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Day: February 7, 2020

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Entrepreneurship Human Resources Management Marketing Negotiations Sales Skills Women In Business

“Negotiator – This Is How To Communicate Better Quickly” – Negotiation Insight

“To communicate better, use impactful words. People will act quicker and follow you faster.” -Greg Williams, The Master Negotiator & Body Language Expert

 

“Negotiator – This Is How To Communicate Better Quickly”

 

“Come go now, and here later,” does not succinctly convey the message, “go now, and come here later.” Even though they are the same words, the intent delivered in the first message can be confusing, which can lead to misunderstandings. Thus, to improve any situation you’re in, you must communicate effectively. But what does that mean exactly?

Sometimes, people speak at, or past one another, and wonder why the intent of their message is not received. It’s usually due to a lack of clarity that contributes to that challenge. But, going forward, you can prevent that from occurring to you, and here’s how.

 

Speak the language opponents understand

Most groups have a particular jargon that’s generic to the group. It’s a way members of the group connect, distinguish themselves from other groups, and communicate with one another. And, if you don’t use their lingo, you immediately identify yourself as an outsider. And being recognized as an outsider can instantly put you at a disadvantage sometimes. At other times, it can prove to be the deciding factor for others to assemble for or forgo their support for you. Thus, to enhance situations, when it’s advantageous, sound like those you wish to follow your lead. But also be aware of when to use loftier or modest language to improve your persona. You don’t want to appear too pompous or humble. You have to exact a fine balance between those two perspectives. Therefore, you should base your word choices and how you wish others to perceive them on the actions you want them to adopt, the beliefs of the group, and how difficult it might be to have them alter their perspective.

 

Keep communications simple

Simple is as simple does. And the simplicity of something is determined by those making the assessment. Do you understand what that means? Depending on the educational level, background, or familiarity with phrases of those with whom you attempt to influence, it may behoove you to keep your communications simple. By doing that, you lower the conception level of the information, and the ease in understanding it, which makes your content easier to grasp.

But, you also have to be mindful of giving the perception that you’re dumbing-down your message. Some will perceive that as a slight or outright insult. As with most things in life, perceived balance is most often the victor. Thus, determine when simplicity or duplicity will serve your purpose best.

 

Use the opponent’s language to galvanize your supporters

You can also use the words of your opponent to influence and galvanize additional supporters to embrace your opinions and perspective. In such cases, you’d highlight his points in which others disagreed. Your efforts would become geared at positioning him in a less-than-flattering light. If your attempts to do so are successful, you’d also place him on the defensive because he’d have to defend your accusations, lest he runs the risk of being viewed even more unfavorable. While he’s doing that, he’d be less likely to attack you or your position.

To the degree your opponent’s followers see him as not being the person that leads them, you can also use his words to fracture his supporters. To enhance the process, first, note the strength of his base. Ask yourself, to what degree others are committed to following him. While some staunch supporters would go through fire for their leader, that would be the stopping point for others.

When you make that determination, assess what would need to occur to peel-off the less enthused. Then, ferment an occasion that would incite that situation. You can even dig into the archives of your opponent’s past sentiments to manufacture a condition. The point is, you can wreak havoc that leads to chaos for him. And while he’s addressing that, you can promote your perspective with less interference from him.

 

Use news and social media for credibility

There is a multitude of tools that you can use to shape the perspective of others and alter their thought process. You can use such tools to heighten the perception of your credibility while having your opponent’s credibility lowered. You can use them to better position your suggestions while having dispersions cast about his. They can also be used to create the perspective of fairness or heavy-handedness.

For that purpose, social media is an excellent tool that brings opposing positions together or disperses them. And thus, it does the same for the opinions of people. Social media can also serve as a viable tool to disseminate disinformation. So, be careful about how you use this tool. It runs a two-way thoroughfare that can end up on another unintended path. Thus, you must be very mindful of controlling your message when using it. To do that, prepare to offset a potential backlash you may encounter should others attempt to use your words against you.

 

Reflection

When seeking to improve communications, you should attempt to control the narrative. And the best way to do that is to control the message by controlling the words you use. By instituting the information outlined, you’ll enhance your efforts and increase the odds of making situations better. And everything will be right with the world.

 

Remember, you’re always negotiating!

 

 

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

 

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

 

To receive Greg’s free “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here https://www.themasternegotiator.com/greg-williams/

 

 

#communication #communicator #csuitenetwork #thoughtcouncil #Bodylanguage #readingbodylanguage #Negotiations #Control #Conversations #NegotiationStrategies #NegotiationProcess #NegotiationSkillsTraining #NegotiationExamples #NegotiationTypes #ReadingBodyLanguage #BodyLanguage #Nonverbal #Negotiate #Business #SmallBusiness #Negotiation #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success #negotiation examples #Negotiation strategies #negotiation process #negotiation skills training #negotiation types #negotiation psychology #Howtowinmore #self-improvement #howtodealwithdifficultpeople #Self-development #Howtocontrolanegotiation #howtobesuccessful #HowToImproveyourself

 

 

 

 

 

 

 

 

 

Categories
Best Practices Growth Health and Wellness

You are the Reason Your Most Essential Team Fails

A team is defined as a number of persons associated in some joint action. You drive on roads and highways with other vehicles around. Driving is the joint action you have in common with the other motorists which, creates a team. The team’s purpose is to land at their destination traversing safely through road traffic until reaching the target. This is your most essential team and you are the reason your team is failing.

Unfortunately, some of your group is focused only on themselves. Their goal is to arrive where they want, not taking into consideration the team. They swerve between cars, tailgate the vehicle in front of them, and slow traffic by driving in the left-hand lane even though cars are trying to pass. Conversely, the rogue colleagues become frustrated when they can’t pass their colleagues. To accommodate these actions, other drivers must step on their brake.

Someone stepping on their brake signals they are reducing speed. Causes for that action are approaching an intersection, a slower vehicle, and of course, his teammate that just cut in front of him. The car behind who sees the brake lights come on instinctively presses on his brake. Consequently, this starts a chain reaction with other vehicles who also observe the brake lights. The name for this is a Phantom Traffic Jam.

Mysterious Phenomenon

The mysterious phenomenon occurs when you are driving in traffic which has slowed down. When you finally reach the spot where the traffic lets up, there is nothing there. The mystery developed by the car that originally stepped on his brake. The amount of distance the lead car broke the speed determines how far back it affects the cars behind it. Accordingly, the longer the depressing of the brake the farther back it will disrupt cars.

It became necessary for the lead car to hit his brake to avoid the vehicle that cut in front of him, making it appear that the backup is not his fault unless he didn’t have enough space between himself and the car to his front. Following too closely causes the need to step on the brake, creating the backflow. As the traffic slows ahead, the more space between cars will allow the driver to take his foot off the accelerator to slow down without necessarily stepping on his brake. Consequently, the vehicles behind will follow suit and reduce speed without braking.

Team Essentials

Back away from the vehicle in front of you, creating greater space so if a car does cut in it will not interrupt your speed. By reducing the number of times brake lights illume will create a steady flow that you and your team will benefit from. Smooth travel leads to safer driving. Believe it or not, tailgating is a ticket-able offense.  Federal Motor Carrier Safety Administration

Moreover, a team should allow their partners to proceed. Instead of being annoyed when someone wants to pass, let them go. You are partners with the same goal; arrive at your destination posthaste, not hamper your allies advance. Here’s an idea: when they pass, increase your speed and fall in behind them. If there is a speed trap ahead, your colleague will get busted not you. If that driver wants to travel at a faster pace, take advantage of it. (Surely, I jest?)

The Team’s Biggest Failing

Now let’s look at the biggest reason your most essential team is failing; driving in the wrong lane. The following is from the “Uniform Vehicle Code; Driving on the Right Side of Roadway.” (It happens to be Texas’ code, yet other states read similar to this.)

The code explains: a driver on a roadway shall drive on the right half of the roadway unless the operator is passing another vehicle, there is a hazard, or vehicles have pulled to a stop on the right-hand edge of the roadway. That explains when it becomes necessary to leave the right lane. The next part of the code is where your team breaks down.

An operator of a vehicle on a roadway moving more slowly than the normal speed of other vehicles at the time and place under the existing conditions shall drive in the right-hand lane available for vehicles, or as close as practicable to the right-hand curb or edge of the roadway, unless the operator is:

(1)  passing another vehicle; or

(2)  preparing for a left turn at an intersection or into a private road or driveway.

The code goes on to state; “This law refers to the “normal” speed of traffic, not the “legal” speed of traffic. The 60 MPH driver in a 55 MPH zone where everybody else is going 65 MPH must move right.” Statutes of the State of Texas

The Left-Lane Driver

Let’s unpack this. A motorist moving slower than the speed of other vehicles is to drive in the right-hand lane. Slower traffic is to yield to the faster traffic by getting out of the left lane. Vehicles not passing anyone on their right start to back-up traffic. A driver approaches the slow vehicle so he passes on the right, reaches a slow driver in the right lane, and gets trapped between the left and right lane drivers.

Another car comes along trying to pass the slow car in the left-hand lane and gets stuck behind it. Consequently, more cars become buried. All at the fault of the left-lane driver who doesn’t migrate to the right lane, allowing them to pass. When in the right lane and you encounter a car moving slower, maneuver safely around them, and proceed back to the right lane. This is a reason your most essential team is failing. Change it by working as a team.

I know some of you are saying, that’s a hassle. Do you know what that is called? Driving. The definition of driving is, “to guide the movement of a vehicle; to go or travel in a vehicle.” It involves moving the wheel, using turn signals, being aware of what is around you, and changing lanes. If you are not doing these actions you are not driving; making you more likely to be the cause of an accident.

The Meat of the Uniform Vehicle Code

The next part of the Uniform Vehicle Code is extremely interesting: “This law refers to the “normal” speed of traffic, not the “legal” speed of traffic. The 60 MPH driver in a 55 MPH zone where everybody else is going 65 MPH must move right.” It doesn’t matter what speed you are going if vehicles are moving faster than you the code states you are to pull over to the right. Transfer out of the left lane(s) to the right lane, and let others proceed. This one change alone will transform how much time you and your teammates arrive at their destination. It takes a joint action of the team to make this work. My preference is, if you aren’t even going the speed limit on an open road, don’t leave the right lane. We collaborate to keep traffic moving.

Admittedly, when I drive my speed is “move out of the way,” which means I’ll be passing you on your left. The times when the left-hand lane driver doesn’t pull over, I pass on the right and usually wave at them. I like to let my teammate know that despite them I am making my way. (Believe it or not, passing on the right is legal; it’s just more dangerous.)

Team Insight From Failing

The most essential team you are on is driving and your meetings are held on the roadways. Everyone longs to achieve the same goal; arrive at their destination quickly and safely. The plan should be a coordinated effort on the part of everyone in your team, all drivers, for a joint coalition to enable the group to work smoothly. One person not willing to follow the plan will corrupt the system. Each accident delays you and no one likes being in meetings longer than necessary. To reach the team’s goal involves the realization that we are colleagues, acting in the interest of a common cause. Subsequently, the result will be everyone getting to their destination quicker.

Achieving the goal is possible, as long as the team pulls together instead of working to their advantage. Traffic jams are a problem we can all solve. Will the team succeed and make its goal or will it keep failing! That depends on YOU!

Categories
Growth Management Personal Development

Leadership Lessons from Battle-Tested Executives

 

Since launching my fourth book, “The Hero Factor: How Great Leaders Transform Organizations and Create Winning Cultures,” I’ve been examining how leaders lead and how they execute in order to scale for growth faster and more effectively. I find it fascinating to see how others operate their businesses and what best practices they put in place in other to make their businesses thrive.

 

As someone who has been in business for a long time and has bought and sold over 250 business, I love hearing some insights from C-Suite Network members and everyone in my circle about what leadership means to them and what principles guide them in order to become better, more effective leaders.

 

Some time has passed since our C-Suite Network Conference in New York City, but the lessons learned there will have a lingering effect in how we operate our businesses and collaborate with one another. Here are few of my favorite quotes from the conference:

 

“The bigger your vision, the more you will sacrifice to achieve it.” – Chris Rabalais, Political Director, The Sports Vote & Managing Director, The New Sports Economy Institute

 

“Brands have moved from words and pictures to experiences.” – Margaret Molloy, Global Chief Marketing Officer, Siegel+Gale

 

“You can’t give birth to an adult.” – Brian Smith, Founder of UGG (talking about birthing a brand)

 

“Figure out what you can do better than anybody else and then do it.” – Brian Smith (when talking about how does one become successful)

 

“Engage micro influencers, even if adversaries, learn from them, show them what you do.” – Mitzi Perdue, Founder & President, Win This Fight! Stop Human Trafficking

 

“Advertise the feeling and emotion you want your customers to feel and get from the product not the benefits itself.” – Brian Smith, Founder of UGG

 

“Be sure everyone in the organization knows what you’re doing.” – Shenan Smith, President, pGSK- PublicisMedia

 

“Success isn’t a future event. Success is w whole series of events that you do successfully.” – Brian Smith, Founder of UGG

 

“People are moved by honesty and being genuine.” – Bob Guccione, Jr., Founder, SPIN magazine and Founder & CEO, WONDERLUST

 

“Entrepreneurs see over the horizon.” – Bob Guccione, Jr.

 

“Get customers to love your brand.” – Helena Verellen, SVP Global Strategic Partnerships & Business Development, Audible

 

 

Business is fast-paced and can be cutthroat. The way we work has changed dramatically and anyone not keeping up better find another line of work because they won’t be in business for long. One adage that I constantly fall back on is “adapt, change, or die.” It couldn’t be more apt for these times of break-neck speed and constant evolution and innovation.

 

In that same vein, the way we lead is also changing. Leadership is not just one person at the top making decisions for everyone. Leadership has become decentralized and this has allowed other employees to feel empowered to make decision to propel the business forward.

 

Ask yourself, what is the definition of leadership? What makes for an effective leader? There’s no right or wrong answer because we all run different operations. While we can agree there are certain traits that make for good leadership, there’s no silver bullet to being a great leader.

 

A great leader motivates, communicates, engages, educates, and evangelizes. For me, a great leader has a charismatic personality, can persuade an audience full of different backgrounds and ideologies, gives credit when credit is due and aligns people and profits.

 

What makes a great leader for you?

 

What were your favorite quotes from the conference?

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

“How To Avoid Assault By Observing Aggressive Body Language” – Negotiation Tip of the Week

“To foretell assaults, observe someone’s body language. All insights into someone’s mind starts there.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)       (Click to get the book)

 

 

“How To Avoid Assault By Observing Aggressive Body Language”

 

One moment, he was standing there, and everything was fine. Then, in the blink of an eye, he was punched in his eye. As he winced in pain, he thought, I didn’t see that coming. His lack of focus on the changing demeanor of his assailant led him to be unprepared. And now, he was under attack.

Such assaults can occur in business settings and your personal life. And while they may not always be physical, the emotional pain caused by such attacks can still be traumatic. But there are ways you can avoid potential assault, be it verbal or physical, by observing body language that foretells aggressive behavior.

 

Facial Features

Wincing – Imagine for a moment that some form of annoyance happens to you. What’s your reaction? Depending on the stimuli you imagined, you may have swiped it away, winced at it, or made another gesture to ward it away. Wincing is one such gesture that indicates someone’s annoyance. When you see it, understand what it means and what thoughts may be occurring in the mind of the person displaying the gesture. He’s just given you a glimpse into his mind, notice it and heed the signal he’s sending. It could be the moment a situation begins to escalate to aggressiveness.

 

Eyes – When someone narrows their eyes and become fixated on you, they’re pinpointing their focus and attention. That means, in their mind, they’re dispersing outside distractions so they can lend their full attention to what’s occurring between you and them. If this happens in a situation that’s begun to become heated, interject an action to defuse it, or prepare for the festering aggression that will follow.

 

Hands

Someone’s hands can be the most reliable indicator that they’re about to become aggressive, which can then lead to an assault. If you observe someone flexing their hand(s), opening and closing it, take note of the speed at which it occurs. The faster the speed, the more aggressive will be the behavior that follows. The moment someone’s hands close into fists can indeed indicate that there may only be seconds before an attack occurs. Before that happens, take steps to escape the environment or prepare to defend yourself. An alternative is to go on the offense. That can take the form of talking the other party down or taking physical action before he initiates his. Either way, the more equipped you are for the inevitable, the better positioned you’ll be to deal with it.

 

Feet

When two people are confronting one another, and both individuals have their feet directly aligned with the other person, they are in full commitment to each other. That means, if you observe someone pointing their foot away from you after they previously had their feet aligned directly with yours, they’re in the process of disengaging. That doesn’t mean you’re out of harm’s way. They could deliver a sucker punch, physical or verbal, as they depart. So, don’t let your guard down until you’re sure of the act they intend to commit has occurred, and you know you’re safe.

Stance

Have you observed when two professional fighters are brought to the center of the ring to hear the rules before the fight confront one another? They cast a no-nonsense demeanor that’s usually accompanied by a death stare to indicate the seriousness that they’re adopting for the battle to come. To a degree, some of the posturing’s are an attempt to psychologically defuse the other fighter’s mental energy, which would cause him to doubt himself and whether he can win against such a worthy opponent.

Anytime you’re in an environment when you note such actions (i.e., someone, in your face), they’re also sending you a message. If you step back, you’re saying, take my space, and I’ll back down. If you hold your ground by not moving, you’re stating, I’m not backing down from you, nor I’m I afraid. Now, what are you going to do? Again, be prepared for what may occur next. If you’ve observed other signs of aggression, at this point, they may escalate or deescalate. Be ready in either case to take control of the situation.

Contradictions

Contradictions can lead to frustration, which can serve as a vehicle that delivers a crisis in confidence. When people become frustrated, they lose a form of rationality. That means, they can become more mentally unstable, which can lead to aggressive actions that they might not have participated in if they were in a calmer state of mind.

Always be aware of someone’s heightening level of frustration. It can be the bellwether to assault-like behavior to come. By becoming psycho astute, which means paying attention to the changing psychological mood of other people, you’ll enhance your vigilance about the mental mood shift of others before it occurs.

 

Trigger Words

Words cause reactions in people. And some words will generate more of an emotional charge than others. To that point, be aware of terms or phrases that trigger someone to adopt a negative point of view. Such as the ‘N’ word or alligator bait with some people of color, holy roller, or bible thumper for those of some religious persuasions, and Ayrab or Abbie of people from other ethnicities – all such words or phrases can lead one to adopt an unreceptive demeanor. Then, depending on that person’s temperament, it can lead to more significant hostile actions.

As the world becomes smaller through enhanced communication platforms, you should also be aware of how the same words can possess different meanings to people around the globe. In some cases, those words are the doorway to insults, while in other environments throughout the world, they may solicit a mild reproach or lightheartedness. To avoid a costly pitfall, be aware of the meaning that certain words cast.

 

Reflection

An environment can become hostile at a moment’s notice, and aggression can ensue that leads to an assault. It can do so while not sounding an alarm about the pending state of change to come. And, if you don’t heed such signs, you leave yourself open to the whims of chance, and that can lead to and leave you in an unwanted place and position.

But if you’re aware of the body language and verbal cues mentioned and you adopt controlling actions, you’ll be more aware of their pending occurrence. That will give you more time to react and control imminent assaults. To untie that knot, once you sense mental angst turning into a potential attack, initiate action. It can be in the form of taking a more forceful position (beware of escalating the situation if you do), or it can be in the way of adopting a milder demeanor (be aware of being perceived as someone weak by the other entity). The point is, take action to confront it. And everything will be right with the world.

 

Remember, you’re always negotiating!

 

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

 

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

 

To receive Greg’s free “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here https://www.themasternegotiator.com/greg-williams/

 

 

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