Dear Readers, Welcome Again to Our Next Part of this Topic “Getting Your Feet Wet in Negotiations: Tips for Beginners (Part 5)” and Today we will Discuss More Important Tactics of Negotiation.
So, We will Start with the Topic
Weakness as a Strength
In Negotiation, Dumb is often better than smart, inarticulate frequently better than articulate, and many times weakness can actually be strength. So Train yourself occasionally to say, “I don’t know,” “I don’t understand,” ” You lost me some time ago,” or “Help me,” when these phrases suit your purposes.
Think of your own experiences when dealing with stupid people. What happens to all your sophisticated arguments, Logic, and comprehensive data when you’re dealing with a moron who can’t even comprehend what you’re talking about? Obviously, your persuasive devices are worthless.
Have you ever tried negotiate with someone you perceive has a learning or speaking disability? For example, imagine that I’m trying to negotiate with you and that you stammer or shutter or pretend to. I might say, “Okay, what’s your objection to making this deal?“
You reply, “Num … Num .. Num …“
I say, “Take it easy. What are you trying to say?“
You reply, “Num … Num … Num …“
I say, “Does that mean number one?“
You nod Yes.
“All right, what is number one?“
You reply, “The pri … pri … pri …“
I say, “Does that mean the Price?“
You nod Yes.
“All right, now we’re rolling. What’s number 2?“
You reply, “The qua .. qua … qua …“
I say, “Does that mean the quality?“
You nod Yes .. and so on.
What have you said? Nothing. What am I doing? I’m helping you with your argument, and I’m investing time in the situation, which really puts you in control: “In the catbird seat, ” as card sharks say when playing with a stacked deck.
My friends claim that when i speak to blind people, I always raise my voice. Why? Unconsciously, I guess I’m trying to help them see!
Weakness itself can even result in Negotiating Leverage. Supposing a Large Bank calls a major client to express dismay over a delay in repayment of an outstanding loan. The debtor replies, “I’m really glad to hear from you, because our financial situation has recently deteriorated. Infact, the only chance of avoiding bankruptcy is for you to reduce the interest rate to Prime, or Prime Plus one and a half percent, and defer payments on the principal for at least a year.“
The very helplessness of the debtor’s position undercuts the power and bargaining ability of the creditor.
Next is
“We Don’t Understand”
Especially when dealing with different regions or cultures, Language is often used as a phony disability. I’m keenly aware of this because many years ago I saw 3 Japanese gentlemen, representing JAL (Japan Air Lines), use this ruse when dealing with a large group of sophisticated executives from an American corporation.
The Company’s presentation to the Orientals was overwhelming. Starting at 8 in the Morning, it last 2 and half hours. With the aid of flip charts, elaborate computer printouts, and other presentation-supporting data, 3 Projectors flashed Hollywood-style Images on the screen, Justifying the asking price. Tell you what it’s like Disneyland.
Throughout this dog-and-pony show, the Japanese gentlemen sat quietly at the table and said nothing.
Finally, his face glowing with expectation and self-satisfaction, on of the key American executives flicked the room lights back on and turned to the Impassive men from Japan. “Well … what do you think?“
One of the Japanese smiled politely and answered, “We don’t understand.“
The blood drained from the executive’s face, “What do you mean, you don’t understand? What don’t you understand?“
Another of the Japanese smiled politely and answered, “The whole thing.“
I was studying the frustrated executive, and I thought he’d have a coronary. “From when?” he asked.
The 3rd Japanese gentleman smiled politely and answered, “From when the lights went out.“
The executive leaned against the wall, loosened his expensive tie, and groaned dispiritedly, “Well … what do you want us to do?“
All 3 Japanese now replied, “Can you do it again?“
Who was in the catbird seat now? Who was kidding whom? How could anyone possibly repeat a 2 and a half hour Presentation with anything resembling the initial enthusiasm and conviction? The Corporate asking price swirled down the drain.
Moral: Don’t be too quick to “understand” or prove your intellect at the outset of an encounter. Watch your listen-talk ratio. Learn to ask questions, even when you think you might know the answers.
Furthermore, if you approach others asking for help, it tends to set the climate for a mutually beneficial relationship. At the least, you’ll cause the other side to make an investment that ultimately accrues to your advantage.
Well Readers in Next Part of this Topic
Getting Your Feet Wet in Negotiations: Tips for Beginners (Part 6)
We will discuss the Final Tactic of this Chapter
Making the Ultimatum stick
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