As I was looking for something I can write on my blog, I got interested in good negotiators in the past, and I found this article.
The title is "Four Negotiating Skills We Can Learn from 'Lincoln'".
Lincoln as a negotiator
There are four skills introduced in this article, but the most interesting was the 4th one.
It is about making the person you are negotiating comfortable and relaxed. It says that making too big gestures, which we may know as power pose, makes you seem aggressive and makes the opponent negotiator feel uneasy.
We learned that making power pose and good gestures makes a good presentation, but the reason this works is maybe that presentation are often made one-on-many, but negotiation is made one-on-one.
Unlike presentations, negotiation is where people communicate with each other. Of course presentations are communication, but negotiation often includes much more intense exchange of words with smaller distance. Gestures and postures for presentations would make the other side overwhelmed and harmed.
To make the both sides satisfied more easily, making a comfortable mood and conducting the discussion smoothly with right gestures and physical communication would be very useful.
Hi Kengo,
返信削除Thanks for three fine posts. I appreciate you sharing your personal vision statement, commenting on our text, and this one, which makes the great point about how presentation gestures are not good for negotiating because they overpower the other person rather than show understanding and equality.