When negotiating, insider information is a valuable commodity.
Getting better insider information when negotiating is even better!
Consider using the following strategies to acquire insider information in your negotiations.
Depending on the time you have to gather information, consider how
you'll pose questions to yourself and stakeholders that will be
beneficial to your negotiation efforts (Note: Keep in mind that the
questions you ask will determine the answers you receive; that in turn
will determine the strategies you adopt. If you pose the wrong
questions, you'll start upon a path in the negotiation that might be
less beneficial). Asking the right questions entails knowing the outcome
you seek, how you might achieve it, the roadblocks you may encounter,
and what alternative strategies you'll employ to overcome impediments
that would preclude you from achieving your goals. Also, keep in mind
that the quality of the answers you receive will depend on when you pose
questions. If someone is hurried, less rested, or filled with angst,
they may be prone to disclosing insider information simply because
they're not as guarded as they might otherwise be.
In your assessment of what questions you'll utilize to maximize your
negotiation efforts, consider how you'll employ assumptive questions; in
a negotiation, assumptive questions are questions that give the façade
that the questioner knows more about the situation that he's inquiring
about (e.g. 'You've given discounts to other buyers in the past,
correct?' The implication being that you're aware, right or wrong, that
discounts have been granted in the past).Assumptive questions
are excellent ways to gather information. Even if the responder states
that your assumption is wrong you will have gathered additional
information/insight.
- Body Language/Nonverbal Clues:
When in person, observe to what degree the person leans closer or
further away when pondering an answer to your question(s); this will
give insight as to whether they're embracing or putting distance between
you and their answer. Leaning away can indicate that they don't wish to
engage, which can imply that they don't want to disclose the answer to
your question. Leaning forward can imply that they're willing to engage.
Note how and when they lean.If you're on the phone, listen
for intonations, pauses, and emotions displayed. Take note of the words
that emphases are placed on, too. Such will bear noting for the possible
hidden messages contained in them.
To practice and increase your
listening skills, close your eyes while speaking with someone on the
phone. Toss a question that's not generic to the conversation and listen
to the response. In particular, take note of how long the other person
pauses before responding, their intonation, voice quality (i.e.
puzzled), and the follow-up question(s) they raise as to the timing of
your question. Then, ask for the thoughts they had when you asked the
question. Over time, you'll become better at deciphering the thoughts
and thought processes of others.
To acquire insider information
that can be used to your benefit in a negotiation, know what questions
to ask, the best time to ask them, and how to validate the responses you
receive. By implementing the strategy of gathering and using insider
information in your negotiations you'll increase your negotiation win
rate... and everything will be right with the world
Article Source: http://EzineArticles.com/9856234
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