Negotiate with your eyes and ears, not your mouth — Business Management Daily: Free Reports on Human Resources, Employment Law, Office Management, Office Communication, Office Technology and Small Business Tax Business Management Daily
When you’re making deals, what you say doesn’t matter as much as what you see and hear. After you build friendly rapport with your counterpart, shift into listening mode. Never volunteer any needs or raise your fears or concerns too early. Always let the other person be the first to make a claim or request. Work from there to respond and gradually look for openingsto assert your position. Meanwhile, maintain eye contact. Watch when someone suddenly changes facial expressions, starts itching or fiddles nervously with a pen or paper clip. This can reveal a lack of confidence or comfort that you can take advantage of. This works especially well if the speaker exhibits the most nervousness when making demands—in which case you can challenge those demands with bold counteroffers.