The Elements of Negotiation

ELEMENT 24Activating Several Senses

When you transmit on several channels at the same time, you occupy a greater share of the other party's attention and reduce the risk of competing signals distorting the message. This primarily means using a combination of words and images. Humans are better at remembering visual impressions. An extensive and complex message will be more easily received if words and images are combined. By means of pictures you can draw several models that will facilitate understanding and illustrate the connection.

How often do you use images in your negotiations? If there is no blackboard, PowerPoint presentation, or flipchart, you can always use paper and pen. Virtually everything can be expressed and summarized in images: columns of figures, timetables, keywords, arguments, and so on. You can even use little stories, examples, and references to create an image that the other party can see in their mind's eye. In this manner, you activate information and experience stored deep down in the long-term memory.

Your message should be linked to well-known situations, create aha experiences, reduce uncertainty, and create trust. Remember, “The ball will roll into the right whole.”

Physical or Intellectual Demonstrations

If you demonstrate your message, you activate several of the other party's senses. A product is demonstrated by having the other party try it out. That's a physical demonstration. But how do you demonstrate an idea? In an intellectual demonstration, ...