Castle—a sales coach, professional development coach, and best-selling author—embraces an unusual approach in his negotiations. His H.U.M.A.N. approach to negotiations emphasizes hearing, unlocking, moving, aligning, and networking. Tim will break down some of these concepts to help transform the way you think about negotiations in this episode of Negotiations Ninja!
Outline of This Episode
- [1:43] Learn more about Tim Castle
- [2:19] The H.U.M.A.N. approach to negotiation
- [4:24] How to “hear” in a negotiation
- [8:06] “Unlocking” is the step everyone misses
- [14:18] The forgotten piece: Networking in a negotiation
- [17:38] Why negotiators must embrace a “possibility” mindset
- [21:08] Using story to paint a picture is critical
The H.U.M.A.N. approach to negotiation
Tim’s first book, “The Art of Negotiation,” is all about seeing possibilities and gaining confidence. Over the years, he’s developed the missing piece: the soft skills that help you influence and persuade. It’s not just knowing what to say but how to say it.
When you’re trying to push your beliefs on someone else, you’re going to meet resistance. We can’t trick, coerce, and push our way through. You haven’t built a network if the other person hasn’t connected to you. That’s the end goal, right? To build a network of trusted peers who want to do business with you repeatedly.
The H.U.M.A.N. approach is about taking yourself to the place where you’re guiding someone through a negotiation as an expert.
How to “hear” in a negotiation
The first step in Tim Castle’s H.U.M.A.N. approach to negotiation is to “hear.” Hearing is about understanding. You know what you want when you go into a negotiation. But the other side needs to feel heard. You need to seek to understand, not respond. You need to stay present and in the moment. You need to stop thinking about what you’re going to say next. These things will detract from your ability to hear them.
When someone feels heard, you’re setting the tone for the negotiation. Secondly, they feel respected and valued. Trust begins to build. But what can you do to make them feel heard?
You have to ask the right questions to move forward. Say things like “Describe to me…” or “Explain to me…” Those questions allow you to show the other side that you’ve heard them and desire their opinion. When you focus on their needs, you start down the path of influence and persuasion. It’s how transformational communication happens.
When you “hear,” you’ll come across differently than 99% of other people. It’s the one skill that will help you move from one-dimensional to a change agent who can transform the process.
Moving toward the “unlocking” stage
You can’t move straight from “hear” to “move.” You need to connect what they want to work through you. You have to link it back to you. This means you have to move them emotionally.
If you go to a bike shop and you want a bike, the salesperson knows what you’re in the market for. But if they start pitching you and accessories—t-shirts, shorts, shoes, pumps, etc.—you feel overwhelmed because you’re thinking of price, not value.
That’s why you want to put just exactly what someone needs in front of them. It will be a slam dunk. It’s neutralizing their mind, and their walls come down. They’ll feel heard, and it’s backed up with action. You’re building a relationship.
If someone says, “I need to think about it,” you didn’t do well in the unlock piece. They haven’t connected the value of what they want directly to working with you.
If you walk into a job interview, you can’t just pitch your qualities. You have to pitch what you can do for them that’s unique and that no one else can offer to unlock the job offer. What can you do that they can’t do themselves? You’re setting the scene for the negotiation.
What else is crucial to the H.U.M.A.N. approach to negotiation? Tim covers more of his unique approach in this episode of Negotiations Ninja!
Connect with Tim Castle
- Tim’s Website
- Follow on Twitter
- Watch on YouTube
- Friend on Instagram
- The Tim Castle Show
- The Art of Negotiation
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