As a workplace, time, cost, quality, scope ... you can never get enough capital in the project, all of the items before stumbling discord in rows, can do, it is at work, constantly and the parties to mediate, negotiate, try to fight for their own points of interest.
As a negotiator, you will encounter when you lie face, trying to scare you force your people to reach an agreement. Aggressive fool and liar has its own turf field, you need to do is to deal with them.
Learn how to locate and interpret subtle factors of communication, including language and nonverbal. These factors disclose each other's state of mind.
Negotiators real influence on the negotiations, real language, flattery nagging and non-linguistic factors are kept awake. They know how to use these subtle factors to gain advantage for themselves, and even modify a word when you give advice (such as "not to lose" instead of "hold"), but also let the other party made a conscious decision generated subconsciously influence.
Here, tell us about the method can help you identify a liar, let's anxious to disarm, but also to attract everyone else.
7-38-55 percentage rule
Only 7% of the information is expressed through language, 38% tone expressed by, and 55% by the speaker's body language and facial expression
First, pay close attention to the tone of the speaker's intended meaning of the language and tone to check whether the match. If you do not match, it is likely the speaker is lying or he is not confident.
When a person is inconsistent tone or body language and they say, please mark with a method to identify the root causes inconsistencies.
E.g:
You: "So, we agree on it?"
The other side: "Yes ......"
You: "I hear you say 'yes', but your tone seems a bit hesitant."
The other side: "Oh, it does not matter, really."
You: "No, it is very important we do not confirm misunderstanding.."
The other side: "Thank you, thank you for your confirmation."
Can make your protocol by this method is no longer in unexpected execution, the other will thank you. You marked by the method of confirming the existence of possible inconsistencies and properly handled, it might make you feel respect for him. Ultimately, the relationship of trust between you will be more stable.
Three Principles
Three principle is very simple, let the other party in a conversation about something agreed three times, it allows you to put in any time you want to play in enhancing the power of three times. By this principle, we can identify problems in advance. Because people really hard to continuously lie or perjury.
Three Tips
When you first agree to something or the other party promises to give you the time, it was the first to say "yes." Second, you can annotate or summarize other words, then the other would answer, "You're right." The third may be a package
With "how" or "what" calibration issues, implementation of the agreement on the content, ask each other what is an essential factor of success, such as "if progress going, how do we do."
These three issues can be calibrated with the same content, with three different ways to ask questions such as "What is the biggest challenge you face is that? We need to solve is the problem? In your opinion, in order to successfully promote the greatest What difficulties are? "
Either way questioning, repeating three times the same content can be found between true and false, body language can also be found inconsistencies in 7-38-55 mentioned we talked about earlier. So, next time if you are not sure whether the other party in good faith or whether to make a commitment, you can try this method.
Pinocchio effect
"Pinocchio effect." Because when people lie, language is like Pinocchio-like nose becomes longer. With a nonsense to confuse the other side. It can be understood: people lie more worried about not being believed, so they will work harder, too much effort to make your own words plausible.
This we should see more of it. Online comparison of fire during that Guo Kirin-style confession, I love you is a typical case.
The use of pronouns
The other concerns the use of personal pronouns that can help you evaluate each other in the decision-making process as well as the status of each other's execution cases. The more they like to use the "I", it shows them the more important. Conversely, if the status of the negotiators of the more important, the less likely the use of first-person pronouns.
Well, you can try to use the above method to determine whether under your negotiating partner is really scare you.
