The Negotiation Guru

Some negotiators are prone to using jargons while negotiating. Lawyers are very guilty of this. They use such language to assume the position of being more superior. Do not feel intimidated by their language. Instead, neutralize it. Play it to your advantage.

Have you ever chatted with a scientist about the subject he’s a guru in? I have.

Dr. Lawrence is a renowned neuroscientist. His research is at the forefront of neuroscience. I had an opportunity to have a chat with him.

I asked him about the research that he was doing. That was probably the last thing I should have done if I wanted to build rapport with him. I was lost after the first 5 words he spoke about his research. He was giving me so much technical jargons that I didn’t understand. It was not rocket-science but neuroscience was not any simpler. I felt pressurized and I definitely felt like an idiot.

This is very common even in negotiations. To appear more superior to you, the other party might start to throw in jargons that you might be unfamiliar with. Lawyers might spell out some laws which you do not understand. This can be intimidating. People are afraid to appear ignorant. And because they are afraid to look stupid, they do not seek clarification.

If you do not understand, ask!

Alternatively, you can say “I am not sure of what you have just said. Can you explain it to me in simpler terms?”

Do not be afraid to ask for clarifications. If you feel that the other party is just using the language tactic to gain leverage, call out the tactic.

“If we want to have a good deal, I believe it is important for both sides to understand each other properly. I will appreciate if you can explain whatever you have just said to me in a way that I can understand.”

Remember: Do not be intimidated by the language tactic. Reverse it.

—————–
Jens Thang
Negotiation Skills for Everyone

Email: jens@thenegotiationguru.com