Negotiate by Your Wits, Not Your Authority
Don't assume that the best negotiators are intimidating bullies or ruthless, money-grubbing egomaniacs. The key to winning is flexibility and always leaving your options open. This becomes clear when you pierce these three myths of negotiation:
- Myth 1: Negotiation equals confrontation. Treat the other person as someone who wants to reach a reasonable settlement, just as you do. Example: At the outset of the conversation, your goal should be to build rapport and appear at peace with the task ahead. That means relaxing your facial muscles and exchanging pleasantries.
- Myth 2: Liars make great negotiators. Instead of resorting to deception, give honest answers. Just don't elaborate needlessly or reveal too much of your preferences or biases.
- Myth 3: The more power you possess, the easier the negotiation. Negotiation tests your wits, not your authority. Some of the most persuasive communicators lack power in the conventional sense, but they do know how to squeeze every drop of leverage from any situation.
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