Learning how to gain strategic advantage during a negotiation is often decisive to the outcome. By perfecting your ability to convey confidence or dismay for example, you’ll be better place to dictate the terms.
You can create this favourable impression using three techniques.
The classic ‘Poker Face’ is effective as you’ll disguise your emotions by showing no visible concern or surprise.
You can manipulate a negotiation by feigning outrage or scorn. This is the opposite of ‘Poker Face’ and requires some believable facial contortions.
The third route to victory lies in the bluff. Use the previous technique to suggest you have an advantage over your opponent. You should maintain eye contact throughout the discourse to imply confidence and sincerity.
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