Floating Icons on Left Border

How to Implement Psychology in Successful Negotiation?

  • 30th Nov'21

Whether you are negotiating a salary increment or trying to seal a deal with a client, negotiation skills play an important role in all. But do you know that psychology can help immensely in negotiation too? In negotiations, emotions control our thinking and body behavior. It can either help you complete a negotiation successfully or be the reason for its failure. And emotions are where psychology plays a crucial role. We can define psychology as the science that can control emotions. The one who can control emotions can have the upper hand in the negotiation. However, mastering this science isn't easy for anyone. Therefore, here are some ways you can implement psychology for a successful negotiation.


Ways to Implement Psychology in Negotiation

Following are the Ways to Implement Psychology in Negotiation:


1. Control the Date and Time of Your Business Negotiation 

For business negotiations, when you make a plan for a face-to-face meeting, you must be the one to specify the date and time of the negotiation. It's genuinely one of the instances in which you may assert control over your counterpart. After all, the one who controls the negotiation effectively has the power. So, improve you negotiation skills by controlling the date and time of your business negotiation.

Also, if you can control the logistics of your business negotiation meeting, you would come up with more leverage to select the greater favorable date and time according to you. 


2. Use Time and Climate to Your Benefit 

According to several studies, climate can truly affect decision-making. Take, for instance, the effect of the climate, particularly on economic choice making. The researchers found out that risk aversion has a notable correlation with the seasons. In simple phrases, "When the weather is gray, then people tend to be risk averse. When the weather is fine, people tend to take more risks." 

Another important thing you must consider in business negotiation is the time of the day. Have you ever sat in a singlet for several hours longer than what appeared necessary? You can examine this psychological phenomenon in automobile dealerships. It's the tactic that relies on time to gain an advantage in the negotiation, and admittedly, it has worked quite well in that industry. The sooner you propose, the greater time for both you and your counterpart to negotiate. 


3. Use "Cooperation" Terminology

Always remember that words hold significant power over everything. The influence it can have on a person is second to none. Also, perception is critical for a successful negotiation. Therefore, you can stop using negotiation as terminology and rather start to call it cooperation. 

In one of the popular studies titled "The Claiming Effect: Why Players are More Generous in Social Dilemmas than inUltimatum Games," the usage of phrases inclusive of "accepting" or "rejecting" could make the gamers in a negotiation behave more aggressively. To counteract this, try to use terminology that is extra in keeping with cooperation. Use words consisting of "collaborate" or "brainstorm" or maybe "together useful." you must additionally use first man or woman plural pronouns to position emphasis on cooperation. 


4. Reveal Some Personal Statistics

In social penetration theory, self-disclosure is the conversation system where a person reveals something about themselves to any other. Human beings normally monitor a few private records about their lives, intending to get nearer and construct an extra intimate courting to another man or woman. Self-disclosure in commercial enterprise negotiation can construct rapport along with your counterpart. By giving a few tidbits about yourself, you purposefully divulge your heart's contents to your companion in detail. It, in turn, influences their interplay with you. It will help you domesticate the mindset of cooperation in the direction of a collectively beneficial purpose. It would also lead them to be less competitive when bargaining, ultimately giving the potential for a higher deal. 


5. Supply Your Counterpart a Wonderful Gift

In social psychology, there's an idea known as reciprocity norm that asserts people must go back and prefer in-kind something every other character gives for them. People may be obligated to return any present, choose, and many others in the future. It's what makes relationships chronic. There are other approaches you may take to gain the reciprocity norm. 

Even if your counterpart doesn't want any enterprise to prefer, you can without problems trigger their need to reciprocate with giving gifts. As an example, in case you understand they're having troubles in business, you can assist them closer to their aim with words like "You'll do the same for me in the future," or "It's what companions are for," calling back to our speakers on cooperation language. Easy items like pastries or treating them to espresso all through your assembly would make them much more likely to reciprocate and compromise during the negotiation. More importantly, understand that implementing psychology is one of the essential negotiation skills for a successful business career.


Shellye is committed to helping people from diverse backgrounds to achieve their aspirations in careers and life. The content published above was made in collaboration with our members.

Shellye Archambeau is determined to help you with all possible strategies to climb the ladder of success. She values your feedback. Do mention them in the comment section below.

Post Your Comment