Category: News and Politics

Politics, Obstruction and REAL Leadership

Post author By Chris Westfall
Post date May 2, 2018
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Doesn’t it seem like our political leaders specialize in obstruction, when that might just be the last thing anyone really needs?

No matter which side of the aisle you’re on, it seems that stopping things is the main focus of our representatives in Washington these days. Look, I’m not a political guy, but when it comes to leadership, shutting down the dialogue is the last thing you need. Seems to me that there’s a real misunderstanding going on.

Changing the conversation is about helping people to get to “yes”, not the opposite. Obstructing others from getting what they want might classify as political leadership – but, in business, those kinds of politics can kill your career.

Look for openings, not obstruction, if you want to create new results.

As Sam Shepard said to his friend, rockstar Patti Smith:

“When you hit a wall, kick it down.” – Sam Shepard, Author, Playwright and Actor

What would happen if you helped people to find doors, instead of blocking them with walls?

As you go through the week, take time to consider the folks that matter most to you: your stakeholders, your team and your customers.

What would change for you if you started to look at everyone around you … as your client?

What happens if the people around you became your clients as well? In my new book, Leadership Language, I talk about the value in seeing the people around you as clients – seeing that the service you provide is the key to the impact you create. It’s easy to see that your customers are those you serve – after all, that’s why they call it ‘customer service’.

I talked about how to create greater influence for your internal clients, in my latest article on Forbes – check it out right here: “How to Get Buy-In for Your Ideas”.

Common Ground, Uncommon Results

The idea of internal customers (or clients) is nothing new. But focusing on how you can help people to get where they want to go – instead of shutting them down – can be a powerful place for your attention.

If you find yourself being frustrated by other people, and other agendas, here are some useful questions that can make a difference:

What would have to change, outside of the people involved, for this situation to improve?
What assumptions are you making, about the people and processes involved, that are leading to your frustration?

When it’s time for a difficult conversation, ask yourself: what is the focus that’s going to be most useful? Is obstruction really the answer?

Then, get out of the “he said-she said” mode. Focus your team (and your client) on that thing that matters most.

Leadership Language Cover Mock-up — Coming from Wiley – Fall 2018

I’m not suggesting that you turn into Santa Claus, or start granting wishes. Sometimes what people want and what can realistically be delivered are two different things. That’s when you’ve got to ask yourself, “What’s this conversation really about?”

And, as a follow up: What does this conversation need to be about? Maybe the dialogue needs to be shut down. Incorrect initiatives must be stopped. A new beginning often starts with a fresh ending.

But understand where that decision is really coming from.

Is obstruction the kind of impact that you want to create?

Obstructing the Possibilities

Block the shot. Or take the shot. The choice is yours. (Decisions like that are why you’re in the C-Suite). But why you choose your shot is what matters.

Can you influence your team and the clients that matter most to you, by obstruction? What good comes from the absence of dialogue? What’s the real impact of shutting down the conversation?

There’s no need for a vote; new solutions don’t come from obstruction. Open up the conversation, if you want to discover new results.

Look in the direction of ‘yes’ – and guide your clients to the solution that fits, for everyone involved. Take time to look at your assumptions. In my experience, you will discover what changes when those assumptions aren’t written in stone. Because trying to block someone isn’t the best way to lead them to a new solution.

About the Author

Chris Westfall is the publisher of seven books, recognized as the US NATIONAL ELEVATOR PITCH CHAMPION. A keynote speaker to Fortune 100 companies and high-growth businesses across multiple sectors, he provides performance coaching for leaders and their teams. He’s appeared on CNN, ABC NEWS, NBC TV, and in Forbes, Entrepreneur, Fortune and many other media publications. Find out more on his website and follow him on twitter.

Tags branding, communication skills, innovation, leadership, obstruction

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How To Best Combat Misinformation and Disinformation in Negotiations

Post author By C-Suite Network
Post date March 22, 2018
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“Misinformation can be disinformation. Know the difference between the two to better address the inherent intent of its dispenser.” -Greg Williams, The Master Negotiator & Body Language Expert

Someone once said, “All is fair in love, war, and #negotiations.” If that’s true #misinformation and #disinformation are armigers that some negotiators use as weapons of mass destruction.

In order to best combat misinformation and disinformation in negotiations, you must know the difference between the two before you can address either. The question is, to what degree are you prepared to deal with this type of ploy?

Misinformation can be daunting when deciphering the truth. Coupled with disinformation, the truth can become darn near undetectable. Observe the following to make the distinction less elusive.

1. Misinformation Versus Disinformation

Understand that there’s a difference between misinformation and disinformation. While the distinction between the two may have similar appearances, their usage is what really sets them apart.

Misinformation is erroneous information delivered to intentionally or unintentionally alter your thought process. It can also be used as a way to insulate one’s self (e.g. I didn’t mean to misquote that information). Later in the negotiation, that tactic can turn into a trap that detracts from the user’s credibility, if used too frequently.

Disinformation is the intentional attempt to spread false information for the purpose of deceiving you. That makes its usage more dangerous in a negotiation. It also speaks to the character of its user. If you know the user’s intent to persuade you, you’ll have insight into which of these modalities he may use to accomplish his objectives.

2. Know Character of Negotiator

When you know someone’s character, you can more accurately assess and determine their intent. Thus, knowing a negotiator would not venture into the territory of disinformation could lead you to be more understanding if he misquotes information. On the other hand, if you know you’re dealing with a devious individual, one that doesn’t have a relationship with the truth, you’d be wise not to grant him forgiveness when he misquotes information. In such a case, you may have just caught him in a lie that he’s aware of. Let him stew in this dilemma and assess what he does. Doing so will also give you great insight into the possibility of the information being disinformation or misinformation. You can further address the type of information that’s being passed to you by referring to a higher authority that refutes what’s been delivered. You can do this, even if the authority and/or information you cite is not real. It’s called bluffing.

3. Identify Timing and Intent

After addressing steps 1 and 2, assess the intent of the information that you’ve been given. Do so with the thought of what impact it’s intended to have on you, what actions are you to engage in as the result of the information. Also, consider the timing of its deliverance. If you assess that it’s intended to evoke a particular action or thought, assess what the overall intent might be and where such actions might lead. If you sense that something’s not right, don’t continue. Instead, question what you should be paying more attention to.

While misinformation and disinformation may offer challenges during a negotiation, being mindful of how to combat them can lessen their potency. Once you adopt a heightened mindset when dealing with them, your negotiation efforts won’t be fraught with the degree of dismay that otherwise might exist. Thus, by adopting these strategies when dealing with information, you’ll have a better perspective about the information you deal with … and everything will be right with the world.

Remember, you’re always negotiating!

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

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

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

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We The People

On February 14^th 2017, a massacre occurred at Marjory Stoneman Douglas High School in Parkland, Florida. A former student, armed with an AR-15 rifle walked through the halls on a shooting spree. Seventeen students and teachers were killed and fourteen others were injured. The assailant, 19-year-old Nikolas Cruz, purchased the rifle himself. This particular rifle, the AR-15, has been involved in several mass shootings. You might recognize some of these recent occurrences: Aurora, Colorado; Santa Monica and San Bernardino, California; Orlando, Florida and now Parkland.

The children have gone back to school, but understandably, with some trepidation. They have anxiety just being at school, dread fire drills, along with remembering the scene no child should have to see especially in a place that should be safe. Think back to when you attended school. Did anything like this even cross your mind? It’s unthinkable. Yet, since 2013 there has been an average of one school incident a week in the United States confirms USA Today.

Depending on how you define school shootings, there have already been 18 this year. How are our lawmakers handling this fact? They are arguing over how to define “school shootings,” states The Atlantic.

Luckily, the students of Marjory Stoneman Douglas High School are speaking out. Recently the children met with President Donald Trump and with lawmakers in the Senate and the House. Their message was one of the horrors they experienced and the strength of demanding something be done. They are confronting our leaders and holding them accountable for change.

Watching these kids from Florida describe what they went through and how they don’t feel safe in school is heartbreaking. Yet these events happen weekly. Where is the government in all this. Why haven’t things changed? We know there have been discussions in both houses and bills brought forth. These bills have experienced trouble getting passed. One reason is the tacking on of other issues that democrats or republicans want to be passed. They hope they can slide their issue in while the gun violence topic needs to be addressed now.

Another reason nothing gets accomplished is re-elections. This is an election year, so senators and congressmen don’t want to do anything to upset their chance of being appointed. Their focus in on themselves and how to keep or win the seat they want. Basically, they are working for themselves, not working for us.

Senators and congressmen are busy not only with their elections, but with keeping the powerful happy. The NRA is a powerful lobby that no one wants to upset and that gun group is against any changes to the existing laws. Who are the lawmakers working for? Not us.

Let’s take a look at what’s really going on. The recent State of the Union gives us our answer. One of the pictures taken of the house floor this year shows half the house standing in agreement and the other half seated. This not a President Trump thing. When you look at pictures of President Obama’s State of the Union you see the exact same thing except the sides of the room has switched. Our lawmakers are fighting with each other. How can anything get accomplished when the democrats and the republicans don’t work together? Our system is broken and We the People need to stand up.

The job falls to us. We are to hold our senators, congressmen, judges, city and state officials accountable. We are charged with this task by The Declaration of Independence. It states, “That whenever any Form of Government becomes destructive of these ends [unalienable Rights], it is the Right of the People to alter or to abolish it, and to institute new Government…”

When our leaders fall away we are to speak out. Not in the shameful way the media does about our President. Instead, we require our leaders to succumb to the design our country was founded on. This is found in The Declaration of Independence and The Constitution. We the People send the message to our lawmakers; adhere to the rules or you will be removed.

Our government is fractured and needs to be rectified. That means getting rid of those senators and congressmen who are not working for us. There are many leaders in office who have lost the reality of what the people want. They represent their own interests. We must cut them loose.

Our message is clear. No longer do we accept the shut-down of our houses. We don’t tolerate stall tactics; we demand action. We demand that you work while you are in the office we put you in. No longer will we pay the price of your lack of work or your own agendas.

This is an election year and it’s time to clean house. Put term limits in place. You serve two terms and then you are done. For those currently in office, when your second term is up you can’t run again, period. This can be pushed through the Senate and the House of Representatives if we push our leaders to get it done.

Marjory Stoneman Douglas High School was named after a woman who was an environmental activist and journalist. She encouraged people to be a “nuisance” and “never give up” even when politics stand in the way. The students are doing just that. It’s our time to join them while they have the ears of our leaders. We must correct our country now.

“You have to stand up for some things in this world.”

-Marjory Stoneman Douglas

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Do You Know How to Negotiate With a Bully?

Post author By C-Suite Network
Post date March 2, 2018
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“When negotiating with a bully, assume nothing and question everything.” -Greg Williams, The Master Negotiator & Body Language Expert

Negotiating with a bully, or anyone that acts in an obstinate manner can be a difficult proposition. Such encounters can leave you haggard, bewildered, and in a sense of bedazzlement. Stated simply, it can leave you emotionally drained. But, if you know how to negotiate with a bully, you don’t have to risk jeopardizing your sanity or peaceful state of mind.

When you find yourself negotiating with a bully, consider employing the following strategies to lessen his impact.

1. First, identify why the bully feels he can bully you. There’s something that he’s perceived about your demeanor that marks you as a target. Once you discover that, you can alter your demeanor to appear more formidable. Just an FYI, you should alter his perspective of you prior to entering into the negotiation.

2. Understand his source of power. A bully’s mindset is one of picking on people that he perceives to be weaker than himself. His perception stems from his support system (i.e. those that back him), along with his perspective of what he’s achieved versus what he perceives you to possess (e.g. he has friends in higher places, more money, greater status, etc.) To combat his perception, create the persona of someone that’s also connected. You can do this by emulating the bully’s support system.

3. Appear fearless when such is required. A bully will ‘push your buttons’ to discover ways to manipulate you. Everyone is familiar with the schoolyard bully. He picks on the kids that won’t stand up to him. When they do, he usually moves to a target that is less challenging. When dealing with a bully in a negotiation, you have to be defiant when defiance is called for. Remember, the bully will only push you to the point that you allow him and, he’ll continue to push as long as you allow him. Unfortunately, history has taught us this lesson time and time again when dealing with tyrants; tyrants are nothing more than bullies with a bigger platform.

4. Observe body language – In particular, look for nonverbal signs of submission and those that are out of sync with his verbiage (e.g. bully leaning away from you when making a demand – potential sign of him retreating and testing your resolve, softening his demeanor when he senses that you’re displaying backbone, making request with ending statement sounding like a question). Such observations will give you greater insight into what his next action(s) might be and his psyche.

5. Consider how you can have embedded commands in your offers, suggestion, and/or concessions. As an example, observe the statement in bold in the first paragraph of this article. It states, ‘you know how to negotiate with a bully’. Such subliminal messaging may not be observed by the conscious mind, but they will be perceived at a subconscious level. Therein is where it can have an influence on the other negotiator. To combine the effects, lace several subliminal messages together. Use them as needed and apply them judiciously.

While negotiating with a bully can be trying, if you employ some of the suggestions mentioned above, you can decrease the bully’s effectiveness. In so doing you’ll make yourself less desirable from being targeted for bullying by the bully … 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

#NegotiatingWithABully #Bullying #Bully #negotiations #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology

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5 Ways to Hack Your Way to Winning Negotiations

Post author By C-Suite Network
Post date February 23, 2018
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“Hacking is a way to discover new value. View the value in what you have for multiple purposes.” –Greg Williams, The Master Negotiator & Body Language Expert

When you hack something or a process, you discover new ways to use new insights to obtain new values. In a negotiation, you can hack your way to winning negotiations by using techniques, strategies, and tactics in different ways.

Hack 1: Define your words. In the above statement, I gave the definition of how I was using the word ‘hack’ in this article; it means to uncover ways to negotiate better by using existing techniques and strategies in different ways. Since the word, ‘hack’ can have negative connotations (e.g. “he’s a hacker”; meaning, he’s not good), I needed to define it for you so you’d understand my intent. Thus, even if a word or procedure has an existing meaning, you can alter it to serve your purposes in a negotiation. If you’re successful, that will give you greater control of the negotiation. It’s akin to the wizard behind the curtain changing the color of the day to suit his needs.

Hack 2: Consider how you can spin an outcome to appear favorable to your position (e.g. after losing a point badly – “they didn’t win. we were positioning ourselves so we’d be in a favorable position for the next phase of the negotiation.”) When spinning an outcome know your intent. If not, you run the risk of appearing foolish or completely out of touch with reality, which in some cases can prove to be advantageous for you, too (e.g. “I don’t know if he’s crazy, or crazy like a fox.”)

Hack 3: Depending on the severity of a negotiation, think of how you can frame someone (i.e. how you wish them and/or their position to be viewed/perceived). In really tough negotiations, some negotiators will take their opponent to the school of dirty tricks. By doing that, they determine how the opponent and/or their position will be unfavorably perceived; you see this occurring more in high-level institutional negotiations, but you also see it occurring in negotiations between individuals that have winning as their sole source of motivation.

Hack 4: Confusion will usually lead to inaction. If you find you’re losing a point that’s vital to your position, try confusing the issue. You can do this by citing sources of disinformation; in a best-case scenario, you would have fomented the disinformation prior to the negotiation. If nothing else, confusion will slow the negotiation down. It can also serve as a bridge to a point that’s more favorable to your position. To be effective, plan how and when you might use confusion as a tactic in your negotiation. Hack 4 can also be incorporated into hack 3.

Hack 5: If you’re knowledgeable about reading body language, there are ways you can send nonverbal signals that enhance or detract from what’s been said. You might intentionally want to introduce doubt into a statement made by the other negotiator, even if you believe what he’s said to be true; do this by tilting your head to the side in an inquisitive manner. Then, allow him to convince you that he’s sincere. Psychologically, he’ll feel good about convincing you, which means you can use his good feeling to keep him endeared to you.

There you have it. Five hacks that you can use to enhance your negotiation efforts. Try them out and observe how your negotiation win rate soars … 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

#hack #hacking #negotiations #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology

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8 Words That Will Make You a Better Negotiator – Part 2

Post author By C-Suite Network
Post date February 16, 2018
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“Words have an impact! Choose impactful words carefully when negotiating, they’ll determine your degree of effectiveness.” -Greg Williams, The Master Negotiator & Body Language Expert

This article is part 2 of a two-part article. It contains an explanation of the second group of 4 words that complete the 8 words you can use to become a better negotiator. Here’s the link to part 1 of this 2 part article http://www.themasternegotiator.com/8-words-will-make-better-negotiator-part-1-2-negotiation-tip-week/

Now imagine the new you, not limited, because you are instantly free.

There are 4 words contained in the sentence above that will make you a better negotiator. Do you know which words they are, how to use them, and why they’ll give you an advantage when negotiating? After reading this article, you’ll know why those 4 words have such power, and how to use them in your negotiations.

Communications can be challenging when negotiating. That’s one reason why you should always be mindful of the words you use, the impact they’ll have, and how such words will position you in a negotiation.

The 4 words are, now, imagine, limited, and instantly.

4. Now – The word, ‘now’, implies in the moment. You’re not in the past or future, you’re in the present moment. That’s the power of ‘now’. It makes you focus on the situation at hand while clearing the cloudiness that other aspects of the negotiation might present.

Use the word, ‘now’, to focus the other negotiator’s attention on what’s being discussed in that moment. The word can also be used to distract from items that may attempt to conflate matters that may or may not have relevance to the negotiation.

6. Imagine – ‘Imagine’ is a wonderful word to use in a negotiation. It can take the negotiation from the here-and-now to a place where happiness or dread awaits.

You can use the word, ‘imagine’ when you want to transform the other negotiator’s perspective from a more or less agreeable point to one that is more aligned with what you seek from the negotiation. Use the word, ‘imagine’, to allow him to become transfixed in an emotional state where harm does not exist or where it looms voluminously.

7. Limited – This word implies that there’s not a lot of what you’re discussing; “if you don’t grab this soon, it’ll be gone and you’ll miss out.” That’s what, ‘limited’ implies.

Good negotiators will test you when you state that something is limited. Still, if your boast is proven to be true, you’ll move the other negotiator to action by using this word as a call to action. Just be mindful of how and when you use it. If its use is proven to be untrue, you might cause irreversible harm to the negotiation.

8. Instantly – Everyone seeks gratification. For some, the need for such acquisition is greater than others. The word, ‘instantly’, implies that you can have what you seek, right now.

You can enhance a negotiation by giving the other negotiator a sample of what he seeks from the negotiation; make sure it’s something that he really wants. By doing that, you’ll be instantly giving him a taste of what he can acquire if he adopts your position. If this tactic works with him, you will have also uncovered his need for gratification, and to what degree he’s willing to control it to obtain what he wants from the negotiation.

You now have new insights into how the above words can instantly increase your negotiation abilities, and just imagine, you acquired these words for free because you read this article. Imagine what this new knowledge will do for you. Don’t let yourself be limited, use these words in your negotiations … and everything will be right with the world.

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

Remember, you’re always negotiating.

#HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology

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Opportunity Can Reside Inside of Confusion – Negotiation Insight

Post author By C-Suite Network
Post date February 13, 2018
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“Confusion is a time for reflection. Use it to slow down your thoughts. In doing so, you’ll see what’s been speeding past you.” -Greg Williams, The Master Negotiator & Body Language Expert

Have you ever caught yourself, or caught someone else, in a state of confusion? I’m talking about being truly perplexed and in a quandary about what action to engage in next. Confusion may have shown on the face or been revealed in some non-action. If it was you, you may have felt embarrassed, a sense of anxiety, or just an emotional tug to get out of that state of mind. At such times, in such actions, an opportunity may be lurking. Here’s why I say that.

When someone is confused, they become unsure of what to do next. That will usually cause them to go into a state of reflection, one in which they assess their circumstances, in an attempt to decide what action to engage in next. That’s the time that people are most susceptible to suggestions and external influence. If you’re the person in that state, be aware of your susceptibility. That’s not to say that being susceptible is bad at such a time, it’s simply to say, be aware of your environment, what suggestions are being offered, and how you feel at that moment about making decisions. You should understand when others are in such a mindset because they too are susceptible to being influenced by you.

Here’s the point, the more aware you are about the stimuli that motivate you to address one set of actions versus another, the better you’ll be able to adopt actions that are beneficial. So, don’t shun confusion when you encounter it, embrace it for the potential value it may contain. Then, use that to your advantage … and everything will be right with the world.

What does this have to do with negotiations?

“He had an expression on his face that said, ‘he was hanging around like a dangling participle.’ You could see that he didn’t know what to do next.”

In a negotiation, a state of confusion can be good when induced in the other negotiator, such can be the case when it’s induced in you, too. Per confusion being of benefit when induced in the other negotiator, it depends on the type of person with whom you’re negotiating (i.e. Open – I’ll follow your lead because I trust you. Easy – willing to go along to get along). These types of negotiators are initially more open and willing to work with you than the ‘Hard’ or ‘Closed’ style of negotiators. Thus, you can elicit empathy from the opposing negotiator when you’re in a state of confusion, and lead him from his dilemma when he’s in that state.

In your negotiations, don’t be dismayed by confusion. View it as an opportunity and be prepared to utilize it as the gift that it might present.

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

Remember, you’re always negotiating.

#HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #Psychology #Truth #Perception #Confusion

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8 Words That Will Make You a Better Negotiator – Part 1

Post author By C-Suite Network
Post date February 9, 2018
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“Choose your words carefully in a negotiation, they’ll determine your degree of effectiveness.” -Greg Williams, The Master Negotiator & Body Language Expert

This article is part 1 of a two-part article. It contains an explanation of the first 4 of the 8 words that you can use to become a better negotiator. Part 2 will be released in the next ‘Negotiation Tip of the Week’.

Now imagine the new you, not limited, because you are instantly free.

There are 4 words contained in the sentence above that will make you a better negotiator. Do you know which words they are, how to use them, and why they’ll give you an advantage when negotiating? After reading this article, you’ll know why 4 of those words have such power, and how to use them in your negotiations.

“You misunderstood me”, said the first person to the second. “No, I didn’t. You used words that had a different meaning then what I understood,” was the response.

Communications can get dicey when negotiating. Thus, you should always be mindful of the words you use, and which words have a greater impact on the negotiation.

The first 4 words are, new, free, because, and you.

1. New – Everyone is drawn to the word, ‘new’. It symbolizes something that’s not been seen/heard and/or revised. Some people are influenced by this word simply because they want to be/remain state-of-the-art. They want to be part of what’s trending so that they can be in-the-know.

Use the word, ‘new’, in your negotiations when you wish to instill a degree of excitement about a changed or enhanced position/offer. Be mindful of not overusing it. To do so will weaken its impact.

2. Free – Who doesn’t like to get something for free? The word, ‘free’, has been used throughout time to draw people in to examine how they might acquire something for nothing. At least that’s their initial impression when they see or hear the word, ‘free’.

In your negotiations, you can use the word, ‘free’, as a tool of risk reversal (i.e. I’ll reduce or eliminate the risk of accepting what I’m stating to be true). As an example, you might offer the other negotiator the opportunity to examine or engage in your offer for a period of time before she makes a commitment to engage further. By doing so, she’ll have the time to experience for herself the value of what you state as the outcome she’ll receive.

3. Because – Studies have shown, when you use the word, ’because’ in a request, people are more likely to grant your request. This has been borne out even when there’s no following reason given after the word ‘because’ is used.

Use the word, ‘because’, when making a request during a negotiation to give the other negotiator more insight into why you’re making the request. You’ll be giving him more insight into your negotiation strategy, so be alert about how much information you give and only give what’s needed at the time.

4. You – There’s nothing more powerful to you than the sound of your name. Your name captures your immediate attention. In a negotiation, it would become tiresome to continuously use someone’s name. That’s where the word, ‘you’, comes in.

During a negotiation, you can use the other negotiator’s name when speaking to him; a subliminal trick would be to tie his name to the word, ‘you’, every time there’s a perceived positive aspect to the negotiation (e.g. John, the outcome of this negotiation is going to make you look like a superhero to your bosses!)

You now have new insights into how the above words can instantly increase your negotiation abilities. You acquired these words for free because you read this article. Imagine what this new knowledge will do for you. Use these words in your negotiations … and everything will be right with the world.

Please be sure to see the next “Negotiation tip of the Week” for the other 4 words that complete the list of ‘8 Words That Will Make You A Better Negotiator”.

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

Remember, you’re always negotiating.

#HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology

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What Causes Fear in You?

“If you don’t know what to be fearful of, you’ll be susceptible to fearing anything.” -Greg Williams, The Master Negotiator & Body Language Expert

Are you truly aware of why you deal with fear the way you do, the source of your fear(s), and the impact it has on your psyche? Fear can paralyze you if it’s not controlled. Do you control your fears?

… ‘This is really messed up. I’m really afraid!’ Those were the words that a friend stated to me. He was speaking of a situation that had instilled fear in him. When I probed to understand why he was fearful, he said he wasn’t sure, but, he had a gut feeling to be cautious.

Fear ignites a sense to protect yourself. It may do so to prevent what’s perceived as being harmful. It may also do so to keep you within the boundaries that you deem to be mentally safe; just an FYI, preventing what’s perceived as being harmful and keeping you within the boundaries that you deem to be mentally safe are two separate thoughts. They stem from two different sources of motivation. I point that out as something to be cognizant of (i.e. what really causes fear to become born within you and then what causes the flame of angst to burn brighter).

We come into the world with only two fears. They are the fear of falling and the fear of loud noises. The rest of what we learn of fear becomes a part of us that we obtain as we go through life.

It’s important to know what you fear because without knowing, you don’t know what to combat. Without knowing, you don’t know why you’re fearful. Without knowing, you don’t know if what you fear is real.

As you go throughout your daily activities, pay more attention to what at first appears to be angst, anxiety, an uncomfortable feeling, or whatever label you assign to the beginning of uneasiness. That will be the conscious point that fear begins to grip you. If you note when fear begins to grip you, you’ll have a greater chance of defeating it, before it has a greater chance of defeating you.

Here’s the point. Once you consciously recognize that fear has a hold on you, it’s already elevated from your subconsciousness to your consciousness. That means it was already living in your psyche like a virus waiting to potentially harm you. The sooner you recognize it, the sooner you can deal with it. The sooner you deal with it, the less severe it will be. The less severe it is, the better you’ll be able to control what occurs in your life … and everything will be right with the world.

What does this have to do with negotiations?

In a negotiation, fear is always at the heart of broken deals, impasses, and the impediment to a successful negotiation outcome. Sometimes, you’re right to be fearful. If that’s the case, you need to identify the source of those feelings. Even if it’s imaginary, there’s a problem because of the way you’re thinking.

In a negotiation, once you become fearful, take note and assess to what degree it will impede the negotiation. Based on its severity address it then, or put it to the side to possibly be addressed later. Don’t ignore it until and unless your sense the fear has abated.

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

Remember, you’re always negotiating.

#HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #Psychology #Truth #Perception #fear

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Do You Know the Hidden Secrets of Good Negotiators?

Post author By C-Suite Network
Post date February 2, 2018
No Comments on Do You Know the Hidden Secrets of Good Negotiators?

“Good negotiators know negotiation secrets that allow them to be good. To become better when negotiating, learn the secrets that good negotiators know” -Greg Williams, The Master Negotiator & Body Language Expert

Good negotiators know a wide range of hidden negotiation secrets, when to use them, and which ones to use in their repertoire of secrets when negotiating. That’s one of the things that distinguishes good negotiators from not so good negotiators.

So, what are some of the hidden secrets that good negotiators use? The following are a few of those hidden secrets. Using them will give you an advantage in your negotiations.

Reading Body Language:

Being adept, when it comes to accurately reading the other negotiator’s body language, will give you insight into his train of thought, and an edge in the negotiation. As one example, if face-to-face, note the consistency with which his eyes move when assessing information to questions you pose. If you pose questions that he should have to call on by referencing past occurrences, note the direction he looks in to obtain that information. When that pattern breaks, note it, along with the question that caused it to occur. They’ll be insightful information that you can use in that action.

Know What’s Really Important:

If you’re attempting to successfully entice a venture capitalist to invest in your business, you should know the main question she has about the potential investment is, will I make a decent return on my money and how long might it take to do so? The question is important to keep in mind because it’ll be the answer to that question that will determine what motivates her and what it will take to keep her engaged with you.

Throughout any negotiation, know the main points that will keep a negotiator engaged and determine how you’re going to use that information throughout the negotiation.

Emotions/Hot-buttons:

Always attempt to control emotions when negotiating. Emotions add an extra dimension to what is said.

In controlling emotions, you should know the hot-buttons that will push you and the other negotiator from one point to another, per the state of mind you or he will possess once in that state; you should already be well aware of your own hot-buttons.

To gain insight into the other negotiator’s hot-buttons, gather information beforehand about what ticks him off, and what makes him experience bliss. Then, during the negotiation, take note of his reactions when you push his buttons. If he doesn’t react the way you know he’s reacted in the past, you’ll gain insight into what he may be attempting to keep disclosed. If that’s the case, pick at that thing like a bad itch that begs to be scratched.

Good Listening Skills:

Good listening skills encompass not just listening to what’s said, but also listening for what’s omitted, the word choice used, and the way such words are conveyed; we’ve all heard a statement that sounded like a question. Unless you intentionally mean to pose a statement as a question, don’t do it. Also, note when the other negotiator sends hidden meanings inside of his verbal messages; it may mean he’s unsure of what he’s saying, or that he wants you to believe he’s unsure. Probing will uncover his intent.

When momentum is on your side, accelerate the negotiation. When you’re on the defense, slow the negotiation down. It’s the little strategies that you utilize in a negotiation that will pay the biggest dividends. Thus, when negotiating, don’t take small things for granted. It’s the implementation of small things, such as what’s mentioned above, that will allow you to accomplish bigger outcomes in your negotiation. Master those things … and everything will be right with the world.

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

Remember, you’re always negotiating.

#HowToNegotiateBetter #CSuite #TheMasterNegotiator #HiddenSecrets

#psychology

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