Tip Thursday - Body Lanaguage

When it comes to tough negotiations any little edge you can get is a plus. Successful negotiators
know that it is often the small, unconscious signals and cues that can influence your outcome in a positive way.

When someone is saying something or behaving in a way we don't like, we often make the mistake of looking them straight in the eye, which can create a more confrontational environment.

Instead of looking them in the eyes look at the bridge of their nose. It won't get their back up the same as looking them in the eyes might, but it will prove unsettling to them and will often lead them to drop their eye contact and stop their rant.

It may take a little practice but it can serve to help stop a tirade or to undermine a power play.

Tip Thursday - Negotiations

A great little tip comes to us from a top Former FBI Negotiator, Chris Voss. He says that the key to mastering negotiations is to create empathy. Specifically... to get the other party to empathize with your position.

By getting the other party to recognise the position they are putting you in, and its impact, they are far more likely to offer you concessions. The trick to doing this is to use 7 words - "How am I supposed to do that?"

You put the ball back in their court and force them to think about the situation from your perspective. As soon as they do it becomes more difficult for them to hold a firm line on their position. 7 simple little words that can make all the difference to the outcome of your next negotiation.