Understanding Hypnosis in Negotiations

“The highest form of hypnosis is to inspire trust.” – Yefim Shpigel

The word “hypnosis” comes from ancient Greek and means “sleep.” For many, it conjures up images of magic or mind control. You might think, “I want to become a master hypnotist so I can make anyone do what I want!” But the truth is, hypnosis is not a superweapon for negotiations. It can be a helpful tool, but it’s not a cure-all.

When we talk about hypnosis in negotiations, we’re not talking about turning someone into a zombie who blindly follows your orders. Instead, hypnosis in this context means guiding someone into a receptive state, making them more open to your suggestions. By inducing a trance, you can plant your ideas more effectively. However, there’s never a 100% guarantee of success—results depend on both your skills and the suggestibility of your counterpart.

What Is Hypnosis?

Hypnosis is an altered state of consciousness—sometimes called a trance, meditation, confusion, or stupor. Scientists still debate the exact nature of this state, but it’s clear that the brain’s activity changes under hypnosis. The brain operates at different frequencies depending on our state:

• Delta rhythm (0.3–4 Hz): Deep, dreamless sleep.
• Theta rhythm (4–7 Hz): Deep meditation or REM sleep; the mind is highly receptive and can absorb large amounts of information.
• Alpha rhythm (8–13 Hz): Relaxed wakefulness; this state fades with increased mental activity or focus.
• Beta rhythm (14–30 Hz): Active wakefulness; occurs during emotional arousal, mental tension, or focused attention.

During relaxed wakefulness, the brain typically operates at 13–15 Hz. Lowering this to 7 Hz induces sleep, while raising it to 25 Hz can cause hyperarousal. A light trance occurs at the alpha rhythm—relaxed and passive.

The Benefits of Hypnosis in Negotiations

In a trance, only one area of the brain is highly active, limiting attention and making the person partially “asleep.” The area responsible for communication during hypnosis is called the rapport zone. Once you’ve established rapport and started negotiations, your goal is to guide your counterpart into a light trance. At the right moment, you deliver a suggestion—a concise message that helps shape the beliefs you want the client to adopt. Hypnosis can help change or adjust your counterpart’s opinion.

People in a trance are highly suggestible. By guiding a client into this state, you can implant the instructions you need.

Signs of an Altered State of Consciousness

• Eyes defocus (staring into space) or fixate on a single point. Pupils dilate and respond less to light.
• Voice changes. Speech may become slower, softer, or more monotone. Formulating answers takes more effort.
• Swallowing becomes slower and more noticeable as the trance deepens.
• Breathing evens out and pulse rate drops.
• Body relaxes and muscle tone decreases. Even an untrained observer can see the person’s body and face relax.
• Involuntary muscle twitches. These may be visible in the face or other muscles.
• Paleness or redness of the skin.
• Time distortion. Time may seem to speed up or slow down.
• Muscle stiffness. Parts of the body may freeze, and the person can hold uncomfortable positions for a long time.
• Changes in sensitivity. Sensations may intensify or diminish; the person may hear more clearly, see the world as dull, or not feel pain.

If you notice one or more of these signs, it’s time to deliver your suggestion. Prepare your suggestion in advance so you don’t miss the opportunity. A suggestion should be short, clear, and unambiguous—ideally 3–5 words, such as “sign here,” “our product is best,” “use our services,” “you can trust me,” or “buy now.” Avoid unrealistic instructions; if your suggestion contradicts the client’s reality, it won’t work.

For example:

• “Use our bank’s services, you can trust us.”
  — “Okay, I’ll open an account.”
• “Use our bank and make all your friends our clients.”
  — ???

The more realistic and understandable your suggestion, the more likely the client will follow it.

What If You’re Not Ready?

If you notice signs of trance but haven’t prepared a suggestion, say, “That’s normal.” This phrase acts as an anchor, allowing you to induce trance more easily in the future. Nod after saying it; if the client nods back, they’ve agreed with you on a subconscious level, indicating a successful suggestion.

Methods for Inducing Trance

There are over 20 ways to induce trance. Some are easy to use in negotiations; others require more skill. Test these methods and find what works best for you. All trance induction methods affect attention and can be grouped into four categories:

1. Verbal Concentration Techniques

• Using meaningful words. Mention values important to the client (e.g., money, success, quality, guarantee, career, health, family, freedom, comfort, brand, benefit). If you’re unsure which values matter, list several and watch for a reaction.
• Hook words. Words like “exclusive,” “for you only,” “discount,” “special offer,” “only one left,” “shock!” grab attention and spark curiosity. Use sparingly, as people can become desensitized.
• Technical terms. Unfamiliar words make the brain expect an explanation, creating a brief trance. Deliver your suggestion while the client is receptive.
• Prayer. Praying can induce a trance state.
• Profanity. Swearing can cause confusion and a light trance, but only if the person isn’t used to hearing it.

2. Verbal Deconcentration Techniques

• Milton Model. Use vague, universal phrases (like horoscopes) that anyone can interpret personally.
• Stories, jokes, parables, fairy tales. Engaging stories can induce a hypnotic state.
• Chanting mantras. Repetition leads to trance, as seen in meditation.
• “Three Yeses” and “5-4-3-2-1” techniques. Get three positive answers in a row, and the fourth is likely to be “yes” as well. The “5-4-3-2-1” method involves listing sensory facts and suggestions in decreasing order, overloading the client’s perception and inducing trance.
• Speech paradoxes. Combine contradictory facts or synonyms in one phrase to create confusion and induce trance.

3. Nonverbal Concentration Techniques

• Strong physical sensations. Pain, hunger, or chills can focus attention and induce trance.
• Contrasting colors. Certain color combinations (like yellow and black) strongly attract attention and can induce trance.
• Observing patterns or symbols. Focusing on symbols or patterns can lead to trance as the mind searches for meaning.
• Contrasting backgrounds. A single black dot on a white wall, or a bright accessory on plain clothing, draws focus and attention.
• Watching slightly changing objects. Flowing water or flickering flames can induce trance.
• Emotional arousal. Strong emotions (joy, panic, anger, euphoria, fear) can induce trance.

4. Nonverbal Deconcentration Techniques

• Routine actions. Repetitive tasks (like assembly line work, driving, eating, running) can induce trance.
• Stimulant use. Drugs, alcohol, or strong medications can alter consciousness and induce trance.
• Dancing. Learned dances (like tango or waltz) or ritual dances can induce trance.
• Massage. Especially four-handed massage, can relax and induce trance.
• Physical fatigue. After a long day, people are more suggestible and vulnerable—watching TV in this state can make them absorb suggestions more easily.
• Relaxation. Lowering physical and mental tension leads to trance and increased suggestibility.
• Music. Music can induce trance by aligning the listener’s state with its rhythm and mood.
• Pattern interruption. Breaking social norms (like touching someone’s elbow instead of shaking hands) can cause a brief trance, creating an opportunity for suggestion.

Strategy for Successful Negotiations

Remember, hypnosis is just one tool for success in negotiations—not a magic bullet. Use trance induction methods carefully, don’t rush, and avoid pressuring your client.

• Prepare your suggestion in advance. If you’re not ready, anchor the trance state with “that’s normal.”
• Be observant so you don’t miss signs of trance.
• Experiment with different trance induction methods and combine them for maximum effect.