This lesson explores the employment of posturing as such a technique and also the implications of its use.
Before you start to barter, you'll be able to acquire extra advantages. How, you may ask? The solution is, through posturing. Posturing is the way in which you project the image you wish to be perceived and your negotiation position, prior to and during the negotiation. Posturing before and during a negotiation will determine, to a great degree, the result of the negotiation.
Generally, it's not what you raise, but how you do thus that determines the response you get. Typically, it isn't what you say however how you say it that determines how you are perceived.
Through posturing, you can project the persona of a negotiator that's troublesome, simple, or one that does not extremely care about the result of the negotiation; you will marvel why you may project identical to somebody that doesn't care concerning the result of the negotiation. You would do so as a ploy to forged doubt within the mind of your negotiation partner as to what your 'real' intent is for the end result of the negotiation. In therefore doing, you create a quiet subliminal force to be reckoned with throughout the negotiation. In essence, you keep your negotiation partner mentally off balance.
How do you employ posturing to barter?
Previous to sitting down to negotiate, posturing occurs in the method you communicate. So, the design of communications you adopt will set the tone for the negotiation that follows.
In a face-to-face negotiation, posturing happens in the manner by which you answer request for concessions, additional data, and/or insight into the goal you have for the negotiation. In essence, you'll be able to use your body language to transmit a picture you've got in your mind. In addition, you'll be able to detect the direction your negotiation partner has for the negotiation by accurately deciphering her body language.
Throughout the negotiation, if you respond in an 'off handed' way, you'll convey, through your actions, that a particular covenant of the negotiation has little or great importance to you. By doing therefore, you may provide the impression of the perceived value that point has. If you would like to send mixed signals (signals that have the potential for multiple meanings, for the purpose of disrupting the mental equilibrium of your negotiation partner) you'll verbally agree, while through your body language indicate uneasiness with the point of discussion.
When using posturing as a technique, be sure to project a regular image, that's to mention a picture that is aligned with the goals you obtain from the negotiation and therefore the approach in that you want to be perceived. If you alter your persona throughout the negotiation method during a moderate manner, so long as it's consistent with the plans you've got established for the negotiation, you should still be ready to maintain your fa?ade. Take care not to alter your persona too drastically. If you alter it too drastically, you run the danger of losing credibility on what your position could really be and to what degree you are 'faking' it.
Some people can view the strategy of posturing as an unfair follow that ought to not be invoked when negotiating. If you possess such a mindset, ask yourself what you're willing to stand for? If you have got an aversion to using posturing to enhance your position in the negotiation, you need to question what is of a lot of importance, that that you're negotiating or the facade you are trying to project. In the end, solely you'll determine what is best for you. Once you do, you will feel comfortable with that that you get ... and everything will be right with the world.
Author Resource:
Adam has been writing articles online for nearly 2 years now. Not only does this author specialize in Correct Positioning Will Result in Successful Negotiation Outcomes
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