Create a Link for a Better Negotiation

Create a Link for a Better Negotiation

First rule of negotiation: be prepared to destroy the other side…and choose not to.

Dave Logan, Ph.D.

Whether it is in business, politics or even in philosophy, negotiation is the ultimate key to building relationships and succeeding in the professional life. Creating a link with others, means working towards a sense of familiarity, security and trust with the debaters to go beyond the simple interest that rules the exchange of thoughts. When two negotiators are in this position, they feel closer to each other and can therefore take advantage of the trading in which they are engaged.

In all of our interactions, there are a series of details, manifested when we are face to face with another person. For example when we change position, when we bow, or when we look straight in the eyes, these are often revealing signs interpreting our body language.

Those who create the links will grasp these signs and understand them correctly. This will enable them to learn to listen to their discussers while showing understanding and empathy. A strong ability to create links is also reflected in a facility to adopt imitative attitudes - in posture, facial expressions or in the tone of voice - which often occur independently of our will.

To create more links and to be able to negotiate the finest deals, below are some tips:

- Opt for face-to-face: this method is proved to be much more effective than phone calls and emails.

- Take your time before getting into the thick of it: several studies show that to break the ice and create a positive atmosphere of trust and respect, has a significant influence on the outcome of the negotiations.

- Open up to your partner: keep in mind that the more you are able to find common ground, shared experiences and feelings, the more you'll be able to create the link.

Experienced negotiators are always ready to create links with their surroundings, they are listening, ready to meet their interlocutors, to discuss the facts, to share their interests which reflects their personalities. 

Wissam Macaron, PhD, Professor at the faculty of Business Administration