How NLP Can Improve Negotiation Skills?

Introduction

Negotiation is all around us.

From closing that business deal to persuading your boss that Friday afternoons should really be reserved for early finishes, negotiation is part of life.

But the thing is - It is not just about what you say, but it’s about how you say it!

Now, this is where Neuro-Linguistic Programming (NLP) comes in. Before you think that this is just another trendy term, let’s clear things up.

NLP is all about understanding how our minds work and using that knowledge to communicate better.

So, how NLP can improve negotiation skills? Well, let us say you’re in a mid-negotiation. The other person’s words say one thing, but their body- a slight shuffle, an eyebrow raise is practically saying something else. That's where you can pick that "sign".

NLP helps you pick up on those subtle signs, giving you the confidence to respond in a way that feels spot-on, natural, and even persuasive.

But wait, there is more to neuro-linguistic programming, and that is it can also keep your emotions in place by utilising its methods to make you stay calm, focused, and confident.

Chances are by the end of this blog, you might just find yourself negotiating like an expert!

So, let's get started.

What is Neuro-Linguistic Programming (NLP)?

Disclaimer - Not to be confused with Natural language processing (also NLP).

Here,

NLP = Neuro-Linguistic Programming is a pseudoscientific approach to communication, personal development and psychotherapy.

NLP asserts that there is a connection between neurological processes, language and acquired behavioural patterns and that these can be changed to achieve specific goals in life!

Neuro-Linguistic Programming studies the ways our thoughts affect our behaviour. It looks at how our brains interpret the signals they receive and how these interpretations impact our actions.

And all this is done through language – the "linguistic" part of neuro-linguistic programming.

By understanding how our brains process information, NLP techniques can help us look at our thoughts, feelings and emotions as "things" we can control rather than things that passively happen to us.

How does it work?

Practically, NLP was founded on the idea that people operate by internal “maps” of the world, which they learn through sensory experiences.

NLP tries to detect and modify unconscious biases or limitations of an individual’s map of the world.

Just to let you know here is that, NLP is not hypnotherapy. Instead, it operates through the conscious use of language to change an individual’s thoughts and behaviour.

Why NLP is Important in Negotiation?

Neuro-Linguistic Programming (NLP) is essential in negotiation as it can directly improve the level of communication.

You will find the best proven NLP techniques in an upcoming section that can better help you understand why NLP is a must and cannot be overlooked!

Ultimately, adopting NLP can change the way you used to negotiate into a constructive way of speaking, leading to mutually beneficial agreements.

Actionable NLP Techniques for Enhancing Negotiation Skills

NLP largely focuses on the relationship between language, behaviour, and thought patterns. It comes with a framework for improving communication, which is very important in negotiations.

By mastering NLP techniques for improving negotiation skills, negotiators can build rapport, reframe discussions, and anchor emotions to influence decisions positively.

Technique #1 - Building Rapport

If you have ever noticed people who enjoy each other’s company, you have felt that they tend to use the same catchphrases, their way of talking, and the selection of words more or less are the same.

They also enters with a similar body language. They are in sync and understand each other’s non-verbal communication easily- it simply states that they have a rapport. That's why it is important to establish rapport using NLP for negotiation skills in your business because this connection then leads to more open and constructive discussions.

Technique #2 - Matching and Mirroring

If you ask how NLP helps in negotiations, then here is your answer: If you want success in any negotiation, then get an understanding of another person’s world, thoughts, and feelings (this can only be possible with NLP).

Matching and mirroring techniques give us just that. It enables us to another person’s world by assuming a similar state of mind.

You just have to match or mirror another person’s body language, voice, words, gestures, etc.

Technique #3 - Anchoring

This NLP technique is well associated with an emotional response to a physical touch or gesture. When you are negotiating with NLP, you can establish positive feelings like confidence or calmness through anchoring.

When these feelings are needed, a simple gesture can trigger them, aiding in maintaining composure and clarity during such critical moments.

Technique #4 - Reframing

This NLP technique will help you learn to view and present information differently.

If you want to improve your negotiation skills with NLP, reframing will help present your demands or concessions more attractively.

It involves changing the perspective on a situation to highlight the positive aspects, making your point/proposal more appealing to the other party. You can easily learn this technique in our NLP training programme.

Technique #5 - Logical Levels of Thinking

NLP logical levels of thinking, created by Robert Dilts and Todd Epstein, is one of the finest tools for identifying an individual's thinking patterns.

This model states that six different levels of thinking influence our actions, relationships, and interactions with the world.

The six different levels of thinking are;

- Environment, behaviour, capabilities, beliefs/values, identity, and mission.

The environment includes external factors.

Behaviour includes internal thought processes and factors.

Capabilities consist of the ability of an individual.

Beliefs and values are formed over the years.

Identity is who we are.

The mission is on a spiritual level, where it is more about leaving a legacy.

Technique #6 - Meta-Modelling

This technique removes unclear language and uncovers underlying issues when using NLP in negotiation. By asking specific questions, you can clarify details hidden in broad statements.

Technique #7 - Use of Presuppositions

Negotiate using persuasive communication that can subtly influence the listener- and this technique can help you do the same!

For example, by saying, "Once we agree on this term, we’ll move onto the next phase," you pre-suppose that agreement is sure to happen, leading the conversation towards a positive outcome.

The take of NLP Coach,

Practising these NLP techniques regularly under the guidance of an NLP coach can take your negotiation capabilities to the next level; that is because the role of an NLP coach is very important, as they provide the necessary feedback and adjustments according to your style and needs.

What is the NLP Meta Model?

The NLP meta-model is a questioning line that allows the unconscious to become conscious and develop effective communication through NLP!

The information that isn’t presented in our communication can be revealed by asking the right question, and that information can be revealed through those questions.

The meta model is accessing the three main target points of language and that are;

1. Distortions -

A limit is imposed on thoughts and actions since something has been left out of the sentence; the representation differs from what is being said

2. Generalisations -

Creating categorical groups based on only a single or specific experience. Generalisations can have both positive and negative effects on an individual.

3. Deletions -

Omissions from speech that might limit not only thought but also action.

If you have noticed how a camera focuses on its subject while capturing a photograph, you might have seen that, at the same time, it also blurs out its background to do so.

Similarly, be it conscious or unconscious, the mind needs to filter out certain aspects of the available sensory information in order to process the necessary information.

FAQ's

Conclusion

Neuro-Linguistic Programming (NLP) can greatly improve your negotiation skills by enhancing your communication and connection with others.

To get started, you can enrol in our NLP training program at HiQ Business and Training Consultancy for practical techniques, where you will also work with an NLP coach for personalised support, advice and guidance.