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Category: Women In Business

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Best Practices Entrepreneurship Management Marketing Negotiations Sales Women In Business

Be Aware of the Straw Man

“Always attempt to control those that attempt to control you. By doing so, you’ll have greater control.” -Greg Williams, The Master Negotiator & Body Language Expert

Are you aware when others invoke a straw man to maneuver you? Be alert to such actions. Those actions may leave you instilled in fear. Worse, they may leave you confused about why you engaged in an action.

Straw man has several meanings. It can refute a response that veers from the initial point while giving the appearance of addressing it. As an example, a supervisor might say to his boss, “The team worked a lot of overtime to get the project in on time. I think we should give them a 2% bonus.” The boss’ response, “That’s horrible thinking! If we gave a bonus every time they did their job, there would be no incentive for them to do anything.” The boss’ rebuttal, while appearing to respond to the supervisor, ignored the overtime the employees worked to get the project in on time. It ignored that they went above their normal duties.

A straw man can also refer to a person lacking in integrity or substance. An example of this might be, “As he felt backed into a corner, he said, you can do to me as you like, but my followers will make you pay for your deeds.” The reference to, ‘my followers’, was an attempt to conjure up a straw man that would seek retribution.

Suffice it to say, always attempt to control those that are attempting to control you. In so doing, you’ll be in a better position to maintain control of yourself … and everything will be right with the world.

What does this have to do with negotiations? 

Who uses a straw man?

During a negotiation, a straw man can be invoked to foster a position to embolden its user. It might be employed to inject fear, reward, happiness, or retribution into the negotiation process. If stealthily employed, it can give the appearance of its user’s fingerprints not even being on the suggested deed (e.g. one negotiator to the other – they may harm both of us if we adopt that position). Thus, it can be one way to insulate one’s activities from any blowback. In this case, think of the straw man as being the image that one wants to cast that’s greater than the image of the one doing the casting.

Why are straw men used?

a straw man is yet another tactic used in a negotiation by savvy negotiators. Some stumble into its usage, not realizing the effect it can have on a negotiation.

When used deftly, this tactic can alter the course of a negotiation by distracting from the point at hand, altering the flow of the negotiation, and casting doubt in the mind of the negotiator that adopts a position.

In your future negotiations, take note when a straw man is attempted to be used against you. Also, consider when it might be beneficial to invoke your own straw man. Doing so will take your negotiation abilities to higher heights.

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/

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

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Best Practices Entrepreneurship Personal Development Women In Business

How to Prevent Cyberbullying from Hurting Your Business

“The best way to avoid from being cyberbullied is to avoid being a target.” -Greg Williams, The Master Negotiator & Body Language Expert

In today’s interconnected world, #cyberbullying can greatly affect businesses. The types of cyberbullying that can occur, such as fictitious reviews, false claims and trolling/harassment can arise for reasons of retribution or corporate positioning for a negotiation. This article addresses why cyberbullying occurs, how to prevent it, and how to address such attacks when they happen. The information applies to businesses, but it can also apply to individuals.

Cyberbullying – Why?

Bullies tend to target those they sense as being vulnerable and weaker than themselves. In business, corporations of any size may target another organization for numerous reasons. They may do so to affect that business’ revenues, its employee morale, or to diminish the company’s reputation.

When negotiating (you’re always negotiating), cyberbullying can be a tactic employed to soften an entity prior to a negotiation. This can occur by anonymously placing false stories about that entity in social media outlets, or having allies serve as its proxy. In either case, such actions can give the appearance of a corporation under siege from multiple points and sources.

Companies remain vigilant about social media activities because they’re aware of the impact that negative postings can have on their business. A corporation can even be susceptible to cyber blackmail. That’s another form of cyberbullying that leaves corporations in a precarious position.

Cyberbullying Example and Handling:

A business associate that owns a diner recalled a time when several male professionals walked into his eatery. They were inebriated, boisterous and disrespectful to other customers and my associate’s employees; my associate did not want to confront his rowdy patrons by calling the police because he didn’t want to lose control of the situation. So, he informed the disorderly customers that his in-store security camera was filming their actions and if they didn’t adopt a mannerable demeanor he’d have to release the video on social media. While he wasn’t threatening them with cyberbullying, he was implying that he’d use cyberspace to ‘out them’ if they didn’t correct their behavior. The men apologized to everyone in the establishment and no further actions were required. The threat of using social media was enough to back them down.

Cyberbullying Prevention, Combating, Overcoming:

As a business owner, to combat cyberbullying:

1. Be proactive on social media platforms and garner as many positive comments as possible. Then, if another organization attempts to bully your business, they’ll stand out as an outlier compared to the glowing comments you’ve already received.

2. Have business allies and customers at the ready to post rebuttal comments to support your organization against a bully. In extreme cases, have your allies note the efforts that a cyberbully has engaged in, in other environments. Respond in a strong and swift manner to let the bully know that there’s a high cost for him to incur for targeting your business. Remember, bullies tend to pick on easy targets. To combat a bully successfully, insulate your business; don’t make it an easy target.

3. In brick-and-mortar businesses, have camera systems installed that captures, in real-time, the actions that a bully might perpetrate in your establishment. Their in-person actions could be the prelude to cyberbullying. Being proactive with a video account of their in-person actions will allow others to see your side of the story more clearly.

Conclusion:

If you’re someone that engages in cyberbullying, be mindful of who you attack. What you do to others can come back to harm you. It might do so at the most inopportune time.

As a business owner, be proactive to bullying attempts. Follow the suggestions above and ward off potential attacks before they occur … 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/

#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 Management Marketing Negotiations Sales Skills Women In Business

Your Uniqueness – It’s Not Just Coffee

“If you want to stand out, don’t stand in a crowd.” -Greg Williams, The Master Negotiator & Body Language Expert

How do you separate yourself from the masses? Are you someone that glides in the strides of the crowd and then wonder why others don’t recognize your uniqueness?

It’s Not Just Coffee:

People lined up for miles to get their car washed. Most didn’t grumble because they knew they’d get a cup or two of that delicious coffee. It was a special blend that wasn’t served anywhere else. It was more than just coffee; some said it was a slice of heaven. Patrons told the owner, they didn’t really come for the car wash, they came for the coffee. The coffee was the establishment’s uniqueness. What’s your uniqueness?

Your Uniqueness:

As shown through your fingerprints, you have uniqueness in you. Some people are afraid to display their uniqueness for fear of how others might judge them. Some don’t even recognize that they possess traits that would endear them to others.

By not embracing and using the uniqueness that was bestowed upon you, you’re shortchanging yourself and those that might benefit from your gifts. If it’s fear that’s stopping you from displaying the inner person that you’ve incarcerated, what are you fearful of? Even if others should mock you, their mockery does not have to become your reality. Even if others reject you, you do not have to reject yourself.

Your Mind:

Everyone wants to be liked and appreciated. That desire is what keeps some people in society’s zone of safety. It becomes the self-imposed boundaries that surround their mind. It keeps them grounded when they could be soaring high in the sky.

Embrace the endowments that have been bestowed upon you. They’re gifts from a higher source. Shrink not from ‘the bigger you’. Allow it to escape from the small façade in which it currently resides. You’ve already outgrown that space.

Fear Not:

Fear not your greatness. It’s waiting to be exposed. Once you release it, you’ll find a greater life, more self-fulfillment, and a higher sense of purpose awaits you. Once you break the shackles that restrain you from a higher calling, you will embolden your uniqueness. Then, you’ll take the form that you were destined to be … and everything will be right with the world.

What does this have to do with negotiations? 

In a negotiation, a negotiator’s fears can be sensed. When he holds back an offer that stems from a lack of self-assuredness, doubt, or courage, he displays the lack of commitment he has for the offer. That can leave him in a precarious negotiation position. That can become an extremely difficult position from which to free himself.

During a negotiation, your uniqueness signals that you’re a negotiator that knows how to negotiate effectively or one that diddle-daddles. Your persona and reputation are at stake. How do you want them to precede you in your next negotiation? Will it be one that people speak of as being unique or will they say, “yeah, he’s just like coffee – you can find what he’s offering everywhere.” It’s your call. Make it a unique one.

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/

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

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Best Practices Body Language Entrepreneurship Management Marketing Negotiations Sales Women In Business

Negotiators: Negotiate Better – Know How to Use Words Right

“Good negotiators listen for what’s not said, in order to hear words right.” -Greg Williams, The Master Negotiator & Body Language Expert

People’s thoughts give life to the words they use to influence others. Thus, their words move people to actions. As a negotiator, to negotiate better, know how to use words right.

Using His Words:

When engaged in a negotiation, listen to the words used by the other negotiator and the way he uses those words. As an example, he makes the statement, “I only want to address one thing at a time.” Later in the negotiation, if he asks you to address multiple items/situations simultaneously, you can state, “I only want to address one thing at a time.” Citing his own words as justification for your actions will psychologically put him into a state of reflection. Note his body language to discern the effect that your words have on him (e.g. leans back resting towards one side of his body, laying a pen/pencil down/aside, looking up into the air). Any such signals will serve as validation that he’s taking your words into his thought process.

Emphasized and Changing Words:

During a negotiation, the opposing negotiator will emphasize certain words. Listen for them. Through his action, he’s denoting the importance that word has in his thought process. You can use that insight to reposition your negotiation efforts to fit the altering situation based on the way he’s thinking.

As an example, if he begins a statement by saying, “Weeee, I think I can do it.” Note the word choice change from ‘we’ to ‘I’. Plus, note how he drew ‘weeee’ out. While making that change, he was likely considering to what degree he’d have to rely on others. By changing his words, he displayed his belief that he has greater control over producing the outcome in question. That display gives you insight into where he believes his abilities lie in that situation. You can clone it by posing similar questions to move him in the direction of your needs throughout the negotiation. That insight will also allow you to cite his pride of authority and position him as such. Then, if you reach a point of decision and he refers to his need to consult others, remind him of what he’s implied about his authority. Even if he states the situation at hand is above his authority, you will have uncovered his limits.

Unspoken Words:

People say a lot through the words they don’t use. Thus, what’s not said can be more important than what’s said. It too gives insight into their thoughts.

During a negotiation, closely observe the word choice used by the other negotiator to convey his thoughts and offers. Consider what he’s not saying and why he may not be using specific words. If you sense he’s attempting to prevent you from uncovering something, ask him about it. Use the words that you believe he’s not saying and observe his reaction. If his reaction is one of dismissiveness, pay attention. You may have stumbled upon a point that requires greater probing.

When people hesitate, pause, or alter their words, they’re giving you insight into their shifting mindset. That shift represents a change in their thinking. If you’re astute, you’ll observe the cause of that action and use it to advantage the negotiation.

From the way you use words to convey your offers, to the way you use the opposing negotiator’s words to shape his perspective, if you use words right in a negotiation you’ll experience greater 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/

#Negotiator #Power #secrets #Mistakes #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 Personal Development Sales Women In Business

3 Ways to Build Influence Online

In my book, I.C.U., The Comprehensive Guide to Breathing Life Back Into Your Personal Brand, I talk about the three ways I believe we each live out our Personal Brand: Personally, Online, and Publicly. I often refer to this as: POP Your Brand™.

Our world today is submerged in living out much of our life online. We Google people before we ever meet them to find out more about them. What we discover online about others gives us a sense of the overall persona of that person. Often, it is the only information we have about the person and their business that allows our brain to form this mental impression.

Here are three ways to build an influential online brand:

Build Your Expertise.

One of the best ways to build your expertise is to create. Creating content gets your thoughts and opinions out there for the world to see. In many ways, the internet has leveled the playing field in this realm of building yourself as a thought leader in your industry. Everyone now can write articles and blog, generate videos, and be a guest on a podcast. The more places you can voice your opinion – whether that be in written, audio, or video format – the more you will rise to the top of your field. People need to know you before they need you. So how are you going to make yourself known in the sea of sameness? Get your opinions out there! By doing so, you will become a credible go-to resource.

Association Branding.

It is correct when our mothers tell us, “you become like the people you hang around” or “you are guilty by association.” Pay attention to who the influencers are in your field. Make a list of 10 of them that you want to be associated. Then start interacting with them online by liking, commenting, and sharing their posts and content.

Ensure your profile photos are professional.

Janine Willis and Alexander Todorov, researchers at Princeton University, found people make judgments about a person’s trustworthiness, competence, and likability within a fraction of a second after seeing someone’s face. As mentioned above, people will search for you online before they meet you and even after they meet you. Your photo is an essential element of any of your social media or website pages. In a sense, it is your logo. The headshot you choose speaks to your decision-making process and how you think of yourself. Do you care enough to put up a high quality and professional photo of yourself, or do you think a quick selfie emits a better representation of who you are? The choice is yours. Think about how you want to be perceived.

Incorporating these three tactics into your personal brand strategy will ensure you are in alignment with the brand you want to establish online. Be intentional, be consistent, and always be you.

I help executives create a powerful image and brand so they look and feel confident wherever they are. Contact me at sheila@imagepowerplay.com to schedule a 20-minute call to discuss how we can work together to grow your visibility through my return on image® services.

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Best Practices Entrepreneurship Management Marketing Negotiations Sales Women In Business

“Change” – Negotiation Insight

“Change is the arbiter of the future.” -Greg Williams, The Master Negotiator & Body Language Expert

I heard a knock and mindlessly asked, “who is it?” A mumble met my request. As I opened the door, I asked, “who are you?” The response was, change!

Change occurs every day of your life. Sometimes you observe its transitions, most of the times you don’t. Since change is so prevalent, why do some people find it difficult to deal with? Are you one of them?

Let’s examine why it can be difficult to embrace change at times. Our quest will be to obtain insights that allow you to become the beneficiary of change.

Fear:

What is fear? It’s what protects you from harm. It’s also what prevents you from advancing. Fear stems from not being sure of an outcome. Based on the similarity of the current situation and its propinquity to those you’ve had in the past, you mentally assess the current situation’s probability of success against past occurrences.

To be successful when contemplating change, identify the source of your fear, examine it, assess its viability. Question if it’s real. Don’t let fear dissuade you from grasping the change that moves you forward. If fear is preventing you from advancing, confront the greatest aspect of it. In so doing, your smaller fears will evaporate.

To advance in life, you must adopt a higher-level mindset. You can accomplish that by combating and overcoming the fears that restrain you. The change that will move you forward will be the unshackling of the fears that don’t.

Motivation:

What sense of motivation occurs when you recognize that change has summoned your attention? The answer lies in its degree. If you note how different degrees of change affect you, you’ll begin to note the degree of influence it has. To accept change, recognize its value and its source of motivation. Once done, you can apply it to more positive thoughts and actions. That will be the launchpad to greater success.

Positive Deviants:

To be more receptive to change, observe its positive deviants. As an example, if you work too much and discover that life appears better when you’re with friends, consider how you can utilize your friends’ insights to be productive while spending time with them. The positive deviant, in this case, would be the discovery of changing an environment that’s more beneficial to your well-being. Simply stated, the change lies in maximizing the value of work and friends. Use the model of positive deviants when assessing the value that change offers you.

When it comes to change, it’s constant. You can fight it, deny it, or ignore it. It will occur anyway. If you choose not to engage in change, you’re only divorcing yourself from reality. Everything changes, including you.

So, since you’re always adapting to change, why not control the process and use it to your advantage? You can do that by observing how you engage in change and controlling how it affects your life … and everything will be right with the world.

What does this have to do with negotiations?

Change is prevalent in every negotiation. From the moment of its conception to its conclusion, change is the component that shepherds the negotiation towards its end.

If you’ve planned appropriately and the negotiation is unfolding according to plans, don’t fret when occurrences become out of step. Instead, consider the meaning. The unsuspecting change may be a blessing, not a curse.

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/

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

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

Negotiator Safety Perspective is a Strong Matter of Perception

“Look to the perspective of safety for greater insight into the perception of its meaning.” -Greg Williams, The Master Negotiator & Body Language Expert

As a negotiator, what’s your perspective of safety when negotiating? It’s a question you should consider because your perspective influences your thoughts and actions. If you’re not aware of that, you could find yourself engaged in irrational thinking and behavior, which would not support your negotiation efforts. Consider the following thoughts in your future negotiations.

Sensations:

Do you feel it? When negotiating, can you feel the change as it’s occurring? As you’re negotiating, attune yourself to your sensations. In some cases, you’ll sense subliminal signals; they may not fully register at your level of consciousness. If you’re aware of such sensations, you’ll be alert to signs that signal the need to alter your strategy. Note when you have a sense of foreboding. That may be your first warning signal that something may be amiss in the negotiation.

Assess Emotional Wellbeing:

Do you note your EQ (Emotional Quotient) when negotiating? Your EQ is your ability to read and adjust to signals in your environment based on the person that emits those signals. Thus, the better you are at deciphering signals and adjusting to them appropriately, the better you’ll be as a negotiator. Therefore, always maintain control of your EQ.

Environmental Impact:  

What credence do you give to your negotiation environment? The environment shapes your perspective. If not controlled, it’ll shape you!

Consider this, you’re a salesperson at a Mercedes dealership. A Woman drives up in a Chevrolet. She comes in and begins looking at vehicles on the showroom; she’s looking at the high-end Mercedes, not those in the lower price range. What are your thoughts about her and how you might service her needs? What approach would you take to do so? Would your approach be the same if she arrived in a Mercedes? Do you consider the clothes and jewelry she’s wearing? You’ll probably consider those questions and many others before approaching her. Note what was omitted – her need to feel safe in dealing with you, the vehicle she might purchase related to how safe it is, how you’ll deal with her later. Unless you take that into consideration, you may be losing the opportunity to uncover her real desire to purchase the vehicle. Those omissions will also impact the negotiation.

In every negotiation, safety is a silent variable that tags along for the ride. If the exchange between you and the other negotiator becomes tense, the need for safety is usually the harbinger that signals foreboding. It’s also the creator of anxiety, which can lead to stress.

Conclusion:

As you negotiate, be aware of safety’s role. Do so from the perspective of everyone that’s involved in the negotiation. There will be times when you and the other negotiator are worried. You’ll miss that anxiousness as to why that worry exist if you lack focus.

Suffice it to say, to be more successful in your negotiations, first focus on the fears you and the other negotiator have about the outcome. In making those assessments, consider how you and she can use the perception of safety to enhance your perspective. By engaging in this process, you’ll eliminate potential pitfalls that might befall the negotiation, while developing a clearer path to where victory lies for both of you … and everything will be right with the world.

Remember, you’re always negotiating!

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

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

#Negotiator #Safety #Perspective #Matter #Perception #Power #secrets #Mistakes #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

You’re Better Than You Think

“Your perception becomes your reality. Control your perception to control your reality.” -Greg Williams, The Master Negotiator & Body Language Expert

When receiving feedback indicating that you’re not good enough, how do you handle it? When others deny you entry into their group, what emotions does that conjure up in your mind? What’s your predominant thought?

No matter the outcome, when negativity befalls you, never let that outcome become the ultimate belief that defines who you are. Challenge yourself. Think that you’re better than you’re thinking!

Limiting Beliefs:

Once you accept beliefs, they become your reality. They shape the way you view, assess, and determine the validity of information that aligns with your beliefs. Therefore, your beliefs become the trigger that determines your acceptance or rejection of information.

Knowing you control what you believe, allows you to exercise control over your beliefs. The mitigating factor that you consider subliminally is how others view you based on your acceptance or denial of information. Be aware of that factor. Reckoning with it allows you to be more subjective. You successfully proffer your reality if you shape its meaning to support the vision you have of yourself.

It’s your life we’re talking about. You can’t give control to others such that you allow them to completely control you. If you allow their thoughts of you to be the overwhelming factor by which you make decisions, you won’t be your own person, you’ll be theirs.

Triggers:

Know what triggers your limiting beliefs. Test their validity. With the passage of time, new beliefs become prevalent; you accept them as being valid. Are your beliefs valid?

The more you control the triggers that shape your thinking, the greater your ability will be to control your thoughts. That will allow you to control your thoughts to your advantage.

When you feel besieged by doubt, when you think you’ve reached the summit of your possibilities, shun such thoughts. First, cast them aside and then cast them out; they’re limiting. Doing so will allow a new spectrum of possibilities to become exposed … and everything will be right with the world

What does this have to do with negotiations?

Doubt is a silent partner that rides the mind of every negotiator. “If I do this, what will she do? If I don’t accept the offer, will I lose the deal? She’s a much better negotiator than I am. I better give her what she wants.”

If you allow such thoughts to cloud your decisions, you will disadvantage yourself in the negotiation. Instead of focusing on your potential losses, consider what she might have to lose; better yet, focus on how you’ll maximize your gains. In her mind, her position may be more tenuous than yours. You’ll never realize that advantage if you’re stuck on your limited belief thinking. You’re better than that.

So, in your next negotiation, consider all the accomplishments you’ve achieved in the past. You may not have received everything you sought, but you should have received something that allowed you to feel good. Feeling good about some aspect of the outcome will enhance your beliefs about your abilities. From there, continue to build upon the positive perspective you have. That will continuously enhance the belief that you’re better than that.

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/

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

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Best Practices Entrepreneurship Management Marketing Negotiations Sales Skills Women In Business

Exercising Control Will Make You a More Powerful Negotiator

“Control, like power, is perceptional. Thus, the more you exercise control over power, the more powerful the perception will be.” -Greg Williams, The Master Negotiator & Body Language Expert

The perception of power is a two-way process in a negotiation; the projector sees it from one perspective and the receiver views it from another. Based on the reaction of either, the perception gets revised and the loop continues. As a negotiator, to control the perception of power, control its flow.

Temper:

There are potential perils to losing one’s temper in a negotiation. It’s the pitfall of losing control of the negotiation process. When a negotiator’s mind becomes hijacked by anger, it becomes less capable of reasoning. That can lead to unintended consequences. Even if you should become angered during a negotiation, maintain control of your emotions. Don’t allow your anger to be sensed or shown. The better you control that display, the less insight the other negotiator will have of your thoughts.

Presentation Order:

Power can be an enhancer or detractor based on the order of your offers/counteroffers. To enhance your power, depending on the circumstances, consider whether you’ll lead with your weaker or stronger offers. By controlling the order of your offers, you’ll have greater control of the negotiation. To enhance that effort, consider how you’ll escalate or de-escalate the pressure brought by the order of your offerings. You’ll be exercising the control of power and therein will lie the leverage you’ll gain from doing so.

Know What’s Important:

You derive power based on what’s important in a negotiation and to the degree you can fulfill the other negotiator’s desires. That means, you must align your offerings to match the needs of that negotiator. As an example, if you think the other negotiator’s main interest is monetary, and he’s really interested in the betterment of society, you’ll waste your efforts by attempting to maximize his monetary gains. Your perspective will not match his value proposition.

Always know definitively what is most important to the other negotiator before attempting to sway him with powerful offers. To do otherwise is to weaken your position and the power that it assumes.

Power Dilemma:

What should you do when the opposing negotiator’s position is as powerful as yours? You can feign weakness to get him to display the sources of his power; remember, power is perceptional – that means, you’re attempting to get him to display why he thinks his position is powerful. Once you acquire that insight, you’ll be in a better position to adjust and implement your negotiation plan to address his perspective.

On the other hand, you can adopt a power position by displaying your sources of power. If you do, be sure that your power will supplant his. If it doesn’t, once again, you’ll weaken your position.

In a negotiation, when you’re in a power position, if you use it wisely you’ll enhance its abilities. Conversely, if you’re perceived as being overbearing, you’ll diminish your power’s strength. In that case, others will eventually team up to combat your unruliness. They’ll fortify their barriers to thwart your power. Always be mindful of the flow of power, the source of that flow, and what it will take to control it. Doing so will allow you to enhance your negotiation efforts … and everything will be right with the world.

Remember, you’re always negotiating!

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

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

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

Threats, Consequences: How to Make You Powerful

“Never issue threats without considering the consequences. The consequences may leave you threatened.” -Greg Williams, The Master Negotiator & Body Language Expert

Do you attempt to move others to action with threats? And do you think about the unintended consequences of your intent?

Implement the following thoughts when considering whether to use threats to persuade someone to adopt your position, carry out your wishes, or acquiesce to your demands

How You’re Viewed:

When considering how you’ll project your power, remember the perception of its potency is determined by the perception of the receiver. Don’t project an image that’s too strong or weak for the situation. You’ll run the risk of being perceived as someone that’s overbearing or meek if you do. Suffice it to say, if your body language is misaligned with the persona displayed, you’ll detract from the strength of your persona and message.

Threats:

Some people rail at threats, while others acquiesce to them. Thus, you must know a person’s propensity to move, based on the application of your threats. If you use threats to chide someone and they view them as a challenge, you may unlock their stubborn beast. That could further cement them in their current position. If that was not your intent, you may have unforeseen consequences to confront. Always assess a threat’s probability of success to determine its viability.

Consequences:

In every situation, there are consequences to adopting one action versus another. When considering if you should utilize threats to coerce someone into adopting your will, consider the consequences they’re willing to undergo to deny your request. You should question the timing of your request, too.

If someone can subdue your consequences, due to alternative ways of escaping punishment, you will weaken those consequences. Your threats will be less impactful and less likely to move someone to the action you seek.

Know the person’s demeanor as it shifts in the moment, the probability of what they might do if you’re too stringent, and their tolerance for pressure. If you know that, you’ll have a better idea of how far you can pursue the conquering of their will.

There will be times when to look forward, you should reason backward. Thus, in some cases, if you start with the end in mind and work back from there, the action you should adopt in a situation will be waiting for your discovery. Once you assemble a winning plan that outlines the best ways to utilize the power of threats, you will be on your way to being perceived as a more powerful person in every situation you’re in … and everything will be right with the world.

What does this have to do with negotiations?

Anytime you wish to make a threat stronger in a negotiation, use it when your subject is reliant upon your good will. If they don’t have avenues of shelter to avoid your threats, you’ll be in a stronger position. They’ll be more likely to accept your mandates. By delivering your mandate with a voice of authority, you’ll increase the perception of its strength.

Threats affect the actions of all negotiators. To be more efficient in your negotiations, understand the mindset of the other negotiator, what she’s attempting to achieve, and how you might help her obtain it. With that, think about the different ways you can use threats to move her closer to your goals.

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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