter the truth, or fail to disclose all of it.

If you’d like to become more attuned to how you can detect when someone lies and acquire more knowledge about deciphering unspoken words and gestures, you should become more astute at interpreting body language (nonverbal signals). You can increase your perceptiveness at the negotiation table by observing the body language of the other negotiator during negotiations. To gain insight into body language gestures and gain insight into how to detect lies, read below.

1. Facial Expressions:

a. Eyes: When people lie, some have a difficult time maintaining eye contact. Prior to sitting at the negotiation table, take note of how the other negotiator communicates with his eyes. In particular, observe how long he maintains eye contact when you sense he’s telling the truth and contrast that to when he might be exaggerating.

b. Mouth: When negotiators alter the truth, some will keep their hands either over their mouth or close to it. Through that gesture, they’re indicating that they’re trying to hold their words back. They do so, because the body never lies, words do.

c. Ears: If you note a negotiator fondling his ears while making an offer or counter-offer, he’s indicating that either he’s not sure if he believes what he’s saying to be truthful, or he’s afraid you’ll have suspensions about believing it.

2. Stave off possible defeat by watching the feet.

a. During face-to-face negotiations, observe the direction in which the other negotiator’s feet are pointing. His feet will give you insight into the thoughts on his mind. If his feet are pointed towards you, through his body language he’s indicating that he’s engaged and more than not, being forthright. As his feet start to turn away from you, so will be his desire to disengage from the conversation; sense if it’s due to his alteration of the truth.

3. Pay attention to what people don’t want to discuss.

a. If you’re met with hesitancy when asking a question, there may be more to the answer you receive than the words convey. By listening to how the other negotiator responds to a question, you can gain insight into what might make him uncomfortable. By gaining such insight, you gain a perspective as to whether he’s trying not to disclose information, or if he’s lying. In so doing, you may have cause to delve deeper into that subject.

4. Always be astute to what holds value with the other negotiator.

a. If you know what has value in the eyes of the other negotiator (and haven’t haphazardly prioritized or guessed at what holds the most value), you can assess when he might lie to protect his position. In so doing, you could position yourself to forgo committing to a more valuable counter-offer. Regardless to the trade off, remember to make the other negotiator work for your concessions. Also keep in mind, you give an item value partly by the reverence you display towards it. So, when you make an offer, do so with the degree of pomp that such should warrant.

Instead of having your negotiations illuminated by hope, increase your perceptiveness throughout life and at the negotiation table, by becoming more adept at reading body language. Once you increase your knowledge of how to interpret body language, you’ll amaze yourself at how perceptive you’ll be during negotiations… and everything will be right with the world. Remember, you’re always negotiating.

The Negotiation Tips Are…

· In reading body language, one can’t accurately brand a single gesture as a lie. First, establish a baseline. To establish a baseline, observe the other negotiator’s gestures in a nonthreatening environment.

· When making an offer or counter-offer, gauge by the body language of the other negotiator the value he may place on your offer.

· By being attentive when negotiating via the phone, you can detect when lies are being told. It will usually occur in the form of a different rhythm in the other negotiator’s speech patterns.

To discover more negotiation tips, strategies, and tactics that you can use to increase your negotiation skills and boost your financial resources, along with every aspect of your life, please visit…

http://www.TheMasterNegotiator.com and sign up for the Free Negotiation Tips.

If you’d like to enhance your business operations by inquiring as to how you can have Greg Williams speak at your organization… send an e-mail to…

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7 Tips to Survive Business Negotiations

Some people are born “hagglers” and love the sport of negotiations just for the sake of negotiating. Others, perhaps most of us, don’t relish the idea of formal negotiations because we view is as an adversarial process and we aren’t comfortable. But business negotiations, be it personal like negotiating the price on a car or professional as in negotiating a sale or contract, doesn’t have to be an adversarial experience. Just follow these simple tips to make negotiating an easier task to accomplish.

1. Know what you want

Know what you really want specifically. Just saying you want the lowest price on a car doesn’t really describe what you desire. You may want the lowest price on a car that is loaded with options and comes with free maintenance and a five year warranty. What you want will cost more than simply the lowest price on a car.

2. Do your homework

Know as much about the item you are negotiating as you can. Having accurate information allows you to make informed decisions rather than relying on emotional responses. It also prepares you to counter offers effectively.

3. Negotiate the deal not the negotiator

Particularly in business negotiations, separate the relationship you have with the person from the subject you are negotiating. Keep personalities out of it and focus on what you really want to achieve.

4. Focus on the easy stuff

Find areas that you can agree upon and focus on those. Try to present your side in terms of how it will help the other person accomplish their goals and needs. The easiest way to do that is to demonstrate what you both agree on and then work from there.

5. Turn negotiations into a team effort

If you start out thinking that negotiations is a contest where someone wins and the other person loses, then it’s obviously going to become adversarial. If however you can foster the idea that the two of you are there to work as a team to accomplish both parties’ objectives, then it becomes a problem solving process with the two of you working towards a common goal. This will result in the compromises necessary and in all likelihood, a better deal than could be reached otherwise.

6. Avoid ultimatums

If you reach an impasse in the talks, don’t be pressured into issuing an ultimatum. Take some time away from the negotiation and reflect on the progress so far. Look at the issue from the other person’s side and try to determine what the real reason for their sticking point is. When you know this then you can brainstorm ways to accommodate in and go forward.

7. Best strategies

Follow these quick tips and be a better negotiator. Try to avoid deadlines when possible. A deadline just adds pressure where pressure isn’t needed. Avoid personal opinions. Everything you present should be based on logic not opinion. Summarize frequently as this keeps the talks focused and gets another “agreement” from the other person as to progress. Never lose your sense of humor; it is after all just a negotiation not a declaration of war.

Following these simple tasks should make your negotiation easier to face and have far more effective results.

Business management expert Mark Polman agrees that business negotiations can be tricky if treated as a contest. For more ideas on how to become a better negotiator Mark recommends you visit Relationships At Work.

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Review: Ask For It: How Women Can Use the Power of Negotiation to Get What They Really Want

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From the authors of Women Don’t Ask, the groundbreaking book that revealed just how much women lose when they avoid negotiation, here is the action plan that women all over the country requested—a guide to negotiating anything effectively using strategies that feel comfortable to you as a woman.

Whether it’s a raise, that overdue promotion, an exciting new assignment, or even extra help around the house, this four-phase program, backed by years of research and practical success, will show you how to recognize how much more you really deserve, maximize your bargaining power, develop the best strategy for your situation, and manage the reactions and emotions that may arise—on both sides. Guided step-by-step, you’ll learn how to draw on your special strengths to reach agreements that benefit everyone involved. This collaborative, problem-solving approach will propel you to new places both professionally and personally—and open doors you thought were closed.

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