It's okay to show feeling when negotiating for a deal
Summary
- When buying or negotiating for anything, feel free to use warmth and build rapport with your negotiator
- Trying to be neutral or pretending not to be interested in something that you actually rae interested in works against you.
Details
- Use body language to show your genuine interest or disinterest in something
References
Quotes
Most people make the mistake of not looking too excited when negotiating for something they want. This actually works against you! Using nonverbal warmth and competence both builds rapport with your negotiator and helps them respect you—which might get you a better deal.
Researchers even found that nonverbal ambivalence (trying to be neutral) hurts your ability to negotiate. They found that showing nonverbal signs of disappointment when you hear a bad offer can actually cause the person you’re negotiating with to make larger concessions.
This is a more authentic way to negotiate—why hide your excitement or stifle your upset? Show it all! Highlight your true feelings. When you hear something that you don’t like or don’t agree with, switch to your Danger Zone cues. This is a nonconfrontational yet clear way to show disappointment and get the other person to make concessions without having to say a word.