Tell a Story to Generate More Reaction During Negotiations
Discussing something is a difficult process, but it’s no secret that the more information you have, the better. This includes information about what the other person thinks about the topic. The Harvard Business Review points out that one way to get this information is to tell a story and look at facial expressions.
Finding facial expressions during negotiations is a great way to check the temperature of what you are saying and then change your presentation as needed. A short story is an easy way to piece together an answer without actually agreeing with anything. Harvard Business Review explains:
Tell me a story. It is easier for negotiators to control their facial expressions when they talk. So don’t ask too many open-ended questions. Instead, describe what you want or share an anecdote about another negotiating partner who shared similar concerns and observe how they react when they listen. Their vigilance will drop a little, and you can see their honest reaction to what you say – the knowledge that will guide the entire conversation.
Negotiation is never easy , but the above little emotional reading might make the process a little easier. Visit the Harvard Business Review for some more tips.
The Secret of Negotiation – Read by Face | Harvard Business Review