Common Nonverbal Cues ( NEGOTIATING 101)

Welcome back with me masukpak-eko.blogspot.com in book negotiating 101,now I will explain about common nonverbal cues until High – pressure negotiating tactics. then what are you waiting for? just read the explanation below.

Chaper 6

Pure Theater : Negotiating on stage

In the Chapter 6, the writer  explains about common nonverbal cues.

Common Nonverbal Cues
Body Language	Possible Meaning
Clenched hands,strong grip on object	Frustrasion
cocked head	interested,attentive
covering mouth with hands	dishonesty,streching the truth
crossed leg,ankles	competitive,opposing
fidgeting	apprehensive,unconfident
finger tapping or drumming	boredom or unconfident
frequent nodding	eagerness
hand - steepling (forming chruch)	Confidence
hands on cheek,chin,or glasses	thinking,examining
hands on hips	Confidence,impatience
hands on table or desk	poise
head in hand	disinterested or disagreeing
leaning forward	enthusiastic
open arms,hands	open - minded,approachable
rubbing nose,forehead	uptight,confrontional

Chapter 7

Language can mean a lot

The English language,as well all know,is highly nuanced.it contains many seemingly innoncent that can susprise you with how much power they hold.tucked inside a harmless sentences,these words can create a tone that sounds offensive to anyone already on the defensive.although you don’t intend to hurt or cause pain,the counterparty misunderstands and reacts negatively.

To following word choices can help to avoid sounding too aggressive.

•  ‘’I’’ versus ‘’you’’.instead of saying,’’you still didn’t answer my question.’’rephrase the statement: ‘’I’m sorry, I still don’t understand. Think a few examples can give me a better idea.’’by placing the blame on yourself,you make it clear that you’re not criticizing-and your counterparty will be more willing to communicate. 

• Negative versus positive. Words such as can’t,’’won’t,’’shouldn’t,’’ and ‘’don’t’’ should be used spareingly.instead of saying, ’’I can’t do that’’ try, ‘’I have a few other option I’d like to get your opinion on. ‘’it might be easier to explain why you can’t accept the offer if you present alternative solutions. 

In all case,you should be factual and use facts to back up your statements. Don’t be,or appear to be,difficult.

Chapter 8

High – pressure negotiating tactics

Careful . . . Don’t offend the counterparty

   If you’re using thee unrealistic offer tactic,be careful. Your counterparty may take offense to this piloy,especialy if they are well prepared and have researched the market to come up with their own number. If you sense that they’re prepared,have extensive knowledge,and /or that they have several alternatives,don’t start with a position that is too far off the mark. Their awareness of your intentions might make the whole tactic blackfire. Never treat your counterparty as stupid or uninformed. 

Playing Defense

   You’ve been given a figure that artificially assign a higher value to the item.when the counterparty improves upon that figure,you feel as if you’ve gotten a better deal. Your emotions take over and you snap it up,not realizing that you’ve been played to get tou to think the deal is better than it is. 

   The best defense, aside from preparation-say, some research into what those jackets cost in other stores-is to somehow validate the original price. Look for a price tag, a price list, perhaps evidence of past sales. Think of the original price in a vacuum (that is,without the discounts). Is it anything close to realistic for that item? Finally, ask why the salesperson is giving such aggressive discounts. ‘’Having a good day’’ or ‘’it’s sunny outdise’’ probably aren’t good enogh reasons. Also,in more complex deal,there’s a good enough reasons.Also, in a more complex deal,there’s a good chance that if you aren’t being asked for any concessions of your own, then the one you’re being given may not be real. Once you figure out what’s real and what’s false, act rationally; don’t let your emotions decide.