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Body Language Entrepreneurship Human Resources Management Marketing Mergers & Acquisition Negotiations Sales Skills Women In Business

“Powerful Body Language Secrets That You Need To Know” – Negotiation Tip of the Week

“Every ‘body’ speaks. But not everybody knows what someone’s body is saying – do you?” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

Click here to get the book!

“Powerful Body Language Secrets That You Need To Know”

He was overly impressed with her and her accomplishments. His embrace was meant to display just that – his swell of pride for her. But during the embrace, he felt her attempt to break free as a hostage might do at the first glimpse of freedom. He wondered what he’d done wrong. Later he commented to her about the embrace – and the perception he had of her breaking free. She smiled and said, at least you were aware of it – most people aren’t. I don’t like being hugged.

How attuned are you to the #body #language #secrets that people emit every day? If you are aware of such signals, what do you observe the most and why?

The following are a few body language insights that will allow you to understand people better and become a better communicator.

Head Cocking:

The gesture becomes displayed when someone shifts their head to the right or left after its been in a straight or opposite position. It’s interesting to note when it occurs because it denotes someone going into an inward evaluation. Thus, the gesture may originate from something you said or thoughts the person is contemplating.

Eyebrows:

One eyebrow cocked – This sign usually indicates inquisitiveness as to the possible believability of what’s said or outright skepticism.

Lowered eyebrows – Guarded, deception, annoyance, are the signs that this gesture indicates.

Raised eyebrows – Taking in more of the environment – can also denote surprise or interest (note the degree that the eyes widen – that’ll give you more information as to the thought of the person displaying the gesture.)

Palm Hand Gestures:

Hand up, palm facing out –The hand up and palm facing outward signals nonverbally to the other person to halt what they’re saying or doing. As the receiver of that action, you can gauge the degree of the intent by the distance the action extends from the other person’s body. As an example, if they commit the action and their hand is close to their body, the signal is not as strong as if they had a full-body extension of their hand – that would be a stronger gesture because they’re indicating a greater distance between themselves and what you’re saying or doing.

Palm up and open – Accepting, mentally open to receiving information – can also be internal mental contemplation. It can also be a sign of consternation – this occurs if hunched shoulders accompany the gesture.

Feet:

As a body language signal, feet convey more information than most people are aware of. Thus, you should always be mindful of what someone’s feet are signaling.

Feet aligned – When your feet are in alignment with the person with whom you’re engaged (i.e. both sets of feet are pointing at each other), both of you are succinctly engaged with one another – you’re in mental alignment.

Foot pointing away – As someone points a foot away from you, they’re shifting their weight because:

  • Something else has attracted their attention.
  • They’ve received enough information from you for the time.
  • Soon, they’re going to exit the conversation and do so in the direction their foot is pointed in.

Take note of when such gestures occur. Doing so will allow you the insight to shift and control the conversation.

Conclusion:

At the beginning of this article, I posed the question of how attuned are you to the body language secrets that people emit every day. As you see, there are many signals that you might observe. And, if you’re aware when such signals occur, you’ll have greater insight into the mindset of the people you interact with. That will allow you to better understand them and communicate more effectively. Plus, it’ll give you an insider’s roadmap into their thought process and where it’s headed. That too will allow you to help them upon their journey or exit because you choose not to accompany them. Either way, you’ll have greater control of the environments you’re in … 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 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/

 

#Body #Language #Secrets #Negotiate #Process #Business #Progress #SmallBusiness #Negotiation #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

 

 

 

 

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Best Practices Entrepreneurship Management Marketing Negotiations Sales Skills Women In Business

“Killer Insights That Will Make You A Better Negotiator” – Negotiation Tip of the Week

Click here to get the book!

“To be a better negotiator, learn how to negotiate better.” -Greg Williams, The Master Negotiator & Body Language Expert  (Click to Tweet)

“Killer Insights That Will Make You A Better Negotiator”

There are factors that determine the degree of success you’ll have in a #negotiation. Those factors are what will also make you a good #negotiator or one that’s significantly better. The following are a few of those #killer #insights and how to use them to your advantage in a negotiation. Using them will ensure that you have a #better negotiation outcome.

Negotiation Environment:

Where you negotiate can have hidden advantages for the person controlling that environment. But there are also ways to control an environment that you’re not in control of.

  1. Your environment – When you control the environment, you can control the temperature, lighting, and other creature features that would make one more comfortable while negotiating. If the negotiation becomes tense, you can increase or lower the temperature in the environment to coincide with the adjustments you want the other negotiator to make (e.g. he gets heated, you turn the room temperature up or down to make him hotter or colder).
  2. Not your environment – When you don’t have control of the environment, if things become intense, you can offer to change venues. If it’s accepted, you will gain the advantage of not being in the environment that the other negotiator controlled. Plus, he will have allowed you to take the lead simply by his acquiesces.

Negotiation Positioning:

The way you position yourself before a negotiation determines how someone perceives you – it will also play an important role in the way you’re treated. If you position yourself as a tough guy, a tough guy negotiator type may treat you harshly – that’s his form of protecting against you perceiving him as being weak. If you position yourself as being weak, the tough guy may attempt to take advantage of you, while the weak type of negotiator may become emboldened to become more aggressive.

For the best positioning, consider the negotiation style (e.g. hard, soft, meek, bully) that your opponent may use – and assess which negotiation style you should adopt to offset any advantages he might gain from negotiating in that manner.


Negotiation Strategies:

Control – You command a negotiation by the degree of control you exercise. When appropriate, you can give the impression that you’re led by the other negotiator – you might wish to do that to gain insights into where he’ll take you with his control. You might also do it to put him at ease – less powerful negotiators become fearful when they sense they’re up against a more knowledgeable negotiator – letting him lead will allay his fears of being dominated by you.

Offers – Some negotiators will insist on getting a concession for everyone they make. You don’t have to do that. Depending on the negotiator type you’re negotiating with, consider saving the chits you gain from making concessions and using them in a combined force (e.g. I’ve given you this and that and I’ve not asked for anything. Will you please give me this?) – Accumulating concessions in this manner and calling in the chits earned from them can become a very strong persuader for the other negotiator to make concessions. Just be sure not to grant too many of them before making your request. The more concessions you make without getting a return, the more likely it becomes that they will lose their full value.

 

No matter the type of negotiation you’re going to be in or find yourself in, using the above insights will improve your negotiation abilities. And, it will improve your negotiation outcomes. So, always be mindful of how and when you use them … 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 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 https://www.themasternegotiator.com/greg-williams/

#killer #Insights #Negotiate #Process #Power #Powerful #Emotion #Business #Progress #SmallBusiness #Negotiation #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

 

 

 

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

“It’s Only A Moment In Time” – Negotiation Insight

“Time, something that you have as much of as you need – for the time that you have.” -Greg Williams, The Master Negotiator & Body Language Expert (Click To Tweet)

Click here and buy the book!

“It’s Only A Moment In Time”

Are you someone that has challenges with time?

Dammit, was the sound of exasperation that escaped her lips. She was going to be late, again. She wondered why she seemed to always have a challenge with time – she thought, it seems like I’m late for everything! I’ll probably be late for my own funeral. Oh well, I’ll deal with my tardiness later – she said into the air.

Here’s something to think about, everyone has the same amount of time. So, why are some people more successful than others? Answer – it’s the way they use their time. Successful people respect and use their time wisely – their use is to improve themselves and progress their goals. Sure, they take to relax, spend time with friends and loved ones. But, for the most part, they’re very respectful of how they utilize the time that they have.

Consider the following to improve your use of time. Doing so will improve your outlook on life. And, it’ll also allow you to become more productive.

 

Set Goals:

On huge waste of time is starting off to address something and not knowing if that’s the most important activity you should be engaged in. Sometime you may have ‘playtime’ that grips your imagination and steals you to another environment. But for the most part, if you have goals and you’re disciplined, you can’t combat those dastardly creatures. Plus, you’ll feel better knowing that you’re moving towards an end, goal, that will put you a step closer to a higher point of exhilaration.

 

Add Fudge Factor To Estimates:

Years ago, an associate said she always added a ‘fudge factor’ to her estimates when she estimated the time it might take to complete a task. She said, depending on the task she’d add a factor of two or three to her estimate – the range was based on her perception of the task’s difficulty. Thus, if she thought that a 10-minute task was easy to complete, she’d add a factor of two to her estimate – for planning purposes that allowed her 20-minutes to complete it. I asked what she did with extra time when a task didn’t take as long as she’d planned. She said that time was allocated to tasks that were in her ‘waiting to address’ folder – they were important. But not as important as the ones that had a higher priority.

 

Block Time:

To be more efficient with your time, when you’re engaged in an activity that requires concentration, set aside the amount time you want to address that activity and don’t let anything or anyone interrupt you during that time. You’ll save time by not having to restart where you left off from interruptions. That will allow you more time for other activities.

 

Time, it’s a fleeting measurement of movement. And yet, each moment of time is so important. Everyone has the same amount of it. What you do with it will allow you to progress to higher heights in life or not.  If you want to be someone that continuously moves forward, gets ahead in life, use time wisely. Don’t cheat yourself by misusing it. Once you embrace the usage of time in a more efficient manner, you’ll become more efficient … and everything will be right with the world.

 

 

What does this have to do with negotiations?

 

In a negotiation, time can be used as an ally or it can become your foe. It may quickly open a door of opportunity and slam it shut as fast if you’re not mindful of how you’re using it. Therefore, before engaging in a negotiation, plan exactly how you’ll use time. You might consider using it to apply a deadline for the other negotiator to accept an offer or make a concession – or to mark the timeframe as to how long you’ll negotiate.

Regardless of how you use your time when negotiating, measure it wisely as applied to the different stages you’re in versus where you thought you’d be. Doing that will give you a handle on time. Because it’ll keep you from negotiating past a point where doing so is less beneficial to you.

 

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 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 https://www.themasternegotiator.com/greg-williams/

 

 

#Negotiate #Power #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #time

 

 

 

 

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Best Practices Growth Personal Development Women In Business

The National Entrepreneur Center Supports Businesswomen

Our last presidential election, the #MeToo movement, equal-pay movements, and the surge in women-owned businesses all prove that things are finally changing. And this change is great for everyone—socially, politically, environmentally, and economically. There are zero downsides! Bonnie was ecstatic to be the Keynote Speaker and workshop leader at the 2019 Women’s Business Conference in Orlando, hosted by the National Entrepreneur Center. Close to 200 businesswomen attended.

Bonnie’s workshop focused on three crucial business relationships—your vendors, employees, and customers—but her Keynote served as an important message to any business selling goods and services. Today, women make over 80% of purchasing decisions! How did that happen? A long time ago, men resigned their purchasing power to women with the simple question, “What’s for dinner, honey?” But to answer that seemingly simple question, this is what a woman had to do:

  • Create a menu for every meal
  • Translate this menu to a grocery list
  • Take money and drive to the store
  • Make brand decisions
  • Fill up bags of groceries, leaving enough time to spare to prepare tonight’s dinner
  • Drive home and put away the groceries
  • Cook that night’s dinner
  • Serve dinner to her family

Did you notice the part about taking money and making brand decisions?

In her speech, Bonnie went on to discuss how women are in a position to encourage companies to address their concerns about health and the environment simply by choosing and avoiding certain brands. This is the real “power of the purse.”

A woman’s networking and multitasking skills are ideal tools to master these 3 essential business relationships:

1. Vendors

Whether your vendors are supplying you with funds, goods, or services, they’ll be much more likely to extend your terms and credit once you show empathy for them. They pay their own bills with your funds. Instead of waiting until it’s too late, give them a remediation plan ahead of time if you know you won’t be able to make a payment. Don’t put them in a risky position. Share your challenges and growth plan with your vendor—show them how they’ll be a part of it and benefit as a result. Make sure they know you are committed to helping them grow. Vendors have a ton of information about the market, your competition, and trends. Don’t make them wait when they pay you a visit. Invite them inside for some coffee and pie!

2. Employees

Your people aren’t just working for a paycheck. They’re invested in their skills, their career, and being recognized and validated in order to improve. They want a career that will give them time off to be with loved ones, as well as health insurance, retirement, and general job security. Make it known that you have their best interests at heart. That way you’ll be as profitable and productive as possible while reducing turnover—the number one hidden cost of businesses in any industry.

Instead of putting them on a need-to-know basis, put them on a know-the-need basis! By sharing your opportunities, goals, and challenges with all of your people, you show your respect for their loyalty, intelligence, and financial interest in your company.

When groundbreaking ideas come from your employees, make it a point to publicly acknowledge them. Explain the problem and how their ideas solved it. This will encourage them to keep working hard, earn their teammates’ respect, and show the rest of your people that their good work will also be recognized. After all, your staff knows your company better than anybody else.

3. Customers

When we say “customer” we don’t necessarily mean your end-user. You might have to get through many groups of “customers” to get to the end-user. Who are the “buyers” that lie between you and your final customer? And what do they want? Imagine yourself in their shoes.

Try not to assume that every customer is engrossed with benefits and features or even your prices. For example, we had sold to distributors who were more concerned with the strategic advantage they would have with their retail buyers by carrying our product over our competitor’s. Their managers were worried about their quotas. Their sales reps’ top priorities were their incentive programs. The retailers were more worried about tried-and-true sales and the seasonal marketing materials we provided. And the retailers’ clerks were more concerned about being recognized for reordering our products—or not!

Did you notice that none of them were worried about quality, price, design, or even the product itself?

You need constant feedback in order to keep your goods and services relevant. Your customer has the power to give you only two things—money and feedback. Understand that feedback enters your business through your sales reps and customer service team. Establish formal lines of communication between these two groups, and your marketing and production people. This will ensure you’ll stay relevant.

Bonnie was enthusiastic to share the lessons she’s learned on the road to building a national brand, to meet those women who also make a difference, and to celebrate every woman’s power of the purse!

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

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

Dirty and Cruel Negotiator Tricks That Will Blow Your Mind

“Magic tricks can be mind-blowing – until the other negotiator blows your mind by making your favorable outcomes disappear.” -Greg Williams, The Master Negotiator & Body Language Expert

Have you been in a negotiation that you thought was over – only to discover that it wasn’t – there was one little thing that needed addressing? It might have been, someone wouldn’t sign off on the deal. Or, maybe it was, ‘the last one was just sold.’ Your reopened negotiation might have taken on any variation of the last two excuses. More than likely, the excuses were contrived, already baked into the negotiation plans of the other negotiator. If you let such tricks bother you, they can blow your mind.

The following is how some negotiators use such tricks and how you can protect yourself against them.

The Cheat: Someone that’s dishonest or someone that uses the deal, no deal strategy

Challenge – Some negotiators are downright scoundrels. Their main strategy is figuring out how they can cheat you. They’ll use such tricks as concluding a deal, waiting until the covenants of the agreement are due, and then back out or request slight concessions. You can sue them for not abiding by the agreement but that means you’ll waste more time dealing with them.

Response – This person can be extremely difficult to deal with – if possible don’t deal with him. As in any negotiation, you should have background information about the other negotiator. Part of that due diligence should be uncovering his negotiation style based on his past negotiations. If he’s used cheating tactics in the past, they should be easy to uncover.

If avoiding him is not possible, observe how he responds throughout the negotiation. Such individuals may be very accommodating when engaging you – they’re setting you up for the cheat to come. Use time as your ally – stretch the negotiation out. At intervals, have deliverables that he must meet before the negotiation can occur. If he welshes at any interval, let that serve as consideration to abandon the negotiation. To better insulate yourself, front-load his deliverables to guard against you investing unnecessary time in the negotiation.

Moving Target:  That’s not what I/you said.

Challenge – The negotiator that employs this tactic can use it in different forms. She can play the confused person, “I don’t know what I was thinking – that’s not what I meant.” Or, she can attempt to paint you as the bumbling idiot – “how in the world could you have inferred that? I would never make such an offer.”

Response – When she uses either form of this tactic, stop her – explore how the point of miscommunication occurred. Then, note to what degree, if at all, it occurs again. If it does, ask her if she’s intentionally miscommunicating with you. If she becomes flustered, so be it. Get the tactic out and in the open. You’ll disarm her use of it by doing so.

Time Delayers: I’m sorry. I’m not ready to continue. Can we postpone until next week/month?

Challenge – Every good negotiator knows, the more time you put into a negotiation, the more energy you’ll spend in seeing it to its conclusion. Therein lies the trap. Because, the more time you spend, the more likely you are to make concessions.

Response – Note the reasoning behind the request to delay the negotiation – seek its validity. You might consider raising the question about your negotiation counterpart seeking other offers, etc. Observe how he responds. The point is, test his request for an extension to assess its validity and to prepare for what may lie ahead. Don’t get sucked into the black hole vortex of time. You may regret it if you do.

Conclusion: Protect yourself.

The above strategies are acceptable forms of negotiating in some environments. Thus, what might be a dirty cruel trick in one arena might be thought of as a normal way of doing business in another. Therefore, be aware of the customary negotiation practices of the environment you’re in. Doing so will allow you to heighten your sense of awareness per that environment … 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 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 https://www.themasternegotiator.com/greg-williams/

#Tricks #Blow #Mind #Negotiate #Process #Power #Powerful #Emotion #Business #Progress #SmallBusiness #Negotiation #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

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Entrepreneurship Investing Management Marketing Negotiations Operations Sales Skills Women In Business

Influence: How to Surprisingly Win More in a Negotiation

 

“To win more negotiations, use the power of influence.” -Greg Williams, The Master Negotiator & Body Language Expert

During a negotiation, you, and the other negotiator attempt to influence each other. Thus, you should always place a high value on using influencing strategies. You can increase the value of your negotiation outcomes by using the influence techniques that follow.

Psychologists have identified six forms of power that you can use as sources of influence in your negotiations. They are:

1. Coercive power

(threats & punishment) – With this form of power, you can force the other negotiator into a position of acceptance. But you should be mindful that you’ll more than likely not make a friend of him. Plus, by using threats and punishment as incentives for acquiescence you may become perceived as a bully – this may heighten your opponents need to seek pay-back. If that’s not a concern, recognize when this source of power is a viable influence tool. Just be aware of its blowback danger and how you use it.

2. Reward power

(ability to offer incentives) – Reward power can be very temporary. Its value will decline as the perception of the reward devalues. When using rewards as a source of influence, do so from two perspectives.

  1. Positive – “This is what you’ll get, something pleasant if you give me what I want.”
  2. Negative – “This is what you’ll lose if you forego my offer.”

3. Legitimate power

(influence based on your position or title) – The challenge with legitimate power is, one must accept it before it has authority. Therefore, if you have a position or title that’s not perceived as being valid, you’ll have little influence when attempting to use it in a negotiation. When using this source of power for influence, be sure to cast it in the light of perceived validity before the negotiation. That will enhance the respect and appeal of this power.

4. Referent power

(influence based on your likability or admiration) – People that possess an affable personality tend to become better received by others. While reverent power has its place on the influence scale, some negotiators will dislike you for possessing this attribute. To have this influencer serve you better, balance it based on what’s occurring in the negotiation. When it suits your position, be reverent. When it doesn’t, discard it.

5. Expert power

(influence based on your knowledge and skills) – The perception of expert power can be fleeting – because it’s situational. It lasts for the time that your knowledge is needed. In a negotiation, if a seller or buyer can acquire what she seeks from another provider, your power erodes. When using expert power, be strategic. Use it sparingly in situations that are warranted.

6. Informational power

(not tied to your competence) – This can be power derived from ideas, opinions, access to thought-leaders, and influential people you meet and have access to. This form of influence is most powerful when the other party wants access to the information you possess. Its power becomes enhanced when you’re the only source that can grant access to what’s sought.

As in any negotiation, the manner of influence you use should be determined by the personality type that you’re negotiating against. Thus, to be more influential, you must know what will motivate that individual. One way to determine that is to evaluate whether the person is a giver or taker – the giver seeks power for the sake of helping others – the taker does so for the benefit of himself.

Once you have that knowledge in hand, you’ll have the key to which combination of influence to use. That will lead to more winning negotiation outcomes … 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 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/

#Influence #Negotiate #Process #Power #Powerful #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

 

Categories
Best Practices Management Marketing Negotiations Sales Skills Women In Business

Caution: Conflation Can Expose Crazy Dreaded Consternation

“Caution – conflation can cause consternation when the wrong thoughts control you.” -Greg Williams, The Master Negotiator & Body Language Expert  

Was she confused? She didn’t know if she was conflating dissimilar occurrences or becoming consumed by #caution. #Conflation can do that she thought – cause your mind to accept dissimilar occurrences as being similar – even when logic dictates otherwise. She realized her perceived dilemma was leading to #consternation. And that was something that she didn’t want to deal with.

The Situation:

She posted her article in the usual manner. But it didn’t populate automatically as it usually did. Then, a message that should have gone to her special list didn’t occur – now what, she wondered. Those processes are on different platforms – that can’t be related, or can it? She felt a sense of foreboding wailing inside of her as she questioned herself as to whether she was conflating two situations that were independent of one another.

The Problem:

Sometimes we conflate dissimilar events and situations and begin to see them as one combined occurrence. You’ve more than likely heard that “things come in threes” – and that’s usually associated with negativity. So, why do we do it? Why do we subject ourselves to crazy thoughts that causes dread – that cause us consternation? In part, that’s due to what we’re focusing on and what we expect to see.

Consider this – if we weren’t looking for the “things come in threes” scenario, we wouldn’t spot the second iteration of the first thing in that occurrence. Thus, the third occurrence would never have life. We can really drive ourselves crazy assembling disjointed occurrences into a seemingly logical progression – especially when logic screams at us about their mismatch. You and I need to be cautious as soon as we start down that path – it can lead to crazy dreaded consternation.

The Solution:

First, when you’re thinking with a mindset that defies logic, think about the way you’re thinking. Continuing along your current path of reasoning can make things get worse before they become even worse. Stop your crazy thinking before it stops you. To do that, note:

  1. Conflation isn’t bad. Your appeal can be summoned by a combination of good and bad thoughts that appear to be dissimilar. That doesn’t necessarily mean there’s harm in them. Both negative and positive conflation can be a plus. To assess when it is, note how it serves your goals. If it does, consider progressing your thoughts along the lines that you’re engaged in. If they’re not serving you, stop!

 

  1. Recognize the ‘headspace’ you’re in. Since your environment influences your thoughts, and impact your actions, take into consideration the environments you’re in – do so while considering the ones that you’ve been in recently. We’ve all heard about misplaced aggression due to situational occurrences that happened in another environment. To that end, even consider thoughts that aren’t prominent in your mind – silent thoughts can be like a vanishing ghost that wreaks havoc and then disappears back into nothingness.

 

  1. Question if you’re on a slippery slope. One line of thinking will naturally extend to the next thread in the string – if you fail to monitor it. When you sense you’re being filled with despair, question what scenarios you’re conflating. Ask yourself if they really belong in the same thread. To assess that possibility, listen to logic – it can be a strong arbiter for why you should adopt one belief over another.

What does this have to do with negotiations?

You may become consumed by crazy thoughts in a negotiation. Those thoughts may cause you consternation. Unless checked, you may find yourself mired by despair – wondering how you got there and how you’ll free yourself. During such times, you run the risk of being illogical, which will cause your negotiation abilities to wane. To prevent that from occurring, be mindful of your emotions. Understand what’s motivating you to think the way you’re thinking. And realize, if you’re not thinking right, the right things won’t occur.

The point is, you must isolate yourself from conflation when it doesn’t serve you and embrace it when it does. To know the difference, you must know what’s driving your thoughts and recognize where those thoughts are taking you. Then, and only then, will you have control over your thinking … 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 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/

#Negotiate #Process #Power #Powerful #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

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Personal Development Sales Women In Business

Women Make More Than 80% of Buying Decisions!

When her husband or partner asks, “What’s for dinner, honey?” he’s actually telling her to plan this week’s meals, make a shopping list, buy this week’s food, make each buying decision and charge it to their card, come home and put everything away, prepare tonight’s dinner, and serve him a meal.

Yes, we said, “make each buying decision”. According to Forbes, women made 80% of the buying decisions back in 2015. And it’s even higher today. In March, we celebrate Women’s History Month, and these facts are becoming more and more relevant.

Historically Honoring Women

In 1980, President Jimmy Carter acknowledged March 2-8 as National Women’s History Week. But by the end of 1987, Congress announced that March would permanently be National Women’s History Month.

Female Power

We recently witnessed an incredibly historic election, where more women than ever in our country’s history were elected. The Speaker of the House and both senators in our state of California are women. Statistically, women vote more frequently than men, and they’re making more and more decisions on their own. What does this all mean?

For one thing—it’s democracy in action, plain and simple. We also think it bodes well for the US. We are overdue to embrace many skills women have excelled in. Whether these skills are hereditary, or whether they come from culture, environment, or education, they are sorely needed.

A Woman’s Advantage

Where men seem to complete tasks and thoughts linearly, women seem to excel at multitasking. Mothers are often the ones to juggle finances in order to meet their family’s budgets. A woman’s so-called “nesting instinct” may make her more likely to hone in on security, avoiding conflict, and discovering common ground. Women are also more likely to choose to work in a team-based environment, rather than trying to do it alone. Sounds like something we need right now, doesn’t it?

Our Own Experience

Barefoot Wine was aimed at a 35-year-old mom with two children, making her way through the grocery store, looking for a reliable wine that fit her budget.

Our business was mostly run by women. Two of our four Board of Directors members were women. Our VP was a woman, and she had total veto power. Our Marketing Director, Winemaker, Traffic Manager, Accountant, Office Manager—all women. And we had one of the first female Sales Managers in the industry. Plus, Bonnie, our Co-founder, has her own footprint on the label of what is now known as the biggest wine brand of all time!

Simply Put—It’s Good Business

Women have a multiplier effect. Rarely do they ever buy just for themselves—they buy for their partner or entire family. Any business should understand that if the market were gendered, it would be female. This is truly the power of the purse!

Women demonstrate their concern about the environment. Nielsen released a report that shows how today’s consumer prefers products that advertise sustainability, and we now know that 80% of these consumers/purchasers are female. Mothers want to give their kids a thriving environment in which they can enjoy their future. They do this by voting with each purchase.

We are eternally thankful for women’s contributions over the years, and especially now as they confidently and firmly take our economy and government by the reins. We are excited to see their natural cooperation and preservation tendencies play themselves out, both in politics and in business. We continue to encourage young women to start a business of their own and speak out for what they believe in.

Women: The world is ready to invest in your products and to listen to what you have to say!

You continually make a positive difference, and everybody benefits from your contributions. Women of the United States—Thank you!

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

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

Stop Complaining and Do Something About It!

“Complaints are like infections. If neglected, they can harm you.”   -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

Two friends were talking. One said to the other, “I don’t get enough sleep – I’m gaining weight – I sit at the computer too much. And, I don’t exercise like I use to. I wonder if that’s why I’m putting on weight? I know all of that is bad for my health. But I must continue creating content. And, I must respond to the hundreds of people that reach out to me through email and social media every day. My life is spinning out of control and I don’t know what to do to balance it!”

Finally, the other friend said, “stop! I’m your friend – I care about you. Listen to yourself – you have the answer to everything you’ve complained about. If your complaints meant that much to you, you’d do something about them. You’d take action to address and correct them.”

Have you caught yourself complaining about what appeared to be a dilemma – something that caused you angst – something that you didn’t do anything to correct? If so, what you proclaimed to be so perplexing was not as challenging as reported. Because, like the one friend said to the other, if it created the degree of torment you stated, you’d do something to address it.

Here’s the point. There are times when you complain to solicit empathy from those you complain to. Recognize when you’re doing that. Because you’re not ready to take action – you just want to shout aloud about what you’re experiencing. You may be seeking feedback to comfort your mind, not feedback that’ll move you to action. Contrast that to when you become tired of complaining about something. That’s when you’ll take action. To note the difference in your mindset, note the differences in your actions.

Action Item:

If you’re seriously fed-up with your circumstances, if you’re tired of what’s stopping you from greater improvement, you’ll stop complaining and take action to alleviate its cause. Start to note the times when your complaints increase or decrease. Begin to observe the emotional upheaval you experience when thinking about a complaint that causes you anxiety. Pay attention to the degree of change that occurs in you – note when you think you might take action to address your concerns. That process will help you measure your mental perspective about your perceived challenges. It should also be the distant call that moves you closer to taking action sooner than later. That will be a time when your self-actualization and happiness embrace … and everything will be right with the world.

What does this have to do with negotiations?

Most likely, you’ve complained about not negotiating efficiently. When it occurred, did you anguish about it? There are two possible reasons why you might not have negotiated better. Either you didn’t plan properly or, you didn’t create a better strategy in your planning process. How many times has that happened throughout your life? A better question might be, now that you’ve heightened your awareness, what are you going to do about it going forward?

If you’ve complained about the negotiation outcomes you’ve had in the past – if you thought you could have negotiated better. Do something about it – stop complaining! You don’t have to learn more negotiation and reading body language strategies from me. But, to assuage your own emotional state of mind, seek insights from someone that can teach you how to become a better negotiator. Take action – that’ll allay your complaints.

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 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/

#StopDoingIt #Complaints #Negotiate #Process #Power #Powerful #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

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

Shoulder Shrugs Can Expose Scary Secrets in a Negotiation

“Shoulder shrugs expose secret information. Notice them to detect their secrets.” -Greg Williams, The Master Negotiator & Body Language Expert

Have you heard the cliché, “what you don’t know can’t hurt you”? If you have, do you subscribe to it? If you do, you shouldn’t. Because, a lack of knowledge can expose you to scary secrets in a negotiation – secrets that can bite you at the most unsuspecting points in the negotiation. But, there’s one way you can protect yourself. How – by accurately interpreting the meaning of shoulder shrugs when you negotiate.

Shoulder shrugs convey secret information. They expose hidden thoughts of the person that’s attempting to hide those thoughts.

Observe the following shoulder shrug examples. You’ll obtain hidden information that those shrugs attempt to conceal.

When a person displays a shoulder shrug, it can represent a multitude of hidden meanings. It can be a sign of reluctance (i.e. what more do you expect of me) – a sign of protection (i.e. I’m not going to stick my neck out) – it can also be a sign of exasperation (i.e. I’m getting tired of this). Regardless of the hidden meaning, it gives additional insight into the thoughts of that person.

Single Shrug: A single shrug can denote a lack of full commitment in response to a question or statement made.

Leaning Preference

  • When displaying a single shoulder shrug, a person will tend to favor their dominant side. This is important to note – because it adds additional meaning to the shrug. As an example, if someone that’s right-handed shrugs their left shoulder, he may be displaying less of a commitment to the response that caused the gesture. As with everything related to reading body language, you must establish someone’s body language foundation before you can accurately assess the validity of their actions.

Double Shrug: A double shrug (both shoulders elevated) can connote more commitment to a reply or statement.

As an example, if one elevated both shoulders while stating, “I didn’t do it”, she’d be displaying more commitment to the statement then if she displayed a single shrug – note: to discern the probability of the truth you should still probe deeper. The act of the shrug is that person’s commitment to her pronouncement at that moment – it can change with further probing.

Leaning Preference

  • When someone performs a double shrug, that person’s hands provide additional insights. As an example, if an offer is made consisting of two items and the recipient says, “I don’t care”, while shrugging with one hand higher than the other, he’s nonverbally expressing a preference for one of the items – the preference lies in the order the items were offered or their proximity to the hand that’s higher.

Additional Shrug Meanings:

Hands: The movement of someone’s hands lends insights into their thoughts. To gather additional awareness per the meaning of a shrug, take note of …

  • hands close to the body – indicates they’re guarded
  • hands palms-up – signals they have less to conceal
  • hands palms-down – they’re less accepting
  • hands palms-up-and-out – says, keep away from me

Head Tuck: To observe how threatened someone might feel when they shrug, note the degree they protect their head when …

  • head extends forward – says, I’ll challenge you
  • head to one side – denotes preference
  • head straight up – states, I’m willing to expose more of myself
  • head tucked – says, I’m making myself less of a target

Of course, the additional shrug meanings can conceal someone’s real intent. That’s because good negotiators can affect this maneuver to add perceived emotional credibility to their effect.

Shrug Time:

Always note the length of time a shrug lasts and the number of times they occur. The length and number of times will indicate a person’s ever-changing degree of angst or determination to get you to back off. In all cases, they’ll be signaling information that you can use to enhance the negotiation.

Action Item:

Start noticing when, under what circumstances, and how frequently people shrug their shoulders. Doing that will increase your attentiveness and skills about this behavior. That will allow you to become a better negotiator … 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 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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