Hey, DealCraftTM champions! 🌟 Can you believe it? We've reached the exhilarating finale of our series, "5 Things to Help You Stop Leaving Money on the Table." 🤝 Get ready to unveil the unspoken language that can tip the scales in your favor! 🕊️🤝
Here is the finale, Part 5: Nonverbals
People can't help themselves. A subtle nod before saying, "we can't accept that!" Their eyes widen when they hear a proposal they like, which they verbally reject. A confluence of facial gestures indicating surprise at the information you just shared, but they tell you they already knew it. The subtle art of DealCraft allows you to read these nonverbals to understand what they are thinking. 🧠💡
There are two sides to this coin. 💰 You will need to manage your own nonverbals. Take charge of what you are communicating with your body. This may take time. But it's time well spent. Imagine delivering a firm rejection of the other party's proposal that they believe! This is because your nonverbals don't betray the fact that you could accept it.
Story
Some clients become friends over time. Carlos was one such person. We had worked on deals together many times over the years and I had been a guest in his home. He was a strategic negotiator always thinking many steps ahead of his counterparties. 🕺 His Achilles heel was his nonverbals; in particular, his hand movements.
Finally, it was too much! ⚡He came to me explaining, "I had to sit on my hands during the last negotiation. 🤝 What can I do?" We spent a day "wargaming" his upcoming negotiation. Not only did we create a plan for Carlos' own DealCraftTM, but we also planned out numerous directions his counterparty might take the negotiation. More importantly, we mapped out many responses he might deliver AND the nonverbals to go with those responses.
Carlos reported that in the next negotiation, he was in complete control of his nonverbals from beginning to end.
With nonverbals in your toolkit, you're armed with the finesse to craft the deal with style. 💃💼
By way of recap, the 5 Things to Help You Stop Leaving Money on the Table are:
A.D.O.R.N.
Audibles
Defenses
Openings
Responses
Nonverbals
Thank you for joining us on this exhilarating journey to negotiation mastery. Keep rocking those deals! 🚀💰