READING TIME: 50 SECONDS.
Never underestimate the value of personal information and common ground when negotiating online, on the phone or face-to-face.
In a series of studies carried out between several groups of MBA students from well-known business schools, half were told “time is money, get straight down to business.” These groups came to agreements 55% of the time.
The other groups were told to first exchange some personal information and look for common ground and then get down to business. In these groups 90% came to successful agreements.
This is human nature folks. When I begin a conference call from my farm and I’m asked how I am, I might say something like, “Actually I’m on my farm right now and I can see the horses wandering up from the valley,” as long as it’s true. I can hear the people sigh on the other end as we relax and come closer. We’ve made a fast, memorable human connection in 5 seconds.
Now we can get down to business.
Great boost Nick. I had not heard this study before. Thanks!
So true Nick! Nice reminder. Sometimes we jump to the business before making that important human connection.
When Nick tells callers about his horses, many will immediately create a beautiful, positive, image of their own. What a powerful way to quickly and effectively get the caller into a happy place. Nick shares some personal information and takes the person to a happy place of their own. What a nice place to start the negotiation.