The sounds of silence
Nothing has never been so important
In his exceptional book Never Split the Difference, Chris Voss talks us through the different ways people interpret silence in a negotiation.
For analytical types, silence is the chance to spend time considering the offer.
For accommodators, silence is a sign that the relationship is breaking down.
And for assertive negotiators, silence is an opportunity to jump in and take control of the situation.
You can see how something as simple as a pause in the conversation can lead to such different outcomes depending on who’s in the room.
This is why it’s so important that you take the time to understand your own approach to negotiation, and why you need to work hard to pick up the clues your clients give you about the type of negotiator they are.
If you are naturally assertive and you’re negotiating with an analyst, you could put the deal at risk by jumping into a moment of silence when your client is taking the time to consider their options.
But if you can spot how your client is reacting to a silence, you can make the right next move… which increases your chances of winning the business, and at higher fees.
If you want help in understanding the different types of clients you work with, simply reply to this email and I’ll explain how I can help you and your team spot different buying and negotiating personalities.
Jon
P.S. I’m a natural accommodator on Chris Voss’s scale. I’ve used that knowledge to develop my assertive and analytical approach, and I make sure I can spot which type I’m up against in a negotiation.
Many of your clients have also worked on their negotiation skills, which means they’re in a strong position when sitting opposite you and your consultants.
This is why it is vital, as an absolute minimum, that you and your team read Chris Voss and other negotiation books to make sure you’re not left behind.
That’s the minimum. And negotiation really is a field where the more you put in, the more you get out.
If you want help in understanding the different types of clients you work with, simply reply to this email and I’ll explain how I can help you and your team spot different buying and negotiating personalities.