We all possess ulterior motives and personal goals that exist just out of sight. This can quickly derail and stall the negotiation if not detected and dealt with early. If everyone has an agenda, how do you identify these hidden motivations? Read on to discover the 5 steps for uncovering hidden agendas in negotiations and help position yourself to achieve your goals in a mutually successful way.
What is a hidden agenda?
A hidden agenda is not bad – great leaders have a sense of mission that informs their life decisions. We all have this type of internal motivation. Sometimes, this might be an intense competitive streak, or perhaps the organization you are negotiating with is rife with politics. Having an understanding of precisely what you are dealing with is essential to being successful in negotiations.Â
How to uncover hidden agendas during a negotiation
Here are some tips to help identify hidden agendas in negotiations:
1. Ask questions
Asking questions and listening is one of the best methods for gauging the other parties’ needs and wants. Try to keep the questions open-ended; otherwise, you risk indirectly telling the other person the answer you’d like to hear. The fact is, good negotiators say very little to avoid exposing their real agenda. However, be aware that negotiators may conceal their actual level of interest in certain subjects, which leads nicely to our next point – non-verbal communication.
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- The Ultimate 5-Step Negotiation Process
2. Non-verbal communication
Much of our communication is non-verbal, making observing body language a key component of effective negotiation. In some ways, negotiation is a quest for the truth. That’s why properly engaging with the people you are negotiating with and doing what you have to do to have a productive dialogue is essential for success. However, be aware that everyone produces unintentional facial expressions – wrinkling their forehead and frowning are always the worst offenders in negotiations. Moreover, when they do this, they communicate an emotional state that signals the need for survival. So, to ensure you easily uncover those hidden agendas, always remember to keep your chin high and your eyes level to convey positivity and eagerness. Lastly, nod and smile in agreement wherever possible.
3. Question their answers
To clarify points and provide much-needed context to what they’re saying.
4. Be a journalist
A good reporter asks follow-up questions to gain details. You also can double-check information and see if there are contradictions in their answers.
5. Internalise the responses.
You have to gain an understanding of the other person’s perspective. Understanding their answer is essential to empathize with their point of view – even if you disagree with them.
Close More Deals; Master the Negotiation Process
Profit, relationships, and deals are won or lost during negotiation. When successful negotiators arrive armed with the tools and skills needed to negotiate effectively, desired outcomes are optimized, and loss of profit is avoided. However, profits and closed deals aren’t the only desired outcomes when it comes to negotiations. That’s where our Negotiation Skills Training comes in.Â
Preserving the relationship is crucial to ensure that long-term business opportunities and negative feelings aren’t harbored.
Sales professionals, procurement departments, and business leaders must learn how to navigate effective negotiations that positively impact both parties and inspire future business.