C-Suite Network™

Menu

Category: Accounting

Categories
Accounting Best Practices Body Language Entrepreneurship Human Resources Management Marketing Negotiations News and Politics Women In Business

Do You Know How to Negotiate With a Bully?

“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

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 #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology

Categories
Accounting Best Practices Entrepreneurship Health and Wellness Human Resources Industries Management Marketing Skills Women In Business

Tips for Performing Under Pressure: The Resilient Mind

Over the past 35 years, I have worked with many high-achieving professionals – athletes, actors, dancers, speakers, and business leaders in a variety of fields. One of the common denominators that is true across the board, is as soon as we raise the stakes of the game and more is demanded of us, new skills and new perspectives are required.

It’s interesting to note that emotions are processed in the brain as predictions based on our past history. In other words, if we had a bad experience at an earlier time in our lives, our brain remembers that experience and expects the same result in the future. This is why telling ourselves to “just get over it,” doesn’t always work.

At the time of this writing, the Winter Olympics are just ending. What can we learn from these athletes about performing under pressure? A number of them have come back from heartbreaking defeats and devastating injuries. How do they work with their minds to overrule the brain’s natural tendency to avoid pain and danger?

There are many factors that go into that answer, but again, to play at a very high level, new skills and perspectives are required. We can summarize the needed qualities in one word: “Resiliency.” Some people are more naturally resilient than others. But resiliency can be learned and nurtured from a very early age.

Let’s look at three essential qualities of a resilient mind:

1. Attitude – Resilient people look back at difficult experiences as challenges to invent a new future. They see solutions, strength and inspiration. So, one’s attitude can mitigate the brain’s natural tendency to see the world as an unfriendly place. By changing your attitude, you are actually building new neural pathways, which now means you are writing a new story.

2. Positive Self-Image – Resilient people are constantly evaluating themselves from a NON-JUDGMENTAL perspective. What worked, what didn’t work? They are willing to make course corrections based on their objective analysis.

3. Sense of Purpose – in order to subject ourselves to the high demands and challenges that “going for it” requires, we need to have a powerful reason. Simon Sinek, in his Ted talk, called it “Your Why.”

When your attitude, your self-image and your purpose are in alignment, you have the magic ingredients to forge a new future. Even though your mind “remembers” past negative experiences, you are not destined to repeat them.

If you find that you “know” this information, but are still not able to let go of situations you feel are still holding you back, I invite you to take the Mastery Under Pressure quiz on your level of peak performance skills at www.masteryunderpressure.net.

And join our Facebook Community at Mastery Under Pressure Community, where you’ll learn more about strengthening those building blocks to greater resiliency and
peak performance.

Categories
Accounting Economics Entrepreneurship Industries Investing Personal Development Taxes

Maximizing the Value of Your Carried Interest

After the passage of the 2017 Tax Cuts and Jobs Act (ACT), many people are wondering how to maximize the value of their carried interest. There are some changes in the ACT that might affect how you proceed when selling or transferring your carried interest to achieve long-term capital gain treatment. These rules apply to taxable years ending after December 31, 2017.

NEW THREE-YEAR HOLDING RULE

Perhaps you’ve heard of the new three-year holding rule but you’re not sure if it applies to you.

Distributions and gains passed thru to you because of your carried interest

To receive long term capital gain rates (20%) on gains or distributions associated with your carried interest from the fund, the underlying investment at the fund level must be held for more than three years.

Sale or redemption of your Carried interest

If you decide to redeem or sell a portion or all your carried interest, your interest must be held for more than three years to get the long-term capital gain rate treatment.

Additional guidance from the IRS is needed to see if the underlying investments at the fund level must also be considered when you sell or redeem your interest.

Planning Point: The good news is that if stock is distributed to you and it has not yet met the three-year requirement, you can use the fund’s purchase date of the stock and hold on to it until it satisfies the three-year requirement to achieve long-term capital gain rates.

TRANSFERS OF CARRIED INTEREST-HIDDEN TAXABLE EVENT

Prior to the ACT, when you gifted your carried interest to a non-charity, typically your accountant would inform you that you may incur some gift taxes or if the proper structure was in place, no gift taxes at all.

Now, with the passages of the new ACT, you may get a call from your accountant asking you to not only pay gift taxes, but income taxes as well.

What? Income taxes? Yes.

Now, when you sell, transfer or gift your carried interest to a person related to you, you may recognize a short-term capital gain.

How much? Well, it’s complicated. That’s tax simplification.

Who is this person related to you? Well, that’s changed too. Now it includes not only your relatives but your colleagues, vendors and current or former employees.

Planning Points: Make sure that you talk to your tax advisor before making the transfer. Try to do the transfer on January 1 or December 31 when the fund can value the fund assets.

ENTITIES SUBJECT TO THESE RULES

These rules apply to individuals, trusts and estates, but not corporations.

Planning Point: It may be possible to hold the carried interest in an S Corporation and avoid these rules.

TYPES OF BUSINESS SUBJECT TO THESE RULES

The ACT only applies to partnership interest (which may include limited liability companies) that hold entities that raise or return capital from investors (VC’s, PE’s and hedge fund managers), investing in, disposing of, or developing securities, commodities, cash options or derivatives, (investment fund managers) and real estate held for rental or investment.

Entities not subject to the ACT

Farmers that hold land in which they actively farm are not subject to these new rules. Additionally, these rules generally should not apply to “profit interest,” granted to service providers who are employed by a related but separate entity (e.g. a management company).

The rules also do not apply to gains attributable to any asset not held for portfolio investment on behalf of third-party investors. We will have to wait for more guidance for this definition.

There are still many unanswered questions regarding these new rules, with hopefully more guidance coming from the IRS and Congress. Practically speaking, if you’re involved in investments, and hold the assets for more than three years, then these new rules will not have much impact. Furthermore, California has not adopted these rules.

However, there are still numerous traps for the unwary. At GROCO, we assist high net worth clients and their families with wealth creation, family transfers, taxes and charitable giving. Please give me a call at 510-797-8661 if you need assistance or have questions on these new rules or would like to know how to make, keep and/or transfer your wealth.

Categories
Accounting Best Practices Body Language Economics Entrepreneurship Investing Management Marketing Negotiations News and Politics Skills Women In Business

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

“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

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/

Remember, you’re always negotiating.

#HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology

Categories
Accounting Economics Entrepreneurship Human Resources Management Marketing Negotiations News and Politics Women In Business

Opportunity Can Reside Inside of Confusion – Negotiation Insight

“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

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/

Remember, you’re always negotiating.

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

Categories
Accounting Best Practices Entrepreneurship Health and Wellness Industries Management Marketing Skills Technology Women In Business

Maximize the First 30 Minutes of Each Day

How do you set the tone and maximize productivity at the beginning of each day? Do you give yourself space to map things out or are you more of a wing-it kind of person? I believe how you START your day, sets the intention and momentum for how the rest of the day’s will transpire. When you begin with 30-minutes of focused attention to what really matters most –  that time will pay generous dividends by the end of the day.

Here are strategies maximize productivity and ensure a successful day in the first 30 minutes:

  1. Turn OFF your phones. It’s all right. That magical device that is glued to hands seemingly every waking minute of the day, delivering phone calls, chats, text messages and emails at an often-alarming rate does turn off. So does the desk phone! Take 30 minutes to create space for focus. It will all be there when you turn it back on. It’s just an hour. And there’s voicemail! If it’s important, they’ll leave a message or call back.  If you want to maximize productivity – turn off your phones.
  2. Close your door. If you’ve got one. This sends a signal to your team (or your family if you are a work-from-home entrepreneur) that you are unavailable unless there is an emergency. If you are new to the practice, educate your team what procedures you want to have in place when your door is closed. Once everyone is on board that this is your time to create, get strategic, work a business plan, and map out your day, they’ll recognize the importance. Especially when they see the RESULTS.  If you are forced to work in an open environment, consider headphones. I used this technique in one organization, and people eventually got the idea that when your headphones are in, it’s the equivalent of a do-not-disturb sign.
  3. Use smart time-blocking. My recommendations? Book all meetings to start after 9.00 am. If you’ve always had early morning meetings, this might be a tough change, but if needed, can you start your “clock” an hour earlier to ensure that you have a full 30 minutes to complete your planning?
  4. Start off-site if possible.  Can you complete your 30-minute mindset and strategy session BEFORE you walk through your office doors? That way when you are actually in office – you hit the ground running. Once you’ve mastered this, teach your team. Once they’ve mastered it – your Key Performance Indicators (KPIs) will go through the roof. A study done by Ctrip shared that remote workers are able to complete 13.5% more than their comparable office workers. How’s that for food for thought.
  5. Quit the clutter. Seriously. Inboxes. Coffee cups. Paperwork piles. These distractions are stealing brain bandwidth and steering your attention away from streamlining your day. Out with them!  Maximize productivity by decreasing visual distractions.
  6. Check off that early morning workout. If you can muster it, get your exercise out of the way first thing. Start small if you have (15-30-minute increments) but do start. You’ll feel like you’ve already checked one big daily goal off your to-do list! Cheers!
  7. Nix the gossip in the bud. Honestly, gossip is one of the biggest time, energy, and productivity drains an organization can have. We Aussies call a gossip a “flibbertigibbet”. Studies show that 39% of workers admit that gossip and workplace chat are their biggest productivity killers. Another study conducted by Equisys also shared that the average employee spends 65 hours a year gossiping in the workplace! Cull this invasive “thief” from your company if you truly want to maximize productivity.

Starting your day in planning mode will help you stay focused, on track, and set the right tone for not just your day – but that of those around you. Lead by example. Pay ATTENTION to the INTENTION you set for each day. Your productivity, profitability, and bottom-line results will reflect your efforts!

Categories
Accounting Economics Entrepreneurship Management Marketing Negotiations News and Politics Operations Skills Women In Business

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

“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

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/

Remember, you’re always negotiating.

#HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology

Categories
Accounting Best Practices Body Language Economics Entrepreneurship Human Resources Investing Management Marketing Negotiations News and Politics Women In Business

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

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/

Remember, you’re always negotiating.

#HowToNegotiateBetter #CSuite #TheMasterNegotiator #HiddenSecrets

#psychology

Categories
Accounting Best Practices Body Language Economics Entrepreneurship Human Resources Management Negotiations News and Politics Skills Women In Business

Perception – Does Being Right or Wrong Matter?

“Constantly test your beliefs. They serve as the foundation from which you view the world, those in it, and how others in turn view you.” -Greg Williams, The Master Negotiator & Body Language Expert

Too many times, people get hung-up on who’s right and who’s wrong. In reality that’s not what they’re really interested in. They’re more concerned with getting others to follow their lead. Being cognizant of that should allow you to focus more on the outcome you seek in a situation and less on how being perceived as right or wrong will make you feel. If you do identify your feelings as the source that motivates you to adopt one action over another, examine your thoughts to assess why that’s so; it could mean that you’re less interested in the outcome versus the way you feel about the outcome. If that turns out to be the case, you have a completely different ‘kettle of fish’ to deal with, one that’s in addition to the perception of right or wrong.

Once you can boil right or wrong down to its most simplistic form and still get others to follow you, right or wrong becomes immaterial. Recognize that you really don’t want to be viewed as being right or wrong, what you’re really after is to have others agree with your beliefs.

Going forward, when you’re engaged in dialog with others ask yourself, “Am I placing too much emphasis on being right or wrong?” Understand the source of motivation behind your actions to convince others that you’re right. That will be the real key to the impact you have on them … and everything will be right with the world.

What does this have to do with negotiations?

Every negotiator enters into a negotiation believing that her point of view should be accepted by the other negotiator; from her perspective, her point of view is right. If too much emphasis is placed on being right, she may overlook other opportunities to sway her counterpart to the real objective of the negotiation, which is to receive a favorable outcome for her.

Before you can shape someone’s perception, first you have to shape your own. You should have a firm understanding of how you arrived at your perspectives, the value they contain as viewed by others, to what degree they may contain unsubstantiated biases, and how you’ll position them to be viewed as most advantageous by the other negotiator. Once you’ve gathered those aspects, you’ll realize that it’s perception that matters, not who’s right or wrong. That will add a new dimension to your negotiation efforts.

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/

Remember, you’re always negotiating.

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

Categories
Accounting Body Language Economics Human Resources Investing Management Marketing Negotiations News and Politics Skills Taxes Women In Business

How to Overcome Lost Trust When Negotiating

“One way to overcome the loss of trust when negotiating is not to lose it in the first place.” -Greg Williams, The Master Negotiator & Body Language Expert

Trust is the hidden variable when negotiating that possesses silent power in the negotiation. Once trust is lost, a negotiation takes on a persona from which it may never recover. Thus, depending on the severity of lost trust, it may be the death knell of the negotiation.

There are multiple factors that play a role in regaining trust when it’s lost. The implementation of those factors are directly tied to how you wish to proceed from the point of disruption, the outcome you seek from the negotiation, time factors related to future events, and any mitigating circumstances that may cause you to engage/disengage in/from the negotiation.

This article will give you insights as to how you can overcome the loss of trust when you negotiate and turn your efforts into winning actions.

Point of Disruption:

Be observant as to how trust is being evaluated during the negotiation. Such signs will be conveyed through the possible reluctance to believe, follow, or acquiesce to a request and/or concession. Once you sense such hesitancy, address it right then. Don’t let a possible festering thought about trust linger. If you do, you may be setting up the rest of the negotiation to be addressed from a deeper entrenched position on both sides.

Outcome Sought:

Be crystal clear about the outcomes sought by you and the other negotiator. To the degree you have commitments, shine a bright metaphoric light on those agreements and make those commitments known to stakeholders with lots of fanfare. As an aside, be mindful of whom you show the commitments so that they don’t tear them down. In a best-case scenario, you tie/lock the other negotiator to the commitments he states he’ll abide by. Also, limit finger pointing, gloating, and be aware of your verbiage when highlighting agreed on commitments. The wrong word(s), gloating, and/or finger pointing can easily lead to the unraveling of a commitment. To ensure that commitments will be adhered to, discuss with the other negotiator how they will be conveyed when presented to the outside world.

Time Factors and Future Events:

You should always consider the time factor and how today’s negotiation will impact future events. To that end, to restore lost trust:

  1. Sign-off on agreements at specific points in the negotiation and wait to see if deliverables are made
  2. Know hidden power players and their possible reaction(s) about the direction of the negotiation
  3. Have contingency plans in place to persuade power players to positions that are advantageous to you

Mitigating Circumstances:

There are mitigating circumstances that can encompass any negotiation. Such can be caused by the misperception of a word, a misperceived gesture, or just a dislike amongst the negotiators. If you’re aware of any mitigating circumstances that may cause the negotiation to be headed to the negotiation graveyard, consider changing negotiators. New negotiators can see the negotiation through new eyes.

A loss of trust can be a silent death knell in a negotiation but that doesn’t have to be so. The best way to offset its occurrence is to be as forthright as possible as you engage in a negotiation. Of course, that forth righteousness is a two-way street that the other negotiator must also be willing to traverse. Use the suggestions above to offer him the opportunity to do so … 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 

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/

Remember, you’re always negotiating.

#HowToNegotiateBetter #CSuite #TheMasterNegotiator #Trust  #psychology