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Month: May 2020

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Growth Personal Development

A Story- the Rolling Stone that Gathered No Memories

 

A Rolling Stone Gathers No Memories

 

If you were to ask me how long summer lasted when I was a kid the answer would be for-ever!

 

Long, lazy, eternal times of hot weather, boredom, swimsuits, and bicycles. The smell of Noxema and tanning oil, the sound of a screen door slamming, and cicadas buzzing. The taste of water out of a garden hose and melting popsicles.  The minor tortures of mosquito bites, skinned knees, sunburn, and muggy sleepless nights.

 

But the older I got, the faster I started rolling.

 

I made lists, set goals, bought stuff, made payments, put in the extra hours and effort, took on extra responsibility and a family and rolled faster and faster.

 

And technology helped me! I got a beeper at first, then a cell phone– then texting and messaging allowed me to work from home, get more stuff done, even on a Saturday or Sunday. I could sneak some more work in, answer an urgent need from a client, outdo my competition. I took my work with me to bed, it sat next to me on my cellphone and it would buzz and beep and flash, reminding me of stuff that I could do, should do…nights were often restless, the days more frantic. Weekends became weekdays, and the seasons would change in an increasing blur that I vaguely noticed out of the corner of my eye as I met another deadline, got another sale, booked another client. Birthdays, holidays, seasons, graduations, weddings, funerals…faster and faster they flew by…

I started eating faster at each meal, thinking about what was next, plotting my strategies, hearing my family only in a distracted way, while I planned my next step, my next move.

 

Foolishly I thought that by working harder and faster, that I could get ahead…but work had a way of piling up even faster. No matter how fast or efficient or hard, all it did was raise the expectations of others or myself.

 

So here is what happened to the Summers of my youth: I gave them away. I made Work my god and I sacrificed Summer at its altar.

 

Does this sound familiar? Does this sound desirable…in any way?

 

So here’s a thought about Sunday. One on the Ten Commandments talks about a day of rest. I always assumed it was about God demanding his due as Creator, and I still think that’s part of it. But I’m just now realizing, perhaps too late, the gift He also gives in a day of doing nothing. A day that is measured only by the length of shadows, strolls and meditation moves much slower than a day that marches to a second hand and a never-ending to-do list. And in that time, I am reminded that being is every bit as important as doing.

 

Little kids have an ability to just be and I have lost that talent.  I have never met a child workaholic, nor was I one. I was never in a hurry as a kid, always loafing and strolling, slowly and methodically eating my food in dreamy distraction, looking at clouds, chasing after my imagination.

 

And once a week, I want that child back. It will not be easy, and it will take practice and diligence, but it will be worth the effort.

 

Because I want my Summer back.

 

Categories
Growth Health and Wellness Management

The Importance Of A Work-life Balance In Uncertain Times

 

By Daniel Lohman, CPSA

The way we work changed dramatically overnight. We are all having to learn and adopt new ways of remaining connected to our world. The secret to making all of this work is having a connected community to rely on. 

Striking a balance between a career and a work-life balance is difficult for entrepreneurs without the complications of a pandemic. New stressors from working from home and having to completely re-think the way we connect with our teams, clients, and prospects while also being a teacher and daycare provider are having a profound impact on our sanity, health, and wellness. 

This describes the transition I made decades earlier when the company I worked for embraced telecommuting. Unilever was one of the first big companies to make the switch. The learning curve was steep for all of us- especially for this of us who were single parents. I found myself working at odd hours so that I could be a parent during the day. Meetings were scheduled around nap times and school schedules. I frequently found myself overwhelmed but I learned to adjust. This why I have insights to help those thrust into this new normal. 

My saving grace came years later when I found a connected community. Belonging to a group of like-minded high-impact professionals helped me grow and thrive across several roles. Before then, I had been on my own pushing myself relentlessly. I now had the support of a team that pushed me to new heights helping me become a respected leader in my industry. This benefitted us all mutually, we all thrived as a result.

There is an ancient African proverb that I love: “if you want to go fast go alone if you want to go further go together”. While inspiring, it overlooks the benefit of a mastermind style group helping you avoid the pitfalls most entrepreneurs fall into, like remaining focused despite all the distractions constantly trying to derail us and identifying the best resources for building and growing your brand. 

More importantly, the law of reciprocity is the key to successfully balancing work and life. I believe that generosity and an authentic commitment to being a trusted and valued resource to your community is the best way to get more and go further – my secrets sauce.   

The thing that makes natural, natural is our thriving connected community. There is an abundance of great mentors, thought leaders, and experts eager to help emerging natural brands grow and scale during even the most challenging times. This was the focus of my most recent Brand Secrets And Strategies podcast and YouTube video interview and why I am thrilled to be a part of the C-Suite Network: SECRETS 188 Jeffrey Hayzlett Chairman C-Suite, C-Suite Brand-Building Strategies For Natural Food Brands. We also talked about how C-Suite Network and C-Suite Radio is partnering with me on the free weekly webinar series I launched to support brands during these challenging times – the perfect example of a connected community empowering others. Empowering Brands | Raising The Bar.

Being part of a connected community can help you more effectively balance your personal life and your work life. It helps you remain focused while giving you the additional bandwidth where needed. It helps you proactively avoid pitfalls and distractions that derail others. It also provides a “safe place to land’ when things don’t go right along with a cheering squad to keep you motivated and on track. Similar to the C-Suite Network, the more you participate and give authentically, the more you get back. We are all in this together. Having a connected community can help you lean into the current storm and come out unscathed. This is the essential ingredient to a healthy work-life balance.  

* Photo by Tim Marshall on Unsplash.

Categories
Best Practices Growth Health and Wellness

Thought Leader Resources – Future of Meetings

Inside the Mind of a Meeting Professional

As a thought leader, you may not even know what is going on during a “normal day of a meeting professional let alone a “new reality” day.

 

The initial question to ask is – Is this planner dealing with an event that has been previously booked, planned, and contracted or a brand-new event?  Recognize if dealing with a previously booked event they may still be working within the confines of that event contract.

 

As a thought leader, you may be dealing with many titles acting as meeting professionals attempting to analyze an event before, during, and after.  From each of those vantage points, the questions begin.  Before deciding whether an event should be in-person/face to face or virtual, review the following complex arrangement of questions and decisions.

  • What do I do before the event? (face to face, virtual or hybrid)
  • What do I do onsite at an event? (face to face, virtual or hybrid)
  • What do I do after an event? (face to face, virtual or hybrid)
  1. Who are my attendees? (demographics)

What industry does the attendee represent?

What are the health, age, considerations of the attendees?

Are there travel bans in place for the attendee?

Are there travel bans in place for the host organization/company?

At what level are the attendee’s technology-enabled?

At what level is the organization technology-enabled?

  1. Where is the meeting located?

State, local, national, international

  1. Transportation to the meeting?  Transportation once on-site at the meeting/event?

Car, plane, train, uber etc.

  1. Hotel/Venue

Are there geographical restrictions in place for the venue?

If relocating/changing dates, Does the venue have new dates available?

Is meeting space available based on social distancing guidelines?

Are sleeping rooms available?

Can the venue accommodate the new group if larger or smaller?

Can the venue accommodate additional technical requirements?

  1. Why are we having a meeting/conference/trade show?

What are the goals/expected outcomes of the events?

  1. Does the event already have risk management, insurance, and mitigation?
  2. Does the event warrant the risk management, insurance, and mitigation?
  3. Additional concerns:

Meeting Room Configurations

Food & Beverage Service

Financial Minimums / Attrition

Audio Visual Budgets

Onsite – Touching/Physical Contact (Surfaces, Materials, Giveaways, books, pens, etc.)

Attendee contact tracing

Attendee health records/temperature checks

Meeting Insurance – Take this into consideration when deciding whether to move forward or cancel your event.  If there is insurance meeting planners may be forced to wait to meet contract terms.

How you can be supportive as a Thought Leader

  • Have compassion/empathy for meeting professional/planning team
  • Have compassion/empathy for attendees
  • Ask more questions
  • Listen more
  • Collaborate with all parties
  • Be Flexible
  • Evaluate the event within the context of the greater goals of your organization/industry.

 

Resources planners are referencing:

 

Event Industry Council (EIC)

 

 https://www.eventscouncil.org/

 
Professional Conference Managers Association (PCMA)

 

 https://www.pcma.org/

 
Meeting Professionals International MPI

 

 https://www.mpi.org/

 
HSMAI

 

 https://global.hsmai.org/

 
Society for Incentive Travel Excellence (SITE) https://www.siteglobal.com/

 
National Speakers Association (NSA) https://www.nsaspeaker.org/attend/influence20/

 
IAEE https://www.iaee.com/

 
ASAE https://www.asaecenter.org/

 

 

 

Media Partners:  https://www.g2planet.com/blog/the-24-top-industry-event-publications

 

Smart Meetings https://www.smartmeetings.com/

 
Meetings Today https://www.meetingstoday.com/

 
Meetings Net https://www.meetingsnet.com/

 
Northstar Meetings https://www.northstarmeetingsgroup.com/News/Industry/Future-Meetings-Events-Industry-CEO-Predictions-Coronavirus-Impact

 

 

COVID: Specific Reports

 

Events Industry Council (global) https://insights.eventscouncil.org/Full-Article/eic-connects-covid-19-resources-for-global-members

 
US Travel Association https://www.ustravel.org/toolkit/covid-19-travel-industry-research

 
Coronavirus Recovery Resources: https://www.pcma.org/coronavirus-business-events-professionals-need-to-know-faq/?utm_medium=top-cta&utm_source=pcma_homepage&utm_campaign=covid-19

 
Novel Coronavirus Resources https://www.mpi.org/tools/coronavirus
Official Statement from IAEE https://www.iaee.com/covid19/

 
HSMAI Global Coronavirus Resources https://global.hsmai.org/insights/coronavirus-resources/

 
Meetings Mean Business https://www.ustravel.org/programs/meetings-mean-business-coalition

 

 

 

About Holly Duckworth:

 

Founder of the C-Suite Network Mindful Leadership Council the premiere community for where mindfulness and leadership connect. The council she leads creates, contributes, and advances mindful leadership as a practice in the workplace. This is an elite group of professionals dedicated to the application of what mindfulness is, and the advancement of personal and emotional support for leaders to grow the income and impact of their businesses.

 

Holly Duckworth, CAE, CMP, LSP is CEO of Leadership Solutions International, is a trailblazer transforming businesses and industries as a contributor to the New York Times, Producer/Host of the Everyday Mindfulness Show with more than 150 episodes Holly has provides training programs on applied mindful leadership around the world.  Bring Holly to your company conference or event to educate, connect or inspire.

 

Categories
Biography and History Entrepreneurship Human Resources Personal Development

The Audiobook Publishers Association Recognizes Business Audio Theatre

Stephen King was there for a special award of recognition. Michele Obama, Meryl Streep, Tom Hanks and other Hollywood stars were lauded for their narrations. And Michael and Bonnie were there to accept their medallion for Finalist in the Business/Personal Development category!

That’s right! The Barefoot Spirit made it to the finals at the 2020 Audiobook Publishers Association’s Awards competition!

Last night, tucked under the Queens Borough Bridge in Manhattan, the 2020 Audiobook Publishers Association Audie Awards Gala was presented at the elegant Gustavino’s, complete with red carpets, cameras, champagne, and celebrities. Folks were dressed to the nines to celebrate the Audiobook Publishers Association’s (APA) 25TH year in hopes that they would bring home the top awards. This was clearly a big deal for the audiobook industry and we were honored to be included with all the glitterati.

According to the MC, one in every two Americans listened to at least one audiobook last year and the industry made a whopping one billion dollars in sales. As more and more listeners discover the freedom of true mobile entertainment, audiobook growth is taking off fast.

The APA is supported mainly by the big publishers, so it was quite a compliment when a former judge in our category said, “You guys are self-published? You are very fortunate to have made it all the way to Finalist!” Along with Harpers, MacMillan, Penguin, and all the other Big Boys, here comes Michael and Bonnie’s The Barefoot Spirit, self-published by Footnotes Press, LLC. We proudly wore our finalists award medallions all evening! It appears we were the only self-published audiobook to make it to the final round!

Out of only five finalists in our category, ours was the only one that was performed and fully-casted rather than strictly narrated. We would like to think that the distinction was recognized by the Association. We are grateful that the APA has recognized the value of this pioneering initiative to convey business principles and preserve founders’ legacies with Business Audio Theatre (BAT). This acknowledgment gives a level of credibility to performed business audiobooks.

While we were in New York, we were interviewed on C-Suite TV. They were interested in the APA recognition, but more keenly focused on the potential for Business Audio Theatre when used as an onboarding tool to help increase engagement and reduce turn over. They wanted to know how this new technology could be employed to preserve a founder’s legacy and improve company culture.

Founders can’t be there forever, and they know it. Sooner or later they must turn over the reins of leadership to the next generation. They worry about their companies becoming complacent, mired in compliance, and turf battles breaking out between the increasingly specialized divisions.

Will it be “just another job” for their future employees? Would they just as soon work anywhere? Or do they identify with their new company? How can companies keep their Founder’s spirit alive? We believe the best way to convey business principles is through story. And the best way to convey story is through an audio performance that entertains and engages the listener’s imagination while it educates. And what if that listener is your company’s new hire? And what if your company’s story and principles are handed to them on day one in an MP3 format?

Having created and published an acclaimed example of BAT in The Barefoot Spirit audiobook, having perfected the process of conversion of story to audio play, and having partnered with a Hollywood production company, Sherwood Players that have actually done it, we are in a truly unique position to offer this new tool to founders and their companies.

That’s the promise of Business Audio Theatre and that’s why the audiobook industry’s recognition means so much to us. We can create a compelling onboarding tool to help other founders keep their spirit alive and preserve their company’s history. Check it out at BusinessAudioTheatre.com.

Categories
Best Practices Entrepreneurship Management Negotiations Sales Skills Women In Business

“There Is Powerful Value In Asking For More Right” – Negotiation Insight

“The probability of getting what you want lies in the way, when, and how you ask for it.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

Click to get the book!

 

“There Is Powerful Value In Asking For More Right”

 

No matter what you ask for, there’s value in asking for it the right way.

 

The buyer asked the seller to lower his price. The seller’s response was, “wait a minute. If I lower my price, I want to make sure it will still cover my cost.” Then he said, “okay – I’ll lower it.”

In that split second, two things occurred. One, the seller lowered his price. And two, the seller had given valuable information about the margin on the product he was selling. The buyer thought, “that margin information has value.” I’ll use it in our next negotiation. And, the buyer enhanced the probability of getting the seller to lower his price by doing several things right. Those factors are tools that good negotiators consider and use in every exchange they encounter. Continue, and you’ll discover what they are.

 

Timing of Request

The timing of your request adds or detracts from the probability of your receiving it. Therefore, consider the following factors before making your request:

Setup – Sometimes, you can enhance a request by doing it in stages. As an example, if you wanted something that you thought had a low probability of being granted, you might ask for something less to build up to your ultimate request. Some negotiators call this the salami technique. You get a little of what you want now and more over time.

State of mind – When making a request, another point to consider is someone’s state of mind. When a person is happy, their demeanor is more amenable, compared to when they’re in a dour state of mind. And depending on what you’re requesting, someone’s grim state of mind might be the right mindset for you to make your request (e.g., when your appeal puts them back into a happier state).

External demands or pressures – Aligned with state of mind is the external influences applied to your subject. Claims that don’t stem from you could offer the leverage needed to give your request more perceived value. Never overlook the external pressures that might be bearing on your subject. They might be the assistance you need to have your request fortified.

Seller/Buyer goals – The tie the bonds the Timing of Request is the seller/buyer’s goals. Without a need, the probability of having your request granted decreases substantially. Therefore, before making a request, understand how it will add value to the goals of that person. If you don’t consider that, you’ll miss a vital aspect of your value proposition.

 

Words/Tonality/Pace

The words used to make requests impact the outcome of that request. Some of the factors to consider are:

  1. Reciting the same words used by your target – Psychologically, parroting someone’s words triggers a subliminal attraction to your request. That’s because, when you use the same words that someone uses, the words sound familiar to them. And of course, they will, because they’re that person’s words. Thus, the person will have a built-in infinity for those words. And that’s what will make someone more susceptible to granting your request.

 

  1. Tonality – Have you ever disliked someone due to the tone they used? Tonality ties critically into word choice. That means you can parrot someone, but if your speech is misaligned, you’ll decrease the chances of having your request granted. To add value to your request, mimic the other person’s sounds.

 

  1. The pace of speech – Another factor to consider when making a request right is your pace of speech. I’m sure you’ve heard someone say, “that person sounded like a used car salesperson.” And that’s not to demean people in that discipline. It’s to point out that speech pace conveys a sensory perception. Thus, if you talk too fast, some people will inherently distrust you. If you speak too slowly or softly, they may think you’re slow-witted. Use their speech patterns as the guide to how you should talk.

 

Leverage

Remember, when I did you a favor? The invoking of that memory is one form of an attempt to use leverage. And there’s substantial value in it.

I talk about leverage a lot in my seminars and presentations. The reason being, it’s a factor that can give a weaker positioned negotiator more power in a negotiation. And while leverage may not be readily apparent, if you’re able to uncover it, you’ll have a vital aide to assist your cause.

To use leverage when asking for an increase or decrease in an offer, depending on your negotiation position, consider the timing of your request, the needs of the other negotiator, and any time factor they may restrict the other’s ability to acquire the outcome they seek. Using leverage with those factors will strengthen your negotiation position.

 

Value of Information

People don’t realize the value of information. Thus, they freely give it away when they speak. Worse, they give away the right information at the wrong time. And sometimes someone uses that information against them.

The seller that made the earlier statement unknowingly disclosed his margins, which was valuable information for the buyer. The seller could have used that information as leverage by citing it strategically when it served his purpose. As an example, if the seller said to the buyer, “I can’t lower my price – that won’t cover my cost.” He would still be giving insight into his margin, but this time, he’d be using it to justify why he could not meet the buyer’s request.

Always be mindful of the information you give and how you dispense it. There’s value in intelligence. And the way and time that you provide information to others determine how they might use it and the chances you’ll encounter in having your requests accepted.

 

Reflection

Remember, you have the initial advantage in making requests. And that adds value to your ability to make appeals right. Because you’ve had the time to formulate your thoughts – that’s not true for the other person.

Thus, if someone doesn’t go into thought mode, or ask if they can get back to you later, they’re negotiating at the moment. That means the other person will have foregone thoughts about the strategies they’ll use. That’ll put you in a more prominent position while enhancing the chances of you obtaining what you want. 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 “Negotiation Insight” click here https://www.themasternegotiator.com/greg-williams/

 

Categories
Best Practices Growth Management Personal Development

Work-Life Balance in 2020

 

As we move forward to the summer months in 2020, finding work-life balance is more complicated than ever. While many of us ordinarily struggle with this concept, it becomes even more prominent as we find ourselves in situations where we are working from home. Our home offices have become a shared space for all of our daily activities. The challenge becomes maintaining balance and separation, while finding ways to achieve your goals, both personally and professionally. Here are three ideas as we move forward into this time of an increasingly uncertain summer.

First, ask yourself, why do you do what you do? What do you enjoy? What’s great about your job? What don’t you like? Get back in touch with your passions. Understand all of these different ideas and concepts, and make sure that you’re attending to all of them. However, it can be easy to fall into a trap. In environments where we do not see as much supervision and accountability, we may not put forth the same efforts or begin acting in areas that feel like lighter lifts, which might not have the impact that they usually do. Do not forget that it is a hard road sometimes. So be sure that you’re always making sure that you’re choosing the harder right over that easy wrong.

The second piece is to keep your schedule. Remember, our jobs have not changed. So we’re not changing what we do. We’re only changing how we do it and how we go about it. Here, personal time management becomes even more critical. As we work more from home and more remotely, keeping a tight reign on our calendar and our daily tasks becomes even more serious. Understanding what all our different priorities, stakeholders, and what the information they need is a delicate act. Make sure to keep a running list of everything. Manage your calendar very carefully. Prioritize your tasks, because itis going to make a world of difference because we don’t have the same level of accountability, and we do not see the same stewardship that we usually see in our daily lives.

The last piece is to remember that it is a balance. Where do our work stop and our private life begin? When you’re working in the same area, and your commute is across your living room, how are you balancing everything out? How are you making sure that every time you pass through that same room, you’re not checking your email, even at seven, eight o’clock at night? Be sure to draw the same limits that you drew during your time in more-traditional environments. If you did not respond to an email at eight o’clock at night before, do not start now. We’re still doing the same things we’ve always done. We’re just changing how we’ve done them.

In the end, when we are faced with the struggle of an upended work-life balance when we face the battle of complicated changes in how we work. First, remember what your passions are and why you do what you do. Second, make sure that your time management skills are healthy and that you are following through on all of your responsibilities. And that you are staying well organized in the face of a new class of accountability and oversight. Lastly, maintain your balance. Make sure that you’re finding a way to be you and do the things you enjoy, while not feeling trapped. At the same time, your work is getting the same careful attention that it always has.

Ed Brzychcy is former U.S. Army Infantry Staff-Sergeant with service across 3 combat deployments to Iraq. After his time in the military, he received his MBA from Babson College and now coaches organizational leadership and growth through his consultancy, Blue Cord Management and leads the C-Suite Network Veteran Business Leaders Council. 

Categories
Growth Human Resources Leadership Personal Development

The Commencement Address

Today, I was reflecting back to this time last year when I was preparing to give a Commencement Address to a local college.  I remember really trying hard to give these graduates solid “life lesson” information as they began their new journey, their new lives, their new entrance into the job market.  Big changes were in front of them as they moved into a new ERA of their lives. They would begin to apply what they had learned in college to the real world and hopefully do it with success.

I looked up the word “commencement” and the definition is really all about “a beginning or start.”

I think all of us are in a sense, GRADUATING to a “NEW NORMAL” if you will.  I think the five tips I gave these graduates just might be helpful to folks right now looking at beginning their own “new normal” and doing it successfully.  Just like these students pursuing their dreams and moving forward, we are all STUDENTS OF THE CHANGES in our lives right now.  How we choose to navigate these changes will determine our future.  Sometimes we have to take a few steps back in order to take a giant leap forward.

I remember the beginning of that speech went something like this:

“Like so many of you sitting in the auditorium today, when I graduated from college, I was excited but uncertain about exactly what my employment future would hold.  There are some times in our lives when the future looks fuzzy, or unclear, and it can actually be pretty scary to think through what might come next.

What I am about to tell you comes from a list of Five Lessons I have learned, not only from my over 25 years as a career consultant but also from what I have experienced as a human being trying to survive on this planet. These lessons are things I’ve witnessed, heard from employers, applicants, Moms and Dads, Husbands and Wives, Friends and Enemies, and even from my own kids.

  1. Take the Focus Off Me and Put it on We. I think especially during these times with the Coronavirus upon us, thinking of how we can help someone else might be of paramount importance right now.  It can also give us personally a feeling of benevolence and gratitude for having the health and ability to do it. Of course, we have to do it from afar or online, staying 6 ft. away and wearing a mask!
  1. You Have to Give to ReceiveOften, we have to surrender to something outside of ourselves to gain strength within ourselves. Sometimes we have to conquer our fears to get what we crave.  We are all dealing with the fear of the unknown right now.  Only focusing on ourselves can perhaps lead us into troubled territory. The irony is that sometimes our success can lead to the greatest failure which is giving into arrogance and pride while failure can sometimes lead to the greatest success which is humility and learning.  In order to fulfill yourself, you have to forget yourself.  In order to find yourself, you often have to lose yourself.I think we are all going through the “lose yourself” mode right now.  In this process, a true “rebirth” of who we are might take place.  We might come out on the other side with a new perspective, expanded awareness, and a more enlightened view of who we can be.
  1. Make Friends With Fear

Don’t be afraid of Fear.  Speak your fears out loud. Give your obstacles credit but don’t be limited by them. The challenges we face are what force us to grow and expand.  Fear is often the dragon within we have to slay.  We often need a powerful sword to slay that dragon.

I think we are all stuck in the Fear mode right now.  There are ways we can slay that dragon of fear by making friends with it and moving into more positive areas of our life.

There is a quote that says, “When I dare to be powerful to use my strength in the service of my vision, then it becomes less and less important whether I am afraid.” Fear must take a backseat when we envision our quest at this time and keep marching onward through the troubled waters toward our goal, overcoming challenges.

  1. Life’s a Dance, We Learn as We Go.“Sometimes we Lead and Sometimes we Follow.” That is a great song by John Michael Montgomery. We are all surely doing a “different dance” right now.  We can choose the steps we want to take.  Are we going to twist and shout through the experience of this pandemic or are we going to waltz through it?
  1. You hold the Personal Pen to Write a Great Story – You are the ultimate author of the book of your life.  I saw a post recently that said:

“You never have to fear the next chapter of your life if you know who the author is.” Perhaps we have to believe the story we all are writing at this time is a story of determination. We have to be determined to get through these tough times with grace and dexterity.

Let’s make our own personal “commencement or new beginning” one that will foster our own rebirth and a greater expansion of who we are and who we can be.  Let’s all graduate to this “New Normal” with a determination and perseverance to come out on the other side a graduate of the school of life with a renewed sense of awareness and a journey into our future that will allow us to begin or “commence,” if you will, this new journey with expanded success and rebirth.

According to Faremouth’s company website, “Mary Ann is the founder and CEO of Faremouth and Company. As a leader in the national recruiting community and a placement specialist since 1982, Mary Ann knows what it takes to get the job done. She is 2016 President of Houston Independent Personnel Consultant Group, is a member of the NASPD, NAPCA, the National Association of Personnel Consultants, and is also a highly regarded speaker and writer. Her articles can be found in various industry-related publications. She founded Jobs: Houston Magazine in 1997, one of the most popular employment magazines in Texas for over 7 years.”  She is the author of the critically acclaimed and multi-award-winning book Revolutionary Recruiting. 

Categories
Best Practices Entrepreneurship Negotiations Sales Skills Women In Business

“Negotiator – How To Avoid Catastrophe From The ‘F’ Bomb” – Negotiation Tip of the Week

“Certain ‘F’ words are more potent than others. Know the ones that move you the most.” – Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)       Click to get the book!

 

“Negotiator – How To Avoid Catastrophe From The ‘F’ Bomb”

 

… and there it was. She dropped it like a missile, falling silently from the sky. She’d done it so stealthfully that her act caught him by surprise and completely off guard. Thus, he didn’t have an immediate comeback. Worse, he fumbled in his mind for a retort and found nothing there. The ‘F’ bomb had just hit him. And it created a mini catastrophe.

As a negotiator, how many times has someone dropped an ‘F’ bomb on you? Were you staggered by its occurrence? There are many types of ‘F’ bombs that a negotiator can employ during a negotiation. And they may not be what you’re thinking.

Continue, and you’ll discover why some ‘F’ words are more potent than others, and how they affect you in a negotiation.

 

Fair

“I want you to be happy with this negotiation. So, I’m going to be fair to you. Will you be fair to me?” The responder said, “I always strive to be fair in my negotiations!” Note that there was a response, but not necessarily to the question asked. The responder knew, the perception of being fair was open to interpretation, which could prove to be a trap in a negotiation.

What’s your perspective about being fair? That’s a question to ponder as a negotiator. The reason being, your view of what’s fair will more than likely differ from your negotiation counterpart. Even when there’s a slight perceptional difference, it can have a significant impact on the interaction that occurs during the negotiation. And that impacts the direction of the talks, which influences the next engagement you have with that person. That’s yet another reason I say, “you’re always negotiating.”

Suffice it to say, the word fair has a significant impact on how parties engage with one another, and eventually, it impacts the outcome of a negotiation.

 

Friend

Let’s be friends. This ‘F’ word conjures up congeniality, non-threatening interactions, etc. For the unsuspecting negotiator, it can be the wolf in sheep’s clothing that takes you to slaughter.

It can be challenging to negotiate with friends. That’s due to the mitigating circumstances of friendships. Thus, want or need to maintain a good relationship could supplant your self-desire for the best outcome. And that could lead you to make more concessions. That’s why you should be on guard when negotiating with friends or those that profess to be your friend. To avoid a catastrophe, set the ground rules ahead of time, so you and your friends are not offended by the negotiation outcome.

 

Feign

“Oh, how dare you make such a ridiculously low offer. I’m offended! Others said you are a fair negotiator, someone that would not try to take advantage of me.”

What just happened? The opposing negotiator may have been feigning bruised feelings due to a counter-proposal or offer you made. What he’s attempting is to get you to behave in a manner that suits his goals for the negotiation.

When you’re in that situation, retort, you’re trying to maximize the outcome just like he’s doing. And then ask what offer he thinks would be good. After he responds, flip the offer, and ask if he’d take it. If he says yes and it’s to your advantage, accept it.

 

Fight

Another ‘F’ bomb to be very vigilant of is the word fight. The other negotiator may present it as “there’s no need for us to fight.” The term itself could evoke bad memories from past battles in you. And that may subconsciously cause you to lower your negotiation guard, due to previous skirmishes you’ve had.

Words have power, and certain words convey more power based on how, when, and with whom they’re used. Keep your wits about you and don’t fall prey when someone suggests you not fight. If you lower your guard, you may be setting yourself up for the negotiation equivalent of a sucker-punch.

 

The Big ‘F’ Bomb

When someone uses this ‘F’ four-letter profanity word, they’re displaying a lack of respect, intimidation, or rudeness. Whichever category they’re in, they’re attempting to alter your perspective by jolting you. They might be trying to shake you out of your state of serenity just enough to make you bend to their will.

If you feel threatened or intimidated, let the other negotiator know, you won’t negotiate under those circumstances. You must be prepared to put an immediate halt to such actions, to regain control of the negotiation, less you give them more life. If you provide the behavior more substance, you’ll only sink deeper into the quicksand of despair, which will be the doorway leading to a catastrophe.

 

Fear

As much as the big ‘F’ bomb might alter your thought process, there’s another ‘F’ bomb that you should be aware of, and that’s fear. Fear can debilitate you, emotionally, mentally, and physically. That’s why it can wreak havoc on your mind, spirit, and soul. It can be daunting to control the perception of fear. But it doesn’t have to leave you in an uncontrollable position.

When you sense fear during a negotiation, assess its source. Attempt to rationally understand what you’re sensing and why you’re experiencing the emotions you have at that point. Question if it was something you saw, heard, or felt. The purpose of identifying the source is to understand the origin of the fear you’re sensing. Once you can identify that, you have a better chance to understand what’s occurring within you. If necessary, call a time-out and back away from the negotiation table. Doing so will allow you to clear your head. It will also let you see what your opponent will do next.

 

Reflection

As a negotiator, I’m sure you’re aware that many distractions can lead to an unsuccessful negotiation outcome. And the use of ‘F’ bombs is but a few of the things that can lead to a catastrophe. To decrease the probability of having your negotiation train-wrecked, observe when and how the opposing negotiator drops the ‘F’ bomb on you. It can be applied haphazardly, or with the intent to cause you mental anguish. Regardless, if you adopt a position to defend yourself, you’ll be positioned better to control the negotiation. 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 “Negotiation Insight” click here https://www.themasternegotiator.com/greg-williams/

 

 

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Categories
Growth Leadership Personal Development

Create an Individual Career Plan for Each Long-Term Younger Generation Employee

An excerpt from my new book Ingaging Leadership Meets the Younger Generation, just published by Authors Place Press

 By Evan Hackel

 When I was starting out in my career, I was comfortable with the idea that I would get promoted after “learning the ropes,” making mistakes, and moving upward gradually. Most often, I would get feedback about my performance only when I went into a job review session with my boss.

In those sessions, I would get the news that I was handling some aspects of my job well, and others less so. Some of my supervisors–the better ones–would outline a series of action steps and objectives for me to tackle, and then when it was time for me to have another review, I would get a little more feedback on how I was doing, and possibly some new goals to pursue.

It has been my experience that with that kind of hit-or-miss approach, giving feedback doesn’t work well with younger generations for some very specific reasons. Younger generations don’t like the idea of learning through trial and error; they like the sense that they are making a difference and contributing confidently to the success of your organization. Perhaps more importantly, they like to understand how they can move up and make a long-term contribution. It is best if you begin to talk about advancement and career planning with younger generation employees as soon as they arrive on the job. One good approach is to have career planning meetings with younger generations during their initial training period as new employees.

The most effective approach is to create an individual career plan for each of your younger generation employees. (Note that I am writing about employees who you can expect to remain with your organization for the long term, not temporary or seasonal employees who are in positions that will be short-lived. If you employ younger students who are only going to work for you for a short time, for example, you will not need to create individual career plans for each of them.)

Here are some steps to follow:

  • Ask younger generations about their personal ambitions and interests, and work with them to create a plan that lets them live out those dreams as they work for you.
  • Explain the behaviors and activities that are most valued in your organization. You can say, for example, “If you can grow repeat sales in your department, we will make every effort to reward and value your contribution.”
  • Explain how advancement works in your company, and how it could work for your younger generation workers. If they are starting out as a salesperson in one territory, for example, they can work toward taking over a new territory after a year of hitting sales quotas and bringing in a certain number of new accounts.
  • Talk about your company’s values and mission and invite younger generations to tell you how they can be part of them.
  • Explain management training and other development programs and layout specifics about how younger generations can take part.
  • Establish specific benchmarks and expectations for your younger generation employees to attain. Build-in timelines and due dates to keep the process specific.
  • Schedule future check-in meetings at regular intervals to assess how the career plan is working. Members of younger generations, like plenty of other employees, do not like to work in a vacuum. So, every month or three months, meet with them to assess how well the employee is doing with his or her career plan. At those sessions, keep the tone encouraging, and ask whether you or the company can help or provide resources.

 About the Author

Evan Hackel has helped start over 20 businesses, turned around a bankrupt $700 million franchise business, and grown it to $2 billion in four years. He was part of the team that grew CCA Global Partners to $10 billion in system-wide sales in 20 years. Evan is considered an expert in Franchising, Cooperatives, business startups, and general management. He is CEO of Tortal Training, a leading training development company, and Principal and Founder of Ingage Consulting. Evan is the host of Training Unleashed and the author of Ingaging Leadership. Evan speaks on Seeking Excellence, Better Together, Ingaging Leadership, and Attitude is Everything. To engage Evan as a speaker, visit EvanHackelSpeaks.com

 

Categories
Entrepreneurship Personal Development Women In Business

Rewire Your Money Mindset! CRACKING THE RICH CODE

Thrilled to announce that Volume 3 of the internationally bestselling series CRACKING THE RICH CODE, featuring my chapter on the Rewire Method, is available today!

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Britt and Harrington offer unique, innovative perspectives for any business leader looking to grow his or her business. Through creativity, tenacity, and mentorship, these entrepreneurs have risen to the top, turning their dreams into reality. Cracking the Rich Code, Vol. 3,  delivers the precise strategies that business leaders need to optimize their growth in competition with others across the globe.

If you want to CRACK THE RICH CODE – you need to #rewire your mindset!  In my chapter, I preview my new  #Rewire Method – a transformative process to overcome the limiting beliefs that separate us from our goals and dreams — once and for all.  Based on groundbreaking research from the worlds of neuroscience and the science of success, my 30-day process retrains the brain for greater wealth, happiness and fulfillment in all areas of life.

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