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8 Words That Will Make You a Better Negotiator – Part 2

“Words have an impact! Choose impactful words carefully when negotiating, they’ll determine your degree of effectiveness.” -Greg Williams, The Master Negotiator & Body Language Expert

This article is part 2 of a two-part article. It contains an explanation of the second group of 4 words that complete the 8 words you can use to become a better negotiator. Here’s the link to part 1 of this 2 part article  http://www.themasternegotiator.com/8-words-will-make-better-negotiator-part-1-2-negotiation-tip-week/

Now imagine the new you, not limited, because you are instantly free.

There are 4 words contained in the sentence above that will make you a better negotiator. Do you know which words they are, how to use them, and why they’ll give you an advantage when negotiating? After reading this article, you’ll know why those 4 words have such power, and how to use them in your negotiations.

Communications can be challenging when negotiating. That’s one reason why you should always be mindful of the words you use, the impact they’ll have, and how such words will position you in a negotiation.

The 4 words are, now, imagine, limited, and instantly.

4. Now – The word, ‘now’, implies in the moment. You’re not in the past or future, you’re in the present moment. That’s the power of ‘now’. It makes you focus on the situation at hand while clearing the cloudiness that other aspects of the negotiation might present.

Use the word, ‘now’, to focus the other negotiator’s attention on what’s being discussed in that moment. The word can also be used to distract from items that may attempt to conflate matters that may or may not have relevance to the negotiation.

6. Imagine – ‘Imagine’ is a wonderful word to use in a negotiation. It can take the negotiation from the here-and-now to a place where happiness or dread awaits.

You can use the word, ‘imagine’ when you want to transform the other negotiator’s perspective from a more or less agreeable point to one that is more aligned with what you seek from the negotiation. Use the word, ‘imagine’, to allow him to become transfixed in an emotional state where harm does not exist or where it looms voluminously.

7. Limited – This word implies that there’s not a lot of what you’re discussing; “if you don’t grab this soon, it’ll be gone and you’ll miss out.” That’s what, ‘limited’ implies.

Good negotiators will test you when you state that something is limited. Still, if your boast is proven to be true, you’ll move the other negotiator to action by using this word as a call to action. Just be mindful of how and when you use it. If its use is proven to be untrue, you might cause irreversible harm to the negotiation.

8. Instantly – Everyone seeks gratification. For some, the need for such acquisition is greater than others. The word, ‘instantly’, implies that you can have what you seek, right now.

You can enhance a negotiation by giving the other negotiator a sample of what he seeks from the negotiation; make sure it’s something that he really wants. By doing that, you’ll be instantly giving him a taste of what he can acquire if he adopts your position. If this tactic works with him, you will have also uncovered his need for gratification, and to what degree he’s willing to control it to obtain what he wants from the negotiation.

You now have new insights into how the above words can instantly increase your negotiation abilities, and just imagine, you acquired these words for free because you read this article. Imagine what this new knowledge will do for you. Don’t let yourself be limited, use these words in your negotiations … and everything will be right with the world.


After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

To receive Greg’s free 5-minute video on reading body language or to sign up for the “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.themasternegotiator.com/greg-williams/

Remember, you’re always negotiating.

#HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology

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Five Customer Service Tactics to Increase Sales

You might be looking at that headline wondering if this article should fall into the category of sales tactics, but it is all about customer service. It is about the way you engage with customers and how you make them feel – which also happens to be an indicator of whether or not they will want to do business with you again. And, although the examples focus on retail interactions, the lessons can work for any type of business or industry.

1. Engage with your initial greeting. Offer a strong, sincere welcome to make the customer feel comfortable and appreciated. The first impression sets the tone for the rest of your interaction with the customer.

2. Ask a question that will elicit a specific answer. Simply asking “May I help you?” is not enough. Ask the customer an open-ended question such as, “What can I help you find today?” The answer to that type of question will be more likely to offer specific information about how you can best serve the customer.

3. Ask a follow-up question. Often, this second question will be “Why?” Once you know what the customer is in search of, more knowledge about why it is needed or how it will be used may reveal additional selling opportunities. (Or simply the opportunity to be helpful by sharing some knowledge or expertise.)

4. Upsell. Those “additional selling opportunities” from the follow-up question and conversation with the customer can lead to appropriate upselling. Which, by the way, is a form of good customer service. For example, at Ace Hardware, if a customer comes in to buy a can of paint, the associate would be amiss if he or she did not ask about the customer’s project and whether any additional painting supplies are needed. It’s about making customers’ lives easier by ensuring they have everything they need the first time.

5. Make sure the customer is satisfied. Don’t forget to ask if there is anything else that the customer needs. Asking, “Did you find everything you needed today?” or “Is there anything else I can help you with?” gives the customer a chance to reflect and perhaps make an additional purchase. They may even let you know if there is an item that is out of stock – which is valuable business information for you as well as an opportunity to let the customer know when it will be available.

Bonus: One final tactic – never forget to say, “Thank you!” This is one of the most important tactics. Always end with an expression of gratitude for the customer and leave a strong last impression.

Interweaving customer service into the process of selling is essential. Hire the right people and train and motivate them to engage with the customers to provide an excellent customer experience.

Shep Hyken is a customer service and experience expert, award-winning keynote speaker, and New York Times bestselling business author. For information, contact 314-692-2200 or www.hyken.com. For information on The Customer Focus™ customer service training programs, go to www.thecustomerfocus.com. Follow on Twitter: @Hyken

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Too Much of A Good Thing? New Strategies to Enjoy Real Work-Life Harmony in the C-Suite

Early morning board meetings, late evening client dinners, conference calls, international travel, a jam-packed family and personal schedule. It’s all good, but it may seem like constant non-stop busyness all the time. Are you doing more, but feeling less satisfied and more frustrated?

Fortunately, there are strategies to increase the real goodness and harmony in your life. Your ability to prioritize and optimize all the abundance you enjoy comes from making the right decisions about what is “important to do” rather than what is simply “nice to do.”

Evaluate and set your criteria. Determine the key professional and personal priorities, causes and activities that are truly aligned with your core values and highest intentions for the short and longer term. Turn inward and evaluate where you are accomplishing the most good and receiving the most personal satisfaction. Are you saying “Yes” more often and “No” less frequently because you are afraid of being left out? Learn to say “No” to the ordinary to be able to say “Yes” to the outstanding. Take a stand for what you really want!

Plan and prioritize. Look at your week and month and list your intentions and commitments. Sort the important from the merely workable. Think of your life in three pillars: career/business, health/family, faith/education/renewal and consider adopting the 8-8-8 model for your daily schedule. Designate eight hours for work and business, eight hours for yourself and your family priorities and eight hours for rest.

Make time for yourself every day. Part of your personal pillar should include some “me time” for peace, quiet, reflection and rejuvenation. Consider rising thirty minutes earlier and starting the day off with some movement, stretching, meditation, self-hypnosis or quiet contemplation. You will feel more successful and grounded versus feeling scattered and off balance.

Be consistent. Make regular deposits into your body’s energy savings and reserves account by eating whole, real food and engaging in regular physical activity and prioritizing restorative sleep. Inevitably you will need to make energy withdrawals when you are involved in challenging projects or are working long hours. With enough reserves, you have enough goodness to draw upon and your energy account will be charged and healthy!

Real work-life harmony takes courage and awareness. Model these traits for yourself, your family and your organization. Your life will be better for it!

Kathleen Caldwell, is CEO of Caldwell Consulting Group, an Advanced Clinical Hypnotherapist, a C-Suite Network Advisor, Women Who Dare Council Member and the founder of the WHEE Leadership Institute ® (Wealthy, Healthy, Energetic Edge) of Woodstock, Illinois. She works with leaders and teams to energetically and enjoyably produce record breaking results. For more information, Caldwell can be reached at www.caldwellconsulting.biz, Kathleen@caldwellconsulting.biz or by phone at 773-562-1061.

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