I take a deep interest in observing human behaviour and psychology. It opens insights into intention, meaning and purpose all of which are powerful assets that help steer the negotiation to a desired outcome.
Negotiation for me is finding the common ground in a transaction and bringing that to a mutually equitable conclusion. OK. So if the other side is really slack and won't stand for their value and what they believe I'll take everything extra I can get (within reason) for my team and my client.
Seeking a mutually equitable solution is not to be mistaken with someone who concedes everything, including the kitchen sink, for the purpose of getting a deal - quite the contrary.
If you're more of a 'win and beat the other person into the ground at any cost' type of person, then we will not flow!
I've been exposed and have become experienced in negotiation styles, techniques, strategies and tactics from former Eastern Europe, to Japan, China, the Middle East and Africa. Yes, that's a lot!
I've learned from what I've considered to be some of the best in their field before they either retired or passed from this life.
I've also trained with several of the world's best body language and non-verbal communication experts who apply their technology to the commercial realm to help people like you and I create better outcomes. See below for more about these amazing professionals.
I cut my teeth in commercial negotiations back in the early 1980's in Hungary, when it was still behind the Iron Curtain. I'd just finished my high school in Australia and left for Europe.
My father had a trade and commerce representation business and I accompanied him to learn the ropes. One of his clients was an Australian company negotiating the sale and installation of their air conditioning units into the (then) Hungarian State run Ikarus buses.
The general approach of the Hungarian team was to get our team inebriated with hourly rounds of Schnaps and toasts to just about everyone you could imagine, make completely unreasonable demands, and hold out with any concessions until an hour before our flights. That and rely heavily on the bugs (listening devices) in our rooms.