In negotiation, dumb is often better than smart, inarticulate frequently better than articulate, and many times weakness can actually be strength. So train yourself occasionally to say, “I don’t know,” “I don’t understand,” “You lost me some time ago,” or “Help me,” when these phrases suit your purposes.
Think of your own experiences when dealing with stupid people. What happens to all your sophisticated arguments, logic, and comprehensive data when you’re dealing with a moron who can’t even comprehend what you’re talking about? Obviously, your persuasive devices are worthless.
Have you ever tried to negotiate with someone you perceive has a learning or speaking disability? For example, imagine that I’m trying to negotiate with you and that you stammer or stutter or pretend to. I might say, “Okay, what’s your objection to making this deal?”
You reply, “Num … num … num …”
I say, “Take it easy. What are you trying to say?”
You reply, “Num … num … num …”
I say, “Does that mean number one?”
You nod yes.
“All right, what is number one?”
You reply, “The pri … pri … pri …”
I say, “Does that mean the price?”
You nod yes.
“All right, now we’re rolling. What’s number two?”
You reply, “The qua … qua … qua …”
I say, “Does that mean the quality?”
You nod yes … and so on.
What have you said? Nothing. What am I doing? I’m helping you with your argument, and I’m investing time in the situation, which really puts you in control: “in the catbird seat,” as card sharks say when playing with a stacked deck.
My wife claims that when I speak to blind people, I always raise my voice. Why? Unconsciously, I guess I’m trying to help them see!
Weakness itself can even result in negotiating leverage. Supposing a large bank calls a major client to express dismay over a delay in repayment of an outstanding loan. The debtor replies, “I’m really glad to hear from you, because our financial situation has recently deteriorated. In fact, the only chance of avoiding bankruptcy is for you to reduce the interest rate to prime, or prime plus one and a half percent, and defer payments on the principal for at least a year.” The very helplessness of the debtor’s position undercuts the power and bargaining ability of the creditor.