I enjoy the occasional poker game. There’s something fascinating about the strategy, the reading of subtle cues, and the delicate balance of risk and reward. It’s a game that sharpens your ability to analyze others, manage your emotions, and think a few steps ahead — skills that undoubtedly translate to the negotiation table.
But there is real danger in taking the ‘poker face’ approach too far in negotiation.
While “information is power”, and we advocate being deliberate about what you share, holding a ‘poker face’ in negotiations often:
- Fails to signal progress, leaving the other side in the dark.
- Misses opportunities to foster constructive behavior.
- Creates an adverserial atmosphere that stifles trust.
- Overlooks chances to exchange valuable information for better outcomes
- Commonly leads to ignoring or misinterpreting important signals from the other side.
The most effective negotiators, as rated by their peers, adopt a prudently cooperative communication style. Of course, every negotiation is unique, requiring “situational strategies” tailored to the case and communication approaches carefully calibrated to the people involved
What’s your take? How do you balance holding back versus sharing information in your negotiations?