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

Beware of the 7 Most Deadly Mistakes Negotiators Make

“People that make deadly mistakes will eventually be befallen by them.” -Greg Williams, The Master Negotiator & Body Language Expert

To win more negotiations, you must #beware of the 7 most #deadly #mistakes that #negotiators make when #negotiating. To ignore these deadly mistakes is to negotiate at your peril.

1. They omit planning stage of negotiation

There’s value in preparing for a negotiation. You get to experience what might occur during the negotiation which prepares you for that circumstance. Inexperienced negotiators rush to a negotiation without considering the complexities that might occur. That leaves them exposed and vulnerable to chance.

  1. In this process, consider what a winning strategy might be for you and the other negotiator.
  2. Consider how you’ll get back on track if you find yourself off of it.
  3. Consider what you’ll disclose, along with how you’ll do it, and what you’ll settle for (Note: In some cases, talking less can enhance your position. It’ll allow you to gain more insight).
  4. Control emotions – Assess how you’ll act/react if certain proposals are offered. Be mindful of offering ultimatums. They can be the death knell of a negotiation.

2. They don’t position themselves properly

In every negotiation, the way you’re viewed will determine how the other negotiator engages you. Thus, if you position yourself as someone that reflects the other negotiator’s style, he’ll perceive you as more of an equal.

  1. Part of the positioning process entails building relationships.
  2. Consider the degree of confidence you’ll display (too much and he may perceive you as overbearing, too little and he may perceive you as being weak).

3. They don’t consider the opposing style the other negotiator might use

Negotiators use different styles when negotiating. Know what style the other negotiator might use during your negotiation. Be mindful that good negotiators alter their style based on circumstances.

  1. Hard style negotiator (i.e. I don’t give a darn about what you want; this is a zero-sum negotiation.)
  2. Soft style negotiator (i.e. can’t we all just get along?)
  3. Bully – Be wary of the negotiator that attempts to bully you. Note the difference in his characteristics from the hard style of negotiator. He’ll be more brisk, non-caring, rude, and demeaning.

4. They fail to create exit points in the negotiation

They’ll be times when a negotiation will not go as expected. To offset lingering longer than necessary, set points to exit the negotiation based on circumstances.

  1. Example, if the other negotiator becomes belligerent about a point that creates an impasse, consider exiting the negotiation.
  2. State that the time appears not to be right to continue the negotiation and prepare to exit.
  3. Note any demeanor changes in the other negotiator. If it changes for the better, you will have conveyed that he strayed too far.

5. They don’t read or understand body language

Body language and nonverbal clues add or detract from what’s said. Learn to discern hidden meanings to gain insight into the mental thought process that’s occurring in the mind of the other negotiator.

6. They’re not aware of value

Value can expose itself in many forms. It doesn’t have to be monetary. The more you’re aware of the other negotiator’s value proposition (i.e. what he wants from the negotiation and why), the greater the opportunity to get what you want by giving him what he’s seeking.

7. They fail to perform negotiation postmortems

There’s a richness of knowledge in performing a negotiation postmortem. You can gather insights into what occurred compared to what you thought would occur. From those insights, you can learn greater negotiation skills and become a better negotiator.

When negotiating, always beware of the 7 most deadly mistakes that negotiators make. If you avoid these mistakes, your reward will display itself in more winning and easier negotiations … 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 “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.TheMasterNegotiator.com/greg-williams/

#Mistakes  #Fight #Negativity #cyber, cyberbullying #Management #SmallBusiness #Money #Negotiating #combat #negotiatingwithabully #bully #bullies #bullying #Negotiations #PersonalDevelopment #HandlingObjections #Negotiator #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #NegotiationPsychology

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Marketing Personal Development

The 7 Components of Brand Identity That Develop Your CPG Brand

What makes your CPG brand recognizable? What distinguishes it from the crowd? It doesn’t matter what you think. It’s what your customers think! You may be able to slightly influence what they think, but at the end of the day, it’s what they think.

Despite what some people say, most brands aren’t destroyed by competition—they’re destroyed by self-inflicted wounds! These are caused by marketing people who mean well, who think they’re in control, and try to develop a brand identity based on what they prefer, not necessarily what your customers prefer. In other words, your customers own your brand—you don’t!

Any conversation about brand identity must begin with this humble yet crucial recognition. Sure, you can do things to sway their thinking, but proceed with caution when creating your brand identity. Make sure it’s on a solid foundation of what your customer already thinks is important!

Image

How is your CPG displayed to your customer? Is it on a retail shelf, floor display, or on a screen? Is your customer 2 feet away, 4 feet away, or 20 feet away? Is it on both a billboard and a business card? Is it different for each situation?

 Is it surrounded by other brands? How does it separate itself from them? Do its colors make it stand out? What about the logo, name, catchphrase, label, trade dress, package, and themes? Is it obvious to your customer what you’re selling? Is your packaging color-coded and clearly marked so the warehouseperson, trucker, store manager, and clerk each know what you’re selling?

Is your name memorable, relatable, and easy to pronounce? Does it have anything to do with your product? Can you recognize it from a distance? Could you pick it out from the slew of other branded products on the shelf if you were looking for it?

Does your trade dress change for events, seasons, and holidays? Does it rotate often to stay fresh?

Is your label artwork uncluttered and neat with sans-serif fonts and plenty of white space? These are just a few things you need to think about when creating your brand image.

Recognition

Is your brand easily recognizable?

What is your brand identity’s defining and most memorable feature? Have people seen it before in your advertising or online? Will they recognize its originality when they get to the store?

What efforts have you made for them to remember your brand? Is it something they’ve seen before? Is it something that comes to mind whenever they think about some feature of your branded product? Is it an unforgettable shape or color? Does your label, trade dress, or package show third-party endorsements from people your customers already know?

Or, have your sales been consistent enough that you’ve made a reputation for providing value that your customer identifies with your brand? This takes time and skilled distribution management to achieve, but it has allowed many dependable brands to succeed. In this case, a nonsense name or family name has existed long enough to stand its ground. This approach isn’t recommended for newly branded products. This type of brand recognition takes years of consistency and excellent customer service.

When you ‘improve’, freshen up, or alter your image, do you practice strategic evolution, or careless and shocking revolution? Is the brand “gone” all of a sudden?

Position

How is your brand perceived by the customer?

How do you place your brand by price? What is the price at which most branded products in your category sell, or the velocity price point? Is it the same as your price? If so, how do you compete? Do you deliver on quantity or quality? Or do you choose to appeal to different customer values, like awards, endorsements, or status?

Are you below the velocity price point and trying to undercut the pack? Is your customer willing to accept less to save more money? Do they expect less? Does a relatively lower price mean more convenience? Or, are you above the velocity price point, where your customers believe they are paying more for better quality? Or are you charging more out of necessity to deliver more value to stay relevant? And, does your brand image reflect value? What about your package, trade dress, and label? Do you use medallions, gold ink, or traditional style on your label to communicate quality? Or do you use reviews and endorsements?

What do your packaging choices communicate? Does it tower above the others to imply quantity or value? For instance, we’ve noticed that people think taller packages translate to greater volume. A one-liter box of wine is seen as less than a 750-ml. package due to its shorter stature.

Which category are you in? And which sub-category within the category are you in? All of this makes a big difference in how your customers see you. Changing your brand after it’s established could potentially push away your customers who are used to seeing your brand in your former category. Be cautious!

Promise

What does your customer expect of your brand?

This is where many brands fail! They wrongly believe that they control their brand promise. They think that the brand image they’ve advertised online, through marketing, and in their trade dress is a direct message to the customer about what to expect from their product, their brand—even their company!

While your customer does get their first impression about what to expect from these initiatives, they ultimately own your brand promise. Their expectations drive loyalty, advocacy, and most importantly, sales. When they change brands, it’s usually because their brand let them down. It didn’t meet their expectations.

What are those expectations, exactly? Quantity, quality, appearance, price, status, utility, availability, transparency, popularity, and various other factors that your customer notices. If you change just one of them, get ready for the marketplace to react. Customers are loyal to brands they rely on. Finding a new brand is stressful. What will they buy now? How many brands will they have to sift through to find what you gave them, but they somehow lost?

And what about integrity? Do you deliver on your promises? Does your branded product constantly deliver the same or better benefits and features over time? Your customer’s expectations are molded by their experiences with your product. Don’t frustrate them by making unexpected changes.

Are your branded products dependable? Can your customers rely on them? Are they always in stock? If not, your customers will blame you, and see your brand as undependable.

Personality

Does a fictitious character or a spokesperson represent your brand?

Is there a face behind your brand, someone who’s accountable for delivering your promise to the customer? Is it someone recognizable, like a celebrity? Is it you? Is it the President, CEO, or Founder of your company? Does anyone look them straight in the eye and guarantee your brand?

Does a cartoon character, mascot, or specific style convey some feature of your brand? Or does your brand have a personality of its own? Is it reliable, fun, strong, distinguished, powerful, or carefree?

Your brand’s personality will boost your brand’s position, image, and promise. A personal guarantee can turn customers into supporters, and can encourage first-time buyers.

Aside from the physical qualities it delivers, what does your brand stand for? Are you an advocate for your community? Are you a green producer? Are you a good neighbor? Are you an open-minded employer? Where do you stand on issues crucial to your customers’ health and welfare? To put it simply, are you a good person? Now more than ever before, customers vote with their money. Do you give them a good reason to vote for you and what your brand stands for?

“Brand width”

How many products can you offer before your brand collapses? Just like bandwidth, there’s a cap on how many SKUs (Stock Keeping Units) your brand can hold. If you exceed your brand width, retailers will need to ask which products you want to get rid of to make room for the new ones.

You’ll exceed your brand width when your production and marketing teams start to think success comes from having more products rather than more sales. More products doesn’t always translate to greater profits or more sales. It may actually cheapen or confuse your brand in your consumers’ and retail buyers’ eyes.

It seems logical at first. By simply introducing a new product or extending a product line, you’ll get more retail space. But then, it turns into a fight to see how many products your brand can actually support. This is all based on the incorrect assumption that shelf space is unlimited, or that there is an unlimited amount of mind-share when it comes to sales and distribution. But there isn’t! Your brand width is limited!

When a brand collapses, it usually withdraws to its core offerings, and for good reason. It’s easier to manage, and it’s easy to get and keep shelf space. Are too many products hurting your brand image?

Availability

Is your brand still on the shelf?

The absolute worst customer experience happens when your CPG brand customer can no longer find your brand where they shop. Maybe it’s not in stock. Maybe it’s in the back. Maybe it was discontinued. Maybe your distributor got on the retail buyer’s bad side, and now he’s no longer buying anything from them. The reason doesn’t matter—your customer won’t blame your retailer or the distributor. They’ll blame you. It’s your brand’s fault. Now it’s “too hard to get” and “unreliable” in their eyes.

A lot of marketers and brand builders take the distribution process for granted, but all the time, effort, and money spent on CPG branding is lost as soon as it goes out of stock. There can’t be a conversation about brand identity without a deep understanding and appreciation for the distribution process.

How can your labeling, packaging, and cartons be designed to make it through the distribution process easily, without any missed deliveries, confusion, or misunderstandings? What do you need to do to guarantee delivery and keep your brand stocked in retail? How about to ensure proper placement, pricing, and advertising at the point of sale? 

A monumental part of your brand identity is a reputation for reliability. This starts with dependable and convenient access, and doesn’t end until the shelf has been restocked. Retail buyers can only measure sales. Once your product is out of stock, they can’t judge the sales you would’ve made if your product were stocked the whole time. A brand can be discontinued for poor sales due to wrong pricing, wrong placement, or poor inventory control. The physical distribution system puts your brand image on the line! Your customer can’t buy it if it isn’t there!

As you can see, brand identity is a multidimensional arrangement of crucial elements. Each of them needs to be carefully developed, executed, and sustained. Brand identity is not the destination—it’s the ongoing journey that requires nonstop diligence. When each of these aspects is considered, your customers will be more likely to proudly say, “That’s my brand!”

For more, read on: http://c-suitenetworkadvisors.com/advisor/michael-houlihan-and-bonnie-harvey/

 

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

The Hidden Value of Imperfection

“No one is perfect but knowing your imperfections will help you spot the imperfections in others.” -Greg Williams, The Master Negotiator & Body Language Expert

When was the last time you met someone that was perfect? If you can recall such a person, you had one of two thoughts. You thought this person is perfect, as you swooned with bliss, or you thought this person is perfect, in a mocking tone to yourself.

No one is perfect. If you’ve associated with someone that’s perfect, you haven’t been with them long enough to see their imperfections. That’s not to speak ill of them because there’s value in imperfection.

The way you view the imperfections of others speaks to the realistic perspective you have of them. That perspective can also keep you from following their leads when such would take you over the edge, off a cliff, into the sublime. Whatever cliché you choose, you get the gist of my meaning. As an aside, that’s also how some people become splayed for swindling.

It’s important to consider the imperfections of those with whom you congregate, because of the shadowy subliminal force of influence they cast. Consider the times when you enter activities that don’t serve your needs or goals, but you do so anyway. Understand, those are moments when you’re moved by unseen forces from your associates. You should consider attributing some sources of your actions to their influence and recognize it as such; you should also attribute your positive actions to such forces. Therein lies the value of an associate’s imperfections. Your recognition of their imperfections will lead you upon a different path.

We all have imperfections. The more willing you are about displaying yours, and accepting others for what their imperfections are worth, the greater will be your recognition of reality. That should lead to greater opportunities for you and those that you engage with … and everything will be right with the world.

What does this have to do with negotiations?

There are benefits to positioning yourself as someone that’s less than perfect in a negotiation; you appear to be more authentic. Thus, what you proport as reality will adopt a more realistic appeal. You may be familiar with the phrase, “keep it real”. That implies that you should keep the B.S. at bay, along with how you present your offers. To maximize your efforts, align your offer/counteroffers with the beliefs of the other negotiator’s reality. The more you match his beliefs (i.e. that which he senses as value and being real), the more valuable and acceptable will be you and your offers.

When negotiating, the display of imperfections can also be a double-edged sword. That sword can serve as fodder or the deliverance of a soul worthy of appreciation and value. You and the other negotiator will make that assessment.

To position yourself correctly, know of the expectations related to the type of negotiator your opponent wishes to negotiate with. Know also how you can match that expectation. Keep in mind that some negotiators want to display their knowledge in a helpful manner, while others will attempt to do so as a form of manipulation. So, be mindful of the role you’re casting as pertaining to how you should cast that role.

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 “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.themasternegotiator.com/greg-williams/

#Imperfection #hiddenvalue #Emotion #Lies #Business #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #liars #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

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

There’s Hidden Value in the ‘Nice Factor’ When Negotiating

“The hidden value of the nice factor is exposed by reciprocation.” -Greg Williams, The Master Negotiator & Body Language Expert

“I don’t know why I made those concessions. The other negotiator was so nice! Something made me want to be nice in return.” Unbeknownst to the speaker of those words, subliminally, he was affected by the nice factor.

Have you ever considered the hidden value of the nice factor when negotiating? Being nice is perceptional, depending on who you’re negotiating with. Nevertheless, it has a place at some point in every negotiation.

The following are ways you can deploy the settle ally of the nice factor to enrich your negotiation outcomes.

Positioning:

Negotiators set the tone for the negotiation at its outset. Note: The outset starts before you’re at the negotiation table. They may set a tone to suggest you should not take them lightly or one that implies they’ll go along to get along.

Some negotiators project a stern persona to convey the sentiment that they’re not to be dallied with; this persona can also be invoked to protect the veneer of insecurity. That’s worth mentioning because you should be watchful and asses if such a demeanor serves that purpose. That can uncover the personality type that you’re really dealing with.

In some cases, a stern type of projected positioning is advantageous. But, if you don’t consider the negotiation style of your negotiation counterpart, it can be the uncoupling of the negotiation before it starts. Thus, you should be mindful of the persona you project at the beginning stages and throughout a negotiation. You don’t want to turn the other negotiator into a more abstinent opponent if he’s not already one. If such occurs, attempt to mollify him by modifying your demeanor. Be nicer.

Soft Negotiators:

Soft negotiators will display their demeanor by presenting a broad smile upon meeting you and a handshake that is appropriate for the encounter (i.e. not too hard, not too soft). As you engage in the negotiation, assess to what degree this may be a façade. You can accomplish that by noting the slight changes in her personality when discussing points of disagreements. If she’s quick to placate you, make sure you let her win points, too. Doing that will enhance the nice factor.

Hard Negotiators:

Hard negotiators may present more of a challenge when attempting to invoke the nice factor. Depending on the degree of their hardness, moderate to obnoxious, the nice factor may not be appropriate. Instead, you may want to adopt a persona that matches the style of the other negotiator to get him to modify his demeanor. If he does, at that point you may consider implementing the nice factor. Depending on the severity of his modification, being nice can serve as his reward.

Negotiation Reset:

Most negotiators don’t like strong tensions in a negotiation. When tensions reach a certain level, negotiators tend to be more dogmatic about the positions they’ve adopted. So, if you find yourself in such a contention, consider employing the nice factor. This may be in the form of making a concession. If you’re not sure if doing that will ease tensions, preface your offer with an ‘if’ statement (e.g. If I do this, will you do ‘x’?). The point of using the nice factor at this point will be an attempt to reset the negotiation to a less pretentious position.

The more positive the experiential endowment you invoke within the other negotiator, the easier the flow of the negotiation will be. That will lend itself to an enhanced negotiation engagement, which in turn should lead to a greater negotiation outcome for you … 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 “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.TheMasterNegotiator.com/greg-williams/

#Value #factor #Fight #Negativity #cyber, cyberbullying #Management #SmallBusiness #Money #Negotiating #combat #negotiatingwithabully #bully #bullies #bullying #Negotiations #PersonalDevelopment #HandlingObjections #Negotiator #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #NegotiationPsychology

Categories
Entrepreneurship Management Marketing Negotiations Sales Skills Women In Business

What’s the Difference Between a Lie and the Truth?

“A lie is only believable if you accept it.” -Greg Williams, The Master Negotiator & Body Language Expert

Person 1: “I could tell he was lying.” Person 2: ‘How?” Person 1: “Because his words were unbelievable!” Person 2: “I missed that.”

Do you know the difference between a lie and the truth? It’s the degree to which you believe either. Let me explain.

As you’re hearing something, you assess to what degree it may be true; in part, that’s based on what you’ve known to be true from your past experiences. You continue to assess the believability of something the more you hear of it. You wonder to what degree the truth is stretched, at the point when words become suspect. As you continue to listen, once they’re stretched past your point of believability, you then consider the words to be lies.

Intellectually you may be aware of the process stated above. But, do you raise your sense of awareness to recognize the thought process you’re engaged in when it’s occurring? It’s important that you do so. In doing so, you raise your sense of consciousness to what’s said, which means you may become alert to prior passages that you overlooked. That also means, you may have allowed lies to go unchallenged, which emboldens its purveyor to continue lying.

There’s a thin line between a lie and the truth. Sometimes, it’s thinner based on who’s telling the story and who the listener is. To protect yourself in interactions with others, note what’s said, when it’s said, and the environment in which it’s said. In doing so, you’ll gain greater insight into the motivation behind when and why words part from the truth. That will also be the point when your sense of keenness insulates you from the mental depravity that occurs when one is falsely led by lies. You’ll truly be protecting yourself from mental anguish … and everything will be right with the world.

What does this have to do with negotiations? 

Most negotiators will misrepresent the truth during negotiations. It’s a fact and if you don’t think it occurs you’re being pollyannaish. Recognize that for what it’s worth.

Consider this, if a negotiator completely disclosed his circumstances, he’d expose his vulnerability and weaken his position. Thus, to prevent that from occurring, he’ll withhold aspects of his position to enhance his outcome. He’ll stretch the truth to accomplish that means. By noting his stretch point, you gain insight into his source of motivation. That will lend insight into the importance of the point. You can hone that insight to create discomfort for him. Do so and observe how quickly he wants to move from away from that discomfort. As an aside, the more he wants to move from that point, the more angst he’ll be displaying about his uncomfortableness.

It’s said that all lies are born from truth. That means a lie is only a lie to the degree that the people involved believe it to be. In your negotiations, understand the purpose that a lie serves and you’ll have greater insight as to where the truth lies.

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 “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.themasternegotiator.com/greg-williams/

#Emotion #Lies #Business #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #EmotionalControl #relationships #liars #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

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

How to Prevent from Being Slaughtered When You Negotiate

“You set yourself up to be slaughtered in a negotiation if you don’t set yourself up right.” –Greg Williams, The Master Negotiator & Body Language Expert

“What the heck happened in there? They slaughtered us! They out-negotiated us at every turn! Why did we not see that coming?” “I guess we didn’t plan for that type of negotiation with that type of negotiator”, was the reply.

People engage in negotiations because they seek to maximize an outcome. In that quest, some people lose their focus. They use the same negotiation strategies they’ve used in the past and wonder why they get slaughtered when those strategies are no longer effective. To prevent that from happening to you, note the following.

Positioning

Environment: Know what the best environment is to conduct your negotiation in. That environment may encompass doing so in writing, or phone, versus in person. There are different dynamics that come into play when negotiating in different environments. Know the environment that will most benefit your style of negotiating compared to the negotiation style of the opposing negotiator.

Perception: Everyone has an image of who the person is that they’re negotiating with. That persona is based in part on what the perceiver knows about the other negotiator; that stems from what the perceiver has seen, heard, and thought of that person in the past.

Project the persona warranted for the negotiation. Take into consideration the negotiation style of the opposing negotiator in your calculation (i.e. hard (I’ll crush you), soft (I’ll go along to get along)). The perception you cast and how you perceive the other negotiator will determine the flow of the negotiation. To prevent being caught off guard, about your perception of the other negotiator and him of you, be adaptable as to the persona you project.

Strategy

Entity: Know who you’re really dealing with (i.e. what force and sources motivates the other negotiator). Consider how he interprets information and how best to message that information related to the messenger (i.e. your persona). Your message may be received more favorably with one persona based on how that persona is perceived.

Leverage: When assembling strategies, assess how you’ll employ the powers of leverage. Leverage is a tool that can embolden you with positional power (i.e. power you have for a specified time), which can improve your negotiation position. Be cautious of how you use leverage. If you state you’ll engage in an action and don’t follow through, not only will you lose the ability to invoke leverage further in the negotiation, you also run the risk of losing credibility.

End Game

What’s your end game and how will you know when you’ve entered it? You should develop the answers to those questions during the planning phase of your negotiation. The plan should encompass what might trigger the end game phase of the negotiation, how you might promote it to occur if it’s lagging, and what you might do to terminate the negotiation if you discern that your efforts will not get you there.

By having markers denoting possible exit points from a negotiation, you lessen the possibility of staying engaged longer than what’s necessary; staying engaged longer increases your vulnerability by making unnecessary concessions.

Once you arm yourself with the thoughts mentioned above, you’ll insulate yourself from the brutality that could otherwise occur. That insulation will also be a shield that prevents you from being slaughtered in your negotiations … 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 “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.TheMasterNegotiator.com/greg-williams/

#slaughter #Fight #Negativity #cyber, cyberbullying #Management #SmallBusiness #Money #Negotiating #combat #negotiatingwithabully #bully #bullies #bullying #Negotiations #PersonalDevelopment #HandlingObjections #Negotiator #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #NegotiationPsychology

 

 

Categories
Marketing Personal Development Sales

Building Your Brand Entails Counterintuitive Decisions

We’ve seen it a million times—physical product brands spread themselves too thin before they’re established. Some brands offer too many choices, and their principal message gets lost in the marketplace. And others expand too quickly into territories that they can’t handle, and they lose their dependable status. Why is this?

When a brand can’t achieve its true target market quickly enough, they second-guess their mission, trying to be all things to all types of people. They think they’ll do better quicker by speaking to a wider audience. But instead of being the leader in a close race, they become lost in the bigger battle.

Their sales team may cry, “If only we had (this or that type of) product…” As the pressure to make sales is on, brand builders can easily give in to this persistent plea.

Establishing yourself in the marketplace is hard enough without blurring your core message. We tell brand builders to stick to their guns—the fewer, the better! You have to distinguish your brand when you’re a new player. Sure, it’ll take a long time to draw and keep customers who appreciate your unique approach. But this is when patience and perseverance really pay off.

When we started Barefoot Wine, we entered with a large-size format that wasn’t as common as the standard smaller size of most wine. But this set us apart! It made us a newcomer in the big bottle category. And the choice was simple for the customer—only two types of wine, a varietal white and a varietal red. That’s it! It was easy for both the buyer and customer. People don’t like having too many choices.

We thought, “Could we sell more with a pink?” So, we tried it. It worked! Then we thought, “How about other varietals? And why not expand the line with the smaller, more popular size bottles?” Retailers responded quickly— “Which ones would you like to trade out for the new ones?” We were killing our own brand! Total sales hit a plateau for two years!

Looking back, we should have waited until we were more established in the market before adding more choices. Now, we advise our clients to avoid exceeding their “brand width”!

Another mistake some brand builders make is thinking that their product will sell well in other territories just because it sells well in their territory. The big risk is expanding prematurely, before they know enough or have the money to service what they sell in new territories.

It’s easy to forget about the importance of your own time when selling in your own backyard. Because you are doing all the merchandising, policing, and maybe even delivery, you might not have a handle on the cost of sales in a new territory, where you need to hire people to do this work. And without any new hires, you quickly learn what you’re up against—poor representation, out-of-stocks, and the competition taking advantage of your absence.

We made this exact mistake. We misunderstood the cost of sales in 2 new territories, and we expanded too quickly. And we actually had to withdraw from those markets for many years before we could afford to hire our own representatives there. We tarnished our brand in the process. It took us years to bounce back.

At first glance, it might seem counterintuitive to restrict your territory and your offerings when you’re just starting out, but you’ll be thankful that you built your brand on a solid and simple foundation.

For more, read on: http://c-suitenetworkadvisors.com/advisor/michael-houlihan-and-bonnie-harvey/

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

What Emotional Currency Do You Accept?

“Emotional currency is the exchange we engage in when seeking self-satisfaction.” -Greg Williams, The Master Negotiator & Body Language Expert

“I was just promoted and received the title of ‘Junior Assistant’ in the PR department. I don’t care if others in the department with my skill set are making $13k more than me. I’m a ‘Junior Assistant’!”

Those were the words of a very jubilant individual that was more satisfied with a title than money. His fulfillment came from the emotional currency he’d received that made him feel complete.

What emotional currency do you accept when seeking to placate your needs and wants? The more you’re aware of how and when emotional currency moves you, the greater the chance you’ll have to control the degree of your acceptance of it.

Emotional currency can come in many forms. It can be in the form of a raise; you have more money and thus, you feel better about yourself due to your new financial status. It can stem from acceptance of you by a group or others; you feel wanted. It’s also born from the elevation of your mental wellbeing as the result of how you see yourself. It can also be a manipulator used against you.

So, why should you be aware of the emotional currency you accept and when you accept it? The answer lies in what you’ll do to obtain it based on the circumstances you’re in. A moment ago, I stated that emotional currency can be a tool of manipulation. That means, when you’re emotionally depressed, you’re more likely to leap at the opportunity to enhance your emotional state of mind; a high state of emotional satisfaction is something that everyone seeks. All of us should know our limits so that we don’t merge into a limitless desire to obtain what we need. Plus, the more attuned you are to your emotional needs, the better you’ll be at making decisions that are beneficial to your long-term wellbeing.

You’ve more than likely heard the statement, ‘get a grip’. That means you should control your desires. Once you raise your awareness about the emotional currency you deal in, and the sources from which it’s refilled, you’ll be more mindful of determining the sources you’ll allow to replenish your needs … and everything will be right with the world.

What does this have to do with negotiations? 

In a negotiation, value is perceptional. That perception is based on where you are in the moment of the negotiation. If someone attempts to assuage your feelings by telling you how great a negotiator you are, depending on your emotional state of mind, that compliment may be all it takes to take you for all you have.

Be keenly alert when someone begins to heap praise upon you during a negotiation, especially if it seems to appear out of nowhere. More than likely it’s a ploy to enhance your emotional currency. The real thought may belie the exact opposite of the compliment that’s used to mollify you. To keep from being ‘played like a chump’, accept compliments given to you, but don’t let them deter you from your goals of achieving what you want. Be steadfast in your quest and see what becomes of the compliments. Therein will lie the uncovering of their real intent.

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 “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.themasternegotiator.com/greg-williams/

#Emotion #Currency #Business #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #liars #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

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Leadership Marketing Personal Development

How Do You Find Market Fit For Your Product?

I’ve worked with several high-tech startups in the marketing space–some of whom have had more success than others. The ones who have succeeded the most have an obsessive focus on market fit–that elusive quality that makes clients want your product. I’ve learned a way of doing this that applies to startups and to large, established companies alike.

There are many ways to find market fit, but I find too few startups focused on fit. Instead, they take the “Field of Dreams” approach–“If you build it, they will come.” These companies tend to be founder-led rather than market-led. They pursue a dream, and the smart ones succeed in selling that dream to the market. Maybe it takes a pivot or two. Some run out of money before they run out of pivots.

I’ll admit that a lot of folks don’t think there is any alternative.

I have long counseled another approach that is almost diametrically opposite the Field of Dreams approach. I somewhat cheekily refer to it as the “Dream of Fields” approach–“If you come, we will build it.” I have been doing this for many years, and it fits squarely into the Lean Startup methodology that is all the rage now. But even Lean Startups usually start with an idea–with an expected solution to a presumed problem.

I am suggesting something different. Most companies start with an expertise in solving several problems. They, in fact, can make a living providing consulting solutions for those problems, not because that is the business that they want to be in, but because they can make money solving problems and start to find the products within the consulting. There is a danger of going too far in this direction and just providing one-off consulting for all customers, but a little discipline can help with that.

By taking this approach, you force your software to at least solve the problem of the first few customers, and you likely learn a lot about generalizing the solution along the way. You also learn a lot from customers who don’t buy your product, because maybe you have something missing that would speak to an even larger set of customers.

To me, this can be a simpler path to market fit because you start out at least fitting one or two clients. The pivots might still be required, but they are less dramatic and less forced. They feel more like responses to newly-discovered opportunities than retreats from previous failures.

And it’s even easier for large companies to do this than small ones, because their trusted relationships help them find the right early customers more easily.

See if it works better for you.

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

How To Fight The Negativity Of Cyberbullying

“Cyberbully – A person that seeks power by hiding behind the cloak of anonymity due to his cowardness to confront others head-on. Or, someone too weak in personality that it causes him to seek pleasure by denigrating others.” -Greg Williams, The Master Negotiator & Body Language Expert

“He constantly picked on me by posting untruthful things that he said I engaged in. Then, he made unflattering comments about my mother. I found that of particular distaste.”

You may have thought the words above stemmed from two friends in their teens. The statement did come from two friends, but they were CEOs of major corporations. They were discussing the cyberbullying effects targeted against one of the CEOs in cyberspace.

Anyone can come under attack in cyberspace. The reasons for such don’t have to be valid. Do you know how to fight the negativity of cyberbullying? Continue reading this article to gather a few tips that you can use to combat a cyberbully.

Prevention:

Keep your guard up.

Be on the alert for those that might attack you. Some will do so because of the assets they perceive you to have. They may also do so because of the industry your business is in, your ethnicity and/or gender. Some people may just be mentally challenged, which causes them to seek out a target to bully.

None of this is to say that you should become paranoid. It simply means that you should be alert about how and why someone might attack you in cyberspace.

Turn yourself into a small target.

Know that some people engage in cyberbullying for pleasure. Others may do so as the prelude to extortion; extortion can be in the form of gaining leverage to achieve a goal, especially when negotiating.

To thwart a bully’s efforts, turn yourself into a small target. Don’t flaunt your assets in the manner that would attract and invite a possible attack. If you become a victim, keep a prepared set of documents that show you may not have what the bully wants. To do this, you must know what his ultimate goal is. You don’t want him to turn your perceived lack of assets against you and use that to enhance his position. Remember, it’s harder to hit a small target, but you must know what to morph that target into before it can be effective.

Fighting back:

Why me?

Bullies tend to target those persons or entities that they sense as being vulnerable. So, project strength when responding to the bully. You can do this by having others come to your defense and responding on your behalf. You can also respond by hitting the bully where he’s most vulnerable; it’s obvious that you’ll have to know his vulnerabilities to do this, which may require research.

I used the above strategy in an online forum in which someone attempted to bully others in the group. I asked the group if anyone knew that the bully had done the same thing in other groups. Someone said they did and that individual took the bully head-on. The bully retreated and was never heard from again. As an aside, I and the cohort that I used to fight the bully had already discussed this tactic before my ally engaged him. The bully had perpetrated the same tactics in a different forum that my ally and I were in.

Depending on the severity of the cyberbullying, you can get law officials involved, private detectives, etc. Regardless of the countermeasures you engage in, use them strongly enough to arrest the bully’s activities. Crush his will to engage you further so he dares not return to his former activities against you … 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 “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.TheMasterNegotiator.com/greg-williams/

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