We are often very guarded and wary of sharing information as we approach a negotiation. Why is that? Is it smart sharing information in a negotiation? Let’s explore the subject.
Obviously we may be a bit concerned about sharing information because we believe this is the smart approach. But is it?
Our counterparts in a negotiation tend to mirror whatever we do. If we are too guarded, they will be too. Should you choose to show an untrusting attitude, very likely they will mirror that.
So we could argue that not showing your cards at all may seem the smart thing to do, but it can also damage your desired outcome. Even more, this way of negotiating can inhibit trust.
Do you want to have a comfortable, trusting negotiation? Offer comfort and trust then
Do you need to reveal critical information? Is this what we mean by sharing information? Not necessarilly. Even when the information you share is unrelated to the topic in question, your sharing will increase the outcome.
So what can you share about? Being authentic is the key. Can you bring yourself to share a little bit about your goals, objectives, interests, personal concerns, hobbies, and so on? What is the advantage of that? By sharing about yourself you are setting a positive tone that will definitely help you to gaining agreement.
ACTIVITY
Share in a comment something about your hobbies, goals, personal concerns, interests, hopes, etc.