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Entrepreneurship Management Negotiations Sales Skills Women In Business

“Pandemic – Here Is What Will Make You A Better Negotiator” – Negotiation Tip of the Week

“A crisis begins with the perception of those around you. And that’s the reason you should be mindful with whom you associate.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)     Click to get the book!

 

“Pandemic – Here Is What Will Make You A Better Negotiator”

 

We’re in the midst of a pandemic – there’s a shorter supply of life’s essentials! And people are stressing me out by their behavior. I’m not sure what I’m going to do, but if things become more drastic, I may start to do radical things! So said one friend to another.

Due to the worldwide pandemic, people are confronting a whirlwind of daunting times. And we will not rid ourselves of these times soon – because there will be health and financial repercussions for months and possibly years to come. One way to mitigate the challenging times ahead is to become a better negotiator. This article will assist you in gaining the insight to do that.

Supplies

Essential provisions will be difficult to obtain in pandemic times or times when people feel threatened. Because the natural inclination is to protect one’s self when threats are perceived, people will hoard perceived necessities. Note that I didn’t say when threats are prevalent. I draw attention to that distinction to highlight what may be calm for one person might be someone else’s perceived calamity. That means you must address people’s perspective based on how and what they’re sensing.

Thus, when it comes to securing supplies to protect your wellbeing, consider the relationships you can establish before times become more perilous. And if you’re stuck in uncertain times without having those relationships built, think of whom you can create connections with to reach your end goal. Connecting with other people that have resources is a way to use their leverage in situations.

Leverage

Regardless of dangerous times, as a negotiator, always look for opportunities to use leverage. It will enhance your negotiation efforts. There are several forms of it that you can use. And two of those are cash and other people’s resources.

The best way to implement the use of leverage is to increase the value perception of your offer. As a simple example, if you were out of your life-saving medication and had no way to retrieve it when ordinary means of transportation were unavailable, you might borrow a neighbor’s vehicle (i.e., use other people’s resources). You could do that in exchange for something the neighbor needed then or in the future. If that option was blocked, due to the neighbor having limited gas for his vehicle, you might entice the neighbor to oblige your request by offering money to purchase fuel. In both situations, you’re applying leverage to acquire the goal you seek, which is to get the life-saving medication that you desperately need.

To be more productive with the use of leverage, look first to negotiate with those in need or crisis mode. They’ll be more apt to make quicker deals with less haggling. And, as always, to enhance your efforts, know what people really want, versus what they tell you, and from whom you can get it if you don’t possess it.

Cash

If you’re accustomed to not having money on you, change that! Because, if you have currency as opposed to credit or debit cards, you’ll be able to negotiate more effectively using cash. That means you’ll be able to close some deals faster on your terms.

Defer

To improve your cash flow, consider who might agree to accept payments later, waive fees, etc. Be mindful that they will be the people to deal with first in the future. They will have shown that they’re willing to work with you in trying times. And, by working with such people, you’ll have more cash to address opportunities that will avail themselves in your present environment.

Herd Mentality

During times of crisis, people suspend their rational thought processes. And that can lead them to adopt a herd mentality. The thought they engage in during such times is, there’s safety in numbers. Thus, if everyone else is doing it, it must be the right thing to do.

While following a herd can be a stress reliever, it can also be the bane of your future success. So, to protect yourself during times of trouble, observe what the heard is doing. But be vigilant of deviations to enhance your negotiation position. A variation might be having cash on hand to strengthen your negotiation efforts with someone that had limited funds.

Thus a deviation can be any form of goods, services, or money that you use differently than others to enhance your position. It needs to be something that others perceive as valuable and, therefore, the reason they’d want it. When you’re in that position, you’ll have more leverage and influence. And that will become your optimum time to negotiate because that’ll be your height of power as a negotiator.

Stress

Stress can debilitate you in normal times. During times of crisis, it can be more devastating. And that’s the reason you have to control your perception of situations around you. Before you allow too many outside sources to determine your actions, check the validity of those sources.  And consider focusing more on the positive aspects occurring in your life.

Since you’re hardwired to address your most prominent thoughts, to improve your environment, you must use your thought process to improve how you’re viewing that environment. And that’s how, by managing your degree of stress, you can improve your negotiation efforts. If you’re mentally not burdened with worry, you’ll be able to think more clearly. And that’s what you should always strive to achieve as a negotiator – clear mind – clear thoughts.

Negotiation Timing

During times of crisis, people become skittish about what they may need in the future. Thus, they hoard what they perceive to be necessities in the present time. So, in addition to what I’ve stated about supplies, leverage, herd mentality, and stress, consider the timing in which you make offers. The more cautious people become, the more flexible they’ll become when negotiating with you. That means, if you time your propositions when people are in a heightened state of flexibility, your negotiation efforts will be met with greater success, and with less effort on your part.

Reflection

If you want to prevent being swallowed by the current pandemic, and the financial woes that some will experience after the efforts of Covid-19 have eroded, you must become a better negotiator. And now is the time to do that.

Protect yourself by utilizing the insights mentioned in this article (i.e., having cash on hand, managing stress, being observant of the herd, etc.). As a negotiator, you will become positioned better to survive and thrive when the pandemic clears. 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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Best Practices Body Language Entrepreneurship Health and Wellness Human Resources Women In Business

THE NEW NORMAL (First in a Series)

 

Covid-19 is the elephant in the room. The underlying zeitgeist and angst that colors everything we do…or don’t do. We’re all infected with it to some degree: whether you have the virus, know someone or just worry about it. In the coming days and weeks, I’ll be posting a daily blog with my friend and colleague, Steve Lance. We’ll be offering tips and strategies that can “lower your emotional thermostat” and manage remote work more effectively. Steve is a best-selling author and Creative Director whose firm does Corporate Process Interventions. Our hope is these daily notes give you tools that can turn your elephant into, say, a zebra. (Yes, it will still be the exotic animal in the room, but it might be more manageable.) If you have helpful tips you’re using, please comment and we’ll include them in subsequent blogs. In the meantime, stay safe. Stay smart. Stay apart. Tina (and Steve)

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Best Practices Body Language Entrepreneurship Health and Wellness Human Resources Management Skills Women In Business

The New Normal (TNN) #2:Managing Your Stress Levels

(Stay Safe. Stay Smart. Stay Apart.) What can you do with today’s added stress? Tina defines “stress” as the amount of control we think we have over a situation (which, right away, puts the idea of “stress” into a scalable, manageable perspective). Take a deep breath and exhale fully before you read on. Really. We’ll wait. Okay, did you notice a change in your thoughts, feelings or body? That old cliché, “take a deep breath and count to ten before you respond” still works. Whenever you notice your mind drifting over to the aspects of the pandemic you don’t have any control over, take a deep breath and count to ten. What do you do to get your stress level under control?

REMEMBER: Stay Safe. Stay Smart. Stay Apart.

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Best Practices Entrepreneurship Marketing Personal Development

Writing is Money

Do you like to write?

Do you consider yourself a good writer?

Do you know how to write it so they read it?

More importantly – do you know how to write so people get out their wallets and PAY you money?

Writing is the secret superpower of the thought leader.

If you’re a consultant, you have to write.

If you’re a speaker, you have to write.

If you’re a coach, you have to write.

If you’re a trainer, you have to write.

If you’re an online course creator, you have to write.

If you’re a marketer, you have to write.

If you sell any product, service, program, or idea – people will buy (or buy into) what you have to say or sell based on…

You got it – something you wrote.

Think about all the places writing is money…

Think about all the places where your ability, skill, and will to write can help you get more leads, prospects, subscribers, fans, followers – and best of all – clients and customers…

Your home page copy

Your blog posts and titles

Your articles

Your LinkedIn profile

Your Facebook posts

Your LinkedIn updates

Your tweets

Your “verbal business card”

Your About page

Your speaker introduction

Your services page

Your consulting/coaching packages

Your seminar or training descriptions

Your speech titles and descriptions

Your YouTube video titles and descriptions

Your prospecting emails and subject lines

Your sales letters

Your landing pages

Your webinars and livestreams

Your pay-per-click ads

Your email newsletter

Your book (see above for all the places you can compile your book content from!)

It used to be, “you don’t sell – you don’t eat.”

Today it’s “you don’t write – you don’t eat.”

Wondering why you’re hungry?

You’re not writing enough – or your writing isn’t good enough to truly connect with your leads, prospects, clients, and subscribers.

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Body Language Entrepreneurship Management Negotiations Sales Skills Women In Business

“How To Negotiate In The Frightening Times Of Reckoning” – Negotiation Tip of the Week

“The only thing that trumps fear is a conscious mind controlling it.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

Click to get the book!

“How To Negotiate In The Frightening Times Of Reckoning”

 

I didn’t need all this stuff. Then why did you buy it? Just in case I need it. They’re shutting down everything. And right now, I, along with a lot of people, are afraid of what’s coming. Heck, you’re scared of what’s happening? It’s already here!

With a worldwide pandemic upon us, some will perish, some will become mentally crippled, and some will thrive. The most predominant factor that will dictate the categories people fall into will be how well they negotiate in these and the coming times.

The following are a few insights to consider to increase the probability of getting through the Coronavirus pandemic.

Mindset

People are seeking calm and reassurance. If you’ve been reading my articles on body language, you know that the body always tries to stay in a state of comfort – it wants to feel safe and calm. And when it’s out of that state, it exhibits signals indicating that something’s wrong – that’s how you can decipher someone’s thoughts (i.e., by the body language signals they cast).

During this and any pandemic, people become scared. They’re afraid of the prevalent uncertainty that surrounds them. And thus, they don’t know what meaningful actions to take. So, they follow the herd, which in many cases doesn’t know where it’s headed. And that’s the void that you can step into. Show people, teach people, calm people, by giving them a sense of purpose and direction. Shine a new path of hope and safety for them to embark. They’ll trust you more when you negotiate with them.

Negotiation Strategies

Offers

In the coming months and years, some people will become less discerning about maximizing their gains versus losing an opportunity – because there will be a surplus of some big-ticket items (e.g., cars, etc.). When possible, negotiate with individuals that must move items quickly; less those items lose more value. And be mindful of the speed you use to make and accept offers, which will depend on whether you’re buying or selling. If you’re the seller and you have leverage, push to close the sale quickly. If you’re the buyer, let the seller sweat – move slower.

Cash

Having cash-in-hand will induce some people to lower their prices. To enhance that image, display the money when you’re at a close point of agreement. And then ask, as you show the cash, how about I give you ‘x’ right now (display the exact amount you intend to offer), as you extend the money to the person. Let it linger there for a moment to see if he accepts it. If he doesn’t take it after a few seconds, slowly begin to withdraw it and observe his body language. Note if he becomes nervous – that’ll be a sign that he’s grappling with indecision. You will have done two things with your offer and gesture. One, you’ll show him how close he is to getting something where he might not get anything. Two, your slow movement of withdrawing the money serves as a takeaway, a loss of something someone is about to incur. Psychologically, people will fight harder to keep from losing something than they will to acquire it. So, you have that factor in your favor too.

Takeaway

As indicated a moment ago. When someone senses loss, and it’s something they want, they become motivated to keep or acquire it. Once again, that’s the power of the takeaway. It implies that someone is about to lose something they want.

While this is a powerful tool in a negotiation, be mindful of not overusing it. Because, if you use it too frequently and still allow the other person to obtain what he wants, you’ll be teaching him to dismiss your takeaway. You will have devalued it. Thus, be aware of how and when you use it.

You, Thought Leader

Thought leadership is another form of negotiation. Because people follow the thought leaders that they trust. And they do so more in frightening times of reckoning.

On the back label of the products we consume, there are several factors listed for information purposes. There are nutritional facts, ingredients, and a ‘best by’ or expiration date. That information displays a sense of the product’s life cycle, and the continuum it’s on, along with its nutritional viability. It’s a way to set the expectation in someone’s mind for how long the product is usable. And that’s what you can do as a thought leader – reassure people that there’s no expiration on their health and financial future if they adopt specific procedures. To do that, you must be aware of reliable and current information that those who follow you can use. And that will enhance the perception of those with whom you negotiate.

Reflection

The thoughts on mindset, negotiation strategies, and thought leadership, are ways in which you can negotiate in frightening times and enhance the perception of your leadership abilities. To do so successfully, you must become well attuned to factual circumstances occurring around you. And, you must be aware of what those that follow you need and want – and don’t confuse those two. There’s a perspective difference in what people want versus what they need. If they truly need it but don’t want it, you may have a more difficult time getting them to accept it. That’s where your negotiation skills will become tested. In a best-case scenario, they’ll need and want your offering.

When we come through this pandemic, one day we’ll look back on it and think these times were not that bad. Time will be the healer of the pandemic image. Thus, no matter how bad a situation is when you’re going through it, those times always appear to be perilous. So, fret not. Instead, possess a healthy mindset that will insulate you from seeing unreasonable scary things ahead, and increase your negotiation skills (which will enhance your leadership abilities). By doing so, you’ll become better positioned to see it through (i.e., the pandemic). 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/

 

#TheMasterNegotiator #GregWilliams #negotiation #Coronavirus #Recession #NegotiationSkills #Stress #Secrets #bodylanguage #csuitenetwork #thoughtcouncil #readingbodylanguage #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

 

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Entrepreneurship Human Resources Management Negotiations Sales Skills Women In Business

“Coronavirus–Recession – How To Negotiate In A Dangerous World” – Negotiation Tip of the Week

“When perilous times are pending, be decisive in your actions. Because those actions will determine your future.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)        Click to get the book!

 

“Coronavirus–Recession – How To Negotiate In A Dangerous World”

 

One blindsided us – the Coronavirus. The other shouldn’t – the recession that’s coming. Regardless, that’s a one-two gut punch that will drop a lot of unprepared people. Yes! We are moving into a dangerous new world. What are you doing to prepare for what’s to come? There are ways you can mitigate risks. If you ask how – the answer is – by increasing your negotiation skills. And don’t you dare smirk at that!

With people’s worldwide mobility threatened, due to the Coronavirus, and a recession looming on the horizon, now is the time to become aggressive about increasing your negotiation abilities. That’s not frivolity. That’s a fact!

People around the world will have to become accustomed to a new normal, one that’s fraught with restrictions. It will contain a realignment of values, norms, and acceptance of beliefs. And those restrictions will become the hidden sources of advancement for those whose negotiation skills can meet those future challenges.

The following are thoughts to consider and a few beginning ways that you can use to increase your negotiation skills.

 

Positioning

She didn’t realize it. But she’d just done severe damage to her negotiation outcome. And that was due to how she’d positioned herself – the way others saw her.

The way you position yourself before you enter into a negotiation is another component that indicates how successful your negotiation efforts and results will be. With the pending realignment of world values and perspectives, you know what’s coming – a downturn in economic opportunities. So how will you position yourself to take advantage of what will be a new normal? How do you wish those that you’ll interact with to view you? That’s a decision that you have to make based on the goals you’d like to achieve. You have a runway of time to begin formulating that perception. Use time wisely to create the image that’ll serve you best going forward!

 

Questions

Questions are the gateway to deeper enlightenment. Thus, the questions you ask determine the degree you’ll become enlightened. Asking the right question(s) has several components to them. They cause the questionee to become reflective (i.e., go into thought-mode), excite that individual with an implied benefit to acquire something he seeks, or suggest a ‘better outcome’ if that person adheres to your suggestion(s). And those components don’t have to exist in the same question. They can be interspersed with one another or used in a standalone form.

Then, there are different forms of questions that you can use to uncover secrets and other concealments. You’d use them to gain more significant insights about the information that you can use to advantage your position.

 

Assumptive/Implied questions – Assumptive questions give the impression that you know more than you’re disclosing. You use them to nudge someone into giving you more information. If you’re bargaining with someone over price, you might ask, how much did you lower the cost when you dealt with ‘x’? The assumption implied is, you’re aware that the seller lowered the price in the past. Even if he said he didn’t reduce it, you’ve gained additional information. From there, it might behoove you to test him further to validate his claim.

 

Regurgitated questions – Use this type of inquiry when seeking to verify the truth. To do that, when you recite someone’s responses, alter them. As an example, if a person responded to a previous question by stating he was in a red car on the night in question, later in the conversation, you could ask him about the blue car that he mentioned. And then, either keep speaking or pause momentarily –  what you do at that point would be based on the degree you already thought his statement was suspect.

You intentionally mention the wrong color of the car to see if he corrects your misrepresentation of what he’d stated (i.e., red car instead of a blue car). If he doesn’t correct you, based on what else you may have noted that you’ve questioned, you would have garnered information about the believability of his declarations.

 

Response to questions – You should also be aware of how people respond to your questions. As an example, if I ask you what time did you do that, and your response is, it was late, you responded, but you’ve not answered my question. You might not have known what time it was, or you may have been attempting to avoid answering an inquiry that you didn’t want to disclose. Be alert when this occurs. And explore further if you sense there’s more to uncover.

 

What To Do Now

Practice your negotiation abilities. Do that by asking for small increments in any activity you negotiate. As an example, if you’re in a store that you’re almost positive would not give you a discount, ask for one anyway. Even if you don’t achieve it, you’ll gain insights from the lessons learned (i.e., did you ask the right person, what was the initial response you received, how did you respond, was the situation right for that time, etc.). You can take that feedback to hone your negotiating abilities moving forward. And practicing is just a tiny nuance to enhancing those skills. For further enhancements, read, listen to negotiation podcasts, and observe others as they’re negotiating. Take note of the tactics they use, with whom they use them, and the outcomes they receive. There’ll be a wealth of knowledge contained in that activity.

 

Reflection

Authorities are already restricting the movements of their citizens in parts of the world due to the Coronavirus. They’re telling their citizenry to stock up on provisions and limit outdoor activities. That’s the beginning of the challenging times to come. Next will be the recession.

The clock has stopped ticking. And the proverbial bomb has gone off. Make sure you insulate yourself from the recession fallout that’ll follow. Do that by enriching your negotiation skills. And for you, 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/

 

 

# Coronavirus #Recession #World #NegotiationSkills #csuitenetwork #thoughtcouncil #Bodylanguage #readingbodylanguage #Negotiation #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

 

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

“This Is How To Unlock Secrets Hidden By Stress” – Negotiation Insight

“Secrets hidden by stress reveal themselves, once you unveil the stress behind which secrets hide.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

Click to get the book!

 

“This Is How To Unlock Secrets Hidden By Stress”

 

People become stressed for any number of reasons. It can occur due to their fear of upcoming interactions with others, especially with the Coronavirus pandemic plaguing people around the globe. And they can experience stress due to their attempts to conceal secrets or lies.

The point is, when you’re in the presence of someone displaying signs of stress, first, you should know what to observe. Then, you should be able to detect their source of stress. The reason being, the better you can understand someone’s source of motivation, the better you can understand what’s motivating their actions.

The following are body language signs highlighting the source that denote actions stemming from stress, and how you can use that information to uncover hidden secrets.

 

Stress From Current Environments

Some people experience stress in some environments due to their lack of assuredness about their placement. And that stems from how they compare themselves to others. If this person is concealing a secret, make him feel at ease before attempting to coerce it out of him. To do otherwise may cause him to bury his secret deeper.

 

Stammering/Forgetfulness

Another sign that stress induces is stammering and forgetfulness. Thus, when you encounter someone displaying these symptoms, recognize that they could be expressing discomfort.

Based on when the stammering or forgetfulness occurs, it may announce your relative closeness to hidden information. And the forgetfulness may also be the crutch they use as the excuse to keep from disclosing that information. If you sense that, and it’s crucial, probe to uncover what’s attempting to remain concealed. As you do, observe what becomes of the stammering. The more it occurs, the closer you’ll be to discovering what’s hidden.

 

Adam’s Apple/Swallowing

You can glean insights from observing someone’s Adam’s apple. As they speak, when stressed, they’ll tend to swallow more than previously. If stress is the cause, their swallowing action will be due to an effort to hydrate the throat.

Attempt to calm the individual by backing away from the subject that’s causing discomfort. And note the movement of their Adam’s apple once they reach a state of calm. If it noticeably dissipates, that will be an indication of what caused their stress. If it behooves your efforts to obtain the truth, ratchet up the tension by delving back into the story that caused the anxiety. You can engage in that yin and yang until you’re satisfied that you’ve obtained all of the truth.

 

Taking A Seat

Do you observe how someone sits in a chair? Do they plop into it, ease into it while gripping the arms of the chair (if there are arms)? If so, how much weight are they releasing when they sit? And how much pressure are they applying while gripping the arms of the chair? Those actions indicate how they feel at that moment.

Someone experiencing a higher degree of stress than usual may plop into a chair or grip its’ arms tightly. The person that’s stating that action is attempting to rid themselves of the load they’re carrying. That load may be mental due to stress. If you note those signs, act to uncover what may lurk beneath them.

 

Lip Chewing/Licking

Another possible sign of stress occurs when someone constantly licks their lips. This action stems from a lack of moisture in the mouth, which causes the lip-licking to occur. It can be one of the most accessible signs to detect because it’s literally right in front of you.

 

Holding/Rubbing Wrist

Supporting one’s wrist or rubbing it is another indicator that stress is prevalent. That action denotes an attempt to release the pressure that may stem from other parts of one’s body. Thus, it serves as a release valve.

If you observe this gesture, ask if everything is okay. And note how the person responds. If they question why you’re asking, they’re seeking input before giving information. That could be an indicator of their attempt to conceal information. If they state a reason for their action, they’re less guarded, but they may still be harboring something.

 

Averting Eyes

When you were younger and saw a scary movie, you averted your eyes to prevent seeing what alarmed you. That’s a natural instinctive reaction. Thus, when someone averts their eyes, they’re sending a signal indicating they don’t wish to engage at that moment. The degree of aversion depends on the culture and other social factors relevant to one’s geographical location.

By noting when someone averts their eyes, you can gain insight into what they may not wish to discuss. And, by signaling that such matters are topics they’d like to stay away from, they’re drawing attention to the fact that there may be something for you to probe. Assess if you should.

 

Uncovering Lies

You can use a combination of the insights mentioned to assist in uncovering lies. Observing the rate of swallowing, when someone averts their eyes, the degree they stammer, and how they sit in a chair, can be clues signaling you to pursue your current direction. It can also indicate that it’s time to change tactics.

The body wants to stay in a state of comfort. Thus, when someone’s body lacks tranquility, it emits signals indicating its efforts to return to a state of calm. Therefore, when someone lies, they display gestures that call attention to their efforts to prevent the truth from coming forward. Once you sense you’re on the trail of a lie, decide if it’s worth pursuing. But always take note of how the person reacted when they sensed that you were on to their untruthfulness.

 

Reflection

To understand someone’s body language, you must understand their baseline behavior. The way to gather that insight is to observe how they behave when they’re not in a state of stress. Based on that behavior, you’ll have something to compare their current actions.

Absent baseline information, compare ongoing interactions to what’s typical for the environment. Only then will you be able to accurately determine what causes them to act and react in the manner they do. And keep in mind that most people respond differently to feeling awkward than they do when they’re trying to conceal secrets. When the latter is crucial for you to uncover, be more observant of those signals.

To protect yourself better, be more observant of the signals others emit when they’re in your presence. In some cases, the clues they give off should set off alarms. In other situations, such messages may be an outreach for assistance. In either case, the more aware you are of them, the higher the sense of direction you’ll have. 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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“This Is The Best Negotiation Lesson From The Coronavirus” – Negotiation Insight

“A virus needs a host to survive. To protect yourself, avoid environments where they thrive.” – Greg Williams, The Master Negotiator & Body Language Expert.

 

“This Is The Best Negotiation Lesson From The Coronavirus”

 

Every day, we learn lessons from which we seek to improve our life. We learn whom to trust, how much to trust them, and when to invoke disbelief. To that end, the worldwide outbreak and spread of the Coronavirus is fraught with negotiation lessons about trust, influence, and self-preservation.

The following are a few lessons to glean from how authorities and individuals are handling this situation, or do you think of it as a crisis? The mindset you possess will always dictate your actions.  Regardless, you’ll learn something from the following, which you can use to enhance your life and negotiation outcomes.

 

Authorities

In any environment, people think of themselves first. They may not do so with the intent to put themselves ahead of others, but self-preservation is always a source of motivation. Thus, before blindly following the dictates of an authority figure, question why they’re expending the information and actions they’re seeking from you. The same is true in a negotiation. Always question the purpose behind the activity someone invokes. Yes, their efforts may be born out of altruism, but even if that’s true, the payoff for that person is the good feeling they receive from being generous. That’s not to say that you should not be accepting of their generosity. It’s to say, maintain a heightened sense of awareness per where their actions may be leading you. Like them, you also have self-preservation at your core for your wellbeing.

 

Risk Analysis

Like most people, before you partake in an endeavor that bears a sense of risk, you evaluate the risk. The more pronounced the opportunity for harm, the more prominent your assessment should be.

With the Coronavirus, as is the case in a negotiation, when thinking of the precautions you should exercise (i.e., fly here, attend that conference, go to an entertainment event, etc.), be alert to the motives of those attempting to sway you in one direction versus another. Once again, ask what they’re trying to achieve based on them maintaining whatever power or prestige they may have in the environment that they’re putting forth to sway you. You might also consider whether you’re being used as a pawn to persuade others to join someone’s perspective. Again, as in negotiations, leverage is gathered when a majority or influences suggest that others engage in an action. While considering all of those factors, think about your wellbeing.

Therefore, if you don’t feel safe adopting a particular act, don’t accept it as becoming your reality. And don’t fear the degradation that may come from others to shame you into changing your perspective. Let your self-interest by the light that guides you on your path. After all, if harm does befall you, others may apologize and tell you how sorry they are, but if you pay a debilitation price for an encumbrance, that’ll be little solace to make you whole.

 

Haste

Another cause of faulty decision-making is haste. While time may be of the essence in some situations, never be in such a rush that you lose something important due to your haste.

With the Coronavirus, some people, through misinformation and being egocentric, considered themselves impervious to the virus. Thus, they did not act appropriately to protect themselves. They figured that they were immune because things like that happened ‘over there,’ not here. An attitude such as that can be your downfall in a negotiation, or any activity, in which risk should demand more consideration. Be judicious when making decisions that can impact your life. Because you only get one chance at life. And once it’s gone, so are your abilities to alter it.

 

Taking Back Power

Power ebbs and flows. That means someone is dominant to the degree that others allow that person to possess power over them. And once you withdraw your consent, that person becomes powerless.

Thus, the more the masses of power extend their power to someone else, that person’s authority is enhanced. That’s an important fact to note. Because some individuals get caught in a sea of movement – they’re rudderless, which means they’re in a flow due to their proximity to like-minded people.

Remember, in a mass outbreak that threatens your wellbeing, don’t go along simply because you’re in the sea of movement. You came in the world alone, even if you have a twin sibling, there was a duration of time between your entrances.

So, if you want to maintain the power that’s yours, be mindful of when you relinquish it, and to whom you give it. Be ready to take it back if your analysis stipulates you should do so. And, while doing so, don’t exercise your actions out of haste, but don’t delay them by procrastinating. Strike a balance between the two. And be quick to make readjustments as you gather new insights and information about the plight that confronts you. As others are only as powerful as you allow them to be, you’re only as powerful as those to whom you give your power. Know when to take it back.

 

Reflection

Very seldom will you have to make life or death decisions. And if you do, hopefully, you’ll engage in that decision with a lot of forethought as you seek to gain far-sightedness. In that quest, be introspective by examining the core of your being, who you are, and who you wish to become. Do that while also being retrospective, looking deep into your past decisions, how you made them, and their outcomes. That exercise should help you firm-up your decision-making process.

Be mindful that people see what they want to believe. Since it’s your decision, that will affect your life, be clear about the interpretation of your vision. 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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“Danger Is The Cost For Crossing A Negotiation Line“ – Negotiation Tip of the Week

“The danger in crossing a line is ending on the wrong side.”

-Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

 

 

(Click to get the book)

 

 

“Danger Is The Cost For Crossing A Negotiation Line“

 

He stated, with a sense of exasperation, “you’re getting very close to the line! If I can’t walk away feeling like I got something out of this deal, both of us will walk away with that feeling.” With that statement, he’d tossed the gauntlet down and drew the line indicating how far the other negotiator had gone. Yes, it could have been his ploy to signal where his disdain laid per the offer made. But it was also his way of heightening the tension in the negotiation.

There’ll be times when you get caught in situations that lead to crises. Some will stem from the fostered efforts of others. That’ll be their attempt to entangle you in the trap of indecisiveness and uncertainty. If you’re fleet of mind, you’ll slip the snare and avoid a potential crisis. And here’s how to do that.

 

Using And Applying Pressure

 

When an accident victim is badly bleeding, first responders use a tourniquet to apply pressure to the wound. That’s an effort to control blood loss. If you use too little or too much force, you risk further harming the victim. And the same is true in a negotiation. You must know when to and when not to apply pressure. There are three ways to do that if you sense someone’s getting close to crossing a line.

 

  1. Time – Most people know you can use time as a form of pressure. But if you wish to use it as a deterrent to indicate someone should not cross a line, you need to have incremental line points. As an example, let’s say you extended an offer with a time deadline. Instead of stating it expires at 11:37 a.m. on Thursday, you might structure your offering to have the best deal expire on the prior Monday. You could have incremental offers between Monday and Thursday too. And at each point, the deal would become worse. In this case, your efforts would become geared to inducing this individual to act sooner than later. Because the longer inaction occurs on his behalf, the higher the cost he’ll bear. And, if he waits until Thursday to accept your offer, he will have crossed several lines, which will be the penalty he incurred for doing so.

 

  1. Scarcity Factor – Another tried-and-true inducement is the scarcity factor – only two left, 14 people are watching this item, etc. You see it in some form of your everyday activities. Its purpose is to get someone to act quickly.

Depending on your position at that point in the negotiation, you can state that you’ll wait for a better offer before doing anything. With that, you’ll be moving the line closer or pushing it off into the distance. Just be aware that there’ll be a cost for readjusting the line.

 

  1. Boogyman/Phantom – Another buyer is waiting for this. So, you’d better get it while it’s still available. This maneuver encompasses both the time and the scarcity factor. And it can be an excellent ploy to use against a less sophisticated negotiator. Before him, you’ve placed the proverbial line. But a more astute negotiator may mark you as being the one that lacks sophistication if you attempt this with him. So, assess the negotiator’s astuteness before you employ this tactic.

 

Demeanor

You must set the right tone in any interaction, less your actions set out for failure. Thus, before you set the line you’ll use to induce activity, you must consider the role and demeanor you’ll use to enhance that effort.

 

Being Too Soft (soft line) – Recall a time when you were making a purchase or selling something, and there was no pressure or rush to complete the transaction. How did you feel? If you were the seller, you might have experienced some form of angst if you wanted to complete the deal quickly. If you were the buyer and you sought to acquire the item fast, and could not do so expeditiously, you may have had the same sensation. The point is, sometimes taking a soft approach is not the right approach to use. With some people, the more time you give them to complete a transaction, the more time they’ll take, which may lead to them not adopting an action at all.

 

Pushing Too Hard (hardline) – Darn, he was pushy. That’s what someone might have said about you, or you might have said about someone you dealt with about and effort to excessively close a deal. While the soft line approach can be less daunting for some to deal with, being a hardliner can cause someone to run from you. Always know the difference between when to use one approach versus another. And that will dictate which demeanor and line you should adopt.

 

Tip – Always attempt to leave the other negotiator feeling like a winner. And, if he thinks that he slightly got an advantage due to his smarts, he’ll receive greater pleasure from the outcome. The demeanor you cast during your engagement will determine the degree he feels he’s won something, or if you gave it to him. People have a tendency not to appreciate what someone has given them as much as what they’ve achieved on their own merits. Remember that!

 

Reflection

Every day, we’re confronted by a line that serves as a boundary between what we want, what others will allow us to have, and what we’ll offer them. Once you become better at drawing a line and knowing how to maneuver someone’s perspective about the value of it, you’ll become better at achieving more significant outcomes from those with whom you engage. 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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“This Is What Happens When You Abuse Compliments” – Negotiation Insight

“Compliments like smiles wear off if extended too long.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

(Click to get the book)

 

“This Is What Happens When You Abuse Compliments”

“You know what he was saying, right?” “He was complimenting me,” was the response. To which the retort was, “he said, you looked interesting, as a black man in a gold Mercedes. He wasn’t complimenting you. That was mockery! What did he want from you? I’m sure he was trying to persuade you to do something.”

 

Even if unintended, compliments tend to persuade the receiver to adopt a particular view of the sender. And in most situations, that opinion tends to be favorable. Even when an insidious compliment comes from an opponent, it can shift the trajectory of the interaction. Thus, with the best of intent, if you abuse the usage of complements, they can produce more harm than good.

Here’s what to consider when complimenting someone – especially if you don’t want to incur a backlash.

 

Listening/Hearing

Listen to what you’re hearing, and for what’s not said. That means, to understand the intent of the compliment better, seek to glean insight by observing the sender’s body language and other nonverbal cues. As an example, if the praise was about you, as the black man and the gold Mercedes, you might have detected the tone of the accolade, body language gestures that accompanied it, and any statements made immediately after that. That degree of awareness would have increased your intuition from which to assess the intent and sincerity of the compliment. After that, if you thought it was a mockery, you might have pushed back on its genuineness, or sought clarification about its intent.

If you compliment someone, and you sense they misperceive it, don’t offer another one to bolster the one before it. Make your sincere intent known about the initial one you made. If you don’t do that, you’ll continue slipping down a slope that could pull you deeper into a chaotic mess of unbelievability about your future compliments.

Tip – When in question, always listen intently to how something’s said, the body gestures and sounds that accompany it, and what precedes and follows it. By doing so, you’ll be able to discern better the intent of the words spoken.

 

Abuse of Compliments

Another concern to be mindful of, as the sender or receiver of compliments, is its frequency. If you’re overly infusive with your compliments, it can make you appear as though you may be ‘sucking up’ to someone. To that end, you should understand the personality of the individual to whom you’re complimenting. Some people don’t like the attention to themselves that compliments bring.

If you’re on the receiving end of compliments, once again, understand their intent. Question their validity, what the intention is to make you feel or do, and where the sender may be going with them. While some people are genuinely pleased about an aspect of your being, which causes them to extend a compliment to you, some know how to use tributes as a sly form of manipulation. If there’s any manipulation to occur, you should be the dapifer that determines when it happens. The point is, control all attempts when someone is attempting to manipulate you!

Suffice it to say, if you compliment someone, you should know the purpose of it, and so should the person to whom you give a compliment. The assessment and balance of your interactions and relationship will hang on that scale.

 

Complimentary Points To Consider

To give a compliment that has more pizzaz, consider these factors.

  1. Make your compliments personal. The more they address specific characteristics a person possesses, the higher the chance of it having a more impactful impression.
  2. Try to avoid compliments that speaks to someone’s physical appeal. If they possess a physical trait that’s genuinely appealing, they’ve more than likely heard what you’re saying from other people, which will lessen your compliment. Instead, focus your praises on their achievements and/or something about their demeanor that’s pleasing to you.
  3. When giving a compliment, highlight someone’s strengths. While you might say, “don’t worry, you’re getting better.” An endearment such as that can ring hollow. Instead, you might say, “you have improved significantly!” That type of statement has more energy in it, and it’s more uplifting.

Reflection

When extending praise, understand your intent, which means have a purpose in mind for why you’re offering it. It’s okay to compliment someone with a sincere intent in mind. Just be sure that they perceive it as such. If you sense that they don’t, make your meaning known by stating your intention and rectifying any ambiguity. The better you become at providing perceived sincerity when complimenting someone, the more the receiver will be enriched by them. That will bode well for you, your communication abilities, and the enhancement of your persona.

It’s always nice when you can genuinely compliment someone. Delivered and perceived in the right way, both you and the other person will get a good feeling stemming from your graciousness. 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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