Month: May 2018

What Is The Color Of Money In Your Negotiations?

Post author By C-Suite Network
Post date May 3, 2018
No Comments on What Is The Color Of Money In Your Negotiations?

“All that glitters may not be gold, but if you know where value resides and how to extract it, you can turn any color into green (i.e. money/opportunity).” -Greg Williams, The Master Negotiator & Body Language Expert

“I’m a grown man and I don’t want my bedroom painted pink!”

Those were the words of an exasperated man exclaiming his displeasure to a movie scout, that wanted to paint the man’s bedroom a color that the man didn’t think was manly. The scout had very excitedly told the man how perfect his house was for a scene that had to be shot within a few days for a movie with a big budget. The scout had also let on that the movie company didn’t have a lot of time to investigate other properties. The more the scout talked, the more he placed his negotiation position in jeopardy.

In reality, when the man was stating his displeasure with the color of the room, he did so as a setup to extract more money from the movie scout.

What ploys do you employ to enhance your negotiation position? Do you know what the color of money is (opportunities) in your negotiations?

The following insights will allow you to quickly identify hidden opportunities in your negotiations.

1. When the other negotiator constantly talks, let him. The more he talks the better off you’ll be. He’ll divulge information and insights that you’ll be able to use in the negotiation.

2. Before your negotiation, consider what points of leverage you can obtain, simply by placing a strategic objection at the appropriate time. Opportunities occur in every negotiation, but they’ll be missed if you don’t know what to look for. Plus, if you plan for them, you’ll be more mindful of how you can promote them to

3. To be even more effective, consider the rebuttals that might be offered to your objections. Then, think of the body language you’ll exhibit to assist in your ruse. As an example, you can display disgust by curling one corner of your lip. Even if the other negotiator is not aware at a conscious level of what that means, he’ll sense it at a subconscious level. Depending on his overall demeanor and the timing of the display, he may adopt a mercurial nature that states, you can go faster, or that it’s time to slow down. Be aware of which one it is. Nevertheless, when body language and words are synchronized, your words have a more powerful impact on you.

4. Know when to forge forward with a request and know when to ease up. Such direction can be gleaned from the reaction of the person you’re negotiating with, based on the body language and words they use to respond. As an example, if you receive several concessions as the result of your ploys, you might consider giving in to a hard and strident pushback you receive. The theory is, let him win sometimes, so he’ll grant you more concessions.

5. Always be mindful of your emotions. The more you keep your emotions in check, the greater control you’ll have over them, and the other negotiator.

In the opening situation, I described how a man used the color pink to obtain more green (i.e. money). If you’re observant of situations that offer you the opportunity to enhance your negotiation position, you too can gain more from every negotiation you’re in … 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/

#moneyMatters #RecognizingValue #HandlingObjections #negotiations #Negotiator #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #CombatDisinformation #HowToHandleObjections

Tags Body Language Expert, Body Language Secrets, Body Language Secrets to Win More Negotiations, Greg Williams, How to be successful, How to control a negotiation, How to deal with difficult people, How to negotiate better, How to Win More Negotiations, How to win negotiations, Money matters, Negotiate better, Negotiation Psychology, Negotiation Strategies, recognizing value, Self-development, strategies to combat dealing with difficult people, The Master Negotiator, The Master Negotiator & Body Language Expert

Best Practices Growth Management News and Politics Personal Development

Politics, Obstruction and REAL Leadership

Post author By Chris Westfall
Post date May 2, 2018
No Comments on Politics, Obstruction and REAL Leadership

Doesn’t it seem like our political leaders specialize in obstruction, when that might just be the last thing anyone really needs?

No matter which side of the aisle you’re on, it seems that stopping things is the main focus of our representatives in Washington these days. Look, I’m not a political guy, but when it comes to leadership, shutting down the dialogue is the last thing you need. Seems to me that there’s a real misunderstanding going on.

Changing the conversation is about helping people to get to “yes”, not the opposite. Obstructing others from getting what they want might classify as political leadership – but, in business, those kinds of politics can kill your career.

Look for openings, not obstruction, if you want to create new results.

As Sam Shepard said to his friend, rockstar Patti Smith:

“When you hit a wall, kick it down.” – Sam Shepard, Author, Playwright and Actor

What would happen if you helped people to find doors, instead of blocking them with walls?

As you go through the week, take time to consider the folks that matter most to you: your stakeholders, your team and your customers.

What would change for you if you started to look at everyone around you … as your client?

What happens if the people around you became your clients as well? In my new book, Leadership Language, I talk about the value in seeing the people around you as clients – seeing that the service you provide is the key to the impact you create. It’s easy to see that your customers are those you serve – after all, that’s why they call it ‘customer service’.

I talked about how to create greater influence for your internal clients, in my latest article on Forbes – check it out right here: “How to Get Buy-In for Your Ideas”.

Common Ground, Uncommon Results

The idea of internal customers (or clients) is nothing new. But focusing on how you can help people to get where they want to go – instead of shutting them down – can be a powerful place for your attention.

If you find yourself being frustrated by other people, and other agendas, here are some useful questions that can make a difference:

What would have to change, outside of the people involved, for this situation to improve?
What assumptions are you making, about the people and processes involved, that are leading to your frustration?

When it’s time for a difficult conversation, ask yourself: what is the focus that’s going to be most useful? Is obstruction really the answer?

Then, get out of the “he said-she said” mode. Focus your team (and your client) on that thing that matters most.

Leadership Language Cover Mock-up — Coming from Wiley – Fall 2018

I’m not suggesting that you turn into Santa Claus, or start granting wishes. Sometimes what people want and what can realistically be delivered are two different things. That’s when you’ve got to ask yourself, “What’s this conversation really about?”

And, as a follow up: What does this conversation need to be about? Maybe the dialogue needs to be shut down. Incorrect initiatives must be stopped. A new beginning often starts with a fresh ending.

But understand where that decision is really coming from.

Is obstruction the kind of impact that you want to create?

Obstructing the Possibilities

Block the shot. Or take the shot. The choice is yours. (Decisions like that are why you’re in the C-Suite). But why you choose your shot is what matters.

Can you influence your team and the clients that matter most to you, by obstruction? What good comes from the absence of dialogue? What’s the real impact of shutting down the conversation?

There’s no need for a vote; new solutions don’t come from obstruction. Open up the conversation, if you want to discover new results.

Look in the direction of ‘yes’ – and guide your clients to the solution that fits, for everyone involved. Take time to look at your assumptions. In my experience, you will discover what changes when those assumptions aren’t written in stone. Because trying to block someone isn’t the best way to lead them to a new solution.

About the Author

Chris Westfall is the publisher of seven books, recognized as the US NATIONAL ELEVATOR PITCH CHAMPION. A keynote speaker to Fortune 100 companies and high-growth businesses across multiple sectors, he provides performance coaching for leaders and their teams. He’s appeared on CNN, ABC NEWS, NBC TV, and in Forbes, Entrepreneur, Fortune and many other media publications. Find out more on his website and follow him on twitter.

Tags branding, communication skills, innovation, leadership, obstruction

Growth Leadership Personal Development

What is the Most Important Quality of Great Leaders?

Post author By Jennifer Ledet
Post date May 1, 2018
No Comments on What is the Most Important Quality of Great Leaders?

“What is the most important quality of great leaders?”

The answers on social media ran the gamut from honesty and integrity to fairness and fun. I even sparked a bit of a debate, with responders vehemently defending their vote. One quality that kept popping up intrigued me, and that quality was ‘courage.’

Successful leaders, business executives, managers, and entrepreneurs felt that this is THE one most important quality of a great leader. Some felt that many of the other characteristics listed are important for anyone to have, but that to be a truly great leader, one must have courage.

At a National Speakers Association conference, I once had the privilege of hearing Nando Parrado’s story. While you might not recognize his name, you may recall his story. It’s quite the tale! Back in 1972, a charter plane carrying Nando’s Uruguayan rugby team and a few family members crashed deep in the desolate, snowy mountains of the Andes. For a whopping 72 days, the world assumed they were all dead. The survivors endured unimaginable cold (many had never seen snow before), starvation, and an avalanche. They finally resorted to cannibalism to survive.

After recovering from a severe head injury and learning that both his mother and sister had died, Nando, as well as several friends, quickly assumed a leadership role. No one assigned this role to him, or gave him a title. He simply saw a need and stepped up to the plate. Ultimately, young Nando, (he was only 22 at the time), decided he was not going to wait to be found, and, with a teammate, set off to find help. Nando told his teammate Roberto that there was no going back. While they might die making the trek, they would die if they DIDN’T try. They hiked for 10 days until they found a Chilean farmer who summoned rescuers.

This emergent leader’s story has fascinated me since I heard it as a young girl. Being able to hear him tell it in person was incredibly moving. I was especially struck by his unbelievable will to live and his courage. I know that I wasn’t the only person listening to him wondering if I would have had a fraction of his courage in a similar situation.

To be an effective leader, you must have many great qualities, but courage is right at the top of the list. Why? As some of my social media contributors pointed out, a leader must have courage to make the tough decisions. They must have the courage to get under the outer, shiny layer and get to the “tough stuff,” like people problems. A great leader will have the courage to go first, to be a model for others. Would you “go first” like Nando did?

And we can all hope that your courage will never be tested in a life-and-death situation the way that Nando’s was.

So, after reading this article, let me ask you,

What is the most important quality of a great leader?

Connect with me on LinkedIn to share your comments.

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