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Category: Entrepreneurship

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Best Practices Entrepreneurship Human Resources Management Personal Development

(Not So) Common Sense Attention

You would think paying attention would be easy, common sense really. And yet, we struggle to pay attention to the aspects that matter most.  As leaders, we have one life to lead, on this one planet, and yet we juggle a multitude of roles at work, at home, and in our communities. To help us focus our attention and not split this precious resource, we need to create a simple structure for how to give intentional attention in all aspects of our life.

  • Personally – Be Thoughtful with who gets your attention. Intentional attention starts with you. To assist and serve others, you have to focus on you first. You have to be the most confident, successful person you can be. Then you can focus on the VIPs – very important people – in your life, both personally and professionally, who also need your attention.

 

  • Professionally – Be Productive as an individual and leader and take action on what is the most important use of your attention. Again, we focus on you first so you can achieve your professional objectives. Only then can you help your team overcome their attention challenges and achieve better results.

 

  • Globally – Be Responsible for how you contribute to your local community and the world around you. find something you believe in and then give intentional attention to that passion to create a bigger impact.

While these philosophies and thoughts may seem common sense – and they are – they are not common practice. Most of us just need a (not so gentle) reminder every now and then to do the things we often already know we should be doing.

Today, I challenge you to invest one minute, in one interaction, to create one significant moment, for just one person that may create one memory that will last a lifetime.

Pick up a copy of Attention Pays today and begin to change the way you give intentional attention personally, professionally, and globally.

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

You Can Have More Control Than You Realize

“To have greater control in your life, start by controlling what you control in your life.” -Greg Williams, The Master Negotiator & Body Language Expert

“I’m sorry! I’m sorry! I’m sorry! I’m sorry!”

That was what she said with passionate sincerity as soon as he answered the phone. Her cell phone battery had died, right at the time when she and her friend were supposed to be deciding where they were going to meet. Both had been driving to meet each other at an undetermined destination. She knew he’d be upset because she knew the demeanor he’d displayed in similar situations in the past.

By saying “I’m sorry” numerous times, as soon as her battery had enough power to call him, she defused a situation that could have quickly gotten out of control. That was also the way she controlled that situation.

What do you do to defuse and control situations before they get out of control? You can have greater control in any situation by first making a genuine effort to connect with someone. You can do this by displaying heartfelt empathy for the plight that the person is experiencing; this should be done in a manner that allows him to sense that your actions are sincere. To the degree that you can suspend negative prejudgments that might afflict your thoughts about the person related to past encounters (e.g. he’s going to be enraged with me, so I’d better adopt a posture that says don’t push me too far), you can stay ‘in the moment’ and foster a mindset that’s less fraught with despair. That will allow you to be perceived as being more empathetic.

My motto is, “You’re always negotiating!” That means, what you do today influences tomorrow’s outcome. Thus, a person’s actions today gives insights into how he might react to situations tomorrow. The woman mentioned in this story knew how her friend would react to not being able to reach her. Thus, she was able to control him by stating so profusely how sorry she was.

If you become more mindful of the actions you engage in with others, you too can shape their future actions/reactions. That means you’ll have greater control of your life’s activities … and everything will be right with the world.

What does this have to do with negotiations? 

When negotiating, like a game of chess, you have to be aware of how your opponent will respond to moves you make. Being aware, based on past experiences about that person’s actions, allows you to predict with more certainty how he’ll respond in different situations, which will give you greater control throughout the negotiation. That in turn, allows you to make the moves (i.e. offers/counteroffers) that will progress the negotiation in the manner that suits your negotiation plans. That also means, your negotiation efforts will net greater outcomes for you.

Remember, you’re always negotiating! 

What are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

To receive Greg’s free 5-minute video on reading body language or to sign up for the “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.themasternegotiator.com/greg-williams/

#HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #Psychology #Perception #ControlLife #Control #leadership #HowToImproveyourself #Achievement

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

How To Address Objections In A Negotiation

“Objections are used in an attempt to see what one can obtain. Before addressing objections know what you want and what you’re willing to forgo to acquire what you need.” -Greg Williams, The Master Negotiator & Body Language Expert

I’ve addressed hundreds of thousands of objections over the course of my negotiation career. Objections should be addressed with the mindset of information gathered about the party with whom you’re negotiating; that includes silent partners that are not at the negotiation table, foils that might be aligned with your negotiation opponent to perform nefarious functions, the demeanor of the negotiator(s), and the culture of the negotiator’s organization. Such insights, along with reading one’s body language, will lend credence to the validity and viability of the person making objections during a negotiation. That, in turn, will allow you to discern how important an objection is, versus it being a possible ploy, created to distract you from something that is more beneficial to your position.

Handling Objections:

Before addressing objections, always be aware of the attempts of others on the opposing negotiator’s team to hype them; remember, these attempts could stem from people that are not at the negotiation table. Hyping objections can be in the form of giving them the appearance of being more valuable or dire than they are, for the purpose of gaining insight into how you might react to such attempts. Keeping that in mind, follow the steps below when addressing objections in your negotiations.

1. When the first objection is posed, assess its veracity to determine if you should address it at all. If the other negotiator insists upon having it addressed, note his body language before proceeding to the next step. In particular, you should observe if he looks directly at you with a smile or scowl, if he looks through you as though he’s in a daze, or if he makes such a request in a timid manner. In all such cases, appraise the degree to which any of these gestures might be ploys.

a.) Looking directly at you is a sign that he’s focused. A smile can indicate that he wants to convey a friendly/casual perspective. A scowl may be an indication of a more serious projection and/or one to set the stage to take his request more seriously.

b.) Looking through you in a daze could imply that his mind is somewhere else and the fact that he’s testing you as a ploy.

c.) Making the request in a timid manner could belie the fact that he doesn’t possess a strong demeanor. He might also be examining you to see if you’ll attempt to take advantage of his docile demeanor.

2. Ask the other negotiator to cite all of his objections. Your goal is to get them out in the open. Do this by requesting what else he’s concerned about. If warranted, have him detail why he thinks his objections are valid. Observe hidden insights gleaned from his body language and nonverbal signals, as mentioned in step 1. By doing this, you’ll gain a sense of direction he has for the negotiation.

3. Once you’ve garnered enough insights about the purpose and value he has for citing his objections, have him prioritize them. Then, address one that’s lower on his priority list to see if that has more weight than disclosed. Couple this tactic with the outcome you seek for the negotiation. Continue this process to the successful conclusion of the negotiation.

In any negotiation, you should know what you’re dealing with before you attempt to deal with it. Such is the case when dealing with objections. Thus, by implementing the suggestions above, you’ll be better positioned to keep in check those objections intended to dissuade your attention from what’s more important. That, in turn, will allow you to be more laser focused on addressing the real objections that will impact the negotiation … and everything will be right with the world.

Remember, you’re always negotiating!

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

To receive Greg’s free 5-minute video on reading body language or to sign up for the “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.themasternegotiator.com/greg-williams/

#HandlingObjections #negotiations #Negotiator #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #CombatDisinformation #hardpower #HowToHandleObjections

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Best Practices Entrepreneurship Management Personal Development Women In Business

Interview with Catherine Bell Managing Partner with the Matrix Capital Fund

Meet Catherine Bell, The dynamic and inspirational Managing Partner with the Matrix Capital Fund and Vice President of Operations for Matrix Real Estate Investor Network and the Flipping Females.

Watch my interview with Catherine here.

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

Are You Afraid Of Achieving More In Your Life?

“Greater achievement starts with the right mindset. To acquire the right mindset, build on your past achievements.” –Greg Williams, The Master Negotiator & Body Language Expert

Do you lack the confidence to become bigger, better? If so, do you really know what’s holding you back? The answer is, you!

Some people are so comfortable in their life, they forget to grow. They forget, the same attitude that allowed them to grow is the same attitude they can build on to continue that growth. Do you remember that attitude, what that mindset was, for you?

As long as you’re alive, you should continuously explore the outer reaches of your grasp. That’s the way that you continue to grow.

Don’t let your current lack of drive be the inertia that prevents you from moving to higher levels. You’ll only climb as high as you think you can go, and you’ll never know how high that is until you attempt to go higher.

So, when it comes to moving higher, move higher. First, start the process in your mind. Then, put your thoughts into action. You may not succeed to the degree that you thought you would, but you’ll no longer be where you were before you started your ascension. Note any progress as progress made, no matter how slight it might be. That progress will combat the inertia that previously occupied your thought process, which means you’ll be clearer in the future for higher takeoffs … and everything will be right with the world.

What does this have to do with negotiations? 

In a negotiation, if you play it ‘too safe’, you could dampen the gains that you would have otherwise realized. Plus, you’ll display to the other negotiator your pallet for risk. Displaying that will allow him to calibrate the offers he can make, based on the degree of risk adversity you display. Depending on the value of what you’re negotiating, such a move could make you negotiate against yourself (e.g. Other negotiator: This is the last one and I have someone else that’s interested in it. You: I’ll take it!)

When it comes to exploring higher possibilities, be an explorer. Even if you have to bluff yourself into believing that you can obtain more, do so with vigor. Make your belief believable to yourself and your negotiation colleague. He, in turn, may see you in a new light, one in which he grants you more respect and more concessions.

Remember, you’re always negotiating!

What are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

To receive Greg’s free 5-minute video on reading body language or to sign up for the “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.themasternegotiator.com/greg-williams/

#HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #Psychology #Perception #Fear #leadership #HowToImproveYourself #Achievement

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Best Practices Entrepreneurship Management Personal Development Women In Business

Intention Makes Attention Valuable

Ever thought about the value of paying attention?

Attention sometimes gets a bad rap in today’s society. Perhaps that is because we’ve come to associate the concept of attention with unrelenting selfies that scream “look at me’ and the constant sharing of eery details of one’s life on social media. That is not the type of attention I want to discuss. The type of attention that truly matters and makes a difference in our lives is intentional attention – the kind that helps you show up as the best version of yourself in all roles of your life.

We all want and need attention from the people who are important to us. We want to feel we are the center of somebody’s attention, even if we don’t want to be the center of everybody’s attention.

Attention is critical throughout all aspects of our lives – including our jobs. We need focused attention from our leaders and employees to get work done, to achieve results, and to succeed. our customers and our teams need attention, too. People want to be seen and heard and to know that their concerns are being addressed.

Attention is not optional; it’s vital. It is attention that drives the results we all want and need.

Perhaps this why we always hear the phrase “Pay attention!” Our parents told us to pay attention. Our teachers told us to pay attention. We tell our kids to pay attention. These are all valuable life lessons.

The issue is that most of us are giving distracted, unfocused attention (like texting while driving) to everything and everyone we come in contact with. That kind of attention is worthless. It sends the message that the focus of our attention has little value, meaning, or importance to us.

Intention is what makes attention valuable.

Intentional attention is active. it involves seeing, hearing, and thinking about who is with you and what needs your focus right now. it requires us to choose consciously, act deliberately, and invest transformationally with our attention.

If you are ready to intentionally invest your attention in what matters at the moment; the people you are talking to, the priorities you are acting on, and the passions you are pursuing, it’s time to pick up a copy of Attention Pays and start paying attention to what matters most.

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

Why Head Nodding Is Really Powerful In A Negotiation

“Head nodding is a psychological way to get people to agree with you. If you know when and how to nod your head others will agree with you more often.” –Greg Williams, The Master Negotiator & Body Language Expert

“ … I didn’t realize it at the time, but his head nodding really affected me during the negotiation. I almost felt like I was hypnotized.” That’s the power of head nodding in a #negotiation.

If used right, head nodding can be a really powerful gesture in a negotiation. If used excessively, it can give the appearance of a know-it-all that knows a lot about nothing but thinks he does; that could give the impression that the person doing the nodding is self-centered, egotistical or a BS artist.

Continue reading to discover why, if done right, head nodding in a negotiation is such a powerful ploy to employ in a negotiation.

Head Nodding Implication:

When you’re engaged in a negotiation, nodding your head as you make a pronouncement lends credence to what you’re conveying. The subliminal message that’s conveyed is, I really believe what I’m saying is true, and I’m committed to my statements. Your challenge is to dissect when the real truth is reality, versus the other negotiator attempting to convince you that what he’s saying is reality.

Right Way To Use Head Nodding:

The best way to promote this gesture is to smile and maintain eye contact with the other negotiator as you’re speaking. To enhance the effect, pause for 1 second as your speaking to denote something important is about to be said. Then, as you make that pronouncement, nod your head to emphasize the point. The combination of the head gesture, smiling and maintaining eye contact as you deliver your statement will have a hypnotic effect on the person with whom you’re speaking.

It’s also worth noting that people who are aligned with what you’re saying when you display a head nod will tend to nod back at you. Their gesture not only serves as confirmation that they agree with you, at that moment, they’re also allowing you to lead them. Thus, it behooves you to observe to what degree your negotiation companion nods in return to your head nodding.

Wrong Way To Use Head Nodding:

Nodding excessively will dilute the emphasis that such a gesture has during a negotiation. Therefore, don’t nod too frequently. Doing so could cause the other negotiator to nod off, which means he’ll pay no attention to your nodding gestures. Another thing to consider is what words you choose to emphasize when making this gesture. If the action is synchronized with the wrong word(s), you could end up shifting the perception of what’s important. In that case, you’d have your negotiation counterpart psychologically wondering exactly what you’re attempting to convey and where you’re headed.

A lot of information is conveyed through the gesture of head nodding. Be mindful that good negotiators may attempt to use this gesture as a tactic to assess to what degree, and when, you might follow their lead. Thus, you must be alert to the way you respond to such action; your reaction or lack of will emit a signal that can be used as a gauge by the other negotiator.

If you want to enhance your believability during a negotiation, nod when making statements that you want others to believe in. That simple gesture, accompanied by strong eye contact and a smile while delivering your message, will enhance your negotiation efforts … and everything will be right with the world.

Remember, you’re always negotiating!

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

To receive Greg’s free 5-minute video on reading body language or to sign up for the “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.themasternegotiator.com/greg-williams/

#NegotiatingWithABully #Bullying #Bully #negotiations #Negotiator #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #CombatDisinformation #hardpower

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Best Practices Entrepreneurship Investing Management Marketing Negotiations Sales Skills Women In Business

What Frequency Are You On?

“The frequency you’re tuned to determines what you hear and how you act. Be attuned to the frequency that serves you best, when it’s the best that you need to serve you.” –Greg Williams, The Master Negotiator & Body Language Expert

“… We just can’t seem to #communicate! I don’t know what’s wrong with you.” Such were the sentiments of one person to the other.

Being on the same frequency as someone that you’re attempting to communicate with, is essential for the transmission of your thoughts and ideas; it’s also pertinent for the assembly of the other person’s thoughts and ideas. If you’re not on the same frequency, at best you’ll misconnect, at worse, you can destroy a relationship.

As my astute friend and thought leader David Dadian, CEO of #Powersolution states when referring to frequency, there’s a commonness to the words one uses when communicating with someone else. That commonness enhances the communications; that, in turn, decreases the incidents of #miscommunications. Thus, when people are on the same frequency, they’re communicating on the same level, they’re tuned to the same station, the same network. One is not at 97.5, while the other is at 107.2.

One way to determine that you’re on the same frequency is by the energy level you experience. A higher energy level of experience denotes a positive flow, while a low level can be the signal of miscommunications. A low level also tends to drain people of their energy.

The next time you’re engaged in what you determine to be a serious conversation, note the level of energy present. Even if you’re discussing something of sorrow or glee, they’ll be a degree of energy that’s locked into the exchange of thoughts and ideas. As long as you can relate that energy to being on the same frequency, you’ll know, at least, that you’re really communicating with the other party. If you observe a whimsical appearance, displays of confusion, or any sign that the person with whom you’re speaking is not getting your message, that will be an indication that there’s a frequency mismatch. That should also serve as a signal to reconnect; you’ve lost your WiFi.

When it comes to frequency, the better you and your partner are attuned to the same station, the greater the chance you’ll communicate at a higher level than otherwise would be the case … and everything will be right with the world.

What does this have to do with negotiations?

In every negotiation, the outcome rest on your ability to communicate effectively with your counterpart. Some people don’t communicate as efficiently, because they allow mitigating circumstances to sideline their efforts. That can come in the form of not liking someone appearance, ethnicity, gender, etc.

To enhance your negotiation efforts, be attentive to the distractions that might prevent you from being on the same frequency as your negotiation partner. When both of you reach that plateau, you’ll sense it. It’ll be like the two of you just click when exchanging offers and counteroffers. That’ll also be the time to pursue your negotiation objectives more fervently. That’s the power of being on the same frequency. You and the other negotiator will hear the same things, and you’ll be using common words to speak the same language.

Remember, you’re always negotiating.

What are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

To receive Greg’s free 5-minute video on reading body language or to sign up for the “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.themasternegotiator.com/greg-williams/

#HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #Psychology #Perception #rejection #leadership #HowToImproveYourself #Communication

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

How To Make Powerful Heart Gestures In A Negotiation

“When it comes to matters of the heart, nothing will matter unless you control the emotions that creep from your heart.” -Greg Williams, The Master Negotiator & Body Language Expert

“… and he had the audacity to touch his heart with the back of his hand.”

Where body language is concerned in a negotiation, heart gestures are powerful moves because they’re supposed to connote sincerity. When done correctly, they suggest that the purveyor is being honest and forthright. Here’s the rub. Good negotiators are aware of the potency of this gesture. Some use it to feign sincerity when nothing could be further from the truth.

This article contrasts some of the differences between heart gestures in a negotiation. It also highlights how you can make powerful heart gesture moves when you’re negotiating. If you want to increase your negotiation abilities, take note.

  1. Suspect Heart Gestures:

a. Quick hand movement (hands move towards the heart and then quickly moves away – possibly denoting a quick feeling of emotion/sincerity) Note the point that action occurs to discern the degree of sincerity. If done excessively, an attempt to feign sincerity could be afoot.

b. Non-synchronized hand movement – (hand moves towards heart but not at the pace of speech – denotes lack of sincerity) Speech and body movement are synchronized. A lack of synchronization indicates a lack of forthrightness.

c. Backhanded movement – (more than likely a feigning attempt to nefariously engage you emotionally) This is an unnatural move. The more it’s done, the greater the probability that this trickster negotiator is using this move to solicit your emotions for his dastardly deeds.

  1. Powerful Heart Gestures:

a. Quick hand movement (hands move towards the heart and maintains position for several moments – used to convey surprise or hurt feelings) To add emphasis, lean towards the other negotiator when projecting this action.

b. Synchronized hand movement – (hand moves towards heart at the pace of speech – denotes sincerity) This movement, while capable of being feigned, is more likely a reflection of true emotions being displayed.

c. Hand(s) cupped near the heart – (Attempting to keep one’s emotions in check) Observe the length of time this gesture is maintained. To embolden this move, allow your eyes to become glazed or uncircumspective. This will add to the validity of this gesture.

When engaged in a negotiation, take note of when a negotiator touches his heart and the number of times that he does so. Use this to establish your baseline of how and when, and under what circumstances, you’ll employ this gesture. The purpose of doing so is to become mentally reflective of the other negotiator’s actions. Once you enact your gestures using the intervals that he displayed, your gestures will appear to be more genuine to him.

The heart has been romanticized as the stimuli of our emotional being. To convey your emotional sincerity, let your emotions flow freely when it serves you to do so. If you’re negotiating with someone of like-mindedness, your heart gestures will be heartfelt. They’ll be noted subliminally on the subconsciousness of the other negotiator, if not on a conscious level. That will tend to endear you to her, which will make the negotiation flow less obstructively … and everything will be right with the world.

Remember, you’re always negotiating!

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

To receive Greg’s free 5-minute video on reading body language or to sign up for the “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.themasternegotiator.com/greg-williams/

#HeartGestures #NegotiatingWithABully #Bullying #Bully #negotiations #Negotiator #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #PowerNegotiation

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

Overcoming Adversity

Have you ever felt ready throw up your hands in frustration, and give up? It’s so easy to be convinced that the odds are against you and feel like there’s no light at the end of the tunnel. If this sounds familiar and need a new perspective on things, my client Pete’s story will help you persevere and encourage you to discover untapped strength you didn’t even know you had.

Pete’s story is a double-whammy of seemingly impossible situations:

First, the 28-year-old Kenyan designer was framed for murder, denied legal rights, wrongfully convicted and – because it was required by law in Kenya – sentenced to the death penalty. For 18 years he awaited the date when his name would be called, with no projected time frame ever given. The “tunnel” was as long and dark as it could possibly be, and he wondered how he could find the strength to get through each day.

But in the process, he was provided an opportunity. He was given the chance through a non-profit organization called the African Prisons Project to study law via a correspondence program – and I mean old fashioned paper correspondence; no internet in prison! – at a British university. He completed his degree and used that opportunity to fight and clear his name, ultimately emerging as a free man with a presidential pardon. Now that’s perseverance through adversity!

The second challenge – which pales in comparison but would make anyone else freeze in their tracks – happened in the fall of 2017. Pete was at the TED Global (not TEDx) conference in Tanzania, and was unexpectedly offered the opportunity to share his story on the main TED stage in a five-minute TED talk – with TWO DAYS NOTICE!

That’s when he reached out to me. From seven time zones away, Pete and I worked together to hone his message and craft his story, and ensure he could deliver it all with the impact that he wanted, all in two days. What was his message, you ask? No matter how dark things may seem, every day, take one step forward.

If you’re thinking to yourself, “I don’t have that kind of perseverance,” or “I could never do that,” I’m pretty sure Pete would have said the same thing about himself, until it happened to him.

Need some inspiration to help you get over the next hurdle? Listen to Pete.

No matter how big your challenges are, just remind yourself: if he can get through that, I can get through this. Dig deep: you are stronger and more resilient than you think.

********

Are you planning to give an important talk or presentation, and want some help to ensure that your message lands correctly and your delivery seals the deal? Email laura@vocalimpactproductions.com or click here to set up a 20-minute focus call to discuss it with me, personally.