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Month: May 2020

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Best Practices Growth Leadership Personal Development

Increase Engagement and Reduce Turnover Using Business Audio Theatre

When the cement is wet, you can move it with a trowel, but when the cement is hard, you’ll need a jackhammer! No illustration could be more apropos than what happens during the orientation or on-boarding process. When you hire that candidate, their first few days on the job, what they are told, what they learn, and the culture they experience will be way more influential in their future performance, understanding, and attitude than anything that is conveyed at a later date.

1st Impressions Last Forever

Why? Because that’s when they are the most impressionable. That’s when they form their judgments about your company, it’s purpose, and the expectations you have about their behavior. That’s when they get the answers to all their questions, spoken or internalized. And that’s when they make assumptions to answer those unasked questions. And those assumptions can be wrong!

They can harbor an inaccurate view of what you think may be obvious. You may not find out for years until suddenly they do something that reveals their misconceptions. Ouch! Suddenly they make a decision that is counterproductive and hurts sales, relationships, or your budget.

Or suddenly, after you just get them up to speed and they finally solidify important relationships with key players, they quit!

The Missing Link

Why didn’t they identify with your company? Why did they leave? We think something was missing in the onboarding process. Sure, they got the manual, went to the training sessions, know where the forms are and who their go-to person is. But something was missing – something important!

What did you give them when “the cement was wet” that gave them a compelling reason to identify with your company? What did you give them that gave them the level of appreciation they need to be loyal, excited, and engaged?

And, remember, people can’t identify unless they can see themselves, their aspirations and their beliefs in what is being presented.

Founders Can’t Be There Forever

Having built a company ourselves from the ground up and having virtually no turnover for the last 7 years, we know from experience that employees have to understand and appreciate what it took to build the company. They need to hear what the founder’s goals were, the challenges they faced, and the ways they overcame them. Employees have to believe that the company they work for is making a difference in the world beyond the mercantile goods and services they provide.

Sure, there are books written about leadership and culture (we even wrote one). There are volumes on team building filled with real gems. But what happens to the company after the founders leave?  What happens after the divisions of labor begin to degenerate into turf wars? What happens when there is no longer anything special about your company and your employees could be happy working anywhere? The answer, unfortunately, is disengagement and turnover.

The Power of Story

During the on-boarding process, new hires are expected to read a ton of stuff. Some of that stuff may even be the company history starting with the founders in a garage. This is all great stuff. …if they will actually read it, retain it, and act on it.

One way that will actually get through to your new employees is an onboarding tool that we have made available to founders and their companies to build this identification with your company. We call it Business Audio Theatre. When folks are hired, they are given an MP3 audiobook that chronicles the founder’s goals, challenges, and successes. It is presented in a compelling theatrical drama with actors voicing roles in action-packed scenes that recall historical events with outcomes that educate as they entertain. It’s an immersive experience complete with sound effects, interviews, and an original musical score.

The founders are portrayed as people not unlike themselves who have aspirations and setbacks, but who persevere and ultimately create the company and job now enjoyed by so many. Unlike all that written and video material new hires typically receive, this Business Audio Theatre format does not tether them to a screen or a book. They are free to multitask while they are in their homes or while jogging and commuting. As the critics are saying: “The story comes alive! It’s 3-D audio!”

When They Identify, They Engage

Now your new employee can easily identify with the goals and values of the founders. They feel like they are part of the movement. They want to participate because they identify and appreciate the company! You have just brought the story to life for them in a convenient, compelling, and memorable way! Increase engagement and reduce turn-over using Business Audio Theatre! We have done it, and we can help you do it, too!

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Best Practices Entrepreneurship Human Resources Management Marketing Negotiations News and Politics Sales Skills Women In Business

“Trust Is The Most Vulnerable Victim Of Fake News” – Negotiation Insight

“Fake news’ purpose is to victimize you to altered realities. And trust is the serum that combats it.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)       Click to get the book!

“Trust Is The Most Vulnerable Victim Of Fake News”

Are you a victim of fake news? Be careful how you answer that question. It’ll reveal the perspective and perception you have of the information you consume. And that determines how you live your life. News and information are two factors you use to identify with whom you’ll place your trust. Thus, the reason it’s so impactful. And trust is a factor, that will protect you from, or expose you to being vulnerable to others.

The following are points to be consciously aware of, per the impact that fake news has on your life.

 

Purpose of Fake News

The purpose of fake news is to alter your perspective. Thus, the meaning of fake news in and of itself is not divisive. It adopts a possible sinister effect when it intends to modify your reality and sow discord within you. Worse about the intent to alter your perspective with fake news is the confusion it creates. Thus, in some cases, false stories are planted to produce just enough doubt to cause you to wonder to what degree fake news is real or contrived.

Information

People deliver information with a purpose in mind. And it’s the intent of that message that you should consider when assessing the impact that you’ll allow it to have on you. That raises another point. In some instances, when you’re not consciously aware of the information you’re consuming, you may engage in actions that you’re consciously unaware of – at that point, it would be akin to you, going through the motions. And that’s the point at which you can become vulnerable to the behest of others.

First, as teachers stated, when you were in grade school, pay attention. To that point, heighten your awareness when you suspect someone may be attempting to invade your mental senses with information that doesn’t comport with your feelings. Those feelings might be good or bad.

To increase your perception, ask yourself, what’s the purpose of providing me this information? What actions am I supposed to take after receiving this insight? And, how am I supposed to think differently, now that I have this information, compared to my previous thoughts? The answers may be eye-opening for you.

 

Statements Versus Facts

I remember two friends getting into a heated discussion about the weather when I was in my early teen years. One stated that he’d heard the temperature was going to be 72 degrees that day. The other friend said he’d heard that it would only get to 68 degrees. They went back and forth as to who was right about something that most would say was trivial. The point is, they’d heard forecasts from two different sources. And as I’m sure you know – a forecast is nothing more than a good guess. It’s not the definitive end-all of what an outcome will be.

Some people state facts as certainties. Others pronounce things as facts because of the source from which they get their information. And yet others use misinformation as facts for the divisiveness it creates. The lesson here is, understand someone’s motives for the information they state as being factual.

When you have information in perspective, you can assess its relevancy of importance to other relevant information. That’s another reason you should be mindful of people that present fake or false information per their source. Because, once again, that information will alter your perspective and the way you judge the importance of other information. Thus, fake news could cause you to place less emphasis on a matter than you otherwise would put on it. When unsure of someone’s facts, to the degree that it’s important to you, do your research. And verify the sources of your research information too. That will assist you in not devolving into a more profound sense of uncertainty.

 

Leadership

Even when someone is qualified to lead, or address the endeavors of others, if that person lacks trust, due to fake news perpetrated against them, they stand less of a chance of becoming a leader. If it’s lacking, trust becomes the factor that tilts the scale away from that person, which brings into consideration the degree others will follow them.

Everyone seeks to inspire their followers. If you want others to become inspired by you, deliver consistent messages. That means, don’t state a position one day and adopt a 180-degree stance the next day. People become confused by a lack of consistency. Also, be straight with people. If you must deliver bad news, let people know why it’s terrible. And above all, don’t distribute fake news simply to appease people. Eventually, they’ll see through it and you. As the cliché goes, “you can fool some of the people some of the time. But you can’t fool all of the people all of the time.” At some point, you’re belittling of the truth will catch up with you. And more than likely, you’ll pay a hefty price for the misguided information you spewed.

 

The Blame Game

Fake news, false information, call it the same. As kids, some would deliver untruthful information to absorbed themselves from blame. And those kids became adults that use the same tactic to scurry out of harm’s way today.

When listening to someone’s story, be attentive to what they may be attempting to avoid. Ask yourself, does the story flow logically? Why would others be saying the opposite of what the first person is stating? And question who has what to gain from the stories they’re citing. The blame game can be devastating. But you don’t have to be a victim of it. Avoid it by detaching yourself emotionally from someone’s story. And then assess it.

 

Reflection

To trust your sources of information, you must trust the news you receive. That means being more attuned to what may be fake news. Everyone falls victim to others in their life. If you’re more aware of the information surrounding you, the source of that information, and the intent it’s meant to have on you, you can prevent victimhood from befalling you. Once you do, you’ll have a clearer perspective on reality. 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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Growth Personal Development

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Entrepreneurship Human Resources Management Marketing Negotiations Sales Skills Women In Business

“No Good – This Is Why Tone Matters In A Negotiation” – Negotiation Tip of the Week

“Tone matters when no good comes from a hero that doesn’t engage in heroic acts.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

Click to get the book!

 

“No Good – This Is Why Tone Matters In A Negotiation”

 

To what degree do you consciously lend attention to someone’s tone when they speak? It matters, especially in a negotiation. Because someone can use the same words to represent their thoughts. But it’s the tone that lends insight into the intent of those words.

One such example used in the past is, “man without a woman is helpless.” That statement might be confusing to you, as to the intent it’s meant to convey if you didn’t hear the tone of the message. Here’s the second iteration of those words, “Man, without a woman, is helpless.” That statement might become more understanding as to the intent of the speaker. She’s saying that man would be helpless without a woman. And here’s the third iteration. “Man without, a woman is helpless.” This statement carries the sentiment that a woman without a man is helpless. Thus, only when you hear the tone’s emphasis, when someone is speaking, does the meaning adopt more clarity. And in the written form, if the punctuation is missing, the purpose of the statement can also be confusing.

 

What’s Missing

Sometimes, when you’re listening to someone, you focus so much on their words that you don’t hear what they’re not saying. In a negotiation, listening to what’s not said is essential, because the missing words might indicate something the other negotiator doesn’t want to discuss. And that could prove to be vital information to your negotiation efforts.

When people speak, what they omit can be as telling about the message they’re delivering than what they’re saying. Thus, you should always be aware of what someone is saying, but you should also be mindful of what they’re not saying. Being attentive in that manner will allow you to grasp more of the intent of the message they’re conveying and the ones unspoken.

 

Emotional Reaction

Another barometer to observe is how you emotionally feel when listening to someone’s statements. Those feelings may occur within the first few seconds of the person speaking. And they may become altered as you hear more of what they’re saying. Understand what’s happening within yourself. And strive to understand how you’re evaluating what you’re hearing. That will allow you to better assess the meaning that’s being conveyed by the speaker. And making that assessment will enable you to grasp a higher sense of his intent.

 

Order

Another aspect that gives the tone a higher definition is the order in which someone presents their words. Referring back to our example, instead of the statement, “man without a woman is helpless.” Suppose the speaker said, “without a man, a woman is helpless.” If someone stated the latter, there’d be less ambiguity. Thus the importance that word order has when communicating.

 

Sight

Are you seeing what you’re hearing? Does that sound confusing to you?

To better understand what you hear, when face-to-face, listen with your eyes. That means you can gain clues to someone’s intent, based on the gestures they emit when they speak. As an example, if they smile while speaking, the smile may convey sincerity or sarcasm. It would be up to you to discern the intent of the meaning as you further engaged that person. But, regardless of your perception, you’d have more information from which to question the purpose of someone’s words. And that will give you a greater depth of that person’s intent.

 

Actions

Another way to glean insight into the meaning of someone’s tone is to observe the immediate action they engage in after they’ve spoken. As an example, if they step closers to you in a non-threatening manner, that might convey a sense of openness. They may be stating that they’re approachable. At a minimum, they’re saying that they’re not afraid of you. Contrast the same scene, but this time, that person takes a step back while frowning at you. That would send a message that was the opposite of the previous encounter. Always take note of what occurs as someone concludes their actions. The action will give you more insight into the meaning of their words and the next act they might perform.

 

Challenging Premises

There will be times when someone makes a statement that sounds like a question. That’s usually due to an octave increase on the last word placed on the declaration. When you hear such pronouncements, take note and also observe what follows. At worse, the person is not sure of what they’re saying, or they’re not sure how you perceive it. When you sense either, understand that might be a point to challenge the premise of their statement. Doing so will alert them that they can’t just say anything and get away with it. It’ll also state that you may be keener than they thought.

 

Reflection

Many times, the emphasis applied to spoken words alters the meaning of the message, which is why it’s so important to listen to someone’s tone as they speak. That’s even more important when you’re in a negotiation. Because if you miss a vital piece of information, due to your lack of attentiveness, you risk losing the intent of the message. And that can be deadly in a negotiation. Thus, when you’re negotiating or engaged in meaningful conversation, pay attention to the tone people use to emphasize the words they speak. Because someone’s tone matters, per the meaning and possible alteration, that it gives to their message. Being observant will enhance your interactions with them and make you a better negotiator. 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/