Introduction

Being heard, visible, and appreciated in negotiations can be challenging. In negotiations, delivery is crucial and even the most important element in the whole process. Brilliant strategies fail when delivered poorly. Mediocre positions succeed when delivered with authority and conviction. Here, the voice of the negotiator is the message. Vocal qualities convey 38% of the message, while only 7% come from the actual words said. This article sheds light on procedures to be followed for winning the deal.  

The First 90 Seconds: Opening Statements 

To win the deal, negotiators should get the opposing party hooked from the very beginning, namely the first 90 seconds. This can happen by following this sequence, starting with common ground, stating the position clearly, and supporting it with three points. This formula guarantees success since it gets the sympathy of the opposing party when showing the common goals both parties seek. However, the line is drawn clearly when stating the position firmly. The request is unmistakable from the very first breath.  Meanwhile, objections are killed in the bud when supporting this statement with three reasons. The human mind processes information most effectively in groups of three.   

Five Vocal Channels to Win Deals 

These are tone, pitch, pace, volume, and rhythm. Since voice has the upper hand in this situation, it is predictable to have all five channels focusing on it. These channels are utilized in accordance with the situation. For example, the warm and steady tone triggers trust, while the harsh one triggers defensiveness. The lower pitch, however, is perceived as more competent and authoritative. Here, faster speech with fewer pauses equals higher gains. To convince the other party, the volume should be modulated. Whispers and shouts both backfire. Regarding the rhythm, it should be consistent to signal confidence and control.   

The “Playful” VS. “Analyst” Voice

The voice alone can be such an art. A great voice signals that everything will be all right. A robotic voice signals disaster before the first offer is made. Here, two versions of the voice serve different purposes. The playful version is warm, curious, and collaborative. It builds rapport and signals openness to creative solutions. It disarms tension and invites the other side in. The analyst version, however, is measured, thoughtful, and deliberate. It conveys seriousness and competence. It commands respect when the stakes are high. The negotiator should be aware of which version to use and when to use it.   

Conclusion

Sealing deals can be challenging yet attainable when following the appropriate procedures. Opening statements are the key to successful deals within the first 90 seconds. However, this should be backed by vocal tools such as tone, volume, pace, pitch, and rhythm to get the maximum effect. Meanwhile, negotiators should decide on which version of the voice to utilize based on the situation, i.e., the playful voice or the analyst voice.