Build Early Rapport

Here’s another tip to help you probe successfully for information while negotiating: Make your counterpart feel good about you.

Feeling at ease with each other always facilitates negotiations. That’s why it’s extremely useful for you to build rapport with your counterpart during the early stages of the negotiating process. Want to know how the pros do this instantly? They find and establish common ground with their counterparts before negotiation begins. Here’s how.

To find immediate common ground with your counterpart, keep your eyes and ears open during the first few moments when you and your counterpart meet.

For example, as you step into his office for the first time, look around. Find something to talk about. Perhaps you may notice a framed photograph of him with his fishing gear standing beside the 500-pound blue marlin he’d landed. Make a positive comment and ask an open question -- something like, “Wow, that’s a huge marlin! How did you ever manage to get it to shore?” Your compliments and questions invite him to speak. They open the door to conversation and move you those critical first few steps closer to a successful business relationship.

He’ll be happy to tell you the marlin story, just like anyone else will be happy to tell you about their kids, their vacation home, their football trophy, their fancy bead necklace or their gorgeous teak desk. Whatever you choose to comment on, be sincere and show genuine interest.

The more at ease your counterparts feel with you early in the negotiation, the easier it will be for you later -- when you probe more deeply for the valuable information you need.