The ability to negotiate will serve you well both personally and professionally. Therefore, it is important to understand the psychology behind the process. Believe it or not, business negotiation does not depend on chance. You can control much of the outcome with the powerful weapon of psychology. There are many psychological tricks you can employ to gain the advantage when negotiating. Here are some psychological tricks that can be used to improve your negotiation skills.
1. The Power of Silence
There is something special about the power of silence…especially at the bargaining table. Silence is a powerful tool because it can make the other party feel uncomfortable, prompting them to speak first. By simply remaining silent, you put pressure on the other party to begin sharing information that they may not have been intending to share. As you listen, you gain powerful insight into their motivations and position. When you remain silent, the other party may also feel compelled to offer a concession in order to reopen the dialogue. Either way, you now have an advantage over the other party.
2. Anchoring
Another powerful psychological trick is anchoring. Anchoring is a way to set expectations right from the start as a means to influence the other party’s perception of value. In other words, you set a high initial offer which can influence the other party’s perception of what is fair. By starting with a high offer, you make any subsequent offers seem more reasonable in comparison. This can position the negotiation in your favor and lead to a more successful outcome.
3. Mirroring
Mirroring is a psychological trick that can be used in negotiation to help you reach a consensus. Mirroring is a technique that involves subtly mimicking the body language, speech, and gestures of the other party as a way to build trust and rapport. The goal is to demonstrate that you understand and empathize with the other party. Mirroring creates a positive atmosphere and increases the likelihood of reaching a mutually beneficial outcome.
4. Empathy
Similarly to mirroring, the use of empathy is a powerful way to connect with the other party. Empathy involves understanding and acknowledging the other party’s needs, which in turn builds trust and rapport. This can help diffuse tensions and encourage both parties to work together to reach a better resolution.