Secrets to Negotiating Success
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# 45 - "Match the Other Person's Behavior"
Even the most pragmatic business person makes decisions based on how much he trusts and likes the other side. Much of this is unconscious, and the reasons why we trust some people and not others might seem somewhat irrational. But the fact is, we are really reacting to the way that person behaves in relation to our own behavior. A good way to get the other side to like and trust you is to match their behavior as much as possible. If they talk slowly, you should talk slowly. If their demeanor is direct and highly energized, then yours should be too. If they like to laugh, have some jokes ready. If their language is formal and correct, yours should be, too. If they want to get right down to business, don't waste time on pleasantries. Personal style should also be mirrored, when possible. If the person you're dealing with is a Dynamic Achiever, then sell your position like a Dynamic Achiever. If he or she is a Supportive Mentor, then allow them time to consider the ideas and don't push for agreement immediately. If you can mirror the other person's behavior, energy and style, he or she will see in you qualities they like in themselves. If they think you're like them, then they are more likely to relate to you and respect you. Furthermore, if each of you can anticipate and react to the other's behavior in kind, you can achieve a more balanced negotiation. To really establish a rapport with the other side, you should match them, as much as possible, in behavior, language, and style. |
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