Now that I have given a quick explanation of the 3 forms of negotiation, it is time to use Ethos, Pathos and Logos to formulate the style of argument you will use...

What do I mean by style?

People do not like to admit it but looks matter. People are more likely to end a negotiation positively if they like the way you present yourself. But I do not mean looks...

When referencing style in negotiation, it more specifically refers to the manner in which you conduct yourself. Think of it as writing an essay. The way you speak and what you say is important when delivering an argument as people are less willing to listen if you are incoherent or lack confidence. But how should you act?

Negotiation

Each and every negotiation that you will engage in will be different. Sometimes you will walk into tense situations and professionalism and solemnity will be required from your style.

Being a good negotiator means that you are very adept at reading the mood of the room or person you are negotiating with. Use varying body language and pitch to keep the attention of the people and then present your case as clearly as possible. Articulation is important...

A trick that I find works quite often: Negotiation or arguments often tend to get very emphatic, especially when both parties are sure of their point of view... Change the pace. Instead of getting louder and more erratic in body language, calm down. Fold your hands and speak your next point softly...

Suddenly changing the pace of a discussion is a good way of drawing attention to a specific point. Use this to regain focus in the discussion. Seldom will your opponent stay erratic as he will realise that something is different. Perhaps you really do know what you are talking about?

Contest reminder!

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