When faced with difficult situations during a negotiation program, many people make mistakes of thinking that being nice will help them to get what they need. In such circumstances, you may also think that switching into an energized tone and affording a smile will make you more agreeable.
However, in some other circumstances, the exaggerated show of niceness may be a social courtesy. However, if it is demonstrated for a long time, then being nice may turn out to be the biggest weakness. The nicer you get, then the more insincere you may seem. However, being nice may inhibit trust and lead to more excellent deals. Problems with Being Too Nice Some challenges may arise by being too nice in different negotiations.
It Can Seem Inauthentic
Average persons are usually accustomed to being nice. This is a strategy that is used in sales while expressing a smile or a friendly salutation as a trap. When a person is nice to you without any motive, you will assume there is something they want from you, and you will fall for the emotional guard.
It Puts Your Ego First
Niceness may encourage you to make an assumption about a friend. Most people tend to rely on their experiences and preference to know what is nice. For instance, if you like appreciating directness, then your counterpart may direct you in an effort of being nice. However, there are important issues with such approaches. This may steamroll the preferences of the colleague and treats them the way they may wish to be treated. In this way, you will not succeed in earning their trust.
It’s Not A Precursor To Likeability
In any negotiation, being nice may have serious payoffs. Sometimes it makes people feel comfortable in your presence and will be able to deal with you in any way. On the contrary, being nice does not automatically make you more likable than others. Many people will overlook the fact that there is a fine line between the likeability and niceness in you. Sometimes, it possible to like somebody even if you do not have anything in common regarding their niceness.
The truth is that respect and niceness are challenging to balance. However, that does not mean you have to be rude and hostile. But it means there are other effective ways of reaching your goals. Instead of trying to be a nice, focus on your tactical empathy. Unlike niceness, the way you demonstrate understanding should depend on the type of negotiator you are in your face.
Finally, being nice takes the side of avoiding negatives inclusive of the potential negatives that may arise during the implementation process, therefore failure to address these issues. You are creating a deal destined for failure. Moreover, bending backward and sidestepping the negatives breeds feelings of district, resentment, and inequity. All these emotions deteriorate relationships.
The best way to carry out your business without being nice is by using non-oriented questions and avoiding using labels that may lead to negative negotiation. A negotiation technique empowers your counterparts and encourages them to be strong; however, you do not need to be nice in every situation.
Girish Rohra Chawla
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