Influencing Skills in Negotiation

One of the most valuable skills I’ve learned over the years isn’t how to “win” a negotiation, it’s how to create more value from it. Because in high-stakes negotiations, the real risk isn’t losing the deal. It’s settling for the wrong one or leaving value on the table because you didn’t ask for enough. Dr. Victoria Husted Medvec at Kellogg offers a framework I’ve found incredibly useful. Her approach to negotiation goes beyond tactics — it’s about shaping outcomes that create value on both sides. A few of her core principles that have stuck with me: - Know your true objectives. Not just price — but business value, differentiation, and long-term relationship impact. - Don’t get stuck on a single issue. Bring multiple variables to the table so you can trade, not just concede. - Set the tone and direction of the negotiation. Understanding the other side’s BATNA (Best Alternative to a Negotiated Agreement, a backup plan) gives you leverage and clarity. - Offer multiple equivalent proposals. Presenting three strong options reveals their priorities while keeping you in control. - Lead the conversation in their language. Frame your proposal as a solution to their problems — not just your ask. Negotiation is rarely just about facts and numbers. It’s about psychology, timing, and trust. In my experience, the best negotiators aren’t the ones who “win” at the other’s expense. They’re the ones who walk away having built a relationship — and expanded the pie. What’s the most effective negotiation strategy you’ve ever used or seen in action?

I’ve helped several entrepreneurs navigate 8-figure negotiations. This is my negotiation masterclass: — 1. Be “un-ok” with the deal When you need the deal, you say yes to everything. When you know that what you have is worth a lot, you question the deal. - Ask all the questions - Don’t rush to get the deal done - Make “no” your default answer You should be “un-ok” with the deal going through. — 2. Trigger decisions not emotions You can only make a clear decision when you have all the information. - Guide towards a decision - Never manipulate emotions - Handle objections with FACTS You’re not there to get to ‘yes’. → You’re there to get to a decision. — 3. “No” is not personal They’re saying no to a deal, not to you. - Remember the value you're offering - Be ok to walk away if it isn’t right - There are always more buyers It’s not a personal rejection, it’s a decision. Keep moving. — 4. Equal exchange of value An unclear mind loses touch of the value you’re offering. Try a mental clarity reset with positive self-talk to make your mind clear and confident. (Wood, Perunovic, & Lee, 2009). — 5. Control behaviors, don’t focus on the goal You can’t control outcomes. → you can only control your inputs. Get obsessed with: - What you say - How do you speak - How you create an irresistible offer — 6. Ask open-ended questions These are the best tools to extract information from the other side. More info = more leverage. Aim your questions at the most silent one in the room (they’re usually the decision-makers). Then shut up and listen. We have two ears and one mouth for a reason. — 7. Never assume When you assume, the information you *think* you know blinds you from knowing the real situation. - Always do your research on the other party - Go into the meeting to gain clarity; not to confirm your bias. The better you know the field, the better you can play it. — 8. Speak to the pain Every decision comes from a position of pain. Even an acquisition. - Don’t beat around the bush - get to the pain - Find the EXACT words they use - Use those words when you talk about your painkiller The more you can get them to talk about their pain in their own words, the more they will feel like your solution is their own idea. — 9. Know your endurance I used to think negotiation also meant social events and getting drinks to bond. Lesson learned: Alcohol only drains your energy. Be disciplined and say no to free booze. Being the sharpest at the negotiation table is your competitive advantage. — 10. Get physical Negotiation isn’t all in your mind. - Slow down - low + slow voices show openness and confidence - Dress for success - ‘Enclothed cognition’ means that what you wear determines how you think - Sit up - Just like good clothes, good posture gives you confidence to feel in control — Enjoyed this? Repost ♻️ to share to your network and follow Ignacio Carcavallo for more content like this!

After negotiating billions in contracts, I’ve discovered a game-changing secret to success: the right body language often speaks louder than any proposal or argument. Ready to take your influence to the next level? Mastering body language could be your game-changer. We’ve all seen plenty of advice on using verbal communication to influence others, but how often do we focus on the power of body language? Nonverbal communication plays a critical role in influencing effectively—it conveys confidence, builds trust, and strengthens your message. How the industry leaders execute it: 1. Establish Open and Confident Posture Stand or sit up straight with shoulders relaxed and chest slightly forward. Avoid crossing your arms or legs, which can appear defensive or closed-off. 2. Make Intentional Eye Contact Maintain steady eye contact to show interest and confidence. Avoid staring; instead, balance eye contact with natural breaks to avoid discomfort. 3. Use Gestures to Reinforce Your Words Use purposeful hand movements to emphasize key points (e.g., open palms to convey honesty). Avoid fidgeting, pointing, or overusing gestures, which can distract from your message. 4. Mirror Your Audience’s Body Language Subtly align your posture and gestures with the other person’s to create rapport. Avoid mimicking; instead, aim for natural alignment that signals connection and empathy. 5. Exude Calm and Confidence Slow your movements and avoid rapid or erratic gestures to project calm authority. Take controlled breaths to maintain composure, especially in high-stakes situations. 6. Align Facial Expressions with Your Message Smile genuinely to build warmth and trust, but ensure it aligns with the context. Use expressive eyebrows or subtle nods to show engagement and understanding. 7. Control Your Space Stand or sit firmly within your space to project presence and authority. Respect personal boundaries while subtly leaning in during conversations to show interest. 8. Pay Attention to Your Hands Keep hands visible; hiding them in pockets or behind your back can create mistrust. Use gestures like steepling (fingertips together) to convey confidence and thoughtfulness. 9. Watch Your Feet Placement Stand with feet shoulder-width apart for a grounded and confident stance. Avoid shifting weight excessively or pointing your feet toward the exit, which signals disengagement. 10. Adapt to Cultural Contexts Be mindful of cultural differences in body language and adjust accordingly. What may convey confidence in one culture might be perceived differently in another. Be mindful of your nonverbal cues and how they might be perceived. Record yourself or seek feedback to refine your body language for influential communication. Mastering these aspects of body language can enhance your ability to lead, persuade, and build meaningful connections. Nonverbal cues often speak louder than words—use them intentionally to leave a lasting impact!

Cultural awareness isn’t a ‘soft skill’—it’s the difference between a win and a loss in negotiations. I’ve seen top leaders close multimillion-dollar deals and lose them, all because they misunderstood cultural dynamics. I learned this lesson early in my career. Early in my negotiations, I assumed the rules of business were universal. But that assumption cost me time, deals, and valuable relationships. Here’s the thing: Culture impacts everything in a negotiation: - decision-making, - trust-building, and - even timing. Let me give you a few examples from my own experience: 1. Know the "silent signals": In one negotiation with a Japanese client, I learned that silence doesn’t mean disagreement. In fact, it’s a sign of deep thought. It was easy to misread, but recognizing this cultural trait helped me avoid rushing and respect their decision-making pace. 2. Understand authority dynamics: Working with a Middle Eastern team, I found that decisions often come from the top, but they require the approval of key family members or advisors. I adjusted my strategy, engaging with the right people at the right time, which changed the outcome of the deal. 3. Punctuality & respect: I once showed up five minutes early for a meeting with a South American partner. I quickly learned that arriving early was considered aggressive. In that culture, relationships are built on patience. I recalibrated, arriving at the exact time, and it made all the difference. These are the kinds of cultural insights you can only gain through experience. And they can’t be ignored if you want to negotiate at the highest level. When you understand the subtle, but significant, differences in how people from different cultures approach business, you’re no longer reacting to situations. You’re strategizing based on deep cultural awareness. This is what I teach my clients: How to integrate cultural awareness directly into their negotiation tactics to turn every encounter into a successful one. Want to elevate your negotiation strategy? Let’s talk and stop your next deal from falling apart. --------------------------------------- Hi, I’m Scott Harrison and I help executive and leaders master negotiation & communication in high-pressure, high-stakes situations.  - ICF Coach and EQ-i Practitioner - 24 yrs | 19 countries | 150+ clients   - Negotiation | Conflict resolution | Closing deals 📩 DM me or book a discovery call (link in the Featured section)