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Entrepreneurship Human Resources Marketing Negotiations Sales Skills Women In Business

“Negotiator – This Is How To Avoid Manipulation Of False Choices” – Negotiation Tip of the Week

“To avoid manipulation from offering false choices, know their intent.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

“Negotiator – This Is How To Avoid Manipulation Of False Choices”

 

As a kid, when my friends and I played games that required choosing who’d go first, we flipped a coin. While one person flipped the coin, the other person would call heads or tail. Then, one day before a coin flip, one of my friends said to the other, “heads I win, tails, you lose.” And after the coin flip, he won the call. We were very young, and initially, we were unaware of the manipulation that had occurred. Later in life, as a negotiator, I understood how choices could lead to manipulation and how manipulation can lead people to engage in actions that are against their self-interest.

The following information will help you avoid being manipulated, as a result of people offering you false choices.

 

Expectation

A good negotiator is aware of setting goals for a negotiation. And she’s doubly conscious that she’ll have to make choices throughout the talks to achieve her goals. Part of that process is setting the expectations of the opposing negotiator, such that he will have a perspective of what he can achieve. The setting of expectations also assists in avoiding being manipulated by an opposer that might offer false choices.

Thus, before, and sometimes during a negotiation, the better you are at setting expectations, the lower the probability will become that false options will thwart you. And that will enhance your negotiation abilities, interactions with the other negotiator, along with a smoother negotiation process.

 

Identifying Choices

Okay. Now that you’ve set expectations, what should you be aware of when offered choices during the negotiation? The answer is, it depends. It depends on the strategy you’ve set per what you thought would occur during the process. And you should take into account the events that happen during the negotiation that you’d not anticipated. Per the latter, if someone offers you a choice such as the “heads I win, tails you lose” scenario, which you now know is an attempt to manipulate you into a false choice, you can turn the tables. One way to do that is to let the other negotiator know you’re aware of the manipulation attempts that might occur. If she asks why you’re making that statement, tell her you’re stating it so both of you can avoid them, which will make the negotiation process less challenging.

 

Weighing Options

There’s another facet to consider when weighing choices. Some negotiators will offer options in a yes or no format or an either-or perspective. The point is, some choices lead you to a false premise. Those choices limit your options, and the ability to improve your outcome.

Be aware of when a negotiator offers such decisions to you. And be mindful of when someone is attempting to place you in an untenable position. By being alert to their efforts, it’ll help you slip the bind they try to put you in with false choices. So, make sure you weigh your options and consider where someone’s attempts may be attempting to take you.

 

Antithesis

An antithesis is a direct opposite of what’s said or done prior. Thus, you should be aware of when a negotiator presents a choice in this manner because it can be the beginning stage of manipulation. The reason being, an option offered in this manner, might be akin to a good cop, bad cop offer.

That means, if you don’t accept the first choice, the second one will be worse, and the following options will be worse than the preceding ones. Thus, if you’re not mentally alert to what’s occurring, you could find your emotions pulling you down a path that you should be avoiding. Why? Because the pathway will be taking you further away from your goals.

 

Negative Thoughts

Another form of manipulation stems from negative thoughts your opponent has about you or those you have about her. That’s why you should assess her thoughts before the beginning of a negotiation – because negative thoughts impact one’s perception, and it influences their interaction.

Suppose you’re aware that negative thoughts exist between negotiators. What should you do? It would be best if you attempted to improve the relationship before you negotiate. If you don’t, both of you may become drawn into a manipulative course of negative actions as the result of ill feelings.

To combat negative emotions, offer to be collaborative in your efforts to achieve an acceptable outcome. In a worst-case scenario, your opponent may reject your offer. If she does, you might consider asking her how, or if, she’d like to proceed. If she says she doesn’t want to continue, you may have avoided a tumultuous experience from which you’ll probably be better off. On the positive side, if she’s amenable to your offer, you may be able to lower your guard. But don’t drop it too much, you may have to raise it quickly.

 

Anger

Above all, when engaging in a negotiation, control your emotions. Don’t let anger shade your decisions or how you view the other negotiator. If you don’t control anger, you invite the opportunity for manipulation to foster choices that may not be pertinent per the solution required.

When you sense anger is on the rise, get away from the environment. Call a time out. When you’re in an angered state, it’s best to calm yourself before engaging in any action. Doing that will save you future challenges and problems in the negotiation.

 

Reflection

To a degree, it’s a negotiator’s job during a negotiation to pose questions that help her maximize her outcome. Thus, it behooves her to offer manipulation choices that take her counterpart in the direction that suits her goals. As her counter negotiator, it’s your job to present her with manipulation choices. Thus, both of your efforts are to thwart the other’s attempt from causing the outcome to be lopsided against themselves. Therefore, by being attentive to the choices offered, and where those choices may lead, you can avoid the manipulation that’s inherent in every negotiation. And everything will be right with the world.

 

Remember, you’re always negotiating!

 

Listen to Greg’s podcast at https://c-suitenetwork.com/radio/shows/greg-williams-the-master-negotiator-and-body-language-expert-podcast/

 

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

 

To receive Greg’s free “Negotiation Tip of the Week” and the “Negotiation Insight” click here https://www.themasternegotiator.com/greg-williams/

 

 

#Choices #Manipulation #BodyLanguageSecrets #csuitenetwork #thoughtcouncil #Negotiator #NegotiatingWithABully #Bodylanguage #readingbodylanguage #Negotiation #NegotiationStrategies #NegotiationProcess #NegotiationSkillsTraining #NegotiationExamples #NegotiationTypes #negotiationPsychology #HowToNegotiateBetter #ReadingBodyLanguage #BodyLanguage #Nonverbal #Negotiate #Business #SmallBusiness #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success #Howtowinmore #self-improvement #howtodealwithdifficultpeople #Self-development #Control #Conversations #Howtocontrolanegotiation #howtobesuccessful #HowToImproveyourself

 

Categories
Personal Development Sales

6 of 7: Should I Buy? Moving Your Prospect to Close

Closing the sale is plainly and simply asking for the business, confirming the sale or the achievement of a “desired outcome.” It is the ultimate moment of truth. Are we doing this or not? The closing comes in many forms and it may bring anxiety to the sales professional. Human nature may involve a certain fear of rejection. Who wants to be told no, or they are not being selected? If you have engaged with all of the steps of the Mindful Sales process, and your potential customer is aligned with your product or service, closing should be a natural and stress-free part of the process. Whether or not you are selected is something you can learn from. Keep your dignity throughout both winning or not winning the business, and this will be rewarded in the future (think referrals, etc.).
If you consider the previous example of purchasing a home, our realtor asked trial close questions as we walked through each room. “How do you like the kitchen?” “Do you see yourself entertaining in the backyard?” “These cabinets are dated; however, you could easily paint them or maybe change them out. Does that sound like something you would be interested in doing?” After completing the walkthrough, she attempted to close the sale by stating, “It sounds like you really liked the location, the general condition and the overall layout of this home,” and then she asked, “Would you like to make an offer on this home?” The answer was easy. “Yes,” we replied. If we could get the home at the price we were willing to pay, we were ready to complete the purchase. After two rounds of negotiation with the seller, we arrived at a mutually agreeable price, and we purchased the property.

How to integrate mindfulness into this step:

The trial close/close step is commonly believed to be the hardest step of the sales process. Therefore it is a huge opportunity for you to infuse mindful practices. In Holly’s book, Mindful Leadership The A to Z Guide for Stress-Free Leadership, she provides a mindful leadership practice and coloring mandala for every step of the Mindful Sales process. The corresponding mandalas for the “T” in Trial the “C” in Close are Trust and Center, respectively. As you grow your mindfulness practice, trust and continuously refer to the seven steps and you will be guided on what to do, what not to do, and how to move to the highest and best outcome of every sales exchange.

 

Eric Szymanski is a C-Suite Network Advisor and an award-winning co-author of Sell More, Stress Less: 52 Tips to Become a Mindful Sales Professional.  He is an American hospitality industry professional with extensive sales & marketing leadership experience. Eric has demonstrated success in leading high-performing sales teams through planning, implementing and monitoring actionable sales and marketing plans at hotels and resorts of all sizes, including city-center, convention district, airport and attractions areas. He has a proven track record of success at all levels through the achievement of both individual and team goals for several 1st tier, globally recognized brands such as Disney, Marriott, Hilton & Starwood Hotels & Resorts.

Throughout his career, Eric has created authentic, world-class experiences while volunteering at all levels in several meetings industry associations. In 2018, Eric was recognized with the top individual sales award in the convention sales division at The Walt Disney Company. In 2002, he was recognized as Caterer of the Year by the Orlando, Florida Chapter of the National Association of Catering Executives. He is an avid runner, choral music performer & father of twin daughters who entered college in the fall of 2019. Visit www.MindfulSalesTraining.com for more on how you can work with Eric. 

 

Categories
Body Language Human Resources Leadership Negotiations Sales Skills

“This Is The Best Way To Read Body Language Secrets Better” – Negotiation Tip of the Week

“The knowing of a secret lacks value when the secret’s value remains unknown.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

 Click here to get the book!

 

“This Is The Best Way To Read Body Language Secrets Better”

 

People don’t realize; they’re always negotiating.

 

As she spoke about her desires, she stammered for a nanosecond as she began to pronounce the letter ’b,’ before shifting the word to millionaire. And at that moment, he heard her thoughts changing, even though she’d not said the word, billionaire. So, he asked why she’d altered her perspective based on her word change. She said becoming a millionaire was a lot easier than becoming a billionaire, and that’s what prompted the modification. Then, she asked how he knew she was thinking of the word billionaire. He said, “I read body language. And that ability allows me to uncover someone’s secrets, even when they start to utter one word and change it to another.”

There’s an aspect to reading body language that consists of more than noting what someone says when they speak, and the manner they carry themselves. Deciphering someone’s body language also consists of observing the actions they emit and the utterances they make when speaking. To unlock their secrets, you should also be aware of the emphasis they place on certain words and their pace of speech – noting in particular when it changes. You can uncover lots of secrets based on someone’s body language if you’re aware of what to observe and recognize what you’ve detected when it occurs. And the way to accomplish that is what you’re about to discover.

 

Listening Closely

Did you hear what she did? If the question was about something said by someone, instead of their actions, at first, that might sound like an incoherent question. Did you hear what she did?

But when it comes to reading body language, you must attune your hearing to the words someone speaks. Even more important, you should listen to what someone says after they alter what they were going to say. And thus, when the lady in the opening section began to make the ‘b’ sound in billionaire, before changing it to a millionaire, the escaping ‘b’ sound revealed her thoughts.

Since a person emits words from their mouth, and that’s a part of their body, while not a standard gesture in the traditional sense of reading body language, word emittance bears witness to disclosing someone’s thoughts. And that’s the value born from listening carefully to what and how someone makes pronouncements. At the slightest indication of a word change, the thrust behind it is a change in thought. The reason for the change is what you should note.

 

Observance

Did you see what she said? Not only should you listen to what’s said, but as stated, you should also pay attention to how and what someone says. A secret can ride inside of their message based on how they pose their statement or question. In the question, “did you see what she said,” that person is speaking from a visual modality. With that insight, if you chose to bond with that individual, you’d speak from the same perspective (i.e., using words that conveyed a visual context.) That would increase the probability of them revealing secrets.

Based on how someone makes a statement, it can sound like a question. And if someone intends to convey a strong sentiment, pronouncing it in almost an inaudible tone or one where the tonality lifts at the end, it’ll sound like a question, which will weaken it. Little insights like that can assist you in uncovering someone’s secrets based on the small verbal gestures they emit when speaking. Pay attention to such gestures, and you’ll become rewarded with incredible foresight.

 

Word Choice

While the word choices someone uses to represent their thoughts don’t fall directly under reading body language, it does leave clues to that person’s thought process. Even if their word choice conveys a slightly different meaning, the nuance in the slightness can allow you the opportunity to sight the difference in their mind and mood.

As an example, if a person said, “I’ll try to keep up. I don’t want to be left behind,” they’re conveying a different sentiment than if they’d said, “I’ll keep up. You’re not going to leave me behind.” In the last case, the person is displaying a definitive state of mind versus the first statement indicating that they’ll try to keep up, which sounds like they’re unsure of their ability to do so. Again, it bears stating, by observing the word choices that people make, you gain insight into their thought process. And that insight can give you an advantage when dealing with them.

 

Pace of Speech

The pace that someone speaks is governed in part by their geographical area, the topic discussed, and how that person feels, stressed/nonstressed, while speaking. Thus, as an indicator, when someone’s speaking pace becomes altered, the meaning they’re conveying is slightly changed too. You might note that action when someone is attempting not to reveal a secret, or when they’re in the process of concocting a story that’s not the truth. They’ll slow the pace of their speech to allow more time to think about what they’re saying before they speak.

Therefore, if you’re attentive to when someone increases or decreases their speaking pace, and note if it stems from just excitement or dread, you’ll have more information to assess the cause of the change. And once you’re aware of that, you can hone in on the purpose of that person’s alteration. While your assumptions may not be conclusive, the insight will give you an additional perspective from which to build a greater understanding of that individual.

 

Reflection

When reading someone’s body language, you still must look at a cluster of actions to accurately assess the meaning of their acts. That means, you must take into account when they speak while covering their mouth (i.e., holding back their words), the degree they focus on you versus the surroundings, what’s done with their feet while speaking, and the signs that indicate whether they’re stressed or calm. That cluster of actions will give you a peep into their inner thoughts.

But, to make that process more complete, and to unveil someone’s secrets, you must incorporate the ability to discern a deeper meaning of their thoughts. You can do that by listening more extensively to the word choices someone uses and when they alter the pace of their speech. That will give you a greater depth from which to uncover their secrets, which will also enhance your body language abilities. And everything will be right with the world.

 

Remember, you’re always negotiating!

 

Listen to Greg’s podcast at https://cms.megaphone.fm/channel/CSN3928767635?selected=CSN2004356661

 

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

 

To receive Greg’s free “Negotiation Tip of the Week” and the “Negotiation Insight” click here https://www.themasternegotiator.com/greg-williams/

 

 

#BodyLanguageSecrets #csuitenetwork #thoughtcouncil #Negotiator #NegotiatingWithABully #Bodylanguage #readingbodylanguage #Negotiation #NegotiationStrategies #NegotiationProcess #NegotiationSkillsTraining #NegotiationExamples #NegotiationTypes #negotiationPsychology #HowToNegotiateBetter #ReadingBodyLanguage #BodyLanguage #Nonverbal #Negotiate #Business #SmallBusiness #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success #Howtowinmore #self-improvement

Categories
Entrepreneurship Leadership Sales Skills

Stop Waiting to Be Picked (And Kick Some Prospecting Butt)

STOP waiting to be picked…

Are you tired of playing the waiting game… hoping that a good-paying client will drop in your lap from out of the blue?

Are you submitting “calls for speakers” and waiting to be picked?

Are you sending out consulting or coaching or training proposals that are met with deafening silence?

Are you searching for the next cool tool, directory, or service that will magically open doors to more leads… only to be let down and disappointed when yet another “guru” doesn’t deliver the goods?

I’ll tell you what makes me sad…

Watching great speakers (like you, perhaps?) waste YEARS thinking they’re building their business… when all they’re really doing is playing the waiting game that will keep you stuck, powerless, and reactive.

You know what I hear as the most common complaint among speaking-driven entrepreneurs like you?

Here it is — “I just can’t find enough good leads who have budget to hire me!”

Problem is… that’s not REALLY the truth.

Your problem might be even bigger, namely…

If I gave you 10 great leads right now – the right people at the right companies or associations who have the right budget and who OWN the problem you solve…

You wouldn’t close a single sale.

Why? Because either:

a. You wouldn’t reach out at all… (you know who you are)

OR

b. You would cold call them or pitch them or send some generic marketing material that they’d instantly delete…

OR

c. You would try some overly elaborate, complicated CRM sales sequence and send them all sorts of canned messages, emails, articles, PDFs, videos, and other nonsense that is totally irrelevant to them and would quickly become a nuisance.

Frankly, I’m sick of watching smart, dedicated entrepreneurs let go of their dreams because they didn’t have the right strategies, tactics, and tools to make it.

I’d much rather see you choose yourself – get back in the driver’s seat of your results – and kick some serious butt!

Categories
Entrepreneurship Leadership Marketing Sales Skills

This Is the No-Ego Zone

Onto today’s topic du jour… EGO.

As speakers, consultants, and experts, we MUST take ourselves out of our marketing messages.

Nobody cares about YOU.

The only thing they MIGHT care about is you IN TERMS of THEM.

What problems can you help them solve that others can’t, won’t, or don’t know how to?

How are you different, better, faster, smarter, cooler?

Not in terms of YOU but in terms of what matters to THEM and THEIR company,

THEIR team,

THEIR career,

THEIR association,

THEIR members,

THEIR franchisees,

THEIR leaders,

THEIR salespeople, etc.

Mike Thomson came into our mentoring program as a terrific speaker and coach – but he was all about “I, me, my” messaging and he couldn’t even see it at first.

Listen to his story here.

The moment he flipped his marketing, messaging, and sales conversations from “I, me, my” to “You, you, and you” – everything started to click.

Fees went up.

Repeat and referral business took off.

Sponsorship deals started to close.

Everything that mattered to him – fees, respect, relationship, and freedom and scale in his business – came about when he flipped the switch away from “me” marketing and toward “client-centric” marketing.

THAT was what landed him at the top of the heap for high-fee speaking, training, consulting, and sponsorship deals like never before.

Even though he thought he had it all figured out and had been fairly successful for 30+ years.

If a rock star like Mike can make a switch like that, what could YOU do with your business with some expert guidance, direction, and revenue acceleration?

Here’s where to find out more: https://www.expertprofitformula.com/

Categories
Personal Development Sales

5 of 7: WIIFM? What’s In It For Me?

“A presentation gives information to the client about your product or service. Presentations may be formal or informal, with verbal and/or written communication such as an overview given in person or on-line. A presentation of your product shows the correct way to use the product or service. This is where features are outlined along with their benefits and impact to the consumer. A demonstration is the actual use of your product or service. Think of a free sample in a food court or a test drive of a vehicle. This is usually a key moment of truth where the potential customer can experience your product or service for themselves. This is perhaps the most important part of the sale, where the customer can see if you can deliver on the promises you made throughout your presentation.

How to integrate mindfulness into this step:

  • Remember your Intention
  • Center
  • Breathe
  • Keep your beliefs positive
  • Focus on your positive vision
  • Make sure you answer the question, “What’s in it for me,” which is always present in the client’s mind.
  • Be fully present at the time of the presentation and demonstration, with a focus on accuracy. Continue to create the vision[…]”

 

When you integrate mindfulness and sales you become more effective and profitable.  Mindfulness is being present in the moment, without judgment.  Use mindfulness to increase sales by:

  • Reducing Stress and Anxiety
  • Creating Focus
  • Reducing Overwhelm
  • Increasing Memory
  • Improving Health & Happiness

 

Eric Szymanski is a C-Suite Network Advisor and an award-winning co-author of Sell More, Stress Less: 52 Tips to Become a Mindful Sales Professional.  He is an American hospitality industry professional with extensive sales & marketing leadership experience. Learn more about how you can work with him at www.MindfulSalesTraining.com Eric has demonstrated success in leading high-performing sales teams through planning, implementing, and monitoring actionable sales and marketing plans at hotels and resorts of all sizes, including city-center, convention district, airport and attractions areas. He has a proven track record of success at all levels through the achievement of both individual and team goals for several 1st tier, globally recognized brands such as Disney, Marriott, Hilton & Starwood Hotels & Resorts.

Throughout his career, Eric has created authentic, world-class experiences while volunteering at all levels in several meetings industry associations. In 2018, Eric was recognized with the top individual sales award in the convention sales division at The Walt Disney Company. In 2002, he was recognized as Caterer of the Year by the Orlando, Florida Chapter of the National Association of Catering Executives. He is an avid runner, choral music performer & father of twin daughters who entered college in the fall of 2019.

 

Categories
Best Practices Entrepreneurship Management Negotiations Sales Skills Women In Business

“Negotiator Do You Know How To Stop Deadly Emotions” – Negotiation Tip of the Week

“Emotions can be easy to control, once you learn how to control them.” -Greg Williams, The Master Negotiator & Body Language Expert  (Click to Tweet)

 Click here to get the book!

 

“Negotiator: Do You Know How To Stop Deadly Emotions?”

 

People don’t realize; they’re always negotiating.

 

Negotiators engaged in easygoing negotiations attribute the flow of the talks to their emotions. For discussions burdened by slowdowns and setbacks, that too is usually due to emotions attached to the negotiation. And that’s why you should be alert to the feelings shown throughout your bargaining sessions. They impact how the interactions will progress and how each negotiator will view the other.

The following are insights on how to detect deadly emotions. The ideas will help you negotiate away from negative emotions that could ruin your talks. Once armed with this information, you’ll be able to avoid deadly conflicts at the negotiation table, while maintaining greater control of the negotiation.

 

Negotiator Psychology

Negotiators possess different mindsets at different stages during negotiations. That mindset becomes altered based on what occurs during the exchange of information. Thus, the triggers ignited within the minds of the negotiators, ignites the emotions that follow from the triggers. Accordingly, as is the case when dealing with people in general, you must take into consideration what prompted the mood they display. To that end, be aware of the following mindsets, along with what promotes them to become prevalent in your talks.

 

Aggrieved

A disturbed negotiator seeks ways to assuage his feelings. And if those disturbing feelings occur during a negotiation, he’ll most likely attempt to project his mood onto you. So, how might you contend with someone of this ilk? The answer is, it depends.

If the distempered demeanor is due to something he attributes to you, attempt to understand his emotional point of contention. You won’t know how to address his sourness until you uncover the reasoning for his discontentment.  After you’ve identified and attempted to correct his sulkiness, if his demeanor doesn’t shift, you may have to play hardball with a hardballer. If you’re up for it, prepare for battle. If not, seek someone to negotiate on your behalf.

 

Pleasing

This negotiator type can be easy. His temperament is one where he goes along to get along. Nevertheless, please don’t sell this individual short by thinking you can have your way because of his initial desire to be pleasing. If he perceives you as being overbearing, untrustworthy, or overly demanding, he may transform into the aggrieved negotiator mentioned a moment ago. And then, instead of stopping deadly emotions from hampering your negotiation, you may have just given life to the death of it.

 

Neutral

The neutral negotiator type enters the negotiation with emotions that are unaligned. That state is a, “let’s wait and see what happens. Then, I’ll adopt the persona that I’ll display.”

Since this person has an open mind when entering the negotiation, the way you treat him will shape his emotions. The trick is the balance you must maintain between acquiring what you want, compared to what he wants, and what you’re willing to give. That can be a delicate balancing act to perform. Still, if you and he maintain an exuberant state of emotions throughout the process, the avoidance of deadly emotions should be easy to accomplish.

 

Detecting Emotional Shifts

 

Mindfulness

Before becoming aware of unpleasant emotions, you must possess mindfulness about the environment. That means you must be mindful of verbal and nonverbal cues emitted by the other negotiator, along with other gestures that convey his emotional state of mind. If you miss those inputs, you’ll miss outcries for attention. And that could lead you deeper into a negotiation fraught with deadly emotions ahead.

 

Nonverbal Utterances

Per tones emitted, some negotiators convey their sentiment to statements made by grunting – that’s an example of a nonverbal emotional display. That grunt is a negotiator’s sign signaling the expression of his feelings. And that utterance will occur based on what was said or done. Note when it happens. It has meaning.

 

Communication

People communicate through their words, body language gestures, and nonverbal sounds. To detect when an emotional shift occurs, observe when someone’s verbiage becomes more pronounced, an escalation in their declarations, and heightened nonverbal communication. Such signs will denote a change in their mental attitude, which might be your sign to intervene to prevent their emotions from placing the negotiation in danger.

 

Controlling Emotional Flow

Savvy negotiators understand the power contained in controlling the emotions that flow during a negotiation. Thus, like an orchestra director, they seek to harmonize the talk to be pitch-perfect when such serves their needs. They’re also aware that tension in certain situations can create compliance. Thus, they engage in the sense of steadiness between having the most meaningful of emotions at the proper position at the appropriate time. Observe the following when attempting to control the emotional flow in your negotiation.

 

Course Correction

Every negotiation has course corrections. It’s in the form of accepting and rejecting offers and counteroffers. And during that process, talks can become vulnerable to emotional outbursts that lead to dangerous consequences.

Thus, you should pick an appropriate point in the negotiation to engage in a course correction. Such aspects might occur when the negotiators are tired, or when it’s time to eat. It can happen at any moment in which you can create an excuse to exit the negotiation for a break. What you’re seeking is a way to disrupt the events that are causing negativity to flow. By exiting the environment that’s causing tempers to create stress, you alleviate the source of the tension. Once you reassemble, do so with a pleasant demeanor in the atmosphere.

 

Reflection

Every negotiator displays emotions when they negotiate. Good negotiators use tactics, such as those mentioned, to control their emotions and those of the other negotiators. Once you become adept at utilizing the strategies mentioned, you’ll be in greater control of all of your negotiations. And everything will be right with the world.

 

Remember, you’re always negotiating!

 

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

 

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

 

To receive Greg’s free “Negotiation Tip of the Week” and the “Negotiation Insight” click here https://www.themasternegotiator.com/greg-williams/

 

 

#Emotions #csuitenetwork #thoughtcouncil #Negotiator #NegotiatingWithABully #Bodylanguage #readingbodylanguage #Negotiation #NegotiationStrategies #NegotiationProcess #NegotiationSkillsTraining #NegotiationExamples #NegotiationTypes #negotiationPsychology #HowToNegotiateBetter #ReadingBodyLanguage #BodyLanguage #Nonverbal #Negotiate #Business #SmallBusiness #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success #Howtowinmore #self-improvement #howtodealwithdifficultpeople #Self-development #Control #Conversations #Howtocontrolanegotiation #howtobesuccessful #HowToImproveyourself

 

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

“Do You Know How To Easily Win More Negotiations” – Negotiation Insight

“Everyone believes negotiations are easy until one becomes difficult.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

 Click here to get the book!

“Do You Know How To Easily Win More Negotiations”don’t realize; they’re always negotiating.

That was one of the easiest negotiations we’ve had. Yeah, especially when you compare it to the one two weeks ago, when a member of the opposing team insulted me by referring to my mother as a female dog. I wish all of our negotiations were as easy as the one today. That was the exchange between two negotiation teammates, as they reflected on the talks they’d just concluded.

Some negotiations are more laid back, relaxed, and comfortable than others, due to several factors. The following information will allow you to control a discussion better by understanding the variables that shape its flow. The insights you’ll gain will give you the tools needed to shift gears quickly in a negotiation when such is required.

 

Assessment

 

The first step towards a successful negotiation is understanding the variables that shape your bargaining session. Such variables as the perceived value of what you’re negotiating, the negotiation style of the other negotiator, the allotted time, body language displayed, and how both of you address possible impasses, will impact your engagement.

Thus, the outcome will be determined by how you approach those variables and how adaptable you are during the negotiation. Do it right, and you’ll have more of a haggle-free interaction. Do it wrong, and your talks will become fraught with drama, dismay, and impasses that’ll lead to a dead-end outcome.

 

Variables To Consider

 

  1. Allotted Time

The time set aside for the negotiation is a factor to consider seriously. Because it impacts the actions that negotiators will engage in as time begins to run out. And thus, not only will it affect the mentality of the negotiators, it could become the factor that determines when people start to negotiate in earnest, along with the source of stress that can lead a negotiation to impasses.

 

  1. Peak Performance Time

Everyone has peak times when they’re most alert, creative, and productive. And that’s the time you should negotiate. It’s even more important to do that when you’re at critical points in the negotiation. To maximize peak time performance, attempt to uncover the other negotiator’s peak performance times, too. With that information, you can attempt to negotiate when he’s off his peak, and you’re on yours. Having discussions during his off-peak periods will give you an added advantage because he won’t be as alert.

 

  1. Opponent’s Variables – Consider:
  • How much leeway does he have without having to consult someone else?
  • To whom must he prove himself that may not be at the negotiation table?
  • What horrors must he avoid, at all costs in the talks, to make the outcome a win for him?

The insights gained from the answers to those questions will illuminate the degree of self-power he has in the negotiation, and how you might control him as the result of knowing his limitations.

 

  1. Style of Negotiators

Negotiators use different approaches in a negotiation. And their attitude determines if they’ll play the part of someone tough or easy. With those less knowledgeable about negotiations, they may haphazardly enter a talk unaware of the persona they’re about to engage. And that puts them at a disadvantage.

 

Always attempt to understand the mindset of the person with whom you’re negotiating. By recognizing his mental makeup, you’ll have more insights into how he thinks. That’ll allow you to predict somewhat how he might act to offers you make, based on how you present them.

 

  1. Style of Negotiation

Every negotiation has a particular flow and style to it. You can attribute that to the characteristics of those involved in the talks. Accordingly, you should note the ebb and flow of all of your negotiations. For one, it affects how you’ll engage in future discussions. And it’ll give you feedback about how to make a session easier to participate in, in the future.

 

  1. Timing of Choices/Offers/Counteroffers

Be mindful of your choices, along with the offers and counteroffers you extend. The value and perception of your offerings are explicitly tied to when you make them. Therefore, always consider the impact that an offer will have on the ones that will follow.

 

  1. Order of Offers

To give the appearance of an offer being more valuable, first, position it. You’d do that by making your introductory offer less appealing than the present one. Be mindful when adopting this approach. If the other negotiator senses you’re making better offers as the result of him rejecting them, he may hold off on committing until he believes he’s heard your best offer.

You can also increase the perception of an offer by taking it off the table. The ‘takeaway’ is a powerful motivator. Because once someone embraces a proposition, that person doesn’t want to lose it.

 

Body Language

There’s an abundance of information conveyed through someone’s body language. That information entails what a person says and what they do. Thus, it would help if you always were observant about why a person uses their body in the manner you witness. What you observe are signals indicating what’s going on inside their mind. The following are a few signals to note.

  1. Mood – When someone’s mood shifts, it’s caused by a sensation they experience. That may be due to them reflecting on your offer, wondering if they should have made a different offer or a feeling that they’re not where they want to be in the negotiation. When you see someone’s mood shift, if it’s not to your liking, question them about what has happened. Better to address it then than allow it to be the cause that disrupts the negotiation later.
  2. Hand movement – What someone does with their hands can be one of the most revealing aspects of their inner thoughts. If they cover an eye, rub an ear, put their hands in their pockets, those could be signals that they’re less committed to what you’re discussing, versus what they may say verbally. As is true when reading body language signals, you must first observe how someone uses gestures before you can accurately identify why they displayed them at a particular time. And it would be best if you watched the cluster of their actions. One action alone is not definitive to what they’re thinking.

 

Reflection

Negotiations can be as easy or difficult as the parties involved chose to make them. By arming yourself with the information mentioned, you’ll become positioned better to engage in your negotiations from a position of strength and control. And everything will be right with the world.

 

 

Remember, you’re always negotiating!

 

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

 

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

 

To receive Greg’s free “Negotiation Tip of the Week” and the “Negotiation Insight” click here https://www.themasternegotiator.com/greg-williams/

 

 

#Negotiations #csuitenetwork #thoughtcouncil #Bodylanguage #readingbodylanguage #Negotiation #NegotiationStrategies #NegotiationProcess #NegotiationSkillsTraining #NegotiationExamples #NegotiationTypes #negotiationPsychology #HowToNegotiateBetter #ReadingBodyLanguage #BodyLanguage #Nonverbal #Negotiate #Business #SmallBusiness #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success #Howtowinmore #self-improvement #howtodealwithdifficultpeople #Self-development #Control #Conversations #Howtocontrolanegotiation #howtobesuccessful #HowToImproveyourself

 

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

“How To Overcome Hidden Secrets Of The Leader’s Body Language” – Negotiation Tip of the Week

“Secrets reveal themselves, but not until you uncover them.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

Click here to get the book!

“How To Overcome Hidden Secrets Of The Leader’s Body Language”

 

People don’t realize; they’re always negotiating.

 

All leaders have secrets. And all leaders reveal their secrets through their body language. But when it comes to leaders, it may be more challenging to understand the signals they emit. That’s because some leaders are more comfortable displaying certain body language gestures. And even when they’re not as forthright as their words proclaim, they may appear so at ease that their gestures emit little insight about their secret thoughts. It’s the lack of inner emotions that can prevent their real feelings from being displayed.

Nevertheless, there are ways to discern what’s occurring in the mind of a leader. It may be a little more challenging, but you can uncover a leader’s thoughts through his body language. The following information is a road map to overcome the hidden secrets that some leaders would rather you not know.

 

Leader Types

Before assessing how to overcome a leader’s hidden secrets, you must understand the type of leader you’re evaluating. In some cases, depending on his leadership abilities, he’ll display his confidence through different body language gestures. Note the following three categories as examples.

 

  • Unsure Leader

A leader that’s unsure of himself, or the position he wishes others to adopt, may tend to make smaller body language gestures when he’s communicating. Thus, when you see such signs, consider whether the individual lacks self-confidence per what he’s saying, or if he’s attempting to conceal points that he doesn’t wish to have revealed. In either case, the reason he displays close body language gestures is due to him not feeling overly comfortable.

 

  • Leader Exploring His Power

The leader exploring his power can be one that’s acquired a new position, or someone attempting to fill the void of authority. In either case, this individual type might show broad and sweeping gestures as he initially begins to communicate. You’ll note the degree of comfortability he has with his power when someone seriously challenges him. At that point, take note as to whether his gestures become smaller and more tightly controlled. That’ll be an indication he’s attempting to protect himself – from what is the question that should come to your mind.

 

  • Confident Leader

A confident leader displays open gestures (i.e., hands apart, palms up, smiling, etc.) when delivering news he believes is right for his followers. He may even have his jacket off, or sleeves rolled up to enhance his persona. And even when he has to deliver bad news, he won’t cloak it in tightly controlled actions that make him appear different than his typical displays. His movements may become minimized to align with the circumstances at hand, but they won’t alter to the degree that you sense he’s adopted a completely different personality type. Thus, when you sense a drastic departure from his typical body language displays, that’s when you should become concerned that he might be concealing secrets.

 

Disassociated Rhythm

When people speak earnestly, they do so with their hand movements to the rhythm of their words. And since by nature, leaders are in the eyes of those they lead, they’re adept at having their words and body language gestures synchronized. Thus, when they want to make a strong point, it’ll usually be noted through the gesture of a fist pounding downward, or a pointing finger that denotes direction.

Therefore, when such signs are missing, note it. And, when a leader speaks, observe the tonality he uses when delivering his message. Words convey conviction, but it’s the emotions layered over those words that allow his commitment to be felt by those consuming his message.

 

Signs of Stress

You may recall a member of the opposing party offering a rebuttal to the State of the Union message delivered by the U.S. President. As that member was speaking, he reached for a bottle of water several times to quench and soothe his throat. Even when the water was slightly out of reach, he awkwardly extended his hand far enough to grasp the bottle. At a minimum, it appeared abnormal. And that awkward body language reaching gesture, along with others, even though this was a seasoned political professional, revealed his nervousness (e.g., https://www.youtube.com/watch?v=dWkjVvoXIS0 ). Two giveaways made that announcement.

The first giveaway was him realizing that he should not step away as he did. The member’s attempt to maintain eye contact with the camera noted that. Thus, he attempted to retain his position while awkwardly reaching for the bottle and trying to maintain camera eye contact. He didn’t accomplish that goal, so he stepped away momentarily. That only served to enhance his anxiety.

His second giveaway was the amount of water he drank. He reached for water several times throughout his rebuttal, with each occurrence being the announcer of his discomfort.

When one’s throat becomes constricted, it’s a sign of stress – you saw that in the politician’s body language. And in that case, the water served as a soother for his throat and to ease his nervousness. Thus, observing when a leader’s throat becomes constricted is one way he discloses his nervousness. And that’s a sign worth noting to uncover the secrets that he may wish to conceal.

 

Reflection

Depending on the circumstances, all leaders conceal secrets from their followers. In some situations, concealment may be due to the time the leader needs to formulate a plan. At other times, the leader may require time to implement nefarious acts to enact against his followers. Therefore, the better you are at discerning the body language gestures a leader exhibits in different situations, the more insight you’ll have as to when he’s hiding secrets versus when he’s secretive for secret sake. In either case, you’ll have a secret gateway that reveals what’s really behind his words. And everything will be right with the world.

 

Remember, you’re always negotiating!

 

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

 

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

 

To receive Greg’s free “Negotiation Tip of the Week” and the “Negotiation Insight” click here https://www.themasternegotiator.com/greg-williams/

 

 

#Secrets #Leaders #csuitenetwork #thoughtcouncil #Bodylanguage #readingbodylanguage #Negotiation #NegotiationStrategies #NegotiationProcess #NegotiationSkillsTraining #NegotiationExamples #NegotiationTypes #negotiationPsychology #HowToNegotiateBetter #ReadingBodyLanguage #BodyLanguage #Nonverbal #Negotiate #Business #SmallBusiness #Negotiation #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success #Howtowinmore #self-improvement #howtodealwithdifficultpeople #Self-development #Control #Conversations #Howtocontrolanegotiation #howtobesuccessful #HowToImproveyourself

 

Categories
Leadership Personal Development Sales

4 of 7: What Do Your Sales People See?

“The best athletes in the world talk about how they visualize in their mind’s eye what success for their individual sport means. For example, over the course of their career, each athlete visualizes their successful manifestation of scoring or defending, countless times. We could name the best of the best in their respective sports, Michael Jordan/Diana Taurasi, Tiger Woods/Annika Sorensam, Billie Jean King/Roger Federer, Pele/Mia Hamm, if visualization works for world-class athletes, it can work for you!
Visioning as a Mindful Sales professional is the invitation to take every prospect, every sales transaction, and create a vision in your mind’s eye of how you want to see every step of the process to look, feel, and sound. Think of your vision as your order to the Universe of how you want your sales and transactions to go. When you go to a restaurant and place an order, you order and anticipate with 100% confidence that the food or beverage will be delivered to you in the way you ordered them. The same is true in the visioning process.

“The more detail you include in your Mindful Sales vision, the more likely you are to get the results you are looking for. For example, before you negotiate with a client, visualize an easy, enjoyable discussion for both you and your customer, as opposed to a difficult, tension-filled argument. Visualize both of you coming to a mutually agreeable solution where both parties are completely satisfied with the terms of the closed sale.

Do you have a vision board for attaining or exceeding your sales goals?”

“Once you have created the vision like a movie in mind, take that vision one step closer to reality and visualize it. Place yourself into that movie. Be the one asking the right sales questions, making a powerful presentation, and demonstrating your product or service in a way that inspires your prospect to purchase.
Visioning is a fun way to create what you want to have in your life. As you can see this over and over it becomes the truth in your sales funnel and book of business. Whether you cut out pictures and phrases from magazines and newspapers and put them on poster board or use an app on your computer or phone, start creating the life of your dreams by visioning and literally picturing what you want!

 

Eric Szymanski is a C-Suite Network Advisor and an award-winning co-author of Sell More, Stress Less: 52 Tips to Become a Mindful Sales Professional.  He is an American hospitality industry professional with extensive sales & marketing leadership experience. Eric has demonstrated success in leading high-performing sales teams through planning, implementing and monitoring actionable sales and marketing plans at hotels and resorts of all sizes, including city-center, convention district, airport and attractions areas. He has a proven track record of success at all levels through the achievement of both individual and team goals for several 1st tier, globally recognized brands such as Disney, Marriott, Hilton & Starwood Hotels & Resorts.

Throughout his career, Eric has created authentic, world-class experiences while volunteering at all levels in several meetings industry associations. In 2018, Eric was recognized with the top individual sales award in the convention sales division at The Walt Disney Company. In 2002, he was recognized as Caterer of the Year by the Orlando, Florida Chapter of the National Association of Catering Executives. He is an avid runner, choral music performer & father of twin daughters who entered college in the fall of 2019.