In this episode, I talk about a negotiation tool that you should use right at the beginning of your deal making - that’s right – I’m talking about rapport. But what you may not know is that this innocent sounding “soft skill” - as it’s described – is actually one of the most tactical, stealth-like tools you can employ among all other intelligence-gathering aids used when your negotiation hits a stalemate or worse.
Why is rapport so important in negotiation? Because as experts in the psychology of conflict will tell us, a person’s world-view is the centrepoint of their belief system.
And one of the most effective ways to find accord or common ground with that worldview, is to show the other party that they’re being listened to and that they are heard and understood. Sounds simple right? Something that a little small-talk will address, right? Actually, that’s probably the most misunderstood part of building rapport, and the most common mistake I see amongst inexperienced negotiators trying to lay out their foundations. And unfortunately, many, many business people are taught – incorrectly - to rely on small talk as a tool for entering sales dialogue with a stranger.
So say it with me – rapport building is not small talk. Want to know more? Let's jump in!
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Reference material from this episode:
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