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

“You Need to Stop Stupid Bad Decisions Now” – Negotiation Insight

“Bad decisions can lead to bad outcomes. Stupid decisions can make bad outcomes worse.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

 

Click here to get the book!

“You Need to Stop Stupid Bad Decisions Now”

He had a crucial meeting at 9 a.m. the following day. It was with his company’s largest client. Many months had gone into the preparation of what would be the biggest deal the company had ever had. And everyone was counting on him to land that big deal.

So why do you think he allowed his so-called friends to talk him into going out the night before the big meeting? He knew what was at stake the next morning. They asked him to have just one drink. One drink turned into two, and two turned into nine. Finally, being inebriated, he said to his friends, I must go. I must be ready for that big meeting tomorrow. By the time he got home and went to sleep, it was 2:47 a.m. When he awoke, it was 11:09 a.m. He missed the meeting. He also lost what had up until then been a good career – because he got fired!

Has anything like that ever happened to you? Your so-called friends, instead of supporting you, distracted you from a goal. Maybe it wasn’t to the degree of what occurred in the story. In that case, the decision to go out the night before the big meeting wasn’t just a wrong decision – it was stupid! More than likely, you’ve made stupid decisions too. So why do you allow that to happen? There are several reasons. The following are some of them and how to protect yourself from falling prey.

 

Friends Versus Associates:

Be careful with whom you surround yourself. And don’t associate with people that work against your goals. Understand the value of real friends. They help protect you from harm. And they support your ambitions.

Associates, on the other hand, are people that may be close to you – but they’re usually individuals that care more about their self-interest than yours. They may not share your goals or outlook that you possess.

Here’s the catch, friends can lead you into bad decisions. If they do so once, you may consider forgiving them. If they do so frequently, move them out of the friend category. And ultimately you might consider moving them out of your life.

Whatever label you assign to those that are friends versus associates, be mindful of who you let into the friend category. Those individuals will have a more significant impact on your life.

 

Strong And Discipline:

There is a strength of mind and a mind that’s disciplined. You more than likely possess either depending on what you’re contemplating. But when confronted with decisions of significance, you need to combine those two forces.

When you know you have a lot riding on the outcome of a decision, consider the consequences of not being able to perform at your best. If that doesn’t prove to be substantial enough leverage, think what you might lose. Most people have a greater fear of loss than they do for the power of additional gain.

To ascend to higher heights, you must possess an attitude that states, no one will stop you. Then, commit to yourself to stop making stupid decisions. Once fortified by that belief, you’ll become empowered. That’s when you’ll possess the ability to achieve more consistently. That’ll also be the time when you stop making stupid bad decisions … and everything will be right with the world.

 

What does this have to do with negotiations?

 

Everyone makes bad decisions sometimes. It may be due to erroneous information, fear of not wanting to confront a situation boldly, or misperceiving the severity of it. Regardless of the reason, when you know you can avoid turning a bad mistake into a stupid one, don’t turn it into one.

In a negotiation, the more time you spend in it, the higher the chance to make bad decisions. Most negotiators want to see a bargaining session to its conclusion. That leaves them vulnerable to turning a wrong decision into a stupid one.

First, be alert to how you’re making decisions when you negotiate. If you feel pressure leading the choices you make, view that as a warning signal. It’ll be the alarm that alerts you to the possible doorway opening that leads to worse decisions.

 

 

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/

 

#Decision #Negotiate #Negotiator #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #Success

 

 

Categories
Growth Management Personal Development

Is Success a Breeding Ground for Leadership Complacency?

What’s Your Breeding Ground for Complacency?

There’s nothing like that feeling of success. On the opposite side to success, is a dangerous shadow called complacency.  And complacency, unlike other dangers, is quiet. The saying goes – success breeds success.   But success is never overnight. There’s an eagerness to push the boundaries and to look for different ways to do things. Living on the edge or outside of your comfort zone is normal.  Comfort is a sign of complacency.

The “To-Do” of Achieving Your Goal is Checked Off

“Complacency is the last hurdle standing between any team and its potential greatness.” -Pat Riley

Great leaders understand complacency can impact their success. Enjoy your success as you keep an eye out for any difficulties that may arise. The actions you take when you view success can be seen as a final resting place for your results-or is it? Remember that success is not a location, it is about the journey. Complacency is a feeling that everything is good often while unaware of some potential danger. It can be a crisis that threatens the company. Complacency can have a leader begin to follow more than lead.

Complacency Can Lurk Behind Benchmarks.

“A leader’s greatest enemy to success is often previous success.  You become satisfied.  Complacency can set in.” – Brian Dodd

Basking in the accolades of accomplishing great results, complacency lurks through and you are often unaware of the success can lead to complacency. Complacency can impose significant problems even though you may recognize some and ignore them. Others you may not recognize as they can cause more severe damage to your organization anyway.

Be aware of when you react and when to be proactive while completing the work you do. Complacency can lead you to “settle” for mediocrity. Successful individuals and organizations typically are not complacent because of striving for continuous improvement.

Success Makes You Overconfident

“The Number one threat is us. We must not let success breed complacency. A company is never more vulnerable to complacency than when it’s at the height of its success” – Herb Kelleher

Set goals every year, quarter, month and day so that you are always looking to achieve new goals and see new views. Don’t make excuses for failures or setbacks.  See them as learning opportunities. Being blind to your own weaknesses, or worse, blind to the reality that you have weaknesses makes you overconfident. Be aware of how you put yourself or your organization out to others by checking that everything you do is ready without any problems of yourself or your organization.

Success Can Lull You into Complacency

“Watch the little things; a small leak will sink a great ship.” -Benjamin Franklin

Success can make you overconfident but it doesn’t have to. As a leader, it’s important to avoid certain dangers as it relates to complacency. Be aware of what you can do to avoid complacency by using your creative thinking for seeing things differently.

Challenge the status quo as your success can lull you into complacency. Realize that confidence is about believing the things you do will yield positive results. Feeling uncomfortable can be your key to success. Confidence is about believing the things you do will yield positive results.

Routines may make you feel at ease and in control, yet you need to get out of your comfort zone to try other things that won’t keep you stagnant. This type of behavior dulls your thinking to do things that are easy as you’ve been doing for some time.

What drives complacency in you? Is it: (Michelle Gibbings)

  • Fear of the unknown
  • Fear of failure
  • Fear of success
  • Fear of hard work

Don’t let the fear hold you back.  Harness how it makes you feel.  In your efforts to propel action, exercise your psychological safety to ask questions.

A Final Word

“Change before you have to.” – Jack Welch

Change happens every day. A leader’s greatest enemy to success is often previous success.  You become satisfied.  Complacency can be conquered if you are willing to improve what you already have on a consistent basis. With every project you begin, look at what you currently have and see what you can adjust or change for that project. Every project has its own problems you can overcome. These are just a few of the key ways to fight off complacency, so enjoy the journey of success.

What’s your breeding ground for complacency? The world is moving and changing quickly.  Do you keep pace with the change, stride ahead or are you left behind?

“If it ain’t broke, don’t fix it’ is the slogan of the complacent, the arrogant or the scared. It’s an excuse for inaction, a call to non-arms.” – Colin Powell

Categories
Growth Management Personal Development

Listening Strategies as a Competitive Edge


Good leaders have listening skills, great leaders have listening strategies.

Several years ago I was working with the CEO of a national specialty retail chain.  One of the questions I asked her was “As the CEO of your company, what is the most important thing you do?”  The answer was short and direct.  “Listening.”  

One CEO’s approach to listening.

I was a little taken back by the simplicity of the answer, so I said, “tell me more about that.”   She went on to say that when she visited stores she listened to her associates and her customers in very intentional ways.  When business was slow, she would take some associates to the food court for refreshments and conversation.  As part of the conversation, this CEO would always ask two questions.  The first was “What could we do to make working here an even better experience for you (associates)?”  The second question was, “What product ideas do you have that you think our customers would really like?”

This CEO did the same thing with her customers.  Customers usually came in small groups, so when they finished up, she would invite some to the food court and have a similar conversation.  “As customers, what could we do to make this an even better shopping experience?”  Again, as with the associates, ‘What products would you like to see in our stores that would interest you?”   What she was doing was conducting informal focus groups as part of her store visits. While this company has an R & D department, the CEO said that many of their new products came from these discussions with associates and customers.

The epiphany for me in this conversation was this.  Good leaders have listening skills, great leaders have listening strategies.  This CEO was very intentional and strategic in her approach to listening to associates that take care of their customers, and the customers themselves.  The benefits of these listening strategies were improved operations, employee engagement, and product innovation.  Pretty big dividends for a simple-to-execute, but powerful strategy.

What Strategies Can You Employ?

What listening strategies can you implement to better understand your employees and customers?   In addition to old-fashioned one-on-one meetings with the intention of listening, I once implemented what I call “skip level meetings,” for people that reported to my direct reports.  The inspiration for this strategy was watching a company executive who was the “Emperor with no clothes.”  He seemed to be the only person that was unaware of the deep dissatisfaction in the ranks of two functions he managed.  His problem was that he only interacted with the his direct reports, the Vice Presidents of those two functions.  They were the problem.  Both were hard-ass, know-it-all bosses who managed by intimidation.  Finally, after getting wind of the problems, both VPs were let go.  But not until much damage was done in those functions.  So, I resolved not make that mistake and to do these skip-level meeting with people a couple of levels removed from me.  I was completely transparent with my leaders about what I was doing and why.  There were four benefits from these meetings.  1)  People felt respected and heard.  2)  I learned more about what was really happening.  3). I heard a lot of good ideas people had.  4).  It helped me keep myself and my direct reports accountable.  A win all the way around.

Another listening strategy I have become a big fan of are pulse surveys.  Not the mind-numbing surveys of 50 questions that companies can’t seem to digest, so they end up doing nothing with the data.  Image the cynicism from all who put the time in to do the survey.   These pulse survey platforms provide the tools to ask employees very targeted questions, one or two at a time.  “Are you getting the support you need in this virtual work environment”  “What would help you feel more connected?”  “What ideas do you have to improve our customer service?”   How well does leadership live up to our core values?  Now you have real-time feedback you can work with.

An example of a listening strategy with customers is Enterprise, the car rental company who is the largest privately held company in the U.S.  Enterprise is a company that I really respect.  They have a simple two question survey for their customers, which I have taken many times.   1) On a 1-5 scale, how would you rate your experience with Enterprise?  2)  Will you use us again?  Short and sweet, but a great predictor of repeat business.  Enterprise takes this data so seriously, the results are part of their executive compensation program.  So, what easy-to-execute listening strategies can you employ, and what advantages could they create?

Know this, your leadership matters. Keep learning, growing and developing your leaders!

 

Dr. Mark Hinderliter works with clients to develop inspiring leaders and great workplaces.  His experience as a Senior Vice President for a billion-dollar global enterprise along with a PhD in Organization and Management are a unique fusion of real-world experience and academic credentials.

Mark is a Veteran-owned Business Owner and the host of the podcast, “Creating Great Workplaces.”

Subscribe here:  https://c-suitenetwork.com/radio/shows/creating-great-workplaces/

 

Categories
Best Practices Culture Economics Entrepreneurship Industries Investing Management Personal Development Technology

5G Entrepreneurs Creating Billion-Dollar Businesses

Within the next five years…

New multibillion-dollar businesses will appear that didn’t exist before due to 5G wireless technology. Because of this, many industries will either be agile, reacting to an ever-increasing number of 5G innovators disrupting their industry, or they will be anticipatory innovators and use the predictability of 5G capabilities to become the disruptor.

The first generation (1G) of wireless came with the introduction of cell phones constrained to phone calls and high-level executives. The second-generation (2G) gave us better call quality for wireless phones and offered a new capability for text messaging via SMS. The third-generation (3G) facilitated mobile internet browsing and early video calling.

Most recently, 4G brought us useful multimedia networked computers with media-rich streaming applications like Snapchat, Instagram, Facebook, Netflix, and more.

Up next is 5G.

This generation of wireless technology is already being deployed in major cities in the U.S. and other countries. Qualcomm, Ericsson, and Broadcom, as well as network providers AT&T, Sprint, and Verizon, are all putting in maximum effort, with mobile device manufacturers starting to launch their first 5G-enabled devices.

While consumers have become jaded to the 5G terms as seen in commercials, there are many consumer and business implementations of 5G to be excited about. Once deployed and fully operational, 5G would essentially be the solution to deliver complete digital connectivity from the tip of the carrier network and essentially be the death of cables in homes and offices alike.

As it stands today, 5G would function as a set of simultaneous revolutions, all of which must function without any trouble whatsoever, in order to provide the speed and connectivity it boasts. Some hiccups actually go beyond technological functionality and spill into business and social conflicts:

  • Unified Carriers. 5G wireless would essentially place companies like AT&T, Verizon, and the combined T-Mobile and Sprint in competition against Comcast and Charter Communications for services. 
  • Remade Landscapes. 5G allows for smaller transmitters that consume lower power, with smaller 5G transmitters covering much smaller service areas than those typical 4G towers. A carrier would need about four hundred times more than we currently have, camouflaged in urban areas. 
  • Restructured Global Technology Economy. Upon implementing 5G, areas such as Scandinavia where Nokia and Ericsson reside would become the primary hub for telecommunications, and China Mobile and Huawei are jointly responsible for the architecture of 5G, making China more powerful in the data world than the U.S.

The cost is of most concern in many cases. Prices for service would most likely start out pretty high compared to where we are now, covering the costs to implement the technology.

In several articles of mine, I’ve called on anticipatory businesses and individuals to pay attention to the Hard Trends shaping the future both inside and outside of their industries, and the digital disruptors that may affect them directly or indirectly. Implementation of 5G would certainly jump-start those disruptions.

The following are perfect examples of technology-driven changes I’ve discussed in previous articles and their correlation to 5G technology:

  • Vehicle-to-Vehicle Communications and Driverless Automobiles. 5G will enable Vehicle-to-Vehicle (V2V) communication, using the low latency of 5G wireless networking, allowing each vehicle to know exactly what all the other vehicles are doing around it.
  • Virtual Reality (VR) and Augmented Reality (AR). Ultra-fast connectivity and synchronicity are important for the user experience, as video communication within corporations will be meshing with VR as remote employees take virtual tours of a manufacturing plant with individuals who are physically there. In the AR world, the very infrastructure of AR glasses and other AR technology is contingent on high-speed connectivity with the amount of data present.
  • Cloud Computing. 5G wireless has the potential for distributed cloud computing services, creating near real-time experiences with edge computing that are much more engaging to users than Amazon, Google, or Microsoft are today.
  • Internet of Things (IoT). Everything from kitchen appliances to parking meters can all be made easier to produce, easier to control, and more connected than ever before. 5G transmitters will become IoT hubs, acting as real-time service hubs for all the households in their specific coverage areas.
  • Healthcare. The availability of low-latency connectivity in extremely remote locations such as Mississippi, where trials of 5G connectivity are implemented, would connect individuals to remote medical professionals for information.

By being anticipatory, many telecommunication providers are pre-solving problems with 5G before they occur by way of moving customers into a 5G business track before most true 5G services exist. It is the perfect time for you and your organization to anticipate what’s to come, and more importantly, what is to be affected by 5G in your industry. By paying attention to the Hard Trends shaping the future, you can stay ahead of the curve to avoid falling behind.

To be certain of the Hard Trends shaping your future, get a copy of my latest book The Anticipatory Organization – I have a special offer for you!

Categories
Entrepreneurship Management Marketing Negotiations Operations Sales Skills Women In Business

“For Greater Success Women Need To Be Better Negotiators” – Negotiation Tip of the Week

“Success can be seen in degrees – but only to the degree that you observe it.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

 

Click here to get the book!

“For Greater Success, Women Need To Be Better Negotiators”

 

People that negotiate better than others tend to have greater success in life. That’s true to a point. Because, if a man and a woman have equal skills as a negotiator, in general, women tend to get the shorter outcome. For that reason, women need to be even better negotiators.

 

… I asked what challenges she has when negotiating. She said, “none – I never have anything to negotiate.” After I probed by saying, never? She, replied, “I took my brother once to help me negotiate the purchase of my car. I figured the dealer would take advantage of a woman alone. But my brother wasn’t any good. He just said yes to everything the dealer said. He didn’t know anything about negotiations. I might as well be alone.”

 

Negotiation Awareness:

Most people don’t realize when they’re negotiating. Negotiation occurs when you’re attempting to achieve an outcome. Anytime you’re trying to get someone to embrace your beliefs – you’re negotiating. Some consider that influencing. But in reality, it’s a negotiation.

As you’re most likely aware, my motto is, “You’re always negotiating.” That means, even when you’re engaged in the influence process, you’ve most likely had prior interactions that shape how you address someone. Those previous interactions were negotiations. You exchanged in the give-and-take process that’s influencing how you currently interact with someone of likemindedness or appearance.

That’s important for women to remember when they’re negotiating. If they possess a shackled mindset, they’ll be less efficient when negotiating. Instead, women must look at the situation and think, I’m free to be who I am. My past is not my present. And I will not allow old thoughts that hindered my progress from slowing me down. I will become stronger and move more boldly towards my future. Then, learn more about how to become a better negotiator.

 

Know Your Assets:

There were several factors about negotiations that the lady I was speaking with didn’t recognize.

  • She didn’t recognize that she’s continuously negotiating. That means being aware of where one action will lead and how it will impact the next step. Planning your steps will give you insights into what you’ll need as you engage them.

 

  • Since she thought she never negotiated, there were no contingency plans for situations she might encounter. Always plan how you’ll act and react before entering into situations. Women should consider how their gender might cause others to treat them. The more import the outcome, the more one should plan.

 

  • Her brother was an asset. His presence gave her unforeseen leverage. But since she didn’t know how to use it, she forewent that advantage. Sometimes, having the right person with you in a negotiation adds value to your effort. As a woman, consider how you might employ seen and unseen leverage in your negotiations.

 

  • When negotiating in what might be an awkward situation, consider allies to enlist to strengthen your position. Look for those that have skills that will offset those of the other negotiator.

 

Know Your Negotiation Counterpart:

  • Negotiators have different styles of negotiating. And some have differing thoughts about negotiating against women. To understand the type of negotiator you’re dealing with understand their mind.

 

  • Women have built-in advantages in most societies. And that’s their gender. In general, most men don’t think women can negotiate effectively. A woman can make that ill-thought a man’s peril. And that’s the hidden advantage. Women can take advantage of men’s perception by luring male counterparts into negotiation traps. Then, she can spring it before he realizes he’s trapped.

 

  • Some women are relieved when they negotiate against another woman. Don’t fall prey to this thought. As a woman, it can be tougher negotiating with some women than some men. Some women believe they have to be tough to be respected. And they won’t cut you slack because you’re the same gender.

 

Mock Negotiations:

Before engaging in what might be a tough negotiation, practice. Do so in mock negotiations. Everyone can benefit from them. But women can gain more enormous benefits by practicing with male counterparts that might act like those that she’ll face at the negotiation table.

Never discount the value of practicing. And never neglect the importance of mock negotiations. They can simulate real-life reality before it becomes that.

 

Conclusion:

The lady with whom I spoke had a commonality with other women about negotiations. Some either fail to even recognize with they’re negotiating, or they ratchet down their negotiation efforts out of fear. In either case, they shortchange themselves. They also forgo opportunities that could bring benefits for those that are dearest.

The question becomes, as a woman, is being a better negotiator worth the effort that it’ll take to become more successful? Others are depending on you! Commit today to enhance your negotiation skills … and everything will be right with the world.

 

Remember, you’re always negotiating!

 

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

 

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

  

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

 

#women #success #mistakes #Negotiate #Business #Progress #SmallBusiness #Negotiation #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success

 

 

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

“Here Is What You Need To Know To Win More Negotiations” – Negotiation Tip of the Week

 

 

“To win more, you must know more about how to win.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

 

 

Click here to get the book!

“Here Is What You Need To Know To Win More Negotiations”

He entered the negotiation completely unprepared. And he jumped at the first offer the other negotiator made. After they departed the negotiator that had extended the offer said to a cohort, I wish all of my negotiations were that easy. That guy had no negotiation skills.

Hopefully, no one will ever say that about you. Implement the following steps in your negotiations, and you’ll decrease that probability.

 

Planning Stage:

  • Identify what a winning outcome is for you and the other negotiator.
  • Take into account the resources you and the other negotiator will have to enhance your efforts. Those resources might consist of other people at the negotiation table and some that are not.
  • Determine what either of you might do to achieve that outcome.
  • Assess what might hamper the outcome you’d like.
  • Identify the body language gestures you’ll note to assess when the other negotiator is becoming exasperated. Set the baseline for those gestures by observing how he acts when he’s calm.

 

Other Influencing Factors:

  • Know the outside sources of power that might influence the other negotiator.
  • For more considerable influence, understand the way he thinks and the motives that drive his actions.
  • Know your pressure points and those of your opponent. You can gain influence by applying pressure on those not at the negotiation table – leverage that. Remember, the other negotiator can do the same to you. To decrease that probability, minimize those that may expose your vulnerabilities. Doing so will make you less susceptible to pressure.
  • Know how many phases there may be in the negotiation. If the other negotiator is the first of many that you’ll be negotiating against, he may be attempting to gain insight into your strategy. Then, when you think you’ve reached an agreeable outcome, he’s removed. And his team installs someone else. That’s the beginning of the next phase of the talks. That can occur throughout many stages. Be prepared for it.
  • Recognize when you’re in a zone – everything is going right. Also, be aware when things are misaligned. When that occurs, stop the negotiation. Take a break an assess what’s happening. Once refreshed, re-engage.

 

Read Body Language:

  • Gather nonverbal queues that reveal hidden thoughts.
  • Eyes – What can you glean from someone’s eyes? You can gain insight into their demeanor, the degree of respect they have for you and themselves. And you can note when they become uneasy about an offer. To record such occurrences, observe the eye movement when engaged in regular exchanges. Then, as things intensify, note the quickening pace of the eye movement, the direction up or down in which is glanced. Those movements will signal uncomfortableness. Take note when sensing that and be prepared to take action.
  • Hands – When people speak, it’s natural to use hand gestures. As you progress in the negotiation, note the degree your opponent alters those gestures. There’s value in noting the difference between him saying, and we’re this close to a successful deal while holding his thumb and forefinger a quarter of an inch apart, versus two inches. He’s displaying his measurement to how close he thinks you are to closing the deal.
  • Speech patterns – Words convey thoughts. And specific words have more meaning than others. Thus, lend attention to the words used and their pronouncement when someone extends an offer. As an example, if someone were to say in a robust intonation, that’s my best deal, take it or leave it. They’d sound more convincing than if they stated it in a weaker tone and with their head bowed. Gain additional information by listening and observing.

 

Exit Strategies:

  • Have clearly defined points indicating when it’s time to exit the negotiation. Establish them during your planning session.
  • Allow the other negotiator points to exit without losing face.
  • Assess the degree a winning outcome has changed as you’ve negotiated. If it’s altered drastically, consider postponing it.

 

Many factors influence the flow and outcome of a negotiation. The better prepared you are for what might occur, the better your chances to control the factors that determine the outcome. Having more control means, you should be able to keep the other negotiator happy with what he receives, while you obtain what you seek. The strategies mentioned will help you do just that. They’ll assist you in achieving your goals … and everything will be right with the world.

 

Remember, you’re always negotiating!

 

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

 

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

 

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

 

 

#Negotiate #Business #Progress #SmallBusiness #Negotiation #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success

 

 

 

Categories
Marketing Personal Development

What fires have you put out recently? Share them through your online content.

Looking for something to write about for online content?

Talk about the fires you’ve put out this month, for starters…

Regardless of what area of expertise in which you specialize, you undoubtedly have had to deal with unexpected left turns when it comes to your client work. 

While these speed bumps and hindrances are undoubtedly a pain in the ass with which to deal, you’ve handled it in the best way possible to satisfy your clients. 

The bad news is that you never know when these roadblocks will present themselves.

The good news is that you can leverage the entire experience in content that will deeply resonate with those that you serve.

I’ve devoted a good portion of my blog and social content to describe the various ways in which I’ve helped clients overcome emotional roadblocks, logistical hiccups and day-of-shoot shenanigans that could’ve ultimately affected the success of the session.

Ultimately, it only represented a small blip on the radar once we addressed the issue and moved past it.

Why?

It alerts clients of the type of service and experience that they should expect when they work with me.

At the end of the day, everything I write is not about me, it’s about my clients.

And sharing how you put out fires is a huge component to that puzzle because we all know that smooth sailing with respect to client work is rarely how things work out. 

Potential clients want a sense of how you handle yourself in those moments

Why?

When they read your content, they’re relating it directly to themselves. 

Let them know how you will take care of them should something unsuspected arise in the work you do with them.

Since we’re talking about putting out fires, let’s get some of them on paper for you right now.

Putting Out Fires — Idea Nugget Exercise

I want you to identify one client you’ve had over the past month where the road got a little rocky and answer the following questions. 

Don’t rush – take a couple minutes: 

  • What was the 5-alarm fire that popped up during your client work?
  • How did your client react to it?
  • How did you react to it?
  • How did you resolve the issue? 

Once you’re done, combine the answers together, tighten up the English, make sure the story is relatable to those in your audience and, suddenly, you have the raw materials needed to create a social post or blog article staring right back at you!

Then, the next question is how do you visually punctuate this story, whether its an image for your social post or a thumbnail for your blog entry.

The first question is whether or not you want to identify the client specifically. 

If so:

  • Do you have a photo with the client? 
  • A selfie? 
  • Screengrab of you two talking via a web conferencing app such as Zoom? 
  • A photo taken together at an event?

If you don’t want to identify the client and speak in general terms – I do this ALL the time – then:

  • Do you have a lifestyle portrait of you working with a client where you can’t make out their faces? 
  • On a Zoom call on your laptop? 
  • On the phone speaking with a client? 
  • A dramatic photo of you thinking to yourself that creates a sentiment of reflection and rumination?

There are a myriad ways you can visually punctuate a story like this. 

The key is that you first identify the specific fire you put out and write it down, and the image choice will inevitably follow based on your objective with the post and whether or not you want to identify the client specifically.

When you share content like this, you’re providing your audience of potential clients the opportunity to realize that whatever comes up while working with you, they’re in good hands and you know exactly how to take care of them.

That goes a long way in establishing a deeper connection, rapport and ultimately, trust, with those you serve.

Similar to this idea nugget-inducing article, I share a variety of storytelling strategies in my blog. If you’d like to receive them directly in your inbox to read at your leisure, then subscribe to my 

blog – I’ll throw in a free gift once you sign up, cause you know, I care, 🙂

If you’re looking for more personalized work to help you sort out your online content creation strategy, I can help you with that, as well. 

Set up a call with me and let’s see if we’re a fit to work together and how I can help you with your points of friction in this area.

 

John DeMato is a NYC branded lifestyle portrait photographer and storytelling strategist who serves speakers, authors, coaches and high-level entrepreneurs across the country. His 50+ page e-book, S.H.A.R.E. M.A.G.I.C.A.L. I.D.E.A.S., lays out the how, what and why behind creating a memorable and referable online presence – sign up to get your FREE copy today.

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Best Practices Culture Entrepreneurship Health and Wellness Industries Investing Leadership Technology

Auto Insurance Industry: Disrupted or Disruptor?

Today, we have fully electric vehicles with AI-enabled semi-autonomous features, as well as fully autonomous vehicle applications. But how has this affected insurance premiums, and will those changes deter you from buying a specific “vehicle of the future”?

Presently, most vehicles still put you in the driver’s seat and in control, leaving your insurance unaffected. But now that we have more autonomous features than ever to make the roads safer, insurance is changing.

Disruptive innovator Elon Musk and Tesla have been in the limelight for good and bad reasons in this space. The good being a computerized system more adept and attentive than human beings, but the bad is that initial versions of these features have been limited. Couple that with the fact that there are currently fewer Tesla automobiles on highways than Fords or Chevys, many buying a Tesla will quickly notice their insurance premiums skyrocket.

Auto Insurance Is Changing

For example, entrepreneur Dan Peate, who founded the group health insurance provider Hixme, was deterred from getting himself a Tesla Model X after he discovered that his premiums would accelerate to roughly $10,000 a year. Why should the price vary so much, especially since semi-autonomous features are specifically manufactured to be safer on the roads? If you find yourself pondering this as well, you are definitely identifying the Hard Trend that more semi-autonomous and autonomous vehicles will emerge every year.

Dan Peate identified this Hard Trend and became more anticipatory in his thinking, moving to start a wave of disruption from within the insurance industry. He founded Avinew, a new insurance company that monitors drivers’ use of autonomous features on cars and determines insurance premium discounts based on how and when autonomous features are used.

Avinew has agreements with most manufacturers and customers, allowing it to access driving data in real time and utilizing the data gathered to cut insurance premiums, rather than after accidents occur.

Underwriters and actuaries base insurance prices on the type of risk, and oftentimes they charge more due to not having enough data, as the risk is the unknown and not that the vehicle puts you in danger.

With the interconnectivity of the world today, change is in motion. Policyholders have a more dynamic and interactive relationship with insurers, and much like decentralized currency, have more accurate accounts of transactions. In this case, the frequency of usage of autonomous and semi-autonomous features eliminates frivolous insurance costs.

Some insurers call this an existential crisis, but it is actually a chance for entrepreneurs to turn disruption and change into opportunity and advantage by learning to be anticipatory.

Research conducted at the Stevens Institute of Technology in New Jersey indicates that premiums could drop 12.5 percent by 2035 with this new wave of auto disruption, and that product lines centered around autonomous features will offset some of the loss, but the gains will remain far behind.

Forecasts like this might make the insurance industry feel like it has plenty of time. After all, that same research above estimates that by 2035, there will still only be 23 million autonomous vehicles on American roads, which is less than 10 percent of today’s total. The problem is they fail to use the Both/And principle, one I have taught for decades that aided me in maintaining a high level of forecasting accuracy. Researchers in the auto industry fall into the trap of thinking future vehicles will either be fully autonomous or not autonomous at all (Either/Or thinking).

Higher Risk?

The future fact is that fully autonomous vehicles will be higher risk due to potential hacking and technology failure issues than semi-autonomous vehicles, so we will see rapid growth in semi-autonomous cars as well as older cars being fitted with semi-autonomous crash-avoidance systems. Fully autonomous vehicles will increase in areas where their use is less risky. At any rate, the numbers of vehicles with semi-autonomous and fully autonomous capabilities will grow far faster than most are projecting.

The insurance industry must move on this faster than projected or be disrupted by anticipatory outsiders. Insurance is needed, but the risk is shifting to vehicle manufacturers, software providers, and tech component system providers. Following this shift to find opportunity will be a key to growth in the years ahead. If the risk is less human and more systemic, said risk becomes systematic and more predictable and preventable.

One way an entrepreneur could look at this and anticipate what is to come is by paying less attention to what Dan Peate and Avinew are currently doing, and focus on what will disrupt them in the coming years. There are individual opportunities for existing insurance companies to anticipate, adapt and grow, or stagnate and fail. The good news is that by using the Hard Trend Methodology, you have a choice.

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Best Practices Culture Growth Management Personal Development

Singapore’s Nanyang Technological University Students Visit Their Outdoor Classroom in Wine Country

Instead of listening to a lecture and watching a presentation in a classroom, what if you could get out in nature and enjoy a hands-on learning experience?

Instead of sitting in a lecture, you could watch a skit performed live with actors demonstrating various business principles throughout each story. How does that sound?

Year after year, we’re so happy to welcome the Technopreneurship and Innovation Master of Science program students from Nanyang Technological University in Singapore. We invite them to Sonoma County Wine Country after their Silicon Valley tour to enjoy nature, and for a learning experience, they won’t soon forget.

Tour, Drink, and Learn.

This year, we included a nature tour, a picnic in the gorgeous redwoods, and a discussion about some tools these students could use in their new careers. We ended the day with a wine tasting (Barefoot wine, of course!) and a walk through Armstrong Redwoods State Park.

We taught these students about How Soft Skills Earn Hard Cash. These crucial skills are unfortunately overlooked in the search for technological excellence.

Short Skits and Live Actors Instead of a Lecture

This year, there was one noteworthy exception. Rather than a lecture and Q&A, we went for a completely different approach. We organized and performed 6 small skits.

We had 3 acts with 2 scenes each, all focusing on real business challenges. Each act demonstrated one of the three essential business relationships (Vendors, Buyers, and Employees). Each scene within each act showed two methods to handle the challenge, one embracing soft skills and the other one lacking.

These scenes showed these students the possible consequences of each approach to the same challenge.

To make things a bit more fun, we created two fake skateboard companies. One was “Above Board” and the other was “Cheap Skate”. Their approaches to vendors, employees, and buyers were completely different from one another.

We even whipped up some fun props, including hats printed with the company names, telephone bells, and skateboards, of course!

Cheap Skate’s CEO operated on a platform of fear and limited wealth. He had a narrow-minded and short-sighted perspective, leading him to lose his best salesperson, his credit, and his spot at Skate Board Depot.

Above Board’s CEO, on the other hand, demonstrated inclusiveness, empathy, and concern for his peoples’ goals. He avoided turnover, attracted the best employees, got extended terms and credit, and had his products promoted at the Skate Board Depot.

The students discussed what happened after each scene and why things progressed the way they did. We believe they will be much more likely to remember and utilize these important lessons since they were able to see them first-hand. Oh—and we acted it out!

Students of Nanyang Technological University—Thank you!

We want to extend our thanks to these students for allowing us to experiment with our pragmatic learning format. We thought it was a great learning experience (for us, too!).

We hope Nanyang’s students will continue to benefit from using soft skills to increase their credit, reduce their costs, and promote their products.

Let’s raise a glass to always staying Above Board in the way we treat others in the business world and in life!

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

 

 

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Best Practices Entrepreneurship Personal Development Sales Women In Business

Do you have a compelling (and brief!) Unique Value Proposition statement?

In the corporate space, there is a finite time – whether in-person, by email or phone – to make the right impression the first time.

However, many freelance executives, consultants, small business owners, and sales professionals miss the boat when crafting an irresistible Unique Value Proposition statement (UVP).

Here’s why.

There is an amazing vast array of talent across every industry vertical. These people have drive and determination and have usually decades of experience in their field.

Yet most of them struggle to articulate the brilliance of what they do, and what they offer.

I get that. And I realize that marketing may not be their strength.

Can you relate?

To help you get focused and work efficiently, I’m sharing a proven 5-step process that I use in my own work and with my coaching clients.

5 key components of creating an impactful UVP

Be prepared to dig deep and work methodically on the following questions so you feel very solid around every one of them.

  • Who is your target market?
  • What burning needs, pain points or challenges do you address?
  • What is unique and compelling about your offerings?
  • How are you better and different from the rest?
  • What benefits and results will clients experience?

The next step is to distill the best and most resonant elements of your brainstorming into a concise, thoughtful, compelling (and brief!) paragraph using the preliminary format below:

“I help/work with ______who want to ______and ________so that _______.”

Using this statement as a guide helps take the guesswork out of what to say and how to position yourself so that your message is succinct, crisp, addresses a critical challenge or need, and is easily understood. Same applies whether you’re an IT or AI consultant VP of Sales or a lawyer wanting to offer corporate workshops.

Articulating your UVP effectively is one of the TOP keys to your success.

Do it right, and you’ll get corporate decision-makers to sit up, take notice and want to explore doing business with you.

Interested in more proven strategies for approaching corporate prospects?

Download my complimentary special report 6 Powerful and Proven Steps to Get Meetings with Corporate Decision Makers and Land Lucrative Corporate Contracts.

© Kim Chernecki, Founder and CEO of Freedom Street and Creator of the Land Corporate Contracts Fast-Track System.