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Most of my life has consisted of me studying negotiating or actually negotiating. While most of us don’t notice, we negotiate all the time. With that said, after spending 99% of my life negotiating, I have noticed there are 2 factors in every negotiation.
Verbal needs and non verbal needs of both of the sides. In most cases, both of the parties have ulterior or non-verbal desires, needs, or motives. If you do your research right, you may be able to get the upper hand in the negotiation by knowing the non-verbal needs of the other side.
Phil was a friend of mine that knew how to learn and leverage the non-verbal needs of the other side. Phil was the owner of a closet company that aspired to combine closets with technology. So called “smart-closets” were becoming a trend within the youth.
In order to produce smart closets, Phil’s company would need to develop software from scratch. Instead of spending time and money on developing software from scratch, Phil decided it would be a good idea to acquire/ merge with startups trying to manufacture smart closets. After doing some research, Phil was able to find a startup to acquire.
Unfortunately, after several meetings, the startup refused to accept Phil’s offer. Instead of canceling the deal, Phil did some research on the startup. He found the startup to be quite desperate, turns out, the startup had trouble manufacturing their smart-closets. They had received a ton of backlash for errors and delays in production.
Phil decided to offer a merge between the two companies. He knew the startup desperately needed the production capacity of Phil’s company. Fortunately, Phil was right. Later that year Phil’s company started producing the best smart-closets in the industry.
They were able to become leaders of the new trend. Phil’s smart-closet endeavor is a case we can all learn from. Remember, most people have non-verbal needs and wishes you can use to get what you want.
Noah’s handbook is a negotiating guide Noah made for his grandchildren. In this part of Noah’s handbook, we learn the most basic principle of persuasion.
We wish our readers don’t just simply read this story but also try to learn from Noah.
Book: You can negotiate anything by Herb Cohen (Purchase on Amazon)
- Leverage the non-verbal needs and wishes of the other side to get what you want.
This means that if you’re able to identify the non verbal needs of the other party you will be able to leverage that to get the deal you want. Let’s say you want to buy a refrigerator for a specific price.
If you go to a regular store and say “I will buy this 150$ refrigerator right now for 100$ in cash” The store may not accept it. However, if you maybe try this at a store with a cash flow problem they may actually accept it. Who knows they might not even declare it on their taxes.
Notice: All of the entities and locations mentioned in this entry are fictional.