Harness Energy Exchange in Negotiations

“There are only two ways to influence human behavior: You can manipulate it or you can inspire it.” I find this quote from Simon Sinek to be especially powerful in the context of preparing for negotiations.

I would confidently say that every negotiation you have anticipated, prepared for or participated in has been affected by and framed around the concept of exchanging energy or being aware of your attitude or the other party’s attitude. This is why women can be such great negotiators — we are hyper aware of others’ energy, tend to be innately nurturing, and we like to seek common ground (yes, big generalizations here).

By becoming aware of your own intuitive skills and using them to your advantage in negotiations, you can enhance your self-esteem, develop a strong sense of self-worth, and assertively advocate for yours and other women’s goals and aspirations. This confidence translates into making bold decisions, taking calculated risks, and seizing opportunities, contributing to your overall success as business owners.

It’s no surprise, then, that your confident attitude and energy going into, during, and even after a negotiation will have a big impact on the outcome of the negotiation. So here are some pointers:

Pre-negotiation:

Be open-minded. Answer the question, “Why you and your company?” Answer the question, “What’s in it for me?” from the perspective of the other party. Prepare your Plan B and consider what extra/value-add you can offer to sweeten the deal.

During the negotiation:

Be empathetic. Be flexible and tolerant. Listen, watch, and adjust your words and body language in ways that work for you AND the other party. Encourage participation and questions. The key is to present yourself and your company as a solutions provider. It’s OK to ask for more time. It’s OK to say, “I’m not able to do that, but I can do this.”

Post-negotiation:

If the negotiation did not go as planned, consider the lessons learned. And yes, there are always lessons learned! If the negotiation was a success, be intentional and deliberate about executing the terms in a way that will ensure continued relationship-building.

In my many years of coaching and training, I have noticed and appreciated the fact that a positive attitude, confidence, and a creative mindset will go a long way toward helping you in general, and those qualities are a winning combination when it comes to successful negotiations. That is why I’m so passionate about teaching women negotiation skills through this weekly newsletter because these skills not only help women overcome gender biases and stereotypes that are often prevalent in business settings but by mastering negotiation techniques, women can challenge preconceived notions and biases, assert their worth, and command respect, ultimately leveling the playing field and increasing their chances of thriving as business owners.

To circle back to the quote above, what can you offer that would be considered inspiring or inspirational? What experience and resources can you bring to a negotiation that will lead to and leave positive impacts?

Read my full CREATIVE negotiation series here and learn how to excel in any negotiation.