C-Suite Network™

Menu
Search
Close this search box.

Category: Negotiations

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

“Negotiator – To Be More Amazing Turn The Tables On Negative Emotions “ – Negotiation Tip of the Week

“Watch the meanings you give to events. They impact the perception of your actions.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

Click to get the book!

“Negotiator – To Be More Amazing Turn The Tables On Negative Emotions “

If he’d been a cartoon character, steam might have been bursting from his ears. He muttered under his breath, “that S.O.B. will not get away with that.” The S.O.B. that he was referring to was the other negotiator, who had stoked the negative emotions of our steamer. And the steamer swore he’d turn the tables on his adversary.

Have you been in a situation where the opposing negotiator did something that sent your emotions into negative territory? We’ve all been there at one point in a negotiation. But what good did that serve? It only upset you.

If you’d like to discover how to confront emotions better and increase your negotiation outcomes, consider the following before and during your negotiation.

 

Causes of Distress

Most emotions stem from people seeking and not achieving either more sex, money or good health. If you just thought, I know that. My question is, as a negotiator, do you consider the impact that may have on a negotiation?

Depending upon whom you’re negotiating with, one aspect of those variables may be more important than another. Thus, if you’re not aware of what’s essential to your negotiation counterpart, you might experience negative emotions when you can’t acquire what you seek.

The lesson at this point is since there are three points from which negative emotions can stem, know which one is prominent in the mind of those with whom you negotiate. Having that insight going into a session will enhance the foresight of its outcome.

 

In Comparison

Is that the best you can do? Many negotiators have heard that question during a negotiation. Some hagglers become irate at it, especially when they think they’ve made their best offer. Smart negotiators divorce their emotions from the question. They know, no matter how good the offer may appear, if untested, they’d never know if there was a better one. Thus, they’ll test the proposition by asking if it’s the best one the other negotiator has.

So, when someone asks for a better deal, don’t become upset. Possessing uncontrolled emotions won’t serve you. Instead, ask what is meant by ‘a better deal.’ The opposing negotiator may have something in mind that you’d not considered. Thus, if you don’t ask the question about what he’s seeking or what he’s comparing your offer to, you could be negotiating against yourself. Therefore, don’t respond to his question before knowing his intent.

 

Focus

It’s a known fact that what you focus on commands your attention. Thus, to control negative emotions, you should monitor the views, thoughts, and opinions from others that you allow to come into your sphere. As an example, I use to believe I could control things that occurred in my environment. That meant I could control the news I watched, the pros and cons of those possessing opposing opinions, etc. But I came to realize that some of those thoughts crept into my subconscious mind without me realizing they’d done so. Thus, I began to act in ways that didn’t serve some of the goals I’d established. I came to realize that carrying the burden of some thoughts shaded my perspective and jaded my thought process during negotiations.

A peer associate who lives in Australia, Tanja Windegger, a Ph.D. candidate, suggested that I stop watching the news. She implied that it might be causing me unknowing stress. She further stated, “anxiety interferes with the optimal activity of our immune system.” Translation, when your immune system becomes compromised, so does your emotional state of mind and health.

The point is, be aware of what motivates your actions. And to what degree your activities align with the outcomes you seek. Even if you let your guard down for a moment, negative thoughts may sneak attack your mind. And they may do so without you being aware that an invasion has begun.

 

Mixed Messages

How well do you work with mixed messages? When there’s a conflict in messaging (e.g., do this – no, do that), or worse outright lies, it can create a lack of action due to not knowing what to do. The negativity can become amplified when you’re the subordinate and your superior commands you to engage in activities that cross your perspective of what’s right and wrong. That can be demoralizing and debilitating. And the latter can be the gateway that leads to unwanted adventures when you become overwhelmed by mixed messages that reside within your mind. To control your thoughts, control the meaning you assign to the events that occur to you, and be mindful of what comes into your thought process.

 

How You Steward

People may not know how you feel, but they gain insight into what you’re experiencing based on how you act. And of course, you know how you think, which shows in your actions. Thus, another reason you should watch the meanings you give to events. Because they impact the perception of your actions.

 

Reflection

Don’t view the truth as an adversary. Instead, embrace it. The only way to do that is to know what it means to you and the other negotiator. Not until then will you know what you’re dealing with, and from there, how to control your emotions. Everyone can lose their cool and become heated during a negotiation. But the more you’re aware of what triggers your feelings, and those of the other negotiator, the better you can control the negotiation. 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 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/

 

 

#Emotions #csuitenetwork #thoughtcouncil #Bodylanguage #readingbodylanguage #Negotiation #Control #Conversations #NegotiationStrategies #NegotiationProcess #NegotiationSkillsTraining #NegotiationExamples #NegotiationTypes #ReadingBodyLanguage #BodyLanguage #Nonverbal #Negotiate #Business #SmallBusiness #Negotiation #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success #negotiation examples #Negotiation strategies #negotiation process #negotiation skills training #negotiation types #negotiation psychology #Howtowinmore #self-improvement #howtodealwithdifficultpeople #Self-development #Howtocontrolanegotiation #howtobesuccessful #HowToImproveyourself

 

Categories
Entrepreneurship Human Resources Management Negotiations Sales Skills Women In Business

“Are You Missing What Is Right In Front Of Your” – Negotiation Insight

“To prevent missing what’s in front of you, look carefully at what you’re viewing.” -Greg Williams, The Master Negotiator & Body Language Expert

 

 “Are You Missing What Is Right In Front Of Your”

 

I asked several people to finish the question in the title of this article. Are you missing what is right in front of your? Some people completed the question by saying, eyes – are you missing what is right in front of your eyes? Other people saw it as, ‘to be continued’ (i.e., fill in the blank).

In reality, the title was, ‘are you missing what is right in front of you,’- not, what is right in front of your. By way of explanation, I wrote, ‘your,’ instead of ‘you.’ And that’s how the title came about. And that change altered the perception of the article’s content. Thus, a slight change in perspective can alter how you see what you’re missing.

Continue, and you’ll discover how you can become more aware of your environment and why that’s beneficial to you.

If something is fictitious, does that mean it doesn’t contain facts? It’s a question to ponder. Because sometimes, we may observe something that is literally in front of us, and yet we miss it. In some cases, what we miss are opportunities. And some of those opportunities may have exposed your life to different paths than the one you’re on. That means what you may be missing can impact your experiences more than you think.

 

Intuition

Have you looked for something, and didn’t see it? Then, upon reinspection, you realized that it was right in front of you. You saw it the first time, but you didn’t perceive it. Intuition may have signaled you to look again because you knew what you sought was always in the place that you were viewing. Intuition and perception were at work when you missed it the first time, and when you saw it the second time.

When I think of intuition, I consider it from two perspectives. One, listen to, and seek, the voice of peace and calm, even when it’s in chaos. And two, attempt to feel, hear and understand what’s occurring around you. With that simple premise, I’m able to ignite the focus of my mind, which produces a clearer picture of my environment. I give you that insight from which you can heighten your clarity. By doing that, you can gain greater awareness of how you can better interpret your surroundings.

 

Missing

There are times when you miss what’s in front of you because you’re looking too fast. In looking too quickly, you misperceive what you see, or you just miss it, period.

Another cause for lack of perception is the belief you possess. At one point in your life, you may not have thought that fire would burn you. Thus, you may have touched the flame to sense the sensation of the burn. By doing so, you validated the heat that stemmed from it. You also acquired a greater appreciation for fire and the degree of pain you’d experience if you got too close to it. That also led you to have more respect for it. And that was the benefit of the experience and seeing what was in front of you. The lesson derived from that is, the more you observe, the more you can improve your life. Be aware of your environment and what’s in it.

 

Focus

One day my Internet connection went down. I performed a simple diagnosis to identify and correct the problem. While observing the process underway to fix it, a message stated, “verifying that the connectivity problem is resolved.” At first, all I saw was, “problem is resolved.” After further scrutiny, I noticed the full message – “verifying that the connectivity problem is resolved.” The information that followed indicated the problem could not be corrected, and a different set of instructions sent me down another path.

After that, I asked myself why I initially just saw “problem resolved.” The answer I came to was, that’s the outcome I sought. Thus that’s all I was looking for and wanted to see.

How many times do you observe yourself going through the same process – wanting something to be true so much that you miss the real message that’s right in front of you? Psychologically speaking, be aware of how you think in different situations, along with what causes you to alter your thought process. Doing that will allow you to not only understand your thought process, it will also open your mind to gathering greater insight about your environment.

 

Using Data

During the COVID-19 pandemic, in the U.S., potential deaths were initially estimated to be as high as 240 thousand. Then, the leaders of the country revised that to 50 to 75 thousand possible deaths. What occurred that caused the authorities to reassess its estimate? Data is the answer to that question. Additional data, and it’s analyzation, led to the revised estimate. So what does that mean for you?

With more data, you have more information from which to conclude. That means you don’t have to guess at what might be in front of you. You can use empirical data to see and know the unseen and unknown. And that will allow you to swat away the blind spots of unnecessary things, which will enable you to understand and see everything more clearly.

 

Reflection

Life moves fast, and sometimes you don’t get a clear view. Some people want to change their life, and others need to change their life. Which one are you? Regardless, if you wish to change your life for the better, pay more attention to what may be in front of you. By being more observant of your environment, you’ll be on a better path in life, and you’ll be better prepared to address more opportunities. 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 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/

 

 

#right #front #csuitenetwork #thoughtcouncil #Bodylanguage #readingbodylanguage #Negotiation #Control #Conversations #NegotiationStrategies #NegotiationProcess #NegotiationSkillsTraining #NegotiationExamples #NegotiationTypes #ReadingBodyLanguage #BodyLanguage #Nonverbal #Negotiate #Business #SmallBusiness #Negotiation #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success #negotiation examples #Negotiation strategies #negotiation process #negotiation skills training #negotiation types #negotiation psychology #Howtowinmore #self-improvement #howtodealwithdifficultpeople #Self-development #Howtocontrolanegotiation #howtobesuccessful #HowToImproveyourself

 

Categories
Entrepreneurship Management Negotiations Operations Sales Skills Women In Business

“Do Not Let The Perception Of ‘Fair’ Blow Your Mind” – Negotiation Tip of the Week

“Perception becomes a reality when you accept as reality what you perceive.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

 

Click to get the book!

 

“Do Not Let The Perception Of ‘Fair’ Blow Your Mind”

 

“We’ve been at this for a while. My offer is a good one. And it’s fair. What do you think? Let’s shake on it and close the deal.” That’s what one negotiator said to the other after they’d engaged in a lengthy negotiation.

Using the word, fair, was how that negotiator had altered the mental perception of the person with whom he was negotiating. And the opposition never realized how subliminally that negotiator had created the perception of fairness, just by using the word, fair.

Don’t allow someone to blow your mind subliminally. To guard against it, raise your guard the moment someone says, let’s be fair. Better yet, beat them to the point by subliminally shaping their perception before they have the opportunity to do that to you. And here’s how to do just that.

 

Perception

Perception becomes a reality when you accept as reality what you perceive. When a negotiator suggests that you and she address a negotiation by being fair, what she’s really doing is suggesting that you be reasonable and open-minded. Of course, the definition of reasonableness and open-mindedness is open to interpretation.

Thus, the message she’s implanting in your subconscious is, be fair-minded about the offers I make. From which the implied message is, and I’ll be fair with you. That suggestion is very powerful, which is why you should be on guard when you hear it. If you lower your guard by not exploring what that means, you could be unknowingly submitting mental control to her. And that submission could be prevalent and dangerous for you throughout the negotiation.

 

Subliminal Messaging

Subliminal messaging was first delved into back in the 1800s. But the exploration of it didn’t gain popularity until the 1950s. The principle upon which it works is associated with how you relate suggested thoughts to the knowledge you already possess. Those suggestions can occur subliminally, which means you’re not aware of them at your conscious state of mind. Thus, if you experience a sensation that recalls a past occurrence, you may become stimulated to engage in a thought process that leads you to a particular action.

Everyone receives subliminal messages in their daily activities. It can be in the form of something you smell, eat, or drink. And, it can also be in the pronouncement of a particular word, or something you see. The point is, subliminal messages continuously bombard you. And for the most part, you’re unaware of them, although you act on some of them.

That’s the reason why you can quickly become subliminally manipulated when someone asks you to be fair. The request can conjure up righteousness, amenability, and respect for a process. The hidden message beneath the appeal is, why would you be mean and unlike civil individuals. And if you’re not on guard, you’ll fall to the behest of the requester. Once a negotiator has your mind directed on being fair, they can recall your commitment to it when you haggle over a point.

 

Combating Appearance of Fairness

There are two ways to address the speer of fairness. One is to preempt its use by the other negotiator against you. To do that, at the onset of the negotiation, be the one to pose the question first about being fair. As an example, you can say, I look forward to a negotiation that, in the end, both of us will be glad to have partaken. Because I’m going to be fair and I know you will be fair-minded too, right? Make sure you get an agreeable answer. That will be the opening volley upon which you’ll be able to layer additional commitments as you go deeper into the negotiation.

The other way to address the fairness issue is to establish boundaries by defining what being fair will look like throughout the negotiation. While this should be done anyway, in the second aspect of using it, you’d define fairness in your planning stage. And, you should attempt to subliminally implant that thought in the mind of the other negotiator.

As an example, during an initial conversation, discuss how you and the other negotiator will engage in the negotiation. You might say, I sense that this is going to be a fair negotiation. Do you have the same sensation? If your counterpart is hesitant in replying, explore why she might have reservations. It’s always best to expose apprehension and her thoughts as soon as you discover she may be apprehensive about fairness. Once you have her agreement, and you know the two of you share the same perspective, in every conversation you have after that, casually invoke the thought of fairness into the discussion. The more she hears, fair, the deeper that thought will become ingrained in her mind.

 

Reflection

Many things can blow your mind in a negotiation. Don’t let the perception of not being a fair negotiator be one of them. To insulate yourself from that happening, either set the pace by issuing the fairness request first, or guard against the other negotiator using it against you. On second thought, play both sides of that field. Be the first to issue the request and defend against its use on you. You’ll be double protected. 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 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/

 

 

#Perception #Mind #Blow #csuitenetwork #thoughtcouncil #Bodylanguage #readingbodylanguage #Negotiation #Control #Conversations #NegotiationStrategies #NegotiationProcess #NegotiationSkillsTraining #NegotiationExamples #NegotiationTypes #ReadingBodyLanguage #BodyLanguage #Nonverbal #Negotiate #Business #SmallBusiness #Negotiation #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success #negotiation examples #Negotiation strategies #negotiation process #negotiation skills training #negotiation types #negotiation psychology #Howtowinmore #self-improvement #howtodealwithdifficultpeople #Self-development #Howtocontrolanegotiation #howtobesuccessful #HowToImproveyourself

 

Categories
Body Language Entrepreneurship Human Resources Negotiations Women In Business

“Body Language Secrets – How To Be Successful On Webinars”

“When thoughts are hidden, reading body language can reveal them.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

“Body Language Secrets – How To Be Successful On Webinars”

 

‘While I was watching him on the Webinar, I kept sensing that he was keeping secrets from us. I didn’t know it, but it was his body language that was signaling me.’ That’s what a person said when talking with members in his group after they’d exited a web conference.

With more people meeting via Webinars, it’s more imperative that you’re able to read body language. Doing so allows you to uncover secrets that people attempt to conceal. And uncovering those secrets will lead you to more successful outcomes.

The following are insights about how you can read the body language and nonverbal cues of those you interact with on Webinars.

 

Mirroring

There are multiple ways to gather information and control someone through mirroring during a web conference.

  • Making the same gestures – Most people are aware that mimicking someone’s body language gestures will cause them to psychologically bond with you. Once they do, stop imitating them and initiate your actions. If they begin to mimic you, you’ll be subliminally controlling them for as long as they replicate your effects.

 

  • Repeating their last few words – Another way to bond with someone is to repeat the last few words of their statement or question. On a Webinar, if someone said, ‘this is the right thing to do,’ you might say, ‘the right thing to do.’ The way you make that comment can sound like a question or statement. Thus, depending on how you wish to position yourself and the other person, you should be aware of your tonality when speaking.

The more someone senses you’re like them, the more they’ll like you. That’s due to the neurological firing that occurs in someone’s mind when they sense others like themselves. That makes them want to bond with like-minded people. For them, that process emits a sense of security.

 

Psychology

People love to feel important. And you can sense their significant degree of appreciation when they’re on a Webinar. Also, you can gain insight into their personality, plans, and how they see themselves amongst others in the group.

To gather that insight, observe how they respond or act when they or others are speaking. As an example, note when someone surprises them by asking a question or making a statement (i.e., widened eyes and mouth agape). You can also sense when they receive unexpected agreement (i.e., broad smile). These and other displays will serve as confirmation about their expressions and how they’re accepting that information.

 

Laughing

Short or small laughter versus full laughter when speaking – Laughing while speaking is a form of tension release or gaiety. It’s like a safety valve releasing stress from someone’s body or endorphins released in their brain, which makes us feel better. When someone laughs when they’re speaking, take note of it. Then, observe how they act afterward.

If the laughter was due to something funny, you could discount that it is due to stress. But, if it occurred in short bursts and followed by stammering, you can assume the person is sensing some tension. And the subject discussed will most likely be the source of the stress.

 

Shoulder Shrugging

Shoulder shrugging occurs for multiple reasons. The act can occur due to a feeling of insecurity when questioned. It can also stem from the need to enhance one’s response (e.g., what else do you want me to do – while shrugging shoulder(s)).

Just be aware that when you see this action, the person emitting it is stating that he is out of his state of comfort. If you sense it’s due to what he’s said to be inaccurate, challenge him or observe more actions to gain greater insight into why he may be making the statements he’s making. You’ll obtain continuous information about that individual. And that insight will allow you to deal with that person more effectively.

  • Single shrug – A single shrug is a milder form of communication than a double shrug. But a single shrug combined with a robust vocal signal (e.g., I said yes, stated forcibly), can be a more meaningful signal than a double shrug. So, be aware of the shoulder shrug and note the strength of that signal when accompanied by vocal cues.

 

  • Double shrug – As detailed a moment ago, a double shrug in most cases is a more substantial commitment to what’s said. But as stated, a double shrug can be surpassed by a single one when a strong vocal signal accompanies the latter. So, when assessing which one is conveying more insightful information about the person emitting the signal, note if a verbal cue accompanies the movement. That will be the deciding factor that will answer the question of which one is more prominent.

 

Hair Stroking

Stroking one’s hair can be a sign of stress or admiration. To discern what the signal might indicate, note when it occurs. If the action happens when someone praises the speaker, and she passes her fingers through her hair, she’s displaying recognition and acceptance of the appreciation. If it occurs when someone has scuffed at something she said, it may be a sign that she’s comforting herself. Note what happens with that action and other gestures to identify why it’s occurring. And take note of any alterations that may arise in her position after that. Changes that occur will inform you of the impact the rebuttal had on her.

 

Speech

  • Pace – Everyone speaks at a pace that’s comfortable for them. Thus, when observing the speed at which someone talks on a web conference, take note when they alter their speed. There will be a reason for them doing that. And that will be due to what’s occurring in their conversation.

 

  • Words – A speaker’s words gives you insight into his thoughts. Thus, it behooves you to listen to the choice of words used to represent someone’s thoughts and the way they arrange their ideas. As an example, someone can say, I disagree with you. Or, they can say, I have another or different perspective. In the first case, the person would be making a more potent declaration about their feelings. That could also leave that individual in a position to defend himself. Be mindful of the words you use on webinars and note those of others. Listen to the unspoken words of a speaker too. That will also give you insight into what they’re thinking.

 

 

Reflection

If you want greater insight into someone’s actions on Webinars, or you want to project a more substantial image, you must know how to read and cast body language gestures. Doing so will allow you to validate the actions of others. It will also allow you to create a more robust perception of yourself.

So, commit to becoming more attuned to the secrets that others emit on web conferences. You’ll have a more meaningful understanding of what they’re saying and what they’re withholding. You can use that insight to enhance your life and opportunities. 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 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/

 

 

#Secrets #Webinars #csuitenetwork #thoughtcouncil #Bodylanguage #readingbodylanguage #Negotiation #Control #Conversations #NegotiationStrategies #NegotiationProcess #NegotiationSkillsTraining #NegotiationExamples #NegotiationTypes #ReadingBodyLanguage #BodyLanguage #Nonverbal #Negotiate #Business #SmallBusiness #Negotiation #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success #negotiation examples #Negotiation strategies #negotiation process #negotiation skills training #negotiation types #negotiation psychology #Howtowinmore #self-improvement #howtodealwithdifficultpeople #Self-development #Howtocontrolanegotiation #howtobesuccessful #HowToImproveyourself

Categories
Entrepreneurship Management Negotiations Sales Skills Women In Business

“Pandemic – Here Is What Will Make You A Better Negotiator” – Negotiation Tip of the Week

“A crisis begins with the perception of those around you. And that’s the reason you should be mindful with whom you associate.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)     Click to get the book!

 

“Pandemic – Here Is What Will Make You A Better Negotiator”

 

We’re in the midst of a pandemic – there’s a shorter supply of life’s essentials! And people are stressing me out by their behavior. I’m not sure what I’m going to do, but if things become more drastic, I may start to do radical things! So said one friend to another.

Due to the worldwide pandemic, people are confronting a whirlwind of daunting times. And we will not rid ourselves of these times soon – because there will be health and financial repercussions for months and possibly years to come. One way to mitigate the challenging times ahead is to become a better negotiator. This article will assist you in gaining the insight to do that.

Supplies

Essential provisions will be difficult to obtain in pandemic times or times when people feel threatened. Because the natural inclination is to protect one’s self when threats are perceived, people will hoard perceived necessities. Note that I didn’t say when threats are prevalent. I draw attention to that distinction to highlight what may be calm for one person might be someone else’s perceived calamity. That means you must address people’s perspective based on how and what they’re sensing.

Thus, when it comes to securing supplies to protect your wellbeing, consider the relationships you can establish before times become more perilous. And if you’re stuck in uncertain times without having those relationships built, think of whom you can create connections with to reach your end goal. Connecting with other people that have resources is a way to use their leverage in situations.

Leverage

Regardless of dangerous times, as a negotiator, always look for opportunities to use leverage. It will enhance your negotiation efforts. There are several forms of it that you can use. And two of those are cash and other people’s resources.

The best way to implement the use of leverage is to increase the value perception of your offer. As a simple example, if you were out of your life-saving medication and had no way to retrieve it when ordinary means of transportation were unavailable, you might borrow a neighbor’s vehicle (i.e., use other people’s resources). You could do that in exchange for something the neighbor needed then or in the future. If that option was blocked, due to the neighbor having limited gas for his vehicle, you might entice the neighbor to oblige your request by offering money to purchase fuel. In both situations, you’re applying leverage to acquire the goal you seek, which is to get the life-saving medication that you desperately need.

To be more productive with the use of leverage, look first to negotiate with those in need or crisis mode. They’ll be more apt to make quicker deals with less haggling. And, as always, to enhance your efforts, know what people really want, versus what they tell you, and from whom you can get it if you don’t possess it.

Cash

If you’re accustomed to not having money on you, change that! Because, if you have currency as opposed to credit or debit cards, you’ll be able to negotiate more effectively using cash. That means you’ll be able to close some deals faster on your terms.

Defer

To improve your cash flow, consider who might agree to accept payments later, waive fees, etc. Be mindful that they will be the people to deal with first in the future. They will have shown that they’re willing to work with you in trying times. And, by working with such people, you’ll have more cash to address opportunities that will avail themselves in your present environment.

Herd Mentality

During times of crisis, people suspend their rational thought processes. And that can lead them to adopt a herd mentality. The thought they engage in during such times is, there’s safety in numbers. Thus, if everyone else is doing it, it must be the right thing to do.

While following a herd can be a stress reliever, it can also be the bane of your future success. So, to protect yourself during times of trouble, observe what the heard is doing. But be vigilant of deviations to enhance your negotiation position. A variation might be having cash on hand to strengthen your negotiation efforts with someone that had limited funds.

Thus a deviation can be any form of goods, services, or money that you use differently than others to enhance your position. It needs to be something that others perceive as valuable and, therefore, the reason they’d want it. When you’re in that position, you’ll have more leverage and influence. And that will become your optimum time to negotiate because that’ll be your height of power as a negotiator.

Stress

Stress can debilitate you in normal times. During times of crisis, it can be more devastating. And that’s the reason you have to control your perception of situations around you. Before you allow too many outside sources to determine your actions, check the validity of those sources.  And consider focusing more on the positive aspects occurring in your life.

Since you’re hardwired to address your most prominent thoughts, to improve your environment, you must use your thought process to improve how you’re viewing that environment. And that’s how, by managing your degree of stress, you can improve your negotiation efforts. If you’re mentally not burdened with worry, you’ll be able to think more clearly. And that’s what you should always strive to achieve as a negotiator – clear mind – clear thoughts.

Negotiation Timing

During times of crisis, people become skittish about what they may need in the future. Thus, they hoard what they perceive to be necessities in the present time. So, in addition to what I’ve stated about supplies, leverage, herd mentality, and stress, consider the timing in which you make offers. The more cautious people become, the more flexible they’ll become when negotiating with you. That means, if you time your propositions when people are in a heightened state of flexibility, your negotiation efforts will be met with greater success, and with less effort on your part.

Reflection

If you want to prevent being swallowed by the current pandemic, and the financial woes that some will experience after the efforts of Covid-19 have eroded, you must become a better negotiator. And now is the time to do that.

Protect yourself by utilizing the insights mentioned in this article (i.e., having cash on hand, managing stress, being observant of the herd, etc.). As a negotiator, you will become positioned better to survive and thrive when the pandemic clears. 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 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/

 

Categories
Body Language Management Negotiations Women In Business

“In A Time of Danger Read Body Language – How To”

“Hope springs eternal until reality resets it.” -Greg Williams, The Master Negotiator & Body Language Expert.

 

“In A Time of Danger Read Body Language – How To”

 

He sensed danger. But instead of taking action, he wished upon a star. And then, that star fell on him!

In a time of danger, to protect yourself, you must be able to read body language accurately! Because that’s the one way, you’ll be able to detect the degree of someone’s truthfulness. That means you’ll be less likely to become fooled by what someone says, versus what their body language displays.

 

Senses

  • Intuition

Sometimes, you’re more attuned to what’s occurring then you realize. When you ‘have a feeling’ about something, is when your awareness becomes activated. While you may call it ‘a feeling’ or a hunch, what you’re experiencing is the sensation of intuition.

Your intuition is a powerful detector when it comes to assessing someone’s truthfulness. Because there are signals that you perceive subliminally through your subconscious sensory that attempts to alert you about a present situation. And not until the sensation alerts your conscious level of thinking do you become aware that something may be awry. So, when you have a hunch about something not being right, realize that it could be a signal alerting you to avoid possible danger.

 

Gestures

  • Small Gestures

When people are not truthful, they sense threats when questioned about the inaccuracies in their statements. If they believe their declarations may lead to some form of danger for themselves or those in their care, they may do one of two things to release that feeling. They may start to make smaller body language gestures (that’s an effort to protect themselves), or they may begin to make more significant ones (e.g., sweeping/broad gestures with their hands).

In either case, note the differences in their gestures, as they go through their story and how it alters when you question aspects about it. The fluctuation in the rhythm of their signals will alert you to when they’re straying from the truth. And that will allow you to stay clear of potential danger.

 

  • Facial Actions

Hair – Note when someone speaks, and they stroke their hand through their hair to expose more of their face. Based on whether the discussion is threatening or pleasant, that body language gesture could be a sign of defiance (i.e., don’t push me – I’m prepared to defend myself and push back on you) or one that displays more openness. You can note the difference between a situation that’s pleasant and one that’s more threatening by the actions and demeanor of the people in the environment. A threatening situation contains more hostilities and negative body language signals (i.e., frowning, elevated voice, people talking over one another, etc.).

Hands to face – When feeling threatened from lies, especially if the teller knows that the deception may lead to danger, people will tend to touch their face more than when they’re telling the truth. When being deceitful, they may place their hand over their mouth (i.e., I want to hold this lie back) around their ear (i.e., I wonder what the other person hears and thinks about what I’m saying). They may also momentarily rest their face on their hand or place their hand under their chin. Such actions denote an attempt to perform a self-comforting gesture until they’re sure that you have not detected their deception. Take note when you see these gestures. They could be signaling your attention.

Nose – Touching one’s nose when speaking was thought by some people to be an indication that the person was lying. There’s some truth to that statement. But to discern when that might be the truth, you should observe when someone touches or rubs their nose. If they do so while experiencing anxiety and you suspect it’s due to their lack of truthfulness, note further times when they do so. If it continues, you may have captured the reasoning for their action. And that should alert you to possible danger.

Head signals – Another giveaway sign that someone may be attempting to lead you into danger is the head signals they display when speaking. When there’s inconsistency in head movement (i.e., shaking one’s head indicating no while saying yes), be alert to the mixed message that person is emitting. Note the times when the mixed signal is displayed and when it occurs. Since the body always attempts to stay in a state of truthfulness, take your lead about someone’s believability from their body signals more than their words.

 

Signs of Sincerity

  • Pointing

Pointing to one’s self when making statements is a sign of sincerity (e.g., believe me – as the person points to himself). Just be aware that some deceitful people will attempt to use this gesture to convince you that they’re sincere. If you sense they’re insincere, ask them why they keep pointing at themselves when making statements. Observe if they respond with a curious look or if they seek further understanding of what you’re asking. Regardless of their response, you should note the degree the pointing becomes altered. That alteration will give you the insight to further assess how truthful they are and to what degree they may be attempting to pull you into dangerous territory.

 

Reflection

In a time of danger or uncertainty, watch someone’s body language to gather further insights about their believability. Since everyone’s body always attempts to stay in a state of comfort, displays of uneasiness will be the doorway that opens the betrayal of their deceit. And you can note their altered state by the signals mentioned (i.e., intuition, gestures, signs of sincerity).

Being able to read body language is like reading someone’s mind. Thus, the better you become at it, the better you’ll be at understanding how someone is thinking, along with what they may be attempting to do to you. That will give you a significant advantage in the interactions you have with others. 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 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/

 

Categories
Body Language Entrepreneurship Management Negotiations Sales Skills Women In Business

“How To Negotiate In The Frightening Times Of Reckoning” – Negotiation Tip of the Week

“The only thing that trumps fear is a conscious mind controlling it.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

Click to get the book!

“How To Negotiate In The Frightening Times Of Reckoning”

 

I didn’t need all this stuff. Then why did you buy it? Just in case I need it. They’re shutting down everything. And right now, I, along with a lot of people, are afraid of what’s coming. Heck, you’re scared of what’s happening? It’s already here!

With a worldwide pandemic upon us, some will perish, some will become mentally crippled, and some will thrive. The most predominant factor that will dictate the categories people fall into will be how well they negotiate in these and the coming times.

The following are a few insights to consider to increase the probability of getting through the Coronavirus pandemic.

Mindset

People are seeking calm and reassurance. If you’ve been reading my articles on body language, you know that the body always tries to stay in a state of comfort – it wants to feel safe and calm. And when it’s out of that state, it exhibits signals indicating that something’s wrong – that’s how you can decipher someone’s thoughts (i.e., by the body language signals they cast).

During this and any pandemic, people become scared. They’re afraid of the prevalent uncertainty that surrounds them. And thus, they don’t know what meaningful actions to take. So, they follow the herd, which in many cases doesn’t know where it’s headed. And that’s the void that you can step into. Show people, teach people, calm people, by giving them a sense of purpose and direction. Shine a new path of hope and safety for them to embark. They’ll trust you more when you negotiate with them.

Negotiation Strategies

Offers

In the coming months and years, some people will become less discerning about maximizing their gains versus losing an opportunity – because there will be a surplus of some big-ticket items (e.g., cars, etc.). When possible, negotiate with individuals that must move items quickly; less those items lose more value. And be mindful of the speed you use to make and accept offers, which will depend on whether you’re buying or selling. If you’re the seller and you have leverage, push to close the sale quickly. If you’re the buyer, let the seller sweat – move slower.

Cash

Having cash-in-hand will induce some people to lower their prices. To enhance that image, display the money when you’re at a close point of agreement. And then ask, as you show the cash, how about I give you ‘x’ right now (display the exact amount you intend to offer), as you extend the money to the person. Let it linger there for a moment to see if he accepts it. If he doesn’t take it after a few seconds, slowly begin to withdraw it and observe his body language. Note if he becomes nervous – that’ll be a sign that he’s grappling with indecision. You will have done two things with your offer and gesture. One, you’ll show him how close he is to getting something where he might not get anything. Two, your slow movement of withdrawing the money serves as a takeaway, a loss of something someone is about to incur. Psychologically, people will fight harder to keep from losing something than they will to acquire it. So, you have that factor in your favor too.

Takeaway

As indicated a moment ago. When someone senses loss, and it’s something they want, they become motivated to keep or acquire it. Once again, that’s the power of the takeaway. It implies that someone is about to lose something they want.

While this is a powerful tool in a negotiation, be mindful of not overusing it. Because, if you use it too frequently and still allow the other person to obtain what he wants, you’ll be teaching him to dismiss your takeaway. You will have devalued it. Thus, be aware of how and when you use it.

You, Thought Leader

Thought leadership is another form of negotiation. Because people follow the thought leaders that they trust. And they do so more in frightening times of reckoning.

On the back label of the products we consume, there are several factors listed for information purposes. There are nutritional facts, ingredients, and a ‘best by’ or expiration date. That information displays a sense of the product’s life cycle, and the continuum it’s on, along with its nutritional viability. It’s a way to set the expectation in someone’s mind for how long the product is usable. And that’s what you can do as a thought leader – reassure people that there’s no expiration on their health and financial future if they adopt specific procedures. To do that, you must be aware of reliable and current information that those who follow you can use. And that will enhance the perception of those with whom you negotiate.

Reflection

The thoughts on mindset, negotiation strategies, and thought leadership, are ways in which you can negotiate in frightening times and enhance the perception of your leadership abilities. To do so successfully, you must become well attuned to factual circumstances occurring around you. And, you must be aware of what those that follow you need and want – and don’t confuse those two. There’s a perspective difference in what people want versus what they need. If they truly need it but don’t want it, you may have a more difficult time getting them to accept it. That’s where your negotiation skills will become tested. In a best-case scenario, they’ll need and want your offering.

When we come through this pandemic, one day we’ll look back on it and think these times were not that bad. Time will be the healer of the pandemic image. Thus, no matter how bad a situation is when you’re going through it, those times always appear to be perilous. So, fret not. Instead, possess a healthy mindset that will insulate you from seeing unreasonable scary things ahead, and increase your negotiation skills (which will enhance your leadership abilities). By doing so, you’ll become better positioned to see it through (i.e., the pandemic). 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 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/

 

#TheMasterNegotiator #GregWilliams #negotiation #Coronavirus #Recession #NegotiationSkills #Stress #Secrets #bodylanguage #csuitenetwork #thoughtcouncil #readingbodylanguage #Control #Conversations #NegotiationStrategies #NegotiationProcess #NegotiationSkillsTraining #NegotiationExamples #NegotiationTypes #ReadingBodyLanguage #BodyLanguage #Nonverbal #Negotiate #Business #SmallBusiness #Negotiation #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success #negotiation examples #Negotiation strategies #negotiation process #negotiation skills training #negotiation types #negotiation psychology #Howtowinmore #self-improvement #howtodealwithdifficultpeople #Self-development #Howtocontrolanegotiation #howtobesuccessful #HowToImproveyourself

 

Categories
Entrepreneurship Human Resources Management Negotiations Sales Skills Women In Business

“Coronavirus–Recession – How To Negotiate In A Dangerous World” – Negotiation Tip of the Week

“When perilous times are pending, be decisive in your actions. Because those actions will determine your future.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)        Click to get the book!

 

“Coronavirus–Recession – How To Negotiate In A Dangerous World”

 

One blindsided us – the Coronavirus. The other shouldn’t – the recession that’s coming. Regardless, that’s a one-two gut punch that will drop a lot of unprepared people. Yes! We are moving into a dangerous new world. What are you doing to prepare for what’s to come? There are ways you can mitigate risks. If you ask how – the answer is – by increasing your negotiation skills. And don’t you dare smirk at that!

With people’s worldwide mobility threatened, due to the Coronavirus, and a recession looming on the horizon, now is the time to become aggressive about increasing your negotiation abilities. That’s not frivolity. That’s a fact!

People around the world will have to become accustomed to a new normal, one that’s fraught with restrictions. It will contain a realignment of values, norms, and acceptance of beliefs. And those restrictions will become the hidden sources of advancement for those whose negotiation skills can meet those future challenges.

The following are thoughts to consider and a few beginning ways that you can use to increase your negotiation skills.

 

Positioning

She didn’t realize it. But she’d just done severe damage to her negotiation outcome. And that was due to how she’d positioned herself – the way others saw her.

The way you position yourself before you enter into a negotiation is another component that indicates how successful your negotiation efforts and results will be. With the pending realignment of world values and perspectives, you know what’s coming – a downturn in economic opportunities. So how will you position yourself to take advantage of what will be a new normal? How do you wish those that you’ll interact with to view you? That’s a decision that you have to make based on the goals you’d like to achieve. You have a runway of time to begin formulating that perception. Use time wisely to create the image that’ll serve you best going forward!

 

Questions

Questions are the gateway to deeper enlightenment. Thus, the questions you ask determine the degree you’ll become enlightened. Asking the right question(s) has several components to them. They cause the questionee to become reflective (i.e., go into thought-mode), excite that individual with an implied benefit to acquire something he seeks, or suggest a ‘better outcome’ if that person adheres to your suggestion(s). And those components don’t have to exist in the same question. They can be interspersed with one another or used in a standalone form.

Then, there are different forms of questions that you can use to uncover secrets and other concealments. You’d use them to gain more significant insights about the information that you can use to advantage your position.

 

Assumptive/Implied questions – Assumptive questions give the impression that you know more than you’re disclosing. You use them to nudge someone into giving you more information. If you’re bargaining with someone over price, you might ask, how much did you lower the cost when you dealt with ‘x’? The assumption implied is, you’re aware that the seller lowered the price in the past. Even if he said he didn’t reduce it, you’ve gained additional information. From there, it might behoove you to test him further to validate his claim.

 

Regurgitated questions – Use this type of inquiry when seeking to verify the truth. To do that, when you recite someone’s responses, alter them. As an example, if a person responded to a previous question by stating he was in a red car on the night in question, later in the conversation, you could ask him about the blue car that he mentioned. And then, either keep speaking or pause momentarily –  what you do at that point would be based on the degree you already thought his statement was suspect.

You intentionally mention the wrong color of the car to see if he corrects your misrepresentation of what he’d stated (i.e., red car instead of a blue car). If he doesn’t correct you, based on what else you may have noted that you’ve questioned, you would have garnered information about the believability of his declarations.

 

Response to questions – You should also be aware of how people respond to your questions. As an example, if I ask you what time did you do that, and your response is, it was late, you responded, but you’ve not answered my question. You might not have known what time it was, or you may have been attempting to avoid answering an inquiry that you didn’t want to disclose. Be alert when this occurs. And explore further if you sense there’s more to uncover.

 

What To Do Now

Practice your negotiation abilities. Do that by asking for small increments in any activity you negotiate. As an example, if you’re in a store that you’re almost positive would not give you a discount, ask for one anyway. Even if you don’t achieve it, you’ll gain insights from the lessons learned (i.e., did you ask the right person, what was the initial response you received, how did you respond, was the situation right for that time, etc.). You can take that feedback to hone your negotiating abilities moving forward. And practicing is just a tiny nuance to enhancing those skills. For further enhancements, read, listen to negotiation podcasts, and observe others as they’re negotiating. Take note of the tactics they use, with whom they use them, and the outcomes they receive. There’ll be a wealth of knowledge contained in that activity.

 

Reflection

Authorities are already restricting the movements of their citizens in parts of the world due to the Coronavirus. They’re telling their citizenry to stock up on provisions and limit outdoor activities. That’s the beginning of the challenging times to come. Next will be the recession.

The clock has stopped ticking. And the proverbial bomb has gone off. Make sure you insulate yourself from the recession fallout that’ll follow. Do that by enriching your negotiation skills. And for you, 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 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/

 

 

# Coronavirus #Recession #World #NegotiationSkills #csuitenetwork #thoughtcouncil #Bodylanguage #readingbodylanguage #Negotiation #Control #Conversations #NegotiationStrategies #NegotiationProcess #NegotiationSkillsTraining #NegotiationExamples #NegotiationTypes #ReadingBodyLanguage #BodyLanguage #Nonverbal #Negotiate #Business #SmallBusiness #Negotiation #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success #negotiation examples #Negotiation strategies #negotiation process #negotiation skills training #negotiation types #negotiation psychology #Howtowinmore #self-improvement #howtodealwithdifficultpeople #Self-development #Howtocontrolanegotiation #howtobesuccessful #HowToImproveyourself

 

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

“This Is How To Unlock Secrets Hidden By Stress” – Negotiation Insight

“Secrets hidden by stress reveal themselves, once you unveil the stress behind which secrets hide.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

Click to get the book!

 

“This Is How To Unlock Secrets Hidden By Stress”

 

People become stressed for any number of reasons. It can occur due to their fear of upcoming interactions with others, especially with the Coronavirus pandemic plaguing people around the globe. And they can experience stress due to their attempts to conceal secrets or lies.

The point is, when you’re in the presence of someone displaying signs of stress, first, you should know what to observe. Then, you should be able to detect their source of stress. The reason being, the better you can understand someone’s source of motivation, the better you can understand what’s motivating their actions.

The following are body language signs highlighting the source that denote actions stemming from stress, and how you can use that information to uncover hidden secrets.

 

Stress From Current Environments

Some people experience stress in some environments due to their lack of assuredness about their placement. And that stems from how they compare themselves to others. If this person is concealing a secret, make him feel at ease before attempting to coerce it out of him. To do otherwise may cause him to bury his secret deeper.

 

Stammering/Forgetfulness

Another sign that stress induces is stammering and forgetfulness. Thus, when you encounter someone displaying these symptoms, recognize that they could be expressing discomfort.

Based on when the stammering or forgetfulness occurs, it may announce your relative closeness to hidden information. And the forgetfulness may also be the crutch they use as the excuse to keep from disclosing that information. If you sense that, and it’s crucial, probe to uncover what’s attempting to remain concealed. As you do, observe what becomes of the stammering. The more it occurs, the closer you’ll be to discovering what’s hidden.

 

Adam’s Apple/Swallowing

You can glean insights from observing someone’s Adam’s apple. As they speak, when stressed, they’ll tend to swallow more than previously. If stress is the cause, their swallowing action will be due to an effort to hydrate the throat.

Attempt to calm the individual by backing away from the subject that’s causing discomfort. And note the movement of their Adam’s apple once they reach a state of calm. If it noticeably dissipates, that will be an indication of what caused their stress. If it behooves your efforts to obtain the truth, ratchet up the tension by delving back into the story that caused the anxiety. You can engage in that yin and yang until you’re satisfied that you’ve obtained all of the truth.

 

Taking A Seat

Do you observe how someone sits in a chair? Do they plop into it, ease into it while gripping the arms of the chair (if there are arms)? If so, how much weight are they releasing when they sit? And how much pressure are they applying while gripping the arms of the chair? Those actions indicate how they feel at that moment.

Someone experiencing a higher degree of stress than usual may plop into a chair or grip its’ arms tightly. The person that’s stating that action is attempting to rid themselves of the load they’re carrying. That load may be mental due to stress. If you note those signs, act to uncover what may lurk beneath them.

 

Lip Chewing/Licking

Another possible sign of stress occurs when someone constantly licks their lips. This action stems from a lack of moisture in the mouth, which causes the lip-licking to occur. It can be one of the most accessible signs to detect because it’s literally right in front of you.

 

Holding/Rubbing Wrist

Supporting one’s wrist or rubbing it is another indicator that stress is prevalent. That action denotes an attempt to release the pressure that may stem from other parts of one’s body. Thus, it serves as a release valve.

If you observe this gesture, ask if everything is okay. And note how the person responds. If they question why you’re asking, they’re seeking input before giving information. That could be an indicator of their attempt to conceal information. If they state a reason for their action, they’re less guarded, but they may still be harboring something.

 

Averting Eyes

When you were younger and saw a scary movie, you averted your eyes to prevent seeing what alarmed you. That’s a natural instinctive reaction. Thus, when someone averts their eyes, they’re sending a signal indicating they don’t wish to engage at that moment. The degree of aversion depends on the culture and other social factors relevant to one’s geographical location.

By noting when someone averts their eyes, you can gain insight into what they may not wish to discuss. And, by signaling that such matters are topics they’d like to stay away from, they’re drawing attention to the fact that there may be something for you to probe. Assess if you should.

 

Uncovering Lies

You can use a combination of the insights mentioned to assist in uncovering lies. Observing the rate of swallowing, when someone averts their eyes, the degree they stammer, and how they sit in a chair, can be clues signaling you to pursue your current direction. It can also indicate that it’s time to change tactics.

The body wants to stay in a state of comfort. Thus, when someone’s body lacks tranquility, it emits signals indicating its efforts to return to a state of calm. Therefore, when someone lies, they display gestures that call attention to their efforts to prevent the truth from coming forward. Once you sense you’re on the trail of a lie, decide if it’s worth pursuing. But always take note of how the person reacted when they sensed that you were on to their untruthfulness.

 

Reflection

To understand someone’s body language, you must understand their baseline behavior. The way to gather that insight is to observe how they behave when they’re not in a state of stress. Based on that behavior, you’ll have something to compare their current actions.

Absent baseline information, compare ongoing interactions to what’s typical for the environment. Only then will you be able to accurately determine what causes them to act and react in the manner they do. And keep in mind that most people respond differently to feeling awkward than they do when they’re trying to conceal secrets. When the latter is crucial for you to uncover, be more observant of those signals.

To protect yourself better, be more observant of the signals others emit when they’re in your presence. In some cases, the clues they give off should set off alarms. In other situations, such messages may be an outreach for assistance. In either case, the more aware you are of them, the higher the sense of direction you’ll have. 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 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/

 

 

# Coronavirus #Recession #NegotiationSkills #Stress #Secrets #NegotiationSkills #csuitenetwork #thoughtcouncil #Bodylanguage #readingbodylanguage #Negotiation #Control #Conversations #NegotiationStrategies #NegotiationProcess #NegotiationSkillsTraining #NegotiationExamples #NegotiationTypes #ReadingBodyLanguage #BodyLanguage #Nonverbal #Negotiate #Business #SmallBusiness #Negotiation #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success #negotiation examples #Negotiation strategies #negotiation process #negotiation skills training #negotiation types #negotiation psychology #Howtowinmore #self-improvement #howtodealwithdifficultpeople #Self-development #Howtocontrolanegotiation #howtobesuccessful #HowToImproveyourself

 

Categories
Entrepreneurship Management Negotiations Sales Skills Women In Business

“This Is The Best Negotiation Lesson From The Coronavirus” – Negotiation Insight

“A virus needs a host to survive. To protect yourself, avoid environments where they thrive.” – Greg Williams, The Master Negotiator & Body Language Expert.

 

“This Is The Best Negotiation Lesson From The Coronavirus”

 

Every day, we learn lessons from which we seek to improve our life. We learn whom to trust, how much to trust them, and when to invoke disbelief. To that end, the worldwide outbreak and spread of the Coronavirus is fraught with negotiation lessons about trust, influence, and self-preservation.

The following are a few lessons to glean from how authorities and individuals are handling this situation, or do you think of it as a crisis? The mindset you possess will always dictate your actions.  Regardless, you’ll learn something from the following, which you can use to enhance your life and negotiation outcomes.

 

Authorities

In any environment, people think of themselves first. They may not do so with the intent to put themselves ahead of others, but self-preservation is always a source of motivation. Thus, before blindly following the dictates of an authority figure, question why they’re expending the information and actions they’re seeking from you. The same is true in a negotiation. Always question the purpose behind the activity someone invokes. Yes, their efforts may be born out of altruism, but even if that’s true, the payoff for that person is the good feeling they receive from being generous. That’s not to say that you should not be accepting of their generosity. It’s to say, maintain a heightened sense of awareness per where their actions may be leading you. Like them, you also have self-preservation at your core for your wellbeing.

 

Risk Analysis

Like most people, before you partake in an endeavor that bears a sense of risk, you evaluate the risk. The more pronounced the opportunity for harm, the more prominent your assessment should be.

With the Coronavirus, as is the case in a negotiation, when thinking of the precautions you should exercise (i.e., fly here, attend that conference, go to an entertainment event, etc.), be alert to the motives of those attempting to sway you in one direction versus another. Once again, ask what they’re trying to achieve based on them maintaining whatever power or prestige they may have in the environment that they’re putting forth to sway you. You might also consider whether you’re being used as a pawn to persuade others to join someone’s perspective. Again, as in negotiations, leverage is gathered when a majority or influences suggest that others engage in an action. While considering all of those factors, think about your wellbeing.

Therefore, if you don’t feel safe adopting a particular act, don’t accept it as becoming your reality. And don’t fear the degradation that may come from others to shame you into changing your perspective. Let your self-interest by the light that guides you on your path. After all, if harm does befall you, others may apologize and tell you how sorry they are, but if you pay a debilitation price for an encumbrance, that’ll be little solace to make you whole.

 

Haste

Another cause of faulty decision-making is haste. While time may be of the essence in some situations, never be in such a rush that you lose something important due to your haste.

With the Coronavirus, some people, through misinformation and being egocentric, considered themselves impervious to the virus. Thus, they did not act appropriately to protect themselves. They figured that they were immune because things like that happened ‘over there,’ not here. An attitude such as that can be your downfall in a negotiation, or any activity, in which risk should demand more consideration. Be judicious when making decisions that can impact your life. Because you only get one chance at life. And once it’s gone, so are your abilities to alter it.

 

Taking Back Power

Power ebbs and flows. That means someone is dominant to the degree that others allow that person to possess power over them. And once you withdraw your consent, that person becomes powerless.

Thus, the more the masses of power extend their power to someone else, that person’s authority is enhanced. That’s an important fact to note. Because some individuals get caught in a sea of movement – they’re rudderless, which means they’re in a flow due to their proximity to like-minded people.

Remember, in a mass outbreak that threatens your wellbeing, don’t go along simply because you’re in the sea of movement. You came in the world alone, even if you have a twin sibling, there was a duration of time between your entrances.

So, if you want to maintain the power that’s yours, be mindful of when you relinquish it, and to whom you give it. Be ready to take it back if your analysis stipulates you should do so. And, while doing so, don’t exercise your actions out of haste, but don’t delay them by procrastinating. Strike a balance between the two. And be quick to make readjustments as you gather new insights and information about the plight that confronts you. As others are only as powerful as you allow them to be, you’re only as powerful as those to whom you give your power. Know when to take it back.

 

Reflection

Very seldom will you have to make life or death decisions. And if you do, hopefully, you’ll engage in that decision with a lot of forethought as you seek to gain far-sightedness. In that quest, be introspective by examining the core of your being, who you are, and who you wish to become. Do that while also being retrospective, looking deep into your past decisions, how you made them, and their outcomes. That exercise should help you firm-up your decision-making process.

Be mindful that people see what they want to believe. Since it’s your decision, that will affect your life, be clear about the interpretation of your vision. 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 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/

 

 

#Coronavirus #Lesson #csuitenetwork #thoughtcouncil #Bodylanguage #readingbodylanguage #Negotiation #Control #Conversations #NegotiationStrategies #NegotiationProcess #NegotiationSkillsTraining #NegotiationExamples #NegotiationTypes #ReadingBodyLanguage #BodyLanguage #Nonverbal #Negotiate #Business #SmallBusiness #Negotiation #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success #negotiation examples #Negotiation strategies #negotiation process #negotiation skills training #negotiation types #negotiation psychology #Howtowinmore #self-improvement #howtodealwithdifficultpeople #Self-development #Howtocontrolanegotiation #howtobesuccessful #HowToImproveyourself