SOHO negotiating tips

You have an important deal to clinch with a suave business executive with an impeccable background, and you are feeling a bit tense. Remember, every word uttered carries weight and the success of the deal depends on your instinct. Here are some harmless phrases which are "instinctively" loaded.

• "Sir, if it was me…" / "If I were you…"
  
  He is quite serious about the offer. Clinch the deal immediately.

• "All right?" / "You see?"
  
  If he frequently ends his sentence with an ascertainment, he is in a hurry to bag you. Stick to your position and let him go ahead with the talking till he comes your way.

• "I believe…" / "I trust…"
  
  There is always a lingering shade of doubt and he is waiting for an assuring reply from you.

• "You are telling me that…?" / "You mean to say…?"
  
  He has some disturbing answer that is bound to put you off. Quick. Proceed for an alternative.
  
  A successful negotiator is one who is discreet in her actions and is a good judge of the other person’s reactions. Though body language is a resultant action of the words expressed, a few tend to be asymmetrical to the rule. But so what, actions speak louder than words.

• If he begins to rub his eyes, there is something wrong in what you were saying. Or, by chance, he has got a more 'authenticated' information.

• Or when he is talking, if he has searching eyes and fingers cupped at his chin or over his lips, he is unsure of what he is saying.

• Remember, crossing your legs in contrast to your client’s style is considered a sign of distrust.

• Fidgeting with any object on the table is an expression of irritation.

• If he continues to stare into your eyes, he’s trying to say that he needs more proof.

• Don’t make the mistake of staring at him, he might be offended. You can look at the other regions corners of his ears, forehead, etc.

• Never look at his clothes when replying.