C-Suite Network™

Menu

Month: April 2018

Categories
Growth Health and Wellness Leadership

Are You Working on Survival Mode?

Most of the time, when I ask someone why they don’t drink enough water every day, the answer is… because I don’t have time to go to the bathroom. Wait… you are thirsty and you know you are getting dehydrated, but you still don’t drink any water?

What is the problem here?

The problem is not the water, the water is just the symptom. The problem is time. Our relationship with time is… complicated. In our busy modern lives, time is the new currency and we cut corners to save time. We multi-task and juggle as much as possible on our to-do list and we try to do it in less time, but I think you and I can agree, it is not working. We don’t get more done it just feels that way. And we are more busy than ever and when we look back on the day, we might wonder, where did the time go and how much progress did we make?

What does water have to do with it?

A lot actually. Because when we are dehydrated we don’t think as well; we lose focus and attention faster, we get more easily overwhelmed and we might even find ourselves more confused. You might also be more irritable and impatient. Yup… Next time you are in a meeting with an impatient, slightly passive aggressive person, pass them a glass of water and see if it helps.

When we are running low on water, our most basic and essential inner fuel, our bodies think we are under survival stress. Your body does not know that there is water in the faucet just around the corner from your office, your body thinks you are in the middle of nowhere and you have not yet found water, so it will try to preserve its energy and keep you from using it, by slowing things down until you find a waterhole again. Because why else would you starve yourself from what keeps you going right…?

When you are on survival-mode, your hormones run the show. Actually, your hormones always run the show, but when you are smart about your fuel, essentially you are the master of your hormones. When you are on survival mode your hormones take over, because their job is to save you from extinction. At the office that means your hormones are trying to save you from yourself. Or rather from your work which is keeping you from pausing for things like water and toilet-breaks. So in a round-about-way you are just working against yourself.

The time you spend, is time saved.

When it comes to self-care, and probably many other things in life, we save time at the end, when we spend some time up front. With self-care it works this way: the more you take care of your essential foundational needs for water, food and sleep, the more you optimize your human performance. It is really pretty simple, so simple that we don’t do it.

And yes, being dehydrated is not going to save you time, it makes you spend more time getting things done, because you are not focused. More time solving issues in meetings, because you are overwhelmed and cannot think straight. And simply being in-effective because you have to comeback to the same task over and over, because you lose your attention. Survival-mode will do that to you. And maybe all you needed was some water through out the day and a couple of 10 min. toilet-break here and there, and you could have saved yourself hours of being unproductive, unfocused, and unhinged. So instead, go drink some water and see how it makes you feel. You might just realize it is the quick-fix to unstressing, getting more work done, and the foundation for you performing at your best. As a CEO told me the other day, “I was having a hard time focusing and I felt tired before my meeting, then I drank a whole bottle of water and I felt fine again, I was ready for my meeting right away.”

Now go drink some water! And take a pause to enjoy it as well.

Categories
Best Practices Entrepreneurship Human Resources Management Marketing Negotiations Sales Skills Women In Business

You Can Have More Control Than You Realize

“To have greater control in your life, start by controlling what you control in your life.” -Greg Williams, The Master Negotiator & Body Language Expert

“I’m sorry! I’m sorry! I’m sorry! I’m sorry!”

That was what she said with passionate sincerity as soon as he answered the phone. Her cell phone battery had died, right at the time when she and her friend were supposed to be deciding where they were going to meet. Both had been driving to meet each other at an undetermined destination. She knew he’d be upset because she knew the demeanor he’d displayed in similar situations in the past.

By saying “I’m sorry” numerous times, as soon as her battery had enough power to call him, she defused a situation that could have quickly gotten out of control. That was also the way she controlled that situation.

What do you do to defuse and control situations before they get out of control? You can have greater control in any situation by first making a genuine effort to connect with someone. You can do this by displaying heartfelt empathy for the plight that the person is experiencing; this should be done in a manner that allows him to sense that your actions are sincere. To the degree that you can suspend negative prejudgments that might afflict your thoughts about the person related to past encounters (e.g. he’s going to be enraged with me, so I’d better adopt a posture that says don’t push me too far), you can stay ‘in the moment’ and foster a mindset that’s less fraught with despair. That will allow you to be perceived as being more empathetic.

My motto is, “You’re always negotiating!” That means, what you do today influences tomorrow’s outcome. Thus, a person’s actions today gives insights into how he might react to situations tomorrow. The woman mentioned in this story knew how her friend would react to not being able to reach her. Thus, she was able to control him by stating so profusely how sorry she was.

If you become more mindful of the actions you engage in with others, you too can shape their future actions/reactions. That means you’ll have greater control of your life’s activities … and everything will be right with the world.

What does this have to do with negotiations? 

When negotiating, like a game of chess, you have to be aware of how your opponent will respond to moves you make. Being aware, based on past experiences about that person’s actions, allows you to predict with more certainty how he’ll respond in different situations, which will give you greater control throughout the negotiation. That in turn, allows you to make the moves (i.e. offers/counteroffers) that will progress the negotiation in the manner that suits your negotiation plans. That also means, your negotiation efforts will net greater outcomes for you.

Remember, you’re always negotiating! 

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/

#HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #Psychology #Perception #ControlLife #Control #leadership #HowToImproveyourself #Achievement

Categories
Best Practices Growth Management Personal Development Technology

What Cybersecurity Professionals Forget to Tell You

As a cybersecurity consultant and advisor, I often forget that my clients and those of you who are out there running your businesses don’t think about cybersecurity the way I do and that’s fair I don’t think about your industry the way you probably do. We all have our “thing” that we do really well and we forget that others don’t see our “thing” the same way.

Often cybersecurity professionals use FUD….Fear, Uncertainty, and Doubt to explain why cybersecurity is important and tactics such as listing lots of statistics on all the breaches, after which they will conclude, “It’s not ifyou’re breached, but when”, and make you wonder whether you’ve done enough.

What we have forgotten to tell you is that cybersecurity is actually a strategy you can use as a competitive advantage within your industry. It is part of running a successful and influential business. By implementing cybersecurity in a strategic way, you can reduce risks that can cost you more later, become more competitive, and improve your bottom line.

Brand loyalty is not what it used to be (unless your Apple or Android where there’s a fight to watch between loyalists). Consumers want to do business with those who want what is best for them and they will leave very quickly if they feel you don’t care about them. They want you to protect them and be willing and able to protect their information. In the case of many new products consumers need you to protect their physical well-being and in some cases their lives. Whether your product can track their location, their information, their privacy, or physically harm them if not developed correctly, your customers need your help. The more you can show you are doing the right things the more loyal your customers will be.

Maybe you don’t sell to consumers and are not concerned about brand loyalty from that perspective. If instead you sell a service to other businesses or to the government, cybersecurity may be the competitive advantage you are looking for. Many industries and any government contract will require their business partners, vendors, and service providers have a cybersecurity program to protect connections and data. If a potential business customer comes to you with a contract that would be great for your bottom line and says “we can do business with you if you can provide information and attestation regarding these 200 security questions”, I guarantee it will be much more fun if you can easily say yes and get that business. I constantly recommend to my clients when they are on the search for new business partners and vendors to have a due diligence process and only contract with those who can show they have implemented compliance and/or security programs. It is much easier to put the program in place before the contract shows up.

Other benefits include teaching your employees good security practices at work, which not only protects your organization, but also helps them stay safe at home too. When you care about your employees and teach them how to protect themselves you can add a level of employee loyalty. Not to mention it’s also being a great corporate citizen for your community.

If customer loyalty, new contracts, and being a great corporate citizen doesn’t resonate with you, then maybe improved stakeholder confidence is what you’re looking for. I’m not a stock market wiz, but last time I checked stock price valuation has a lot to do with confidence and when your customers and employees are confident in your organization and product, your stock price should reflect this.

That was the short discussion I wanted to have when I realized that we have forgotten to share all the good reasons to implement cybersecurity.

If you want to continue the conversation or have specific cybersecurity questions reach out via email to sharon@c-suiteresults.com. I’m happy to discuss stagey and options for improving your cybersecurity posture.

Categories
Best Practices Body Language Culture Entrepreneurship Human Resources Management Marketing Negotiations Sales Skills Women In Business

How To Address Objections In A Negotiation

“Objections are used in an attempt to see what one can obtain. Before addressing objections know what you want and what you’re willing to forgo to acquire what you need.” -Greg Williams, The Master Negotiator & Body Language Expert

I’ve addressed hundreds of thousands of objections over the course of my negotiation career. Objections should be addressed with the mindset of information gathered about the party with whom you’re negotiating; that includes silent partners that are not at the negotiation table, foils that might be aligned with your negotiation opponent to perform nefarious functions, the demeanor of the negotiator(s), and the culture of the negotiator’s organization. Such insights, along with reading one’s body language, will lend credence to the validity and viability of the person making objections during a negotiation. That, in turn, will allow you to discern how important an objection is, versus it being a possible ploy, created to distract you from something that is more beneficial to your position.

Handling Objections:

Before addressing objections, always be aware of the attempts of others on the opposing negotiator’s team to hype them; remember, these attempts could stem from people that are not at the negotiation table. Hyping objections can be in the form of giving them the appearance of being more valuable or dire than they are, for the purpose of gaining insight into how you might react to such attempts. Keeping that in mind, follow the steps below when addressing objections in your negotiations.

1. When the first objection is posed, assess its veracity to determine if you should address it at all. If the other negotiator insists upon having it addressed, note his body language before proceeding to the next step. In particular, you should observe if he looks directly at you with a smile or scowl, if he looks through you as though he’s in a daze, or if he makes such a request in a timid manner. In all such cases, appraise the degree to which any of these gestures might be ploys.

a.) Looking directly at you is a sign that he’s focused. A smile can indicate that he wants to convey a friendly/casual perspective. A scowl may be an indication of a more serious projection and/or one to set the stage to take his request more seriously.

b.) Looking through you in a daze could imply that his mind is somewhere else and the fact that he’s testing you as a ploy.

c.) Making the request in a timid manner could belie the fact that he doesn’t possess a strong demeanor. He might also be examining you to see if you’ll attempt to take advantage of his docile demeanor.

2. Ask the other negotiator to cite all of his objections. Your goal is to get them out in the open. Do this by requesting what else he’s concerned about. If warranted, have him detail why he thinks his objections are valid. Observe hidden insights gleaned from his body language and nonverbal signals, as mentioned in step 1. By doing this, you’ll gain a sense of direction he has for the negotiation.

3. Once you’ve garnered enough insights about the purpose and value he has for citing his objections, have him prioritize them. Then, address one that’s lower on his priority list to see if that has more weight than disclosed. Couple this tactic with the outcome you seek for the negotiation. Continue this process to the successful conclusion of the negotiation.

In any negotiation, you should know what you’re dealing with before you attempt to deal with it. Such is the case when dealing with objections. Thus, by implementing the suggestions above, you’ll be better positioned to keep in check those objections intended to dissuade your attention from what’s more important. That, in turn, will allow you to be more laser focused on addressing the real objections that will impact the negotiation … and everything will be right with the world.

Remember, you’re always negotiating!

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/

#HandlingObjections #negotiations #Negotiator #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #CombatDisinformation #hardpower #HowToHandleObjections

Categories
Best Practices Growth Management Personal Development Women In Business

Our Addiction to Social Media

Apps and social media are stealing our attention. We have become obsessed with likes, retweets, and finding the perfect gif response to post.

We miss the amazing play or moment at the concert because we are updating our Instagram.

We miss the bus because we are enthralled with the latest video on one of our YouTube subscriptions.

We miss our floor on the elevator because we were reading Twitter. We miss the green light because we are checking Facebook.

The CEO of a technology and data company recently shared with me his frustration about one of his senior leaders who appeared to be addicted to Candy Crush. In every spare moment, his director was online and had to be counseled twice in one week. The leader tried to explain it was his form of relaxation but after much questioning, he reluctantly admitted that his workload had fallen behind, he had emails in his inbox that hadn’t been answered for five days, and he was two weeks behind in developing a database for a client. Remember, this is a smart, functioning adult.

Maybe you don’t play Candy Crush but you feel a need to check every notification of a new email, text, tweet, or post on Facebook or LinkedIn, or maybe you have created Pinterest boards to plan your perfectly designed office or maybe you monitor every like you get on Instagram?

Gut check time: How much of your attention is being stolen by apps and social media?

Do we really have to include in our employee policies that people can’t play Candy Crush or check social media at work? Possibly. Some of our obsession is driven by habit and some of it by boredom. And it could be that the voyeuristic interest in other people’s lives is more exciting than whatever work is in front of us.

Regardless, the addiction is real. Technology, social media companies, and app development companies are competing for our attention and intentionally feed our addictions in hopes we will spend more time on their systems, enveloped by their tools. Either way, it demands are decaying our ability to truly connect in a meaningful way with others that is mindful, intentional, and purposeful.

I doubt anyone on their deathbed will say “I wish I’d posted one more tweet or picture.” Instead, I bet they’re likely to say “I wish I’d paid more attention to the people I was with rather than those on social media.”

Categories
Best Practices Growth Leadership Personal Development

7 Ways to Overcome Adversity: Don’t Let Fear Stop You or Force Impulsive Decisions

At his 1932 inaugural address, deep in the Great Depression, FDR said, “The only thing we have to fear is fear itself.” It’s only natural to feel uncertain, anxious, and apprehensive when you think about possible negative outcomes of any business venture. It’s easy to get caught up in the latest initiative, worry about sales, or freak out about the growing pile of bills. So why should we relax in the face of these constant threats to your enterprise. The main reason is survival.

A consciousness of fear tends to create tunnel vision when our fight-or-flight response takes over. The obvious path to the best solution can disappear when we’re blinded by negative emotion. In our anxiety to solve a problem quickly and move on, we can easily make the wrong decision. Many of our worst decisions were made in a state of distress.

If you’re in business, doubts and threats to your success are everywhere. And they won’t go away. Absolute catastrophes will happen now and then. Your financial survival is on the line. In business, sudden problems are the norm. The sooner you understand this, the quicker you can develop a “bulletproof” approach necessary to contain, cope, and crush these challenges.

1. It’s difficult, especially when the solution isn’t visible. We know. But take a break, take a deep breath, or take a walk. Give yourself the time to calm down. Your brain will operate better. You’ll be more aware of choices that are easily missed when you’re uptight.

2. Believe that there is a solution, even though you can’t see it yet. Better yet, believe there are multiple solutions for you to choose from. This way, you won’t be as likely to pick the first one you see, which would solve the immediate problem, but could lead to bigger issues down the line.

3. An elegant solution solves many problems. To find the elegant solution, set all your problems out in front of you. Examine them, and see how they’re related. Is there a solution that solves more than one of your problems? With an open mind, and without preconceptions, search for the clues.

4. How do you know who your allies are? Focus on who benefits (besides you) when the problem is solved. They could be associates, buyers, suppliers, investors, employees, or even competitors! Can you solve their problem at the same time as your own? Think about how you can recruit their support in solving your problem, and how they would benefit.

5. It takes time to cool down, evaluate your options, consider the consequences, and receive good guidance. It takes time to recognize your allies and earn their support. And it takes time to think about the results and make compromises. Just be patient.

6. Ask for help from those with diverse experience, or more experience, than your own. Consult people who work in different areas of your industry. Ask for help from those at the highest and lowest levels. Consider other industries, and how they approach similar problems. Maybe their solution could be useful in solving your problem. Most people will be honored and flattered that you asked for their advice.

7. The quickest way out of a box is straight up. Evaluate your problem from all sides—over, under, left, and right. Ask yourself: “Am I even framing the problem correctly? Can I redefine the situation?” Many times, your best solution is inside your best statement of the problem.

Knowing that you have a process in place to tackle your intimidating challenges will give you the confidence you need. Fear can blind you when you need your foresight, vision, and focus the most.

When we freaked out about the latest emergency, we all had to laugh when Bonnie screamed, “For God’s sake, DON’T PANIC!”

For more, read on: http://c-suitenetworkadvisors.com/advisor/michael-houlihan-and-bonnie-harvey/

Categories
Marketing Personal Development Technology

The Most Powerful AI Needs Human Judgement

I grow weary of reading the simplistic headlines around the impact of AI. Some people say that AI will put many of us into a new leisure class that doesn’t need to work. Others argue that AI will make us all unemployed. They are both saying the same thing, actually, so it is just a personality test to divide optimists from pessimists. But there is no technology that in the past had that kind of impact, so why is this one different? It probably isn’t.

What is much more likely is that as machines do more, we humans will do something else. Something machines can’t do yet. That’s the way it has always been, so I think that is the way to bet.

What fuels my belief that this is true is that the most powerful AI we see today depends on human judgement. No, I don’t mean the highly-paid data scientists and AI engineers that are all the rage these days. Sure, they are important, but I am talking about ordinary people doing ordinary jobs using judgement that computers just don’t have. This technique is called semi-supervised machine learning or active learning.

Here is how it works. Supervised machine learning is what most AI applications use. They need human judgement, too. But they use it only at the beginning. They ask humans to tell the system the right answer to a question–for example, whether a tweet has positive or negative sentiment. You pile up enough tweets with human answers and use that to train the AI system. So, far, so good. But that is where most systems stop.

The most powerful systems keep getting better, using semi-supervised machine learning. The secret is something called the confidence score. Most AI systems can do more than just answer the question. Beyond telling you that they think this tweet is positive or that tweet is negative, they can tell you how confident they are in that opinion. So, the system might be 90% confident that this tweet is positive and just 60% confident that another tweet is negative.  This provides some interesting possibilities for semi-supervision.

You can set up your system so that your system handles automatically any tweet with over 70% confidence. If it is that sure of itself, let it provide that answer on its own. But if it is less than 70% confident, you can refer that tweet to a human being to check its answer. Is that tweet negative–the one with 60% confidence? Checking the answers the system isn’t sure of is semi-supervision, and it has two benefits. The first is that the system is more likely to get the answers right if it can ask a human to check its work.

The second benefit is that each new human answer is new training data that the system can use to improve its model. By constantly asking for help with the answers it is least sure of, the system is improving itself as rapidly as possible. You can add more training data at any time to any machine learning system, but if your new training data is merely adding more examples of what the system is already doing well, it doesn’t cause any improvement. Only by adding new training data in the areas that the system is getting wrong does improvement happen.

So, yes, machine learning is very important. But semi-supervised machine learning is what provides that most rapid way of continuously improving your machine learning application. If your team isn’t using that approach, it might be time to ask why not.

Categories
Growth Leadership Personal Development

6 Signs You May Be a Micro-Managing Leader

Dominant leaders typically want things done correctly and quickly. It’s easy to fall into the habit of “just doing it yourself.” But effective leaders know that they have a responsibility to help their team members flourish. That, I’m sorry to say, my dear fellow control freak, means that you will have to let go.

Hi, my name is Jennifer, and I am a control freak. There, I’ve said it. It’s true. I’m not proud to say it out loud, but I know I have half the battle won, just because I’ve recognized it and admitted it.

My control habits go way back. As a mom, I had difficulty leaving my children with a babysitter. My husband urged me for years to get help with the housework, (freeing me up to tackle high-return-on-my-time work projects) until I finally relented. As far as my own business, I haven’t been quite so bad, quickly realizing that having a professional tackle the back-end work on my website and social media would be a lot smarter than trying to accomplish those tasks myself.

The main reason that I had the courage to “come forward” is that in my work with leaders – “C-level” retreats, training programs, coaching, and consulting – I have talked to dozens of executives who admit to the same problem. Apparently, it’s fairly common.

Leaders, there are a number of signs you might be micro-managing.

You may be:

  1. Thinking that the world will come to an end if you aren’t handling every task, from the large to the small;
  2. Spending time on administrative tasks and admit that someone else could handle them quite proficiently;
  3. Barking at team members that it’s your way or the highway;
  4. Doing everything yourself and just realize that you are needed to tackle higher-level responsibilities that only you can do;
  5. Telling team members how to accomplish tasks and just accept that they got the expected results their own way;
  6. Having each task done to your exact specifications and welcome a job well done.

Try these action steps that you can take now to aid in your recovery:

  • Constantly look for ways to develop and cross-train team members;
  • Design a development plan for each employee, getting input on their interests, aptitudes, and strengths;
  • Prioritize your own work and focus on those high-rate-of-return responsibilities that you are uniquely qualified to do and delegate other tasks;
  • Mentor team members and empower them to handle the typical workload so that if something happens to you, or if, God forbid, you should decide to take a vacation, your business won’t come to a screeching halt.

You are right, it’s a challenging road to recovery, but I am confident that you can do it. Think of me as your sponsor and our community as your support network.

Welp, I gotta run. I need to go throw another load of clothes in the washer…ER… UH… I mean, I need to call a very important client! (Okay, maybe I’m not there yet, but I am a work in progress!)

YOUR TURN! What will you:

  • start doing,
  • stop doing, or
  • continue doing

to loosen the reigns and allow team members to flourish and get the job done without your controlling their every move? Use the comment box below to share your action plan with us!

To receive solutions to your people problems in your inbox every month, and to receive our report: “7 of Your Biggest People Problems…Solved,” click here.

You might also like:

Leadership Team Accelerated Results Program

12 Powerful Questions to Stash in Your Leadership Toolbox

Leadership Lessons to Push Past Homeostasis

Jennifer Ledet, CSP, is a leadership consultant and professional speaker (with a hint of Cajun flavor) who equips leaders from the boardroom to the mailroom to improve employee engagement, teamwork, and communication.  In her customized programs, leadership retreats, keynote presentations, and breakout sessions, she cuts through the BS and talks through the tough stuff to solve your people problems.

Photo

Categories
Best Practices Entrepreneurship Management Personal Development Women In Business

Interview with Catherine Bell Managing Partner with the Matrix Capital Fund

Meet Catherine Bell, The dynamic and inspirational Managing Partner with the Matrix Capital Fund and Vice President of Operations for Matrix Real Estate Investor Network and the Flipping Females.

Watch my interview with Catherine here.

Categories
Best Practices Entrepreneurship Human Resources Management Marketing Negotiations Sales Skills Women In Business

Are You Afraid Of Achieving More In Your Life?

“Greater achievement starts with the right mindset. To acquire the right mindset, build on your past achievements.” –Greg Williams, The Master Negotiator & Body Language Expert

Do you lack the confidence to become bigger, better? If so, do you really know what’s holding you back? The answer is, you!

Some people are so comfortable in their life, they forget to grow. They forget, the same attitude that allowed them to grow is the same attitude they can build on to continue that growth. Do you remember that attitude, what that mindset was, for you?

As long as you’re alive, you should continuously explore the outer reaches of your grasp. That’s the way that you continue to grow.

Don’t let your current lack of drive be the inertia that prevents you from moving to higher levels. You’ll only climb as high as you think you can go, and you’ll never know how high that is until you attempt to go higher.

So, when it comes to moving higher, move higher. First, start the process in your mind. Then, put your thoughts into action. You may not succeed to the degree that you thought you would, but you’ll no longer be where you were before you started your ascension. Note any progress as progress made, no matter how slight it might be. That progress will combat the inertia that previously occupied your thought process, which means you’ll be clearer in the future for higher takeoffs … and everything will be right with the world.

What does this have to do with negotiations? 

In a negotiation, if you play it ‘too safe’, you could dampen the gains that you would have otherwise realized. Plus, you’ll display to the other negotiator your pallet for risk. Displaying that will allow him to calibrate the offers he can make, based on the degree of risk adversity you display. Depending on the value of what you’re negotiating, such a move could make you negotiate against yourself (e.g. Other negotiator: This is the last one and I have someone else that’s interested in it. You: I’ll take it!)

When it comes to exploring higher possibilities, be an explorer. Even if you have to bluff yourself into believing that you can obtain more, do so with vigor. Make your belief believable to yourself and your negotiation colleague. He, in turn, may see you in a new light, one in which he grants you more respect and more concessions.

Remember, you’re always negotiating!

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/

#HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #Psychology #Perception #Fear #leadership #HowToImproveYourself #Achievement