Build Relationships to Negotiate More Effectively
Negotiating is not easy and requires a fair amount of social skill. Getting to know the person you are negotiating with can go a long way towards closing a deal.
On LinkedIn, professor and negotiation expert Adam Grant citesresearch published by the American Psychological Association . The researchers instructed the students to negotiate by email. Some of them exchanged only their names and addresses, and these entities entered into transactions in less than 40% of cases. But when students shared irrelevant personal information, such as details about their hometowns or hobbies, they agreed to the deal 59% of the time.
People are more likely to come to terms with someone they know. Grant explains that people tend to follow a “norm of reciprocity,” which is how they react to how they are treated. He argues that the best way to gain someone’s trust is to show trust, which means sharing information — specifically, a fact that has nothing to do with yourself. This signals that you are trustworthy and that your negotiator is willing to reciprocate.
Grant cautions that you should be selective about the information you share. He says that you do not want to divulge information that could make you vulnerable. For example, if you are negotiating a salary, you probably shouldn’t talk to your boss about your financial concerns. This is relevant information that makes negotiations vulnerable.
Overall, it is about building a little rapport with the person you are negotiating with, and a little openness can go a long way. Read more at the link below.
Bad Habits of Good Negotiators | LinkedIn