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“7 Wicked Strategies To Unlock Non-Crisis Negotiations” – Negotiation Tip of the Week

 

“The difference between a crisis and a non-crisis is the difference in perception. To be better prepared to address either, no what separates them.” -Greg Williams, The Master Negotiator & Body Language Expert  (Click to Tweet)

 

 

 

Click here to get the book

 

 

“7 Wicked Strategies To Unlock Non-Crisis Negotiations”

 

When you engage in crisis negotiation, there’s usually less time to consider what strategies you’ll employ compared to when you negotiate in a non-crisis environment. But, just because a non-crisis negotiation should be less stressful doesn’t mean you should lower your guard.

The following are seven negotiation strategies to consider when negotiating in non-crisis negotiations.

 

Mindset/Mindfulness

While non-crisis negotiations may not possess the level of stress of crisis discussions, don’t let your demeanor laps into a state of complacency. This means, plan for a less stressful engagement but be prepared for circumstances that might cause provocations. Also, monitor your state of mind before and during the negotiation. Be very much aware of how you’re thinking, where your thoughts are leading you, and what mental interventions might occur to alter any thought path you’re on. You want to be aware of as many variables that might impact your thoughts, so you’re able to control them better.

 

Social Media

Social media is a powerful tool. You can use it to soften or alter the perspective of those against whom you’ll be negotiating, and to have your viewpoint enhanced. In essence, you can use it as a tool to position the opposing side to be viewed in a particular manner – one that suits your purpose. Another tactic is to have surrogates post positive attributes about you and your position.

 

Questions/Statements

The questions you ask, their timing, along with statements you make, can play a pivotal role in the flow and outcome of a negotiation.

 

Assumptive Questions – You can ask assumptive questions, questions that give the appearance that you may know more than you’ve disclosed (e.g., you’ve awarded this type of contract with a high dollar amount in the past, right?). By posing a question in that manner, the opposition can answer in the affirmative, hesitate in responding, or deny your assertion. Either way, you’ll gain information that you can use in the negotiation. And, a bonus will occur in causing the other side to wonder what additional insights you might have that you’ve not disclosed.

Implied Questions – Ask questions that imply an answer (e.g., why would you only focus on one company that might be involved in corruption, if you state you’re concerned about business fraud throughout the country?) The hidden implication is, you weren’t worried about business crime, you had other thoughts that motivated your actions.

Statements – To alter the momentum of your opponent, make false statements to which he has to respond. If he doesn’t retort, his point is clouded, and your comment becomes perceived as truthful. The point is, by having the other negotiator focus on your false accounts, he’ll have to extend time refuting them. That’ll give you more time to regain momentum in the negotiation. Just be cautious about how outlandish your assertions are. If they’re too far out of the realm of reasoning, you’ll appear buffoonish.

 

Always attempt to ask questions and make statements when they have the most significant impact on the negotiation.

 

 

Timing of Negotiation

There will be optimum times when you should negotiate. Such times will occur when you’re in a dominant position (i.e., you have something that the other negotiator must have quickly), the other negotiator is weakened by internal or external forces (e.g., they need to complete your negotiation to move to something more important). Whatever sources might cause you to have an advantage at a particular time, seek them out – and negotiate then. Doing so will enhance your negotiation efforts.

 

Single Versus Team Negotiations

The dynamics of a negotiation change whenever multiple people are involved. Even when everyone on your side or that of the opposing party is in agreement about how the negotiation will unfold, there will be occasions when someone says or does something unexpected. Prepare for such occurrences, and when they materialize, take advantage or squelch them.

 

When you’re alone negotiating against a team, spread your materials out. You want to take up space to combat the appearance of a numerical disadvantage. The intent is to convey mentally and visually that they’re more resources on your side than just you. Psychologically, this will give the appearance that you’re not alone. Also, to strengthen your persona, act with extreme confidence. Your silent message is, you’re not afraid because of the other side’s numerical advantage – you’re ready, prepared, and able to take them on.

 

 

Body Language and Nonverbal Cues

When people are in a nonstressful environment, they tend to relax. That’s why in non-crisis negotiations, you should be mindful of when discussions become stressful. There will be degrees of stress – they occur in most negotiations. But if it elevates to an unwarranted point, you should question why it happened and what’s causing it to ensue. The ‘why’ and ‘what’ will offer insight into having something exposed that the other negotiator might want under wraps.

 

 

Breathing – When face-to-face or engaged in phone negotiations, take note of the other negotiator’s breathing patterns. At the moment they become short and laboring, he’s entering into a mode of stressfulness. That may be due to his uncomfortableness about the discussion or something he senses that he’d rather avoid. And that’s the reason you should note it. You may be on to an aspect of the negotiation that warrants more in-depth inspection.

 

Word Choice/Speech Pace – The words a person uses conveys his thinking and how he chooses to represent his thoughts. Thus, when a person begins to speak more deliberately, ask yourself why he’s doing so. Question why he’s cautious about the word choices he uses, and what’s caused him to become more deliberate. Such clues will be the gateway from which more significant insights will follow. Note their occurrence and lineup.

 

Perspiration and Fidgeting – Another sign of stress reveals itself in self-touching (i.e., forehead, mouth, rubbing eyes, arms, hands, etc.) It can also be seen in someone needlessly fidgeting while standing or sitting. Again, note when this occurs, it indicates a mental shift in the perspective of the person displaying the action.

 

Negotiation Baiting

Baiting is a strategy employed by savvy negotiators to pull the opposing negotiator into a disadvantaging position. You’d use it by baiting that negotiator to adopt a perspective that appears out of step with commonly held beliefs of the masses or whomever you’re attempting to sway. By positioning him in that manner, his views also seem to be outside the bounds of normalcy, and thus he appears less appealing.

 

Reflection

In every environment, there’s a cascade of information to glean about an individual. That’ll give you great insights into how you might motivate that person to adopt one action versus another. By using the prior suggestions, you’ll have a less challenging time in persuading someone to implement your perspective. 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/

 

 

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“Do You Love To Hate Me Out Of Fear” – Negotiation Insight

“The only reason you hate me is that you fear me. Your fear stems from not knowing me and accepting me and my ways for what they are. You think I’m trying to take something from you. Nothing could be further from the truth. All I’m attempting to do is live the life promised me, which was paid for by the sweat and toil of my ancestors. My voice is that of a cry of a people whose time has arrived.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)  Click here to get the book

 

 

“Do You Love To Hate Me Out Of Fear”

 

The two of them were standing there – they weren’t bothering anyone. Then, a cruising vehicle came to a halt. The occupants began assailing the two individuals with racial slurs and hurled four-letter words at them. While doing so, the occupants of the vehicle were also shouting, “go back where you belong,” which was ironic because the two people were living in the same neighborhood as the vehicle’s occupants.

Everyone knows the passengers in the car didn’t mean ‘go home’ when they shouted at the other people. They were implying, leave this country. Their sentiments said, leave our country. And that shows how ignorant some people can be. When you speak of the U.S., it’s the native Indians, if anyone, should tell others to go back where they came from – and they don’t.

So, what causes some people to hate others? In most cases, they do so out of fear, which stems from a lack of understanding about the culture or motives of other individuals. In the minds of others, such hatred originates from the way another group has treated a group of people. Such as what occurred during the days of slavery. Even though it happened in the U.S. many decades ago, the remnants of it still linger in today’s culture. And those remnants appear to be growing stronger, versus being eradicated with time.

 

Racism

Imagine being ripped from the land you love, an environment, a place you’ve called home. Your life may not have been everything you wanted, but you were free – and your life was yours to shape and mold as you wished. Then, your life takes an unimaginable turn. It’s a change that was unanticipated, unsought, and unwanted. It’s one that’s unappreciated. Within an instant, your life has changed forever. And that change is one that your lineage will suffer from for generations to come.

Okay, so that didn’t happen to you, your father, or even his father. It occurred so many generations and decades ago that your thought is, why can’t ‘they’ just let it go. To which the reply from ‘them’ might be, you don’t understand me and what’s happened to those like me. And that’s why I can’t let it go. We cannot forget, less you further entrap those like me. Do you wonder why some people of some races despise people of other races? If you do, wonder no more. The hate comes from the scabs of racism. And those scars are still healing while some attempt to pour salt into them.

 

Off The Plantation

Oh, happy day! That’s what many people thought in the U.S. in 2008. The country had elected its first president of color. The change that so many had hoped for had finally arrived – or so they thought. There were whispers of, “we’re off the plantation now!”

Instead of the new light of hope shining brighter, calls arose demanding that the shackles used to ‘keep them in line’ be reapplied and strengthened. ‘Overcome this,’ was the silent riposte that sought to reinsert itself. It shown in new laws and opened attitudes that had, up to that point, lurked in the shadows of the dark. Then bam – it came into the light for all to see. It bellowed in statements such as, ‘Jews will not replace us.’ For others, it was, ‘go back where you came from.’ While some thought that they’d finally escaped the proverbial plantation, others were sending their surrogates after them in an attempt to reenslave those that sought freedom to live the life that the constitution had guaranteed them.

 

Protest

I’m not your ‘boy,’ respect me – me too! I’m taking a knee to protest injustice.

When the existing powers try to hollow the mind and opportunities of any race continuously, eventually, turmoil will occur. It will start in the form of protest, which may last for decades. And those protests will become even stronger over time. They run the risk of upsetting what some see as the natural order of things. We’ve seen it occur in South Africa and other places around the world. And it can happen in America.

When people become sick and tired of being sick and tired, they’ll seek to eradicate the pain, and ill-will thrust upon them. There mantra has been, and they will be encouraged in shouting, we shall overcome. The question you might consider is when they do, who will you side with – where will you stand?

 

Reflection

Do you hear me now? The voices of the oppressed are growing louder. To lend a tone of deafness is to ignore the inevitable. Change always occurs. And thus, you can embrace it or not. If you choose the latter, change will still manifest itself, and you’ll be changed anyway. So, come to grips with the forces that are assembling. Do so by seeking ways to add your voice to those forces. By aligning yourself with it, you’ll have a role in the shaping of what it becomes. That means you’ll have an outlet for your voice to be heard. Without your voice, you’ll become muted by the masses. And for them, everything will still be right with the world – but for you, it won’t.

 

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/

 

 

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“Do You See Evil In The Myth Of No-Good People” – Negotiation Tip of the Week

“Never assume people sharing the same ethnicity are exactly alike. Everyone possesses uniqueness. If you misinterpret that, you’ll mistake your uniqueness.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)    Click here to get the book

 

“Do You See Evil In The Myth Of No-Good People”

The two men clamored about another individual that appeared to be out of place. One said to the other, “he’s up to no good – I can tell because he looks just like those no-good people. The man’s associate said, “I agree.’ He does look and sound like those no-good people.” Later, the two men discovered that the person about whom they were speaking was their new boss. Both of them swore the other to a pledge of silence about what they’d discussed. And both felt ashamed about what they’d said.

There are myths that people of particular ethnicities are ‘all alike.’ Nothing could be further from the truth. Some nuances pronounce the individualism of each and everyone on earth. Even if they’re small, there will be times when it’ll behoove you to observe those small differences. In some cases, little will hang in the balance. At other times, your life may be what’s hanging.

What are the origins of misperception? Why should you be concerned about it? And how might you alter your perception to improve the way you see others and the world? Those are the questions addressed in this article.

Mindset

What about you – do you ever harbor feelings or thoughts about those that you perceive as being no-good? Everyone may have such beliefs at times. When you do, be mindful of where those thoughts are taking you. There are times when they’ll careen into trenches that lead to treacherous waters. And, those waters can be the cause of your demise.

Your mind is an instrument that causes your body to adopt actions. And your actions can alter the reflection of your account. That means, they’ll be times when you may want to engage in an activity because a subject reminds you of something you’ve encountered in the past. While that may be true, you might consider how your current situation is different. Doing so will alter your perspective, which may lead to you adopting a different attitude and action.

Origins of Misperception

Your mind wants to protect you. Because self-preservation is eminent in everyone. That may be the source of your adverse feelings or reactions to certain people. Recognize it for the value it contains. Which means, you should control it. The way to insulate your thoughts from harming you is to recognize the specific stimuli you have that cause a particular reaction. Everything you first view as a threat isn’t. Sometimes, it may be the environment. At other times, it may not be the environment but the people in it. The point is, you should be aware of what’s motivating you to think and act in a particular manner in different situations. And assess to what degree out-dated assumptions may be driving your thoughts. Doing that will give you insights into the best way to alter them.

Your View/Perspective

Why did you do that was the question asked. Because I was upset, was the reply. Emotions can be daunting when dealing with them. And they’re more formidable when they’re not serving your betterment.

When you look at a scene, a person, a group, what do you observe? Is there a particular individual that stands out? If so, why? What draws your attention to that individual? Even if she’s not in a group, and your attention focuses on her, what drew your attention? Those are the types of questions you should pose to yourself before making snap judgments about people. Seek to see them for who they are. Don’t make an initial assessment that they’re evil or up to no good because they remind you of someone that has preceded them. If you take the time to investigate the hidden qualities they possess that you initially missed, you may uncover less appalling aspects.

Reflection

If you’re unaware of the prejudices you possess towards people, you’ll act and react to them based on those prejudices. And that can lead you to treat them unjustly and create untenable situations. Thus, be aware of the thoughts that emanate from your mind. Those thoughts can take you away from harm or put you in harm’s way. The controlling factor, per the direction you choose, is the control you exercise over your mind.

In challenging times, become more aware of your thinking process. Doing so in less challenging times will allow you to create a consistent trigger-like mindset. And that will enable you to think faster in situations that may appear to be threatening.

Good thoughts can stem from your mind, but only when you’re thoughtful enough to curb the bad ones that attempt to control you. When you lose control, you lose control of your judgments. Then, you act on instinct. And sometimes that can leave you in unwanted positions.

Once you learn to discipline yourself and manage your emotions better, you’ll discover new ways to manage your thoughts better too. That means you’ll no longer see evil in those that you previously classified as being no-good. Your mind and body will appreciate that. 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/

 

 

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“When Is The Best Time To Promote Change” – Negotiation Insight

“Change is inevitable. Even if you don’t embrace it, change is changing you.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)   Click here to get the book

 

“When Is The Best Time To Promote Change”

 

There he was – with his life dangling on a fraying thread. He sensed that his career, all that he’d worked for, and all that he’d accumulated would soon be lost. He wondered how he’d allowed himself to get caught up in such a dire position – as he thought aloud, is there anyone that can save me. At that moment, as though God was giving him a second chance, someone whispered, is it time for a change? Would you like my help now?

In any situation, there’s an optimum time to introduce change. It’s the time when one can maximize the leverage one has in an environment. That’s also the sweet spot to seek before implementing change. Because that’ll be the point when you’ll have the most significant opportunity for your views and values to sway the opinions of those you seek to influence. And here’s how to go about doing so. 

Chaos

Anytime chaos exists in an environment, the chance for change becomes heightened. Because, when it occurs, there’s usually a lack of order and stressing factors that have become part of those surroundings. A lack of cohesiveness can also reveal itself in the unsureness of people that don’t know what direction to take. At other times, confusion may stem from a simmering feud amongst competing factions.

Regardless of when or how chaos occurs, be alert for it. And if it’s not prevalent, it may behoove you to insight chaos by feeding the desires of competing forces. Prepare yourself ahead of time with plans at the ready to nurture the calm that others will search for from the chaos that precedes serenity. When you sense it, hear the sounds of opportunity inviting you to take action. Then, search for ways to implement your plans to quench the thirst for harmony that warring factions will pursue. Be sure you’re the one recognized for ushering harmony back into the void that dispelled tranquility. Your reward will come in the form of increased authority and influence.

Crisis

While chaos can reside within crises, the latter has characteristics that avail the opportunity for change that chaos might not possess. For one, a crisis is usually the result of an existing, real, or perceived imminent threat existing, whereby people expect immediate actions to be adopted. That’s the main reason you should denote crisis from chaos and when the former occurs. You’ll need to address crises in a quicker manner, which means you’ll have less time to develop a plan. That’s the reason you should have a plan to address a crisis and a different strategy to address chaos. While pieces of either may possess interchangeable parts, you should create each design to stand alone as separate entities.

Timeliness

Before implementing change, you should consider the timeliness of it. There will be better times than others to do so, which will impact the degree of success you have. In assessing timeliness consider

  1. How dire the situation is where you seek to invoke change – if a condition is viewed as being acceptable, and thus not warranting modification, your thoughts will be less valuable and perceived as being less required. In that case, the change that you offer will be less likely to be accepted.
  2. The time-period you’ll use to introduce your suggestions for change based on the situation – it may behoove you to have a rolling implementation of your recommendations if you require time to assess the progress of the plans you’re currently implementing. At other times, it may be more beneficial to implement strategies to incite change faster. Always be aware of the time frame you’ll use to implement change. The period in which you do so will impact the probability of your success.
  3. Other people that have or may have a stake in maintaining the status quo versus those that want to alter existing conditions – either side may be a dominant force of contention. Therefore, the better you know what the contending factions are, the better you can plan for how you’ll use or combat them.

Reflection

No matter what activities surround you, if you seek a change, and it’s not happening fast enough, you must inject it into the environment. But you must do so at an optimum point and time. If you fail to abide by those parameters, you run the risk of having your plans met with failure. And if that occurs, others may banish you to an unforsaken position within the midst of your environment, never to have the opportunity to influence change again. To prevent that from occurring, mark your time when harmony abounds. But seek opportunity when you can wreak havoc passively, and don’t leave your fingerprints on your activities.

The more you can induce change for the betterment of the powers to be, the better will be the power that you can control. That will enhance your influence and persona, which will heighten the prospects of you being the ‘go-to’ person when other exciting situations arise. 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/

 

 

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“Negotiator Do You Know How To Combat And Use Manipulation” – Negotiation Tip of the Week

“There’s nothing wrong with manipulation, as long as you’re the one controlling it.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)  Click here to get the book

“Negotiator Do You Know How To Combat And Use Manipulation”

 

Warning: The following information will enhance your awareness of how to manipulate people. The intent is not to provide you with details for that purpose. Instead, the resulting ideas aim to allow you to protect yourself from those that would use manipulation tactics against you.

Recognizing the forces of manipulation is a necessity when dealing with people. Because, while you’re intentionally or unintentionally manipulating others, other people are manipulating you. The latter leads to the mood you adopt when interacting with people, the impact that it’ll have on future interactions with your allies and those that oppose you, and the shifting path that it might lead to per your future. Thus, you should always be mindful of the effects that manipulation will have on everyone in an environment – because future situations will be altered based on the reshaping of your current circumstances.

The following are ways to recognize when manipulation is prevalent, along with how to use and combat it.

 

  • Addressing Manipulation

 

  • Recognizing mindset – Before you can contest anything, you must be aware of what you’re confronting. You should be mindful of the potency of someone’s attempt at manipulation (i.e., weak, non-threatening, substantial, imminent threat, etc.) to assess the force you’ll need to combat it. While making that assessment, consider your current mindset, those of your challengers, and where your mental perspective will be after your response. By doing that, you’ll be adopting a long-game strategy, which will hopefully allow you to avert knee-jerk reactions to situations. Because, the latter can leave you in a position of re-action, versus being proactive and causing others to respond to your stimuli.

 

  • Priming mindset – To assist in your efforts of making others reactive to your stimuli, consider how you can shape their opinions and perspectives before they have substantial interactions with you. You can accomplish this by

 

  • being viewed as challenging the opposition that opposes your target audience

 

  • the alignments you have with other thought leaders of their ilk – those that they respect and aspire to be like

 

  • being perceived as a supporter of the efforts of those whose alignments you seek

 

The arching point is, you have to control your message and persona to be effective when combating manipulation or being manipulative.

 

  • Forms of Manipulation

 

  • Silent
    • Silent treatment – Recall the last time someone gave you the silent treatment. If it was someone of significance in your life, you probably experienced some form of dread. You may have wondered what you’d done, what might occur next, and what action you should be prepared to adopt. For sure, you went into thought mode. And that’s the effect that giving someone the silent treatment can have on your target. It can put them into a state of uncertainty. But, be aware that such treatment can also force your subject into the opposing camp to seek comfort from such treatment. So be attentive to when and how you use it.

 

  • Body language gestures that can enhance the projection of silent manipulation

 

  1. demeanor – calm acting in upsetting situations (e.g., either you or they get riled up, while the other party is calm and detached, leaving the other exasperated)
  2. display – displaying inappropriate or untimely smiles, smirks, frowns, etc., to convey a sense of foreboding or intimidation
  3. spatial – occupying someone’s personal space to make them experience uneasiness

 

  • Social proof – Seek to have positive aspects about yourself, your position, and your perspective in environments that your target frequents. That will shape how they perceive you and your actions, which is to imply that they’ll be more amenable to following your leads.

 

  • Guilt – Seek to make the subject feel guilty. Accomplish this by having your target’s peers side with your opinions. The silent message becomes something must be wrong with you (i.e., the target). Only the uninformed have such beliefs.

 

 

  • Verbal

 

  • Flattery – When people sense sincere flattery from you for them, it creates an attraction in you from them. To enhance your manipulation efforts, compliment others for an achievement or accomplishment that they’ve made and do so in the manner that suits their personality. While some individuals seek praise in front of others, some prefer more subtle acknowledgments. Know the form that best fits the target you’re bestowing adoration upon to maximize its effect.

 

  • Coercion – When you’re in a position of authority or supremacy over someone, it can be easy to coerce them to bend to your will. The challenge becomes, if you make someone engage in actions by that means, they may hold grudges against you, and seek ways to ‘even the score’ at a later date. Thus, you will have created a future problem for yourself. If you feel compelled to coerce someone into acts that they’d rather avoid, understand the potential ramifications of your actions.

 

  • Recognizing And Using Silent Forms of Manipulation

 

  • Gradual movements – Move gradually; it attracts less attention. It’s easy to become susceptible to being manipulated. That’s especially true when it occurs over an extended interval of time. During such times of the manipulation’s effects, you and your environment become normalized. That means you accept what transpires in your environment as being ordinary. You perceive manipulative occurrences as being non-threatening. Thus, you become numb to the travails that manipulation may thrust upon you, while you sit calmly and not adopt actions to protect yourself.

 

  • Employment – To combat the protracted form of this manipulation, be observant about the day-to-day occurrence that suggests you alter your opinion about a matter. And if you wish to use this form against others, distract them from paying attention, while you employ your manipulative actions.

 

Reflection

To combat any form of manipulation, you have to be aware of its presence, the structure it exists in, and the intent that it makes to alter the current situation or environment. By identifying those factors, you’ll have a better position to manage the environment you’re in and use the effects of manipulation to your advantage.

Keep in mind that people don’t like the sensation of being manipulated if it’s to their detriment – but they don’t mind when it’s to their advantage. Thus, to enhance your efforts to manipulate others, have them perceive your actions as being favorable to them. Do that while being mindful to ward-off the efforts of those that would manipulate you to your disadvantage. 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/

 

 

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“What Is The Hidden Value Of More Civility, Pleasure?“ – Negotiation Insight

 

“What Is The Hidden Value Of More Civility, Pleasure?”

– Negotiation Insight

“What a time to be alive”, he thought. “I’m their leader, and they love me!” And yet, he had just defamed someone – a person that had recently died who’d given much of his adult life to serving others. The leader had a problem with civility. The problem was, he didn’t see the value in being civil. Nor did he understand that it transmits a sense of induced pleasure.

Do you know the value of civility? Are you aware of when and how to use it to induce the improvement you seek in others? If you think you’re not in search of some form of enhancement when you’re civil, this article may be eye-opening for you.

People tend to be more civil during certain times of the year or when they’re in particular environments. As an example, the public, in general, inclines to be more courteous and are in a state of merriment during the end-of-year holidays. They wish one another a Merry Christmas, Happy Hanukkah, Happy Kwanzaa, Feliz Navidad, and a host of other greetings to display their civility and good wishes to humankind. What happens to that civility during the rest of the year, and why does it seem to wain after the end-of-year holidays? Here are some helpful thoughts to ponder when thinking about the value of civility and how you can use it to improve situations.

Know when civility might work, and when it might not work

In general, it’s nice to be kind to others. Because in return, they’ll be helpful to you. And there’s a psychological sense of pleasure instilled in a continuing exchange of civility. But some people take civility as a sign that others won’t fight back. We saw that manifest itself in Europe in the 1930s when one world leader sought to appease another. The appeaser thought he’d avoided future conflict. Later, the world discovered that those actions only fed the fervent fever of a man that would take the world to war.

When you seek to improve any situation, weigh the value that civility will have on the outcome. You might also assess what the lack of civility will cast. To enhance your assessment, know the character of the person with whom you’re evaluating. While some will respond favorably, others won’t. For those that won’t, let your lack of civility be your guide.

What causes one to dismiss civility’s value?

Some individuals possess a bullying mindset. They’re the ones that have gotten their gains by lying, cheating, and browbeating others. Thus, they’re accustomed to using the same bullying tactics that have gotten them to where they are. Because their value perspective is to belittle others to make them submit to their will, as alluded to earlier, they use the strategies that have worked for them in the past. That mindset and actions make such individuals easier to spot. Thus, they expose their future actions by the deeds they’ve engaged in in the past, along with how they engaged in those deeds. So, be mindful of someone’s track record when assessing the probability of using civility to induce a pleasant action. That means, when a person shows you his true self, believe him. Otherwise stated, what you see is what you’ll get.

Timing

As stated earlier, people are more amenable to being civil, depending on the environment and on certain occasions. And that’s where your opportunity may lie to influence them. If you’re aware of a person’s personality type and the times they’re open to being civil, choose a time and environment that’ll aid your efforts the most. The converse is true too. Meaning, if a situation is unconducive for civility and it serves your purpose, use that as an opportunity to influence your subject. As with most things in life, timing is everything. Thus, it impacts the probability of success or failure. So, use timing and the environments you’re in wisely.

Reflection:

There’re hidden pleasures in being civil. It’s shown through the dispositions displayed by those whose moods are enhanced as they engage with others. You can also see it displayed in the demeanor of those impacted by it when it’s absent. If you seek improvement in your environments, weigh the factor that civility might have to assist your efforts. It could be the extra weight that enhances your improvement efforts. And be mindful of how you apply civility based on your subject’s mindset. While it works to put some individuals in a more pleasant state, some will see it as an opening to mock or demean you. So, know when to be civil, in what situations to apply it, and with whom to extend it. Once you cover those bases, you’ll have a heightened chance of making others and yourself become improved. 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 http://www.themasternegotiator.com/greg-williams/

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“Powerful Persuasion How To Boost And Increase Negotiations” – Negotiation Tip of the Week

“To increase your negotiation outcomes, increase your skills of persuasion.” -Greg Williams, The Master Negotiator & Body Language Expert.

 

“Powerful Persuasion How To Boost And Increase Negotiations”

 

No matter her persuasion efforts, nothing seemed to increase her negotiation position. And the negotiations had extended over numerous sessions. She thought, if we don’t close this deal, we could be out of business. The negotiation was that dire! It had to bear fruit.

When was the last time you found yourself in a dire negotiation – one where everything was on the line? If you’re past your teenage years, more than likely, you’ve had such experiences. During such times, did you consider the impact that persuasion had on the negotiation and its outcome? Did you even think of the persuasion techniques you’d use before, during, and after your exchange of positions with others? You should have – because doing that would have altered the course and outcome of the negotiation.

The following are better ways to use persuasive techniques and how to implement them to enhance your negotiation efforts.

 

Shape The Mind – Mold The Perception:

Most people are persuaded to conformity by group thinking, acting, and adherence to what they listen to, and by those that they view as authority figures. Thus, to shape the mind of those that you wish to become your followers, you must mold their perception. The stimulation of that source may occur from figures seen on TV, heard on the radio or podcasts. They may even arise from those whose writing they observe in magazines and articles that they deem as possessing relevant content about insights that interest them. And that’s where your opportunity to mold their perception lies. You must be seen and heard in the mediums through which your targets have their perspectives molded.

The point is, to increase your chances of influencing the thoughts and actions of others, they must perceive you as someone with authority. They must view you as a person that possesses respected dominance in a domain that’s relevant to them. That perception will allow the recipient of your actions to become swayed by your suggestions, demands, or edicts.

So, what steps should you consider to shape the mind and mold the perception of those you wish to persuade?

  1. Casting Friend/Foe – Before your initial encounter with your target, determine if they should fear or like you. The cliché that comes to mind is, “It’s better to be feared than loved.” And that’s true in some cases.
  2. Once you’ve determined the demeanor to cast, assess the leaders in your target’s spectrum that will be most influenced by it, and gear your efforts at controlling those leaders. The linking of your persona to those already known as influencers by your target will eventually convey a sense of, they’re on board, and I’m just like them – so I should be too.
  3. Project and play your role in the venues in which your actions influence others. The goal is to allow them to ingrain in their minds who you are and what you’re willing to do to acquire the outcome you seek.

 

Reward – Congruency:

Consistency is the glue that holds your persona together. Thus, you must be mindful of projecting a consistent character, no matter the environment. If you’re generally amenable in some situations on some days and more demure during others, you’ll be sending an incongruent message. Even if you extend an agreeable attitude to those that accept your influence and chastise those that don’t, you’ll emit the signal of rewarding those that adhere to your wishes and punishing those that dismiss it.

The point is, you should reward those that accept your leadership and seek ways to disfavor those that challenge it. The amount of discord you allow is something you’ll have to address based on the degree of tolerance you have for non-conformity. And, the overarching message is, you’ll become rewarded by being consistent. So, be consistent in how you present yourself.

 

Conformity – Using Social Pressure:

Social pressure influences people. The factor that you should consider is, what form of social pressure you’ll use to control those that you wish to curry favor with, and what elements you’ll use to dissuade those that oppose you. You might:

  1. Praise those that seek recognition in forums that would allow your target to experience the highest degree of pride.
  2. Demean and denigrate those that oppose you in mediums that will have the most effect. To enhance this process, seek some from their clan to use as examples. If admonished forcefully, it’ll set a precedent that others will not want to incur.
  3. Leave an open path that dissenters can use to move towards you. And create a pit of hell for those that would continuously defy you. The more you can control the impact that others experience from social pressure, the more control you’ll have over them.
  4. Use your target influencers as your unwitting allies. Do that by exploiting their weaknesses as leverage points to entice or dissuade your target from adopting positions based on those that they see their influencers taking.

 

Nurture Continuing Compliance:

Once your target acquiesces to your demands, concessions, and desires, inspire them to continue their allegiance. You can accomplish that by doling out favors or granting requests that are slightly outside of what’s normal (do this with allies to display the extension of your generosity for those that follow your edicts). The fact is, once you’ve sought and acquired someone’s adherence to your demands, seduce them to promote their continued loyalty. It’s easier for them to meet your future requests – the more they meet your current ones. Because psychologically speaking, people naturally seek consistency. And that’s the reason you must encourage continuing compliance with your requests.

 

Reflection:

In all of your negotiations, there’s a power factor that sways the entities involved to move in one direction versus another. To be more powerful, you must increase your abilities of persuasion. Consider implementing the thoughts mentioned, how you’ll apply them, along with when you’ll achieve them. That will give you an increase in your advantage. 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/

 

 

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“How To Combat The Problem Of Blind Loyalty” – Negotiation Insight

“People demanding 100% loyalty want to blind you. Never be blinded by someone else’s light, less you taunt darkness.” -Greg Williams, The Master Negotiator & Body Language Expert (Click here to Tweet)

 

 

Click here to get the book!

“How To Combat The Problem Of Blind Loyalty”

Are you loyal? More importantly, will you be loyal to only me? Those questions were asked of someone with power by a person with more power. The response was, I’m devoted to the oath I took when I became a member of this organization. The implication was, I won’t be loyal to an individual – I’ll be dutiful to the institution. The person making that statement was fired shortly after that. The person asking the questions was the one that initiated the firing. And he would later demand that others be loyal to him too. He’d created a problem – one of perception. Later, it would ensnare several individuals under his charge. And his demand for loyalty would eventually be exposed as his means to deal in more nefarious behavior. Houston, we have a problem!

Loyalty is good in most cases. But, when those in power demand blind loyalty, people with power can stray from a righteous path. And problems can exist in any environment when there’s too much blind obedience. When that occurs, as someone in a position of authority or one challenged by those insisting that you have blind obedience to them, you must be prepared to combat unchecked loyalty. To allow it to roam free could be akin to walking blindly down a dangerous path that leads to misfortune. Don’t fall prey to the allure of blind loyalty. Here’s how to combat it.

 

Blind Loyalties:

Challenges

Unbridled allegiances can lead to unchecked power. And unlimited power can lead to unrealized potential. Because those with leadership abilities will never have the opportunity to rise to their full potential, less they pose threats to the leader. So, they become checked out of fear of the leader’s retribution. And that permeates the myth that adherence is better for those that submit to it.

 

Reckless Endowment

Power is an aphrodisiac. Another concern that institutions should have is what becomes of a leader’s power when he has too much of it. Best case scenario, he uses that power for the improvement of those that he represents – in most cases, that’s not been what history has proven. Instead, a leader with too much power has feathered his nest and those that remain most loyal to him. And that creates an infectious environment amongst those that continuously strive to be the leader’s favorite. That occurs, while the inner backstabbing slowly erodes and robs the life’s blood of the future from the institution. Be mindful of those with too much power and how they use it. It can be the source of good times or those that lead to destruction. The weight is the balance of when either occurs and the length of time it lasts.

 

Stifles Imagination

Concentrated power can stifle creativity. When a select few hold power, those with that power seek less input from outside sources. They know what the best thoughts are – because they believe their opinions are best for the masses. And when it comes to planning, they only consider their plans. Thus, they don’t seek out or welcome additional information from anyone outside of their circle. They don’t want any info competing against theirs that’s out of alignment with their strategy. There’s a high cost to pay for a lack of diverse input. And usually, those lower in the ranks of an organization are the ones to bear the burden of that cost.

 

Confronting Requesters of Blind Loyalty

Everything is a negotiation. And if you neglect that thought, you forego powers that you might otherwise realize. If you’re to maintain blind loyalty to anyone, it should be to yourself. That’s not to say that you shouldn’t be loyal to a cause, a purpose, an institution, or even a person. It’s to say, before committing to someone’s behest for loyalty, understand what it means. Understand where your commitment might lead you and what it’ll mean for your future. If you follow anyone’s mandates without questioning, you could end up at a dead-end street with nowhere to go except backward. That means you and those that you should have been supporting will have lost valuable time and your sense of purpose. And wasted time is time never regained. Always think before you commit to anything or anyone’s request.

 

Reflection

The general that wisely chooses the field of battle wins before the fighting starts. Thus, always be aware of the mindset of those that demand complete loyalty. In so doing, they seek to consume concentrated power within a small container – themselves. And when it comes to absolute power, absolute power rules without leaving a void for dissension. Without discord, no organization can sustain itself. While chaos can reign inside of dissent, the delicate balance lies in getting benefits from disputes versus suppressing the growth that could otherwise blossom. Thus, curtail the chaos. It will lead to confusion, which will lead to disruption. And yes, the powers to be may check disorder for a while, but eventually, it will happen. It has done so throughout history’s rule in corporations, communities, and countries. And when it does so, it has been the beginning that’s lead to the unraveling of the entities that were once powerful.

Never trust blindly those that seek 100% loyalty. If you do, it could be to your jeopardy. Even when asked to do so, you may close one eye but don’t close both. Keep an eye open so you can see the light that might allow the perception of a more realistic reality … 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 http://www.themasternegotiator.com/greg-williams/

 

 

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“Negotiation Crisis Intervention Behind The Scenes Trust Fear Factor” – Negotiation Tip of the Week

 

“A crisis is easily averted when you negotiate in a way that prevents it.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

 

Click here to get the book

 

 

“Negotiation Crisis Intervention Behind The Scenes Trust Fear Factor”

 

The opening scenes in his mind were calm and serene. The next thing he knew, silent alarms were summoning his attention. Instantly, he experienced fear. He instinctively knew that would be a factor in what was to come. And he wasn’t sure if that stemmed from his perception of a crisis in the making or the intervention that would be required to squelch it. Regardless, he knew trust would play a factor in the outcome – a negotiated outcome that he’d engage in whose result he could not gauge.

When you’re involved in any activity, you’re negotiating. That’s especially important to remember when you’re confronting crises or events that might be leading towards one. You should adhere to the following factors to enhance your chances of addressing challenging situations successfully.

 

Influence Factors:

 

Fight for power

Crises usually occur when there’s an unequal balance of power. Thus, struggles arise between forces to bring power back to the point of equilibrium. Then, harmony resides. But it only does so for the time it takes one side to become dissatisfied with the power-sharing arrangement. And that leads to another round of fractions between those that share the balance of power. Therefore, always be mindful of where your involvement finds you in the struggle for power. Therein will lie your opportunity to avert or incite a crisis. The action you take depends on what side of the equation you’re on – seeking more power or not willing to relinquish it.

Trust

Question: To what degree does trust become a factor in the influencing process during a crisis intervention? Answer: An entity seeking to create an agreeable and bonding resolution must first establish that foundation on trust – stated more succinctly, it’s everything. And, if trust teeters on uncertainty or there’s mistrust, the pillar to maintain a good relationship between opposing parties will stay in jeopardy. And that will hamper the cohesiveness of long-term agreements. Suffice it to say, trust when possible, but be keenly aware when you’ve extended it past its expiration. Sometimes, influencing a situation means pushing back on those that are not trustworthy.

Fear

Fear can be a powerful tool in a pre-crisis environment and during crisis intervention. It can be used as leverage to manipulate an opponent’s action to move in a more positive direction. It can also be used to entice your members to stay aligned with your cause (e.g., if they win, all of you will be worse off). You should also be cautious as to how you wield the tool of fear. Do that by having a calculated expectation of the outcome it might produce on your target. If the target responds in unexpected manners, and you didn’t consider them, you run the risk of losing control of the situation. And that could leave you impotent to address other aspects of the engagement. Therefore, when considering the implication and implementation that fear’s usage will have on a situation, the word to exercise is caution.

 

Scenes

When considering the role influence will have when you’re negotiating in a crisis or intervention, think of the situation in stages. Break the interactions you’ll have with the opposing party into segments. Assess how you’ll act and react in a particular phase. And assess how the opposite side might respond to your positioning – determine what mannerisms they might adopt and how you might react to that, too. Your goal is to break the pieces of the engagement into manageable segments. That effort is geared to give you the most significant opportunity to move the talks in the direction that’s most favorable for the parties involved.

 

Bonding Questions

As most astute people are aware, trust and fear play a vital role in the bonding process. Thus, both of those factors are potent forces. To add to your powers, ponder how you’ll bond with other parties by considering the following questions.

  1. Should you bond with the other party?
  2. What ramifications might come about as the result of your bonding with some members that oppose you versus others in the opposition’s fold?
  3. Can the bonding process with certain sects further your goals faster than with others?
  4. When is the best time to engage in the bonding process?
  5. How will you measure the effectiveness of your relationships?
  6. Should someone of stature precede you to set the stage to enhance your bonding efforts?
  7. At what point might you break a bond to make a point?

Those questions, along with others you think of, are crucial queries to ask yourself. The answers will allow you to develop a cohesive strategy that can be used to further your activities, engagements, and goals.

 

Negotiation Strategies

Depending on the severity of the crisis you’re dealing with and the stage that it’s in, you might want to adopt the following negotiation strategies to improve your plight.

 

Block and Bridge

This is a tactic that allows you to promote your message and position while diluting the other party’s efforts to enhance his own. It’s accomplished by acknowledging the other party’s perspective but not allowing it to be fully heard or seen. Thus, if someone were to say, “we’ve been making these demands for the …”. You might cut them off after they said, ‘the,’ and say, “We understand time has passed. There have been mitigating circumstances that have prevented us from adopting a policy/plan, etc.”

By engaging in this manner, you will have stopped his efforts to project his position in the public domain. Instead, you would have promoted your point as the dominant thought that others should lend their attention. Block and bridge is an excellent way to steal the spotlight and allow it to shine brighter upon your plans for improvement.

 

Pincer Move

A pincer move, in a negotiation, is used to convey the message that you have the opposition surrounded by those possessing differing opinions than his. The implication being, succumb to the superior force – me/us that confronts you.

Marshall as many opinions and allies as you can that are aligned with your message, to refute those of the other side to implement the strategy. And be sure that none in your camp are shills posing as your supporters when, in reality, they’re inside your encampment as spies for the other side. You want the opposing party to feel isolated and devoid of hope in the quest for their plans. That will serve several purposes. One, it will sow doubt about how much longer they should continue down their current path. Two, it will create fractures within their ranks. And three, it will dilute their strength, which will make them a less potent foe.

Feigning

Many years ago, Muhammad Ali fought George Foreman. Foreman was known for his power, not his stamina. Ali realized that he could not go toe-to-toe with Foreman less he heightened the chance of being knocked out. So, Ali adopted the rope-a-dope, a strategy meant to allow Foreman to wear himself out by pounding away at Ali. Ali’s ploy was to draw Foreman into thinking Ali was ‘out of gas.’ And the deception worked for Ali, who went on to win the fight. Later, someone stated that underestimating Ali was the mistake of a lifetime.

In any negotiation, sometimes, your efforts can be enhanced if the opposition is unsure of your strategy – it’s even better if they think you have no plan. Thus, when dealing with a crisis, release information strategically about your position. To the degree you can, don’t place it in mediums that you can’t control. And when other sources attempt to reposition you, be quick to thwart their efforts. Adopt the persona that’s best per how you wish others to perceive you, your team, your efforts. And, like Ali, you can pretend acceptance of one position while holding in reserve the one you wish to implement.

Reflection

There are many factors that you should consider before, during, and after a crisis. The way you handle each phase will determine what occurs next. Thus, you must be aware of where your rhetoric and actions will take you per the procedures and posture you adopt in one stage and the impact it’ll have upon the next. By implementing the insights mentioned, you increase your odds of addressing crises better. That will place you in a more harmonious and prosperous environment. And everything will be right with the world.

 

Remember, you’re always negotiating!

 

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

 

After reading this article, what are you thinking? I’d 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/

 

 

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“What Harm Is Deception If It Protects Truth“ – Negotiation Tip of the Week

“Don’t argue with those that traffic in deception – they have alternative truths. When you must, only deal with them to avoid harm.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

 

“What Harm Is Deception If It Protects Truth“

 

There’s an adage that states, liars’ figure, but figures don’t lie. In a puritan environment, that may be true. But that’s not where we reside. The environment we live in is one where liars figure to make their deception align with the truth. In so doing, some see themselves as protecting facts as they would want others to perceive them. By any other name, the potential harm they cause is called deception. From their perspective, the question, what harm is deception if it protects the truth, is answered based on what they’re protecting and whose version of reality one wishes to promote.

When dealing with people that practice deception, be wary of their intent. The truth will be what they’re attempting to conceal. Once you’re aware of what they’re trying to hide, only then can you deal with hidden problems. To do so otherwise could be trading in false transactions. Consider the following to assess and determine what path to adopt when dealing with those that traffic in deception.

 

Credo:

What’s the credo of those involved?

Whether it’s the military’s, leave no man (person) behind, or police officers’ blue wall of silence, the credos of those institutions influence the mindset of its members. And it suggests how they should respond or act in certain situations. Therein lies the hidden ground for the sly shiftiness in which deception can be rooted. Therein also lies the mindset that can promote deceit. Thus, the credo of an entity should be your starting point to uncovering the truth about the primary values held by those institutions. By following that thought, you’ll increase your understanding of what motivates someone’s actions.

 

Power Alignments:

  • What are the power alignments? In every organization, power alignments exist. You should explore those alignments. That’ll give you insights about how you might address those powers, and shed light on what you may well have to overcome to avert or defeat them.

In some cases, when a crisis is in progress, depending on the strength of the alliance, the cohesiveness of the coalition can be deflated by verbally confronting the group’s leader. At other times, it may be more prudent to pick off lower-ranking members of the alliance to isolate the leader. In either case, take note of a power’s make-up to determine how to compete against it.

 

  • What sources of power are behind deceit? That is a pertinent question to pose because it addresses the undercurrent of why deception may exist. Consider also asking yourself what you’re not seeing or what’s not being voiced by your adversaries.

Observing what’s shown and said can be less valuable than what’s not shown or mentioned. While there may be factions within a power base, there may also be ideological fractures or other lines that bond it’s members to one another. If you’re aware of those factions and the dividing points that separate them within their alignment, you’ll have other aspects from which to chip away at their power sources.

 

Juking Stats:

  • Who is protecting whom, and why? You may be familiar with the phrase “alternative facts.” It’s a paradigm stating that things may not be as they appear, or one that suggests you should observe a situation from another point of view. In either case, some in power will juke stats to reflect a perspective that’s more favorable to their viewpoint. In most cases, that’s done to endure one’s self to others and enhance that person’s following, which extends his influence.

Be concerned when you partake of someone juking stats. They’re attempting to alter reality. In so doing, they’re trying to change your perspective from what you perceive reality to be to what they would have you believe. Therefore, when confronted by such situations, ask yourself, are you going to trust your truthful eyes or their lying mouth. The answer to that question will lead to enlightenment or one that could lead you deeper into a demon’s pit – which later exposes the beast of despair that lies there. Choose your decision wisely.

 

  • What will members of a group do to protect one another? As mentioned in the section that discussed credos, some members of an organization will go to extremes to protect the leader of the group or to those that they pledge their loyalty. The degree to which that’s applied can also indicate the strength of the leader and what he demands of his followers.

Times have occurred throughout history when followers committed unsavory acts to appease a leader. Thus, based on the promises of the leader, some have willingly given their life for the better aftermath that they were told awaited them. When observing a crisis in the making, seek the lessons of history and understand the psychology behind alliances. That will be the key to unlocking a member’s will, which will give you a better perspective about why some will do anything and perform any act to stay in good favor with those that lead them.

Always assess the passion and commitment that members of any organization have for their superiors. Because it can become the illumination that shown brightness upon an otherwise hidden entanglement in which deceit may lie. And therein will lie why some will juke stats to keep their followers aligned with them to perpetuate their leadership.

 

Reflections:

Most of the time, people deceive others for protection. And that protection is usually based on the embellishment or furtherance of one’s self-aggrandizement. Therefore, the more insight you have about those that oppose you and their sources of motivation, the better you’ll be at confronting and averting crises. That also means that you’ll become better positioned to curtail crises in their early stages. That will give you greater control within your ranks and in those that oppose you … 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

 

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