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Language of a Negotiation
The language of a negotiation is a complicated smorgasbord of sounds, words and non-verbal signatures. Language, the proper use of it, is more than words or sounds in a negotiation. It is the meaning behind them that reveals the real meaning of the speaker. A lion or gorilla voice their intent to wreak havoc to make their prey cower or run. They know it is easier to bring down a large prey who has turned his back in fear. Were the elephant not to turn away, he would be a good contender and likely the lion would walk away rather than chance being crushed under the elephant’s hoove.
When you are negotiating, having almost any conversation with anyone else, it is not your words that are being listened to as much as how you are phrasing them and the intonation of your delivery. And we, as adept social animals, often hide our true meaning with oblique comments and inflections so as not to expose ourselves unnecessarily.
The equation is simple: Language + Delivery = Intent x Obfuscation.
Delivery of an low-ball offer or seemingly unreasonable proposal along with a humorous inflection can be shrugged off as a joke if it is received and rejected out of hand. On the other hand, if it is not rejected but countered then you have a meaningful bid-ask situation and stand the chance of securing an agreement on attractive terms. The use of diametrically opposed inflection to provide cover when the message is substantially different then the other person expects is a calculated negotiating tactic. And it works!
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