By Greg Williams
Now imagine the new you, not limited, because you are instantly free.
There are eight words contained in the sentence above that will make you a better negotiator.
Do you know which words they are, how to use them, and why they’ll give you an advantage when negotiating? After reading this article, you’ll know why those eight words have such power, and how to use them.
“You misunderstood me”, said the first person to the second. “No, I didn’t. You used words that had a different meaning then what I understood,” was the response.
Communications can get dicey when negotiating. Thus, you should always be mindful of the words you use, and which words have a greater impact on the negotiation.
This article contains eight words that will subliminally allow you to be more powerful and persuasive when negotiating. They will transform your negotiation abilities.
The eight words are, new, free, because, you, now, imagine, limited, and instantly.
1. New – Everyone is drawn to the word, ‘new’. It symbolizes something that’s not been seen/heard and/or revised. Some people are influenced by this word simply because they want to be/remain state-of-the-art. They want to be part of what’s trending so that they can be in-the-know.
Use the word ‘new’ in your negotiations when you wish to instill a degree of excitement about a changed or enhanced position/offer. Be mindful of not overusing it. To do so will weaken its impact.
2. Free – Who doesn’t like to get something for free? The word, ‘free’, has been used throughout time to draw people in to examine how they might acquire something for nothing. At least that’s their initial impression when they see or hear the word, ‘free’.
In your negotiations, you can use the word, ‘free’, as a tool of risk reversal (i.e. I’ll reduce or eliminate the risk of accepting what I’m stating to be true). As an example, you might offer the other negotiator the opportunity to examine or engage in your offer for a period of time before she makes a commitment to engage further. By doing so, she’ll have the time to experience for herself the value of what you state as the outcome she’ll receive.
3. Because – Studies have shown, when you use the word, ‘because’, in a request, people are more likely to grant your request; this has been borne out even when there’s nothing following the use of the word ‘because’ (e.g. Please let me go in front of you, because).
Use the word, ‘because’, when making a request during a negotiation to give the other negotiator more insight into why you’re making the request. You’ll be giving him more insight into your negotiation strategy, so be alert about how much information you give and only give what’s needed at the time.
4. You – There’s nothing more powerful to you than the sound of your name. Your name captures your immediate attention. In a negotiation, it would become tiresome to continuously use someone’s name. That’s where the word, ‘you’ comes in.
During a negotiation, you can use the other negotiator’s name when speaking to him; a subliminal trick would be to tie his name to the word ‘you’ every time there’s a perceived positive aspect to the negotiation (e.g. John, the outcome of this negotiation is going to make you look like a superhero to your bosses!)
5. Now – The word, ‘now’, implies in the moment. You’re not in the past or future, you’re in the present moment. That’s the power of ‘now’. It makes you focus on the situation at hand while clearing the cloudiness that other aspects of the negotiation might present.
Use the word, ‘now’, to focus the other negotiator’s attention on what’s being discussed in that moment. The word can also be used to distract from items that may attempt to conflate matters that may or may not have relevance to the negotiation.
6. Imagine – ‘Imagine’ is a wonderful word to use in a negotiation. It can take the negotiation from the here-and-now to a place where happiness awaits.
You can use the word, ‘imagine’ when you want to transform the other negotiator’s perspective from a less than agreeable point to one that is more aligned with what you seek in the negotiation. Use the word to allow him to become transfixed in an emotional state where harm does not exist.
7. Limited – This word implies that there’s not a lot of what you’re discussing; “if you don’t grab this soon, it’ll be gone and you’ll miss out.”
Good negotiators will test you when you state that something is ‘limited’. Still, if your boast is proven to be true, you’ll move the other negotiator to action by using this word as a call to action. Just be mindful of how and when you use it. If its use is proven to be untrue, you might cause irreversible harm to the negotiation.
8. Instantly – Everyone seeks gratification. For some, the need for such recognition is greater than others. The word, ‘instantly’, implies that you can have what you seek, right now!
You can enhance a negotiation by giving the other negotiator a sample of what he seeks from the negotiation; make sure it’s something that he really wants. By doing that, you’ll be instantly giving him a taste of what he can acquire if he adopts your position. If this tactic works with him, you will have also uncovered his need for gratification, and to what degree he’s willing to control it to obtain what he wants from the negotiation.
You now have new insights into how the above words can instantly increase your negotiation abilities, and just imagine, you acquired these words for free, because you read this article. Imagine what this new knowledge will do for you. Don’t let yourself be limited. Use these words in your negotiations… and everything will be right with the world.
Remember, you’re always negotiating.
#HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology
About
After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com
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