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

Negotiator Win: Know How to Turn Weakness to Power

“Weakness, like power, is perceptional. Knowing when to display one can expose the other.” -Greg Williams, The Master Negotiator & Body Language Expert

Have you ever employed the initial appearance of weakness as a tactic in a negotiation? It can be a great way to gather valuable information. When the other negotiator sees you in a weakened position, that’s the time when you can turn your perceived weakness into a source of power. Observe the following to do so.

The Opening – Setting the Stage:

To set yourself up to be perceived as weak, consider the following strategies.

  • At the opening of the negotiation, offer a weak handshake; this positioning is enhanced by allowing your hand to be on the bottom of the handshake (i.e. the other negotiator’s hand on top of yours). That will subliminally signal subjugation on your part.
  • Project a sense of slowness to grasp points. Don’t overplay your hand. Remember, you’re playing the role of someone that’s not sure of himself.
  • Allow yourself to be maneuvered by making concessions quickly when doing so is not detrimental to your position.
  • Refer to having to consult a higher authority when pushed too hard for a concession; that’ll convey a sense of powerlessness.
  • While engaging in the processes above, seek to uncover the other negotiator’s source(s) of power. You can use that as leverage against him later in the negotiation.

Mid Game – The Turn:

This is the point at which your demeanor transformation begins.

  • Know the strength of your resources compared to your opponent. That will be your source of power. You can use it as leverage during the negotiation to thwart his efforts.
  • During the negotiation, be prepared to refer to a higher authority that trumpets the other negotiator (e.g. him – we reached a multimillion-dollar deal with company x last year, you – we know that and they’re talking with us this year; I guess they didn’t like the results of your deal.)
  • Create a false sense of value with red herrings as chits that you can trade later for items and concessions of importance.

End Game – The Closing:

This is the time you employ tactics that display, you’re no longer a weakling.

  • Begin to use the red herrings you set up in the prior phase to enhance your negotiation position. Be stubbornly diligent when making concessions at this point. Your efforts should send a subliminal message that indicates, you’re going to be a tough negotiator from this point on.
  • Once you’ve engaged in the strategies above, be cautious. You will have transformed yourself from the weakling you initially appeared to be into a titan. The other negotiator will realize that he’s dealing with someone that’s more astute than he originally thought. That will cause him to raise his guard. He’ll also be seeking ways to adjust his negotiation strategies to match his new reality.

The timeframe and phases mentioned above still have to be accompanied with the negotiation strategies that are appropriate for the type of negotiation you’re in. Thus, the outline above should serve as a foundation to which you can add more specifics steps to fit your situation. By using this outline, you’ll be well on your way to creating a roadmap that leads to more successful negotiation outcomes … 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/

#Power #Weakness #value #Hide #bodylanguage #Negotiator #Business #Management #SmallBusiness #Money #Negotiating #combat #negotiatingwithabully #bully #bullies #bullying #Negotiations #PersonalDevelopment #HandlingObjections #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #NegotiationPsychology

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

Are You Being Manipulated?

“Manipulation is a means to an end. If you don’t like what may lie at that end, control the means.” -Greg Williams, The Master Negotiator & Body Language Expert

Everyone’s manipulated. Are you aware when it happens to you? If you know when it’s occurring, how does it feel? Sometimes, when people knowingly allow others to manipulate them, their mind becomes susceptible to being tranquil. Without knowing it, they become more vulnerable to manipulation. Are you aware when you’re in such a state?

“She said she was waiting for me. So, I sped up and a cop stopped me for speeding. When I arrived at the meeting location, I discovered she wasn’t there. She wanted me to think she’d arrived. I realized she’d manipulated me. The cost of that manipulation could have been a speeding ticket had the officer given me one; fortunately, he let me go with a warning.” Those were the solemn words of an account manager to his business associates about how he’d been manipulated.

Every day of your life, you’re manipulated. To control the degree that you’re manipulated, take note …

The degree of manipulation:

The more desperate someone becomes to reach a goal, the more irrational their efforts may appear to obtain it. Note the ratcheting degree of their efforts. Heightened attempts to manipulate you may occur during such times. If someone appears to border on irrationality, intensify your sense of awareness. It’s also the time that you might be most vulnerable to being manipulated, due to a proposal appearing too good to be true. Raise your guard higher and be mindful of your thought process during such times to ward off manipulative tactics.

Understand the intent of manipulation:

There are different forms of manipulation. Thus, the word ‘manipulate’ does not necessarily have to convey a negative sentiment. There are good forms of manipulation (e.g. keeping you from harm’s way). Thus, you should assess if the attempt to manipulate you is for your betterment or detriment.

If attempts to improve your plight are made through disguised means, you should be aware of such tactics even though they’re not as potentially damaging as those that might be applied for nefarious purposes. The point is, someone is still attempting to manipulate you, which means they’re trying to control you. For better or worse, you should always maintain control of yourself. Even if you wish to relinquish control, you’re the one in control of that decision.

The greater your understanding of someone’s manipulation intent, the more understanding you’ll possess about the efforts and where such is attempting to lead you. If you don’t wish to go there, don’t allow the manipulation to continue.

Someone attempts to manipulate you every day. You can control their efforts by controlling yourself. Once you do, you’ll exert greater control over your life … and everything will be right with the world.

What does this have to do with negotiations? 

Manipulation occurs in every negotiation. You and the opposing negotiator engage in it to alter the other’s perspective. The more insight you have about his goal for the negotiation and the strategies he might employ to obtain it, the greater insight you’ll have about the manipulative tactics he’ll employ to reach it. That will give you a mental form of protection, which should allow you to be more understanding of how to control his efforts. In so doing, keep your emotions in check. That’ll lead you to even greater control of the negotiation. To control your emotions, remember, you’re attempting to do the same thing to him that he’s attempting to do to you.

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/

#Manipulation #Success #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #liars #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

 

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Best Practices Investing Personal Development Sales

Your 2019 Resolution: Control the Suck of Discounting Expense

There is almost nothing you can do for your business with a higher financial payback than getting your arms around your discounting practices. I want you to make a New Year’s resolution to put rigor and discipline around your discounting (some call it “pricing exceptions”) policy and processes.

Why is this so important for your business?  Simple math.  When you sell your product or service to a customer, your costs to fulfill your part of the deal are the same—regardless of whether you discounted or not.

Discounting changes only two lines on your P&L statement: the top line and the bottom line.

When you grant a discount, every dollar you surrendered comes off of your bottom line, and goes to the customer’s.

For an operating business, your profits are made at the top line.  A pricing and/or discounting decision is what drives profits.  Once you see a number on the bottom line, it’s too late to do anything about it.  Discount expense sucks the life out of companies.

Resolution Part #1. Take Stock of Your Current Discounting Practices.

I am thrilled to help my readers analyze where their discount dollars go and their system for allocating those dollars. Let’s examine how you make discounting decisions together.  If you’d like to prepare, or go through the exercise on your own.  Some of the questions we’ll go through:

How many discount dollars do you spend per year?

  • Formal, through an exception process?
  • Invisible, through salesperson autonomy?
  • Does everyone in your company know that discount dollars=profit dollars? Do they act like it?

What is your price exception/discount process now?

  • What are the steps?
  • Who are the players?
  • What information/documentation is used?
  • How is the discount justified?
    • Is customer value measured/characterized? How?
  • Do you always know what the customer thinks of yours andthe competitor’s value (or just their price)?
  • How consistently do your people follow your process?
  • Have you (or can we) analyze how discount dollars are distributed? Are there concentrations by territory/salesperson, region, customer, industry, time of year?  Can we explain any apparent anomalies?
  • What do we get in exchange for price concessions?Are there any salesperson/regional/market trends in that data?

What These Questions Uncover.

The first thing we’ll discover is how well you track discount dollars. Since every one of these dollars is also a profit dollar, you need to know where every one goes. If you don’t know where your discount dollars go, your business is leaking profits.

The questions above help both of us understand how you make pricing and discounting decisions, where the discount dollars go, and if there are any suspicious trends.

Are my discount dollars being over-allocated toward:

  • The whiniest salespeople?
  • The favorite salespeople?
  • The whiniest customers?
  • A certain market?
  • At a certain time of the month/quarter/year?

That last one frustrates the heck out of me: I’ve held P&L responsibility, and have never felt that an unprofitable booking this month beats a profitable booking next month.  I’d feel that way even without the perversion of what month-end discounting teaches my customers.

I also want to explore the basis of discounting (whether/how much) decisions.  Squeaky wheel?  Best at gaming the system?  Price-based? Or…value based?

The Gold Standard of Discount Systems:  Customer Value Based.

99% of the time you hear “your price is too high”, what the person is really saying is either “your value is too low”, or “I’m inviting you to help me understand your value”.  I specialize in helping my clients have those discussions effectively. I can point you to a methodology which will steer those conversations toward value and away from price…and certainly away from unnecessary discounts.

If you have a solid methodology for understanding customer value, some great things happen to your discounting practices:

  • Discounting is purposeful. It no longer feels as random or arbitrary.
    • Your people will understand the system and feel more fairly treated
    • You might quiet the squeaky wheels; the people who scream the loudest for discounts.
  • You will be confident in your discounting decisions.
    • You’ll make better decisions about product enhancements, market entries, even market exits.
  • You will discount less and profit more.
  • You will produce more accurate forecasts. Knowing customer value is the same as knowing customer motivation. When you truly know value, you are intimately engaged with the customer’s innermost buying decision dynamics.

Resolution Part #2. Build A Value Based Pricing/Discounting System.

I can help you if you want.  Here are some options:

1. I’m feeling pretty good about the latest draft of my book on the subject.  If you’ll give me merciless feedback on it, I’ll send you a .pdf copy to review.  The book will guide you toward developing a better pricing/discounting system.

2. Let’s talk. Reach out at mark@boundyconsulting.com.  If you want to work toward a system together, prepare for our call by looking through the “take stock” questions above, and  prepare any questions for me.

Whatever you do, and however you choose to get help, please do it. The road to failure is paved with poorly justified discounting decisions.  I want you on a better path.

To your success!

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

How to Unlock Your Imagination and Win More Negotiations

“To enhance your imagination, don’t shackle it.” -Greg Williams, The Master Negotiator & Body Language Expert

To win more negotiations, you must know how to unlock your imagination. It’s your imagination that will determine how well you do in the negotiation.

As a child, your imagination was limitless and boundless. You could obtain and achieve anything that your imagination could conceive. No matter what it was, all you had to do was imagine it and it became your reality.

You can capture that same sensation when negotiating by using the following insights to heighten your imagination. The heightening of those senses will lead to more winning negotiations.

Know how you think:

When addressing your reasoning skills, do you note if it’s sequential or random; a person with high sequential reasoning skills is better equipped to create a systematic series of actions directed to a specific outcome. You should be aware of the thought process you engage in to maximize your efforts. Doing so will allow you to see the gaps in your imagination, which in turn can lead to heightening your thought process.

Know your senses:

Are you more visual, kinesthetic, or auditory? The answer is dependent on the environment and circumstances. So, how does the environment impact your thoughts? And, in what situations are you guided by one sense versus another? Again, to engage your imagination more effectively, you need to be aware of what and how to ignite it. Having that information will be the key that brings your imagination to life.

Before you can explore the depths of your imagination, you must know how to reach it. Knowing the answers to the questions above will be the conductor that directs you on the path to that opening.

To enhance your imagination process:

Don’t be restrictive with your thoughts. That means, be willing to consider the inconceivable.

Mix elements of your thoughts that may appear not to be related. Even when thinking disparate thoughts, there may be connecting threads that lead to deeper contemplation. Your imagination will reside in that place.

Converse with selected people in your circle that can help you delve deeper in thought.

Heighten your emotional sense of awareness. The more you’re aware of your emotions, the greater the opportunity to control them. Controlling them allows you to alter your perspective, which can lead to an enhanced imagination.

Meditate – Sometimes, your mind becomes so encircled by negative thoughts that you can’t think succinctly. During such times, if you’re at the negotiation table, call a timeout, remove yourself from the table and meditate. Meditation will slow your thought process and allow you to relieve the stress that comes from negative thoughts. Once you feel a sense of serenity, consider sublimating the sublime where your thought process is concerned.

Watch the meaning you assign to an outcome. If you suspect that it will be negative, your thoughts will flow in that direction. Your mind will enter a different thought process than if you’d considered the outcome to be positive. When you’re not sure of an outcome, consider the possibility of it turning out negatively or positively. Prepare for the worse, but don’t dwell on it. Think about the way you think.

When you sense you’re in a negotiation position that generates angst, use the strategies above to unlock your imagination. By unleashing that inner power, you’ll begin to think in a manner that’s more progressive towards winning the negotiation … and everything will be right with the world.

Remember, you’re always negotiating! 

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

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

#Imagination #value #Hide #bodylanguage #Negotiator #Business #Management #SmallBusiness #Money #Negotiating #combat #negotiatingwithabully #bully #bullies #bullying #Negotiations #PersonalDevelopment #HandlingObjections #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #NegotiationPsychology

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

How Do You View Your Time?

“The agency of time is an equal factor for everyone. To maximize time, be wise about how you view and use it.” -Greg Williams, The Master Negotiator & Body Language Expert

What’s your experience with time? How do you view it? Why is it that time appears to move slowly and at other times it appears to move much faster? There’s no secret about the answer. It’s what you do with your time and the perspective you have of it that makes it appear to pulsate.

This will take forever:

Have you observed how long a task takes when you think it’s going to take a longtime? Sometimes, it doesn’t take as long as you expected. When completed, you feel good and think, that didn’t take that long after all. More then likely, you feel good about your accomplishment and the perspective you have of time.

At other times, the task takes significantly longer than anticipated. You encounter impediments that you’d not considered. You become frustrated! In some cases, you pursue the task to completion. At other times, you surrender to what you perceive to be inevitable and throw in the towel.

What’s the end differences? The differences lie in the perception you had before you engaged in the task, what you experienced while addressing it and its outcome. Be mindful of that because it’ll shape your outlook when assessing future task.

I’m stuck:

Do You find yourself doing the same things repeatedly because you’re constantly relearning the same lessons? Do you see your goals moving further away as you attempt to achieve them? For you, time may seem to be a whirling mass that’s sucking you into a vortex. You’re in a rut!

Consider how you might improve your plight and develop a plan to do so. Then, engage your plan and observe the benefits derived from it. If they don’t meet your expectations, modify the plan. Be mindful of how you’re viewing the time spent when doing so. That will impact the view you have about your degree of success.

In the zone:

When you experience happiness, you experience the sensation of euphoria. When you experience prolonged happiness, that transcends into a higher sense of euphoria. It’s likened to being ‘in the zone’, a mental place that eclipses the limits of thought and time. What do you do to experience that sensation? Note what it is and when it occurs, because the more you replicate it, the more improved you’ll become. And, you’ll have a better perspective of what you’re doing with your time.

As you engage in your endeavors, consider how you view the usage of your time. If you note what makes you feel better, versus worse about its usage, you will begin to summit to the pinnacle of utilizing your time better, while feeling better about its usage. That will lead you to experience a higher sense of fulfillment … and everything will be right with the world.

What does this have to do with negotiations?

How you view the usage of time in a negotiation will impact the strategies you employ and how those strategies are rebutted by the opposing negotiator. If you view time to be short, you’ll take more drastic measures to get to the end point. That could cause the other negotiator to heighten his sense of time and both of you could find yourselves in a rushed position. That could lead to a calamitous negotiation.

Always be aware of how you view your time and maximize its usage to perceive it as being most beneficial to your cause.

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/

#Time #Success #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #liars #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #negotiator

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

Negotiators: Beware of the Hidden Danger in Free Value

“There’s always a hidden fee in free. Don’t accept free without knowing what that hidden cost might be.” -Greg Williams, The Master Negotiator & Body Language Expert

As a negotiator, what do you consider when you hear free? Do you think about the hidden danger that may lurk in something that’s free? Sure, there could be value in the offer, but you should also beware of the hidden danger in anything that’s free.

When you hear the word free, your brain goes into a sense of euphoria. The endorphins begin to flow at the thought of receiving something for nothing. In such a mindset, you can become susceptible to lowering your guard. Doing that can leave you vulnerable to unsuspecting ploys. That can occur even when you’ve planned how you’ll address such offers. When you find yourself in such quandaries, consider the following.

What’s the offer attempting to achieve:

People are motivated by their aspirations. Thus, during a negotiation when offers are extended, a goal is at the purpose of that offer. If you’re aware of that intent, you’ll be in a better position to assess its potential value. Offers are not equal. Don’t let one that appears to be free become too costly for you to accept. Examine it thoroughly.

What’s to be gained:

Sometimes, acquiring a concession in a negotiation can add value to your overall goals. If the concession appears not to contain a cost, its allure may become bewitching. Be cautious when such appears to be the case. Good negotiators accumulate chits that they can use at other points in the negotiation. Thus, while you’re receiving what appears to be free, what you’re really receiving could be an IOU.

The timing of the offer:

The timing of an offer can obscure hidden dangers. If the intent is to obtain a greater concession, a negotiator may seek smaller ones to build towards the larger one. Thus, in some cases, positioning may be the goal. That means, offering something for free may be the setup or cover up for something to come.

Always be aware of where a concession or request may lead. Since negotiations are the accumulations of gains and concessions, you don’t want to make a concession thinking that it will lead to more gains. Or, acquire gains that are too costly, compared to the concessions you make to acquire them.

What do you have to concede:

In every negotiation, good negotiators have red herrings to use as chits or diversions. They can serve as bartering pieces that don’t contain a burdensome cost to you, or as distracters from the real intent of your offer. In a best-case scenario, a red herring should be perceived as something of value that you possess that can be dangled as a sought-after desire that the other negotiator wants. The more he’d like to possess it, the greater its perceived value will be. Thus, if it doesn’t cost you anything to relinquish, you can heighten its appeal by feigning great concern to part with it. The point is, don’t weaken red herrings by relinquishing them too easily. Doing so will weaken your negotiation position.

There’s a cost associated with everything we acquire, even if it’s just the time that we invest. Because time itself has a cost. If you keep in mind that nothing’s free, you’ll maintain a more prepared mind to assess the hidden cost and hidden dangers that may be concealed in free offers. Doing so will make you a better negotiator … 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/

#Danger #value #free #Hide #bodylanguage #Negotiator #Business #Management #SmallBusiness #Money #Negotiating #combat #negotiatingwithabully #bully #bullies #bullying #Negotiations #PersonalDevelopment #HandlingObjections #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #NegotiationPsychology

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

What Do You Fear?

“Fear will masquerade as truth until it’s unmasked”. -Greg Williams, The Master Negotiator & Body Language Expert

Do you know what you’re most fearful of and why? Does fear debilitate you when you’d rather be less susceptible to it? When you find yourself in the clutches of fear, you need to know how to escape it. If not, it will leave you imprisoned and entrapped in a web of despair.

Consider the following the next time you feel fear sneaking up on you.

Inner Child:

There were lyrics to a song that went – ‘little child, running wild …’. All of us carry our inner child with us throughout our life. That inner child can be the source of fearful things you experienced in your formative years that should no longer hold sway over you.

In dealing with your inner child, realize that you’re no longer that person. You’ve evolved. Keep your inner child in check and you’ll be more adaptable to dealing with things that you fear.

Insecurities:

What beliefs temper your insecurities? You should know what they are, why they come into being, and what stimulates them to rise to your consciousness.

Before you can deal with any fears, you must know why they’re prevalent and what gave them life. Once you pinpoint that source, you’ll know to what degree the fear is real or imagined. You’ll also have a better handle on how to deal with them and keep them in check.

Times of Happiness:

During times of happiness, be grateful. Revel in your bliss. But, don’t relax too long. The world continuously evolves, which means you must evolve to stay abreast with the changes that occur in the world.

The point is, the more you recognize when you’re in a state of happiness, the more you’ll focus upon your good fortunes. Doing that will relieve hidden stress, and dissipate fear. That will allow you to experience a greater feeling of happiness. Isn’t that a better cycle to be in?

To enhance your life, know why and when fear becomes ignited in you. To combat it, focus on the times when you were happiest in life. Draw from the lessons learned during those times. Then, mentally summon those happier times to combat fear. By doing that, you’ll recognize when you’re in a good place in your life, and know how to best deal with fear when it comes at you … and everything will be right with the world.

What does this have to do with negotiations?

During a negotiation, you and the other negotiator will be motivated by gain and loss at different points in the negotiation. It behooves you to understand when either source of stimulus is present because you need to adopt different strategies to deal with that segment of the negotiation. As an example, the fear of loss can be a potent tool to employ against the other negotiator. Be judicious when doing that so it doesn’t backfire on you.

By taming fear and using it as a source of motivation in a negotiation, you’ll have a greater grasp of how to control its usage. That will place you in a powerful position throughout the negotiation.

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/

#Fear #Success #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #liars #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #negotiator

Categories
Best Practices Body Language Management Marketing Negotiations Sales Skills Women In Business

How to Observe Body Language to Uncover the Truth

“To uncover the truth, expose its darkness.” -Greg Williams, The Master Negotiator & Body Language Expert

When you negotiate, what body language gestures do you observe to uncover the truth? Do you seek insights from gestures, intonations, and other signs to validate when you suspect the truth is being violated? If so, exactly what do you look for?

You can gain great insight about someone’s truthfulness via their body language, and negotiate better, by arming yourself with the following information.

Body Language

Before you can accurately interpret someone’s body language, you must establish their baseline. That baseline will allow you to more accurately assess and compare the body language gestures the other negotiator exhibits more accurately during the negotiation. To form his baseline, observe his mannerisms when he’s in a non-threatening environment.

Our body seeks to maintain a constant state of comfort. When it’s out of that state, it will commit actions to put itself back into that state (e.g. babies cry for attention when they’ve soiled themselves, adults feeling overly aggrieved strike out in anger to get even and soothe themselves, etc.). During the body’s state of discomfort, observe signs like, rubbing of the hands, touching one’s face/neck/arm/leg, etc., to validate the state of mind that person is in; those signs are called comfort gestures. The person emitting the behavior is attempting to comfort himself; that person’s body is attempting to put itself back into a state of comfort.

When you see the gestures noted above, assess what has caused that person to experience discomfort. Was it something he said? If so, he may have entered a state of untruthfulness. If you sense that might be the case, consider questioning him about your suspicion. Or, you can progress the conversation and note when other comfort gestures are exhibited. The second, third, etc., iteration of such signals will add to the possibility that he’s violating the truth.

Intonation

When a person speaks, note their intonations. It will lend insight into what they believe to be more important than other aspects of what they’re saying. As an example, if someone said, “I’m not sure if that’s the whole truth.” The word(s) they placed the most emphasis on would denote what’s important to them. Thus, if the emphasis was on “whole”, there may be more that’s undisclosed. Once again, if you think that’s the case, probe to get to the root of the possible deception.

When it comes to intonations, observe what causes someone to alter their speaking pattern. Remember, the body seeks a constant state of comfort. Thus, if someone alters their speaking pace, they’re doing so due to the stimuli that put them into that mood. The behavior may be due to their contemplating what to say to complete their thought. If you sense they’re concealing the truth, consider how and when you’ll challenge them.

Once you become astute at reading body language gestures, you’ll uncover secret cues that indicate when someone’s not being forthright. You’ll become a human lie detector … 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/

#Truth #uncover #bodylanguage #Negotiator #Business #Management #SmallBusiness #Money #Negotiating #combat #negotiatingwithabully #bully #bullies #bullying #Negotiations #PersonalDevelopment #HandlingObjections #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #NegotiationPsychology

Categories
Entrepreneurship Management Marketing Negotiations Operations Sales Skills Women In Business

Thank You for Your Patience

“Patience can be a virtue; it can also be an enslaver. Know the difference to avoid entrapment.” -Greg Williams, The Master Negotiator & Body Language Expert

How many times have you heard the words, “thank you for your patience”? To a degree, there are times when such words become frustrating. You hear over the intercom, “you’re flight’s been delayed”, thank you for your patience. The train is 33 minutes behind schedule. Thank you for your patience.

In most situations when such words are uttered, thank you for your patience, you’re in a captive position. You can’t do anything but wait. So, why do you think such announcements are made? Do you think there’s a hidden message implied?

Sometimes, the attempt is to keep you calm and feeling like the offending party is sorry for the dilemma they’ve caused. They’re soliciting empathy to soften you to the plight you find yourself in. In other times, they’re genuinely sorry.

So, what can you do to pushback on such psychological ploys? In some cases, you can say, I appreciate the sincerity of your statement, can you please do ‘x’? In this case, ‘x’ is something that you might want due to the inconvenience you find yourself in. That request is nothing more than a test to assess their sincerity.

Depending on the circumstances, you might be surprised at what you’re granted. The point is, words are used to influence emotions. In this case, they could be used to assuage the hostile feelings that may be swirling in you due to the circumstances. To allay those feelings and test your negotiation skills, ask the other party to show through action how sorry they are. You can request anything that pleases you. I’ve done it by asking for a penny. The request got a laugh, which made the situation more tenable. It changed the outlook I had and that of the other party.

When you find yourself in a position of helplessness, due to situations that you perceive to be out of your hands, take actions to control them. You’ll be amazed at how well you feel … and everything will be right with the world.

What does this have to do with negotiations? 

In a negotiation, the words, ‘thank you for your patience’ can be a way to subdue a request for concessions, or slow the negotiation process down. It can also suggest genuine sincerity for an indiscreet remark or action. The point is, you need to understand the real meaning of someone’s conveyance to assess the purveyor’s true intent. Without validation, you could misperceive that intent, which can cause the negotiation to take an unexpected turn.

First, consider the mindset you possess; your current state of mind will influence your perspective. Next, consider the person with whom you’re negotiating. Has she displayed an ill temper throughout the negotiation, or a demeanor that’s been non-threatening, passive, and one of conciliation?  Take into account what has occurred prior to that point; the closer you are to a point of exasperation, the less likely you are to being in an understanding mindset. That means if you’ve been riled throughout the negotiation, or at a point that’s not too distant, you’ll be more likely to seek retribution and less likely to offer forgiveness.

Always be mindful of the intent of the other negotiator. It’s through that understanding that you’ll gain insight into the real person with whom you’re negotiating.

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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Brains Behind the Best and Worst Marketing Campaigns of 2018

Some people think there’s no such thing as bad publicity, but in the world of PR, getting your message right the first time is crucial. If you take it too far and the message doesn’t resonate with your audience, your business and reputation could be on the line. Adversely, if you do something right, you could gain a lot more customers, garner more social network interactions, and even see a rapid increase in sales. This week on my brain health and memory improvement site brainhackers.com, we compiled a list of some of the Best & Worst PR/Marketing Campaigns from this past year.

Here is the latest post from my very talented staff member: 

http://brainhackers.com/brains-behind-the-best-worst-marketing-campaigns-of-2018/