Being polite and paying attention to social norms is always important. This is especially true in a negotiation. Be polite. Simply acknowledging something positive with a simple thank you. This can go a long way to overcome negative emotional feelings. Think about how you can use this in a negotiation even with difficult people
In a previous blog you may have read about the power of thank you in a negotiation with the IRS. Consider other tips that can help you taken from The Servant Manager: 203 tips from the best places to work in America.
Take a page from Ben Franklin’s experiences
Being grateful to others encourages others to continue to be gracious going forward. Consider the Benjamin Franklin effect. As an ambassador to France,
Benjamin Franklin would ask if he could borrow a book
from a party that may have initially disliked him. This allowed him to thank the other person for being generous with the loan. As a result, this allowed him to share something with the other party in gratitude when returning the book. This worked out very well for him. This concept can work well for you to build a positive relationship with others in a negotiation.
Apply Ben’s technique
Think how this technique could help you with those that have a neutral or negative impression of you. Benjamin Franklin did this with total strangers. Today you may not be borrowing a book, but think of ways in which you could solicit something for a thank you. Consider simple questions regarding where is the bathroom, or could I have a bottle of water? Ask questions regarding directions or something else that would set up the other person for success. Look for ways that will give the other party a chance to be a hero. This will give you the opportunity to express thanks.
Expressions of gratitude motive helpful acts.
This can be beneficial when developing a relationship and especially in a negotiation.
Research supports this approach
Experiments with volunteers found that by simply thanking them versus not thanking them,
volunteers were twice as likely to help again having been thanked.
Think about how powerful that is. A simple thank you can have a significant impact on cooperation and collaboration.
Learn from the best coaches
Coaches know the impact of positive reinforcement and appreciation.
They understand that looking for creative ways to inspire and encourage others goes a long way towards improvement. Similarly, a thank you can go a long way towards breaking the ice in a cool negotiation. Simple acts of kindness can have a significant impact. Positive acknowledgment can make a big difference when negotiating with someone later on. This may even inspire others to look for ways to improve cooperation and collaboration.
Similarly, this may even encourage creative thinking that may foster an environment for mutual cooperation.
Listen and say thank you
Understanding individual concerns by
listening effectively, asking open ended questions, and understanding
what is important to the other party given. Above all consider his or her style. This goes a long way towards a successful negotiation. Simply starting with a thank you, this may open the door to begin to explore mutual concerns. After that understanding interests and style can lead to much better understanding with the other party.
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