How Do You See What’s Missing When Negotiating? Negotiation Tip of the Week

When you negotiate, do you see what’s missing in the negotiation? Are you attuned to how words are pronounced per any hidden meanings they might possess? Too many times, too many negotiators miss vital clues when negotiating. Those missed clues could be missed opportunities that might lead to a better outcome.

The absence of evidence is not evidence of absence. That statement has been used to heighten the perspective that, just because we don’t know something exists doesn’t mean it doesn’t. In a negotiation, we must heighten our perspective for who may not be at the negotiation table that’s calling the shots. We must also be mindful of the person that represents herself as the decision maker and in reality, she’s a stand-in.

… and the dog didn’t bark. There are multiple questions that this situation could pose. Where was the dog? Should the dog have barked? Did someone do something to stop the dog from barking?

There are many reasons why you may not observe a piece of vital information that may be right in front of you when negotiating. To become more aware:

  1. Increase your situational awareness. That means you should mentally prepare yourself to be more attuned to what will occur during the negotiation. You will already have developed your negotiation plans highlighting the strategies and tactics you expect to employ before the negotiation, but you’ll also layer those plans with the obscene. The obscene can entail something that is so outlandish that you’d think it would never occur; good negotiators flourish in the outlandish in an attempt to get the other negotiator to flounder. So, don’t take this ploy lightly. Also, by employing this strategy, you’ll uncover hidden thoughts that might come up during the negotiation and/or thoughts that will lead you to higher thoughts.
  2. Have people on your team designated to observe certain aspects that occur during the negotiation. As an example, you can have someone listening to the words used to express spoken thoughts of the person with whom you’re negotiating. That person would also seek to determine how such words were positioned, along with inflections, to assess any hidden meanings contained in the words. That designee could also be tasked with assessing what was not said; what’s not said can have as much, if not more of an impact, on someone’s hidden meaning. That same individual might also observe the body language gestures displayed to determine how synchronized someone’s words and body language gestures are aligned, along with when synchronization did not occur (note: when words are not synchronized with body gestures, the words have a higher probability of being misleading.)
  3. In preparation for vital negotiations, make sure you’re well rested and hydrated. In any situation that may be infused with angst or anxiety, your physiology will play a key role in how you interact in the situation. Thus, being well rested and hydrated will allow you to think better and more clearly. To add to your magnification of focus, be sure not to eat foods that will make you lethargic.
  4. Slow down or speed up the pace at which you normally present and consume information. Doing so will alter the way you see and think. It will also alter the perspective of the other negotiator because he’ll be responding at rates you control.

There are a lot of moving pieces in a negotiation. Some are seen, inferred, and others are unseen and/or inferred. To gain a better grasp of the unseen, consider employing the steps above. You’ll see more of what’s missing in the negotiation, which will allow you to shine a light into the crevices in which the unseen hides. That will lead to more negotiation wins for you… and everything will be right with the world.

Remember, you’re always negotiating!

The Internet – A Friend Or Foe to the Salary Negotiator

Information and knowledge is power. In negotiations this information translates into bargaining power. The Internet is the ultimate source of information and is thus a great tool for employees to strengthen their bargaining power in salary negotiations. But there are disadvantages with the Internet as well.

A prime focus when preparing for a salary negotiation is of course to find out the market value of the job one is negotiating the salary for. There are loads of information about this on the Internet, categorized per country, state, kind of job etc. Just a few minutes of research could easily double the bargaining power of the employee.

Another prime focus when preparing for a salary negotiation is to find information about the employer. How is the employer doing financially? What is its history? What are its plans for the future? Information that is invaluable when the employee shall make himself as interesting as possible to the employer. Again – the Internet is a powerful source of information for the employee.

These and other pros of the Internet in a salary negotiation are obvious. There are, however, risks with the Internet that the employee needs to be aware of. This risk lies primarily in the quality of the information.

First of all, information that is not up-to-date will often do more harm than good for the employee.

Second, the information on the Internet is often scattered and brief. There are numerous websites providing information on how to negotiate a salary; information that, however, would fit on only one page in a Microsoft Word document. Although published with the best of intentions, the briefness of the information gives an appearance that a salary negotiation is a quite simple thing that one can succeed with armed with only a few tips.

This is very far from the truth. In fact, a salary negotiation can, from the perspective of the employee, be more complicated and tougher than a negotiation regarding a merger of two Fortune 500 companies. It is not something to be taken lightly and a few tips on a website will definitely not be enough if the employee has a serious ambition of getting a salary that is as high as possible.

Thus, there are powerful pros as well as powerful cons of the Internet for the employee about to negotiate his salary.

Professional Debt Negotiators Vs Your Creditors – How Debt Negotiation Works

Debt settlement is a feasible option for debtors to get relaxation from their pending debts. It is wise to be prepared for such an option to bring out best bargains against bad debt. One should educate oneself for debt negotiation techniques, so as to get back in control of your finances. Debt negotiation can be simply defined as bargaining with the creditors for a reduced amount of recovery as against that owed by you in original. Now negotiation can be carried out either by you or a professional negotiator.

It would naturally be cheaper to go for negotiation yourself rather than seek hired help which may not go very well with the pending debt bills that you already owe. There are self help kits available to assist you in doing so. However, a qualified and reliable professional will certainly stand better than an average customer. This may hold even truer if your debt is of a higher scale and bills overdue are more than you can handle.

The professional negotiator is well aware of market loopholes and carries expertise in handling creditors. This may be difficult for you as a customer especially if you owe a defaulting account on month after month and being already penalized for it by the creditors. It can be an excruciating experience sometimes to deal with head strong creditors who may resort to bad mouthing and calling you up on the phone at odd hours, relentlessly. On the other hand, a professional negotiator has the know how to twist the regulations of the banking institutions and market place conditions in your benefit while dealing with the creditors and can fetch you a good reduced amount as a settlement.

Debt negotiation can be a pretty agonizing process and may take up to 2-3 months depending upon the number of balance and creditors you need to deal with. Besides the bank is here to make money and will not let you go easily. Therefore it is always wise to opt for a reliable, legitimate professional to get your debt reduced. While going for a debt counselor, remember that the payments you have been asked to make, are being applied in actual. In both cases be vigilant to permanently receive relief.