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Category: Personal Development

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Best Practices Body Language Entrepreneurship Human Resources Management Skills

Move Your Organization into the Communication Age

For the last several decades, we have been working hard at helping our company become an information age organization, finding new and better ways to distribute and display information. Having 24/7 access to email and web sites via our mobile devices, it’s hard to find any area in an organization that doesn’t provide access to information.

We receive more information than we can keep up with. Between numerous collaborative tools, memberships to multiple informative groups, subscriptions to paid and free information funnels, and being subject to mobile advertising, we’re literally drowning in information.

We must propel our organizations into the communication age to reach the next level of organizational excellence and to solve information overload.

Informing Versus Communicating

Informing is one-way, static, and seldom leads to action, while communicating is two-way, dynamic, and usually leads to action.

Ask yourself, “In our organization, are we better at informing than communicating?” The majority will answer “yes.” If you can’t communicate internally with your staff, how can you communicate to anyone externally? Do not stop informing people; start tapping into true communication. When you focus on maximizing two-way communications, you can create a communication age organization.

Fully embracing the communication age doesn’t erase the information age. You don’t want to erase the past; you want to move forward into the future. The “new” opens more options to innovate and lead. We did great at evolving into information age organizations, so we should move forth into the communication age in a similar fashion.

The Right Tool for the Job

Ironically, we have all these fantastic communication age tools, but we use them in an information age way due to our residual information age mindset. It’s time to learn how to use these tools in a way that advances the organization and promotes both internal and external communications. Here are suggestions that can help move your organization into the communication age.

  • Know and learn how people communicate.

Not everyone communicates in the same way. It’s common for some to not return voicemails but return text messages. Likewise, people in different generations prefer different communication tools. The key is to understand how people like to communicate. People tend to use the communication tool they’re most comfortable with. Also, ask the other party how they prefer to receive communications. If your goal is to elicit some sort of action, you have to communicate in the manner that will allow the other party to respond.

Just as people communicate differently, they also learn and absorb information differently. Some people would rather listen to a book than read it. Knowing this, it is safe to assume that person would likely prefer voicemail over email. A person’s learning style mirrors his or her communicating style. Deliver the message in a way that ties into their learning style.

  • Get social inside the organization.

Social media is all about communicating and informing. Before social media, the internet was solely for informing. Because of this shift to informing and communicating, it has been rapidly embraced by young and old alike. Companies should consider using these communication tools internally. Many social media platforms are great ways to connect employees across departments, regions, and countries. You can even have your own internal version of these popular social media platforms.

Reframing the use of social networking allows companies to increase communication, collaboration, problem solving, and competitive advantage with little cost. These tools are free or nearly free, making them accessible to organizations of any size. Embrace these tools and utilize them to enhance your communication of information that generates action and response.

  • Create community.

Two types of online communities exist: communities of interest and communities of practice. A community of practice is a professional type of community where members share their knowledge and best practices.

A community of interest is an environment where people share similar interests or passions. You can even get granular when it comes to communities of interest to filter information. Perhaps you narrow down your car community to one that only includes people who drive a Dodge Challenger SRT Hellcat.

In your organization, you can set up virtual communities of practice in order to get people communicating ideas and sharing knowledge and expand it to diversify communication. For example, establish a community of practice for all the CEOs in your industry, which opens up the communication channels for enhanced dialogue and innovation industrywide.

Embrace the Future Today

These suggestions are aimed at improving communications rather than merely providing more information. You need to ask yourself how your organization can use these tools not only internally but also with your customers to enhance information and add communication.

Using today’s technology in a way that opens a meaningful dialogue will move your people to action and advance the organization to new levels of success.

Ready to see the future and plan with greater confidence?

Pick up a copy of my latest bestselling book The Anticipatory Organization. I’ll pick up the cost of the book if you pick up the cost of FedEx shipping. Go to www.TheAOBook.com to get your copy.

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Body Language Human Resources Personal Development

7 Moves That WILL Get You a “Yes!”

Young people often ask us, “What’s the best way to present myself?” They want to put the odds in their favor during business meetings, presentations, and interviews. They come to us as employers, managers, and sales professionals to discuss our experience in paving the way to get to “Yes”.

When it comes to any business recommendation, we start with, “Put yourself in the other person’s shoes.” Whether you’re approaching an employer, buyer, or colleagues at a business meeting, they’re people first and foremost. And they share two common factors that influence their judgment.

The first is that they all want attention. So give it to them! This is why important meetings are most effective in person. Utilizing text is ideal when it comes to setting up and organizing the meeting. Email is a great way to summarize the meeting and discuss follow-up. Phone calls have their use, too, to solve problems and misunderstandings. But the first meeting should be face-to-face. Always! If you aren’t able to be there in person, utilize a video platform, like Skype.

And the second is that people are naturally quick to judge. You, your goals, and even your purpose will be judged before you even say anything. Yes, it sounds unfair, but you’re first judged on your appearance. Everything you say after you introduce yourself is biased by the first impression. It’s absolutely essential to present yourself successfully. Dress for success and portray the type of person they want to do business with.

Your body language and appearance can influence someone’s reception of your message, whether positive or negative. These tips have worked well for us, and we’ve seen others successfully use them to make a positive first impression.

Dress

As cliché as it might sound, “dress for success” is a tried-and-true policy. The way you choose to dress speaks volumes about you. Don’t dress like you’re looking for attention. Dress cleanly, neatly, and professionally.

Smile

Before you step foot in that meeting, take a deep breath and think about how happy they’ll be with what you’re offering. Smile, knowing you’ll put them at ease and that this meeting will benefit them.  

Walk

Walk confidently and energetically. Don’t look down. Pick up your feet and look ahead of you. This demonstrates balance, purpose, and determination.

Stand

Watch your posture—stand up straight! Look like an exclamation point, not a question mark. While you shake hands, step forward. Stand close enough to communicate effectively while giving them enough space.

Sit

Sit down with grace. Move smoothly—don’t slam into your chair and definitely don’t slouch. Keeping your shoulders back and your back straight will give you an alert, welcoming, dignified posture.

Look

Make eye contact with whoever is speaking. And when you’re speaking, look directly at the person you’re speaking to. Don’t look down and don’t look away. To demonstrate your interest in the conversation, lean forward slightly.

Hands

When you’re listening to someone speak, keep your hands on your lap. Don’t put them near your face or rest your elbows on the table. When you’re speaking, use your hands for slight emphasis—don’t cross your arms. Keep your shoulders back in a receptive and open posture.

Keep this short checklist handy and review it before your next meeting. The results will surprise you! We all visually communicate these messages every day. On their own, they each won’t guarantee a “yes”, but a “no” will be much less likely from the get-go.

Best of luck during your next big meeting!

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

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

Negotiator – Five Crazy Ways to Prevent Being Burned by a Bully

“To beat a bully, defeat his sources of power.” -Greg Williams, The Master Negotiator & Body Language Expert

Dealing with a bully can be daunting, exhausting, and frustrating. It can leave you in a state of anxiety and devoured by stress. But that doesn’t have to be the case. Observe the following 5 crazy ways to prevent being burned by a bully when negotiating.

Three bully types:

  • Hard Core:

This bully type is someone who likely had psychological challenges as a child. He wants the respect and acknowledgment that he’s someone to reckon with.

  • Middle Core:

This individual is someone whose bullying is based on circumstances. While all bullies seek to maximize their efforts based on situational opportunities, this bully type will seek to escalate his situations if giving the chance to do so to become a hard core bully.

  • Soft Core:

A soft core bully is one that’s classified as a bully in training. He’s usually someone that’s enticed into doing things to prove himself to those from whom he seeks approval. He’s what’s known as a useful idiot in intelligence parlance.

It’s to your advantage to know the bully type that you’re dealing with.

Do a good deed:

Most bullies wear their emotions on their sleeves. They want others to like and appreciate them. Studies have indicated, when people are in a positive frame of mind, they’re more receptive to your thoughts and ideas.

If you commit a good deed for a bully before the negotiation, that could endear you to him, which may lead to him having a more positive perspective of you. If so, he may be lax when it comes to emploring bullying tactics against you during the negotiation. As in all cases when dealing with a bully, you should be mindful of how he might react as the result of you doing good deeds for him. Some bullies will interpret such actions as a green light to push you harder.

Group threat:

A group threat can be an assembly of others you amass to threaten the bully or his supporters. In either case, the group you assemble should be perceived as a formidable force that the bully or his followers will have to contend with if he attempts to bully you. It should also be a force that the bully perceives as being threatening to his standing and wellbeing.

Playing field:

Don’t play on the bully’s field. That means, when negotiating with a bully, do so on your own terms. Don’t allow him to dictate where and when the negotiation will occur. If he says, ‘x’, you say, ‘y’. Bullies like tough guys. Show him that’s who you are by the actions you engage in.

Scorched earth:

There will be times when you must stand up to a bully to show him how tough you are. Sometimes, you’ll have to take that to the extreme.

A scorched earth approach to negotiation is one way to display that extreme. It entails positioning yourself as someone that will ‘burn down everything’ if you don’t get your way. After positioning yourself as such, make him fight for every concession you grant him. You want him to feel like he’s really been in a battle during the negotiation. In times of perceived peace, make him wish he’d prepared for war.

Some of the above strategies will work with some bullies and some won’t. By knowing the type of bully you’re dealing with, you’ll have a better idea of how you can prevent him from burning you. Thus, by implementing the strategies above, you’ll enhance your negotiation position. You’ll also be better prepared to thwart the efforts of a bully … and everything will be right with the world.

Remember, you’re always negotiating! 

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

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

#Ways #Weakness #value #Hide #bodylanguage #Negotiator #Business #Management #SmallBusiness #Money #Negotiating #combat #negotiatingwithabully #bully #bullies #bullying #Negotiations #PersonalDevelopment #HandlingObjections #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #NegotiationPsychology

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Best Practices Entrepreneurship Marketing Personal Development

Using ‘Shameless’ Self-Promotion to Grow Your Business

If you’re not sold on yourself, no one else will be either. Here’s why learning to shamelessly promote yourself is nothing to be, well, ashamed of.

In business, you understand that if you don’t promote and market, you can’t succeed, right? No matter how great your service is or what amazing value you offer, if prospects don’t know about you, you’re not going to have a chance to do business with them.

To gain some clarity on this point, ask yourself the following questions:

  • Do I feel passionate about helping prospects and customers get the best experience possible?
  • Do I feel our services and/or products are better than our competitors’?
  • Do I want to help others?If the answer is “yes” to any of these questions, promote these facts. When you don’t promote your services and products, you rob people of the opportunity to do business with someone who has the customer’s best interest in mind.

Do you feel passionate about your business, career and/ or what you have to sell? When you passionately believe in yourself, your value, your service and your products, you also believe prospects should do business with you instead of your competitors, right? If the answer is “no,” I suggest finding your passion before going any further, or success will become challenging for you.

It’s easy to promote yourself when you believe in the value of what you offer. To move to a higher level of success, you must practice promoting and selling in ways that may feel uncomfortable at first. Next time you experience a feeling of discomfort in self- promotion or the feeling of rejection creeps in, move toward it instead of away from it. Go ahead and feel uncomfortable. It’s only a feeling. Step outside the limitation zone, and go for it!

Learn to never give up

Growing up in a family business, I learned early on that I had to self-promote on a daily basis if I wanted the business to succeed. Since my family had many different businesses, we were always promoting something new. Most of our businesses started out

with little or no investment, so self-promotion was essential to getting them off the ground.
My father taught me that the first step toward marketing success was to believe in myself and my ideas. It doesn’t matter if others don’t believe in your ideas as much as you do, you must be strong enough to never give up!

Back in the mid-1970s, my father ran across a mini- storage business while traveling in Texas. It was a new concept at the time and intrigued him, so he stopped to inquire about it. The owner was proud of his new business and openly shared the details of how he got started. After my father talked it over with the family, we decided to start a mini-storage business in our home state of Indiana.

The next step was to get a bank loan to build the facility. That should have been simple, especially since our car rental business was already successful. But the banker wouldn’t go for it. He said, “I’ve never heard of a mini-storage facility. It sounds like a fad to me. I don’t think it’ll work.”

One bank after another turned us down, but my father never gave up. Finally, we got approved for a small-

business loan, although it wasn’t quite enough to complete the entire project.

My father and brother jumped in to help the construction crew assemble the storage buildings to save money. As I ran the day-to-day of the car rental business, I started promoting the mini-storage concept to our existing customers. Before the project was even completed, we had a long waiting list of interested customers. As soon as the storage units became available, every space was rented.

Finally, the bank started believing in our business and offered to fund a second location. Within a few years, we sold our successful company to a large self-storage corporation, Public Storage. This experience taught me to always believe in my ideas, to promote them to the right people and to never give up!

Here are 5 no-nonsense action steps to help you become a shameless promoter:

1. Accept that if you don’t do shameless promotion, you’ll end up with nameless promotion. If you don’t promote yourself, no one else will. It’s challenging to succeed if you’re not will­ing to let others know that

your business, products or services exist. Choosing to become a successful self-promoter requires working to create more positive experiences and seek better results. You can choose to change your beliefs and create a new reality starting right now.

2. Promote yourself more often and always in the service of others. When done effectively, self- promotion is an art form. It comes from a place of service. It comes from your passion and commitment to support others first. Effective self-promotion is natural when words and actions connect our head and heart. When you promote effectively, more prospects are readily open to doing business with you. Simply put, effec­tive self-promotion is good marketing!

3. Speak up and get noticed. Don’t allow the voices and opinions of others to drown out your true “inner voice.” Summon the courage to share your opinions and promote your gifts. It’s important to remain true to yourself at all times. When you promote your knowledge, skills and ideas, you give others something to cheer for and a cause to support and follow.

4. Understand that resenting self-promotion will become a huge obstacle to your success! People who have issues with selling and promoting rarely succeed. To excel in this area, you must become absolutely sold on yourself, your abilities, your prod­ ucts, your services. Before you can sell yourself to others, you must first be sold on you.

5. Learn to live by the “Three Rules of Shameless Success”:

  • Rule #1: Have your own personal style. Dare to be differ­ent!
  • Rule #2: Never give up even when others don’t believe in you or your ideas.
  • Rule #3: Stand out. Position yourself in front of the right people to get noticed.
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Human Resources Management Marketing Negotiations Sales Skills Women In Business

Who’s Blocking Your Sun?

“When your sun is being blocked, move.” – Greg Williams, The Master Negotiator & Body Language Expert

Life is going along nicely for you and then something happens. The sun that has been brightening and serving as a source of warmth in your life is suddenly gone. It’s then that you wonder, who’s blocking your sun.

The blocking of your sun is a metaphor for anything or anyone that disturbs the calm, the flow of success, or state of near bliss that you’re experiencing. Disruption occurs in everyone’s life. It’s what you do during such times that will determine what occurs next in your life.

So, what do you do when someone disrupts your life, block your sun? At what point do you begin to create strategies to alleviate the growing concern about needing to change the direction of your life?

Here are a few signs that might alert you to a coming eclipse, the blocking of your sun.

  • Your life appears to be perfect, or at least as perfect as it has been for some time. You begin to think, “I know what comes next. Things are too good. Bad times must be ahead.”
  • “I can’t believe I just got that promotion, that raise, that client! These are fantastic times. I’d better enjoy this while it last. Before long, I’ll be back in the hunt for the joy I’m experiencing.”
  • How about this one – “I can’t believe things aren’t getting better. How much longer can I stand this?”

In every situation above, your thoughts led to the perception that things were going to change. Even when you question how long a bad situation was going to last, your thoughts were exploring the possibility of calamitous times ahead.

Here’s the point. Your thoughts lead to your actions. Thus, what you focus on becomes the driving force that determines the direction you’ll take in your life. So, if you focus on negative occurrences, you shouldn’t be surprised when negative things occur in your life. After all, you’re the one that summoned them.

When you’re unsure of an outcome, focus on the positive aspect. Since you don’t know what that outcome might be, focusing on the possibility of it being positive will relieve the degree of stress that might occur from focusing on the negative aspect of it. Sure, you should consider the possibility of a negative outcome. Prepare for it but don’t dwell on it. Once you’ve prepared a plan, move on. Let your mind rest in peace knowing that you’re ready for what might come your way.

Someone or something will always attempt to block your sun. But you don’t have to support the effort. Keep a strong mind with a strong mental disposition and even when the clouds start to gather, you’ll have the mental fortitude to turn those gray skies to blue. You’ll prevent your sun from being blocked … and everything will be right with the world.

What does this have to do with negotiations? 

Unanticipated challenges occur in every negotiation. When that happens, don’t fret. Even if you’ve prepared for the unexpected and the unexpected occurs, don’t fret. Worst-case scenario, call a time out; get away from the negotiation table. There’s a lesson to learn. That lesson will be of benefit in the future. By adopting that mindset, you should be able to allay your emotional state of mind. That should lead you back to a more rational thought process. In so doing, it will lead you to a path of clearer thinking.

Remember, you’re always negotiating! 

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

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

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

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Growth Management Skills

Building Relative Vision

Vision is relative.

As organizational leaders, we thrive on the big picture. Not one senior leader that I have spoken with has said to me that this is a 9-5 job for them and that their sense of purpose ends when they leave in the evening. As senior organizational leaders and executives, we gain a great deal of motivation though building strategy, charting new courses though unexpected, and often turbulent, waters, and seeing our organizations reach new milestones in their journeys.

However, in every organization I have worked with there is also a level of stratification where the organization’s junior leaders lose this sense of purpose, and an “us versus them” mentality develops. The idea of “here’s the latest bit from the good idea fairy up at corporate, from people who don’t even know what we’re doing down here, which makes our job harder” is prevalent and demoralizing across teams in the majority of businesses.

The facts show this as well, studies published in Harvard Business Review, showcase a significant gap between strategy and execution. This gap presents a high failure rate which is often not based on having a successful plan but in having junior leaders execute successfully on what the senior leadership has proposed.

Though my coaching and consulting in the past two years I have found that the simplest explanation for this is the vision. Junior leadership often adopts the 9-5, just a job mentality, and the organization’s grander vision is reduced to a few bullet points which are posted in the company break room and given out at annual training events. The junior leaders lose their stake, their purpose in the organization is reduced to merely knocking out tasks without a grander idea of how those tasks contribute to the whole. Likewise, senior leaders are looking for people to execute, but provide no more substantial motivation towards that purpose besides, “it’s their job, do it.”

Building a relative vision is critical in today’s agile and change-orientated business environment. Junior leaders must build up their piece of the company’s overall vision. They must learn how their teams contribute, what their effect is on the larger scheme, and how they may more effectively chart a course through uncertain futures. Senior leaders must find the ways to begin bridging this gap. Simply posting company values and outlining KPIs is not enough. They have to become more inclusive in their strategy sessions, including ideas and input from their subordinate leaders, as well as providing mentoring and coaching opportunities towards these leaders’ personal and professional growth. From all these junior leaders must become more imposed to take action and hold ownership over their pieces of an organization; and as their competencies a grown are proven, they must be given more time and space to manage their teams without excessive or obtrusive management oversight.

All this creates a dynamic leadership structure where motivation is derived from a shared sense of purpose and direction. This shared mentality helps join leaders feel their place in business from more than someone who is merely trying to manage their teams time and resources to someone who is an active participant in a company’s success.

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Growth Leadership Personal Development

Need to Know Leadership Tips for 2019

ABOUT KARIN HURT & DAVID DYE:

Karin Hurt and David Dye are internationally recognized leadership and employee engagement experts, keynote leadership speakers, trainers, and the award-winning authors of Winning Well: A Manager s Guide to Getting Results Without Losing Your Soul.  The husband and wife team are the founders of Let’s Grow Leaders an international leadership development and consulting company located outside Washington D.C. Dye is a former executive and elected official with over two decades of experience leading teams, building organizations, and working with Boards of Directors to transform their effectiveness. A former Verizon Wireless executive, Hurt was named to Inc. Magazine’s list of great leadership speakers. Hurt and Dye are on a mission to  help leaders across industries increase their influence, solve common leadership frustrations, and improve productivity through practical leadership inspiration.

For more information, visit: http://letsgrowleaders.com

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Best Practices Growth Personal Development

Blogging and Relationship Marketing

Blogging and relationship marketing go together. Blogging shows your expertise – you’re connecting with clients, but you are not selling them anything. You are a resource and provide them with good information on your web site that can help them.

The focus of a blog is not selling. It’s more educating, communicating, persuading, and story telling. You’re making an investment in a relationship with your target audience, rather than bombarding them. Your clients are inundated with marketing messages from commercials, emails, billboards, and social media.

Blogging and Relationship Marketing go Hand in Hand

Use your blog to educate, entertain, and teach them something new. By doing that you start to build that “Know, Like and Trust” factor. It’s about them.

People listen to two different radio stations, especially on the Internet and face-to-face. Many like to broadcast on the radio station WIIAM. What WIIAM stands for is “What Is Interesting About Me”. When people are searching out content on the Internet or social media, people are listening to WIIFM: “What’s In It For Me”.

As we know in radio, AM is a lower frequency and doesn’t have the quality as FM, which is better for music and sounds better. People are much more interested in “How Can You Help Me” as opposed to “Who You Are” and “What You Do”. That’s one of the biggest mistakes that people make is that they’re constantly trying to sell and promote themselves. Instead, provide great information on a blog that helps the other person.

There is a common misperception among many business owners, which is it’s effective to say, “Let me tell you all about the services that I offer”. Blogging and relationship marketing supply information to the prospect that will entice the client to find out find out more. This is one of the primary purposes of a blog.

A real relationship takes time. It takes caring and giving equal benefits to both sides. Building a relationship in relationship marketing is about thinking about “What’s In It for Them” that I can provide that’s different.

  • “How can I be a resource?”
  • “How can I be a support mechanism?”
  • “How can I give them something that everybody else in the marketplace is not doing other than trying to come in, get work and take their money?”

Blogging and relationship marketing put some of the pieces of the puzzle together.

Pat Iyer has been blogging since 2009. She’s written thousands of blog posts. Connect with her and read her writing tips blogs on www.Patiyer.com.

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Best Practices Culture Entrepreneurship Industries Leadership Skills Technology

Will A.I. Disrupt Your Profession?

Artificial intelligence (A.I.) is a technological advance for humankind that has some people excited and others terrified of what is to come. The main concern is rooted in what A.I. will do to jobs, and how we as human beings will be affected by changes in digital and mechanical techniques.

A.I. and other new forms of autonomous machine function are in the process of transforming our personal and professional lives, and this represents a Hard Trend that will happen and a subject I’ve discussed for decades now. We are just starting to see some incredible progression in the A.I. space, giving us a chance to pre-solve problems involved in real-world applications of A.I.

But while function is one thing, the newfound transformation we’ve watched come to fruition is coming from machine learning, a subset of A.I. that enables machines to become better at tasks that were previously dependent on human intelligence. With advances in a machine’s capability to think and learn like people, it’s easier than ever to pre-program physical functions so A.I. can take over menial or mundane tasks. Take, for example, a study conducted by legal tech startup LawGeex, which challenged 20 experienced lawyers to test their skills and knowledge against an A.I.-powered system the company built.

A lawyer is not often considered replaceable by technology or artificial intelligence. In this challenge, the task was to review risks contained in five nondisclosure agreements — a simple undertaking given the group of legal professionals, which included associates and in-house lawyers from Goldman Sachs, Cisco, and Alston & Bird, as well as general counsel and sole practitioners. This lineup should easily have triumphed over an A.I.-powered algorithm, right?

Wrong.

As a matter of fact, the study revealed that the A.I. system actually matched the top-performing lawyer for accuracy, as both achieved 94%. As a group, the lawyers managed an average of 85%, with the worst performer scoring a 67%.

But what about the speed of those decisions? When reviewing the nondisclosure agreements, the A.I. system far outpaced the group, taking just 26 seconds to review all five documents, compared to the lawyers’ average speed of 92 minutes. That is a tremendous spread when compared to the near-perfect accuracy the algorithm performed at in that time! The fastest review time of a single lawyer in the group was 51 minutes — over 100 times slower than the A.I. system! And the slowest time was nearly a standstill pace, as it clocked in at 156 minutes.

While reviewing documents is just one of several parts of the job of a lawyer, this data further proves the Hard Trend that I implore everyone to pay attention to in the years to come. Artificial intelligence is here to stay, and by using machine learning and deep learning techniques, new A.I. systems are learning how to think better and better every day. So the question remains: Are you anticipating how A.I. can be used to automate tasks and do things that might seem impossible today — in other words, disrupt your industry? Are you starting to learn more about A.I. so that you can become a positive disruptor rather than become the disrupted?   

For now, according to consultants, the fact remains that 23% of legal work can be easily performed using artificial intelligence; however, there are many aspects of a lawyer’s job, the obvious example being providing an emotional and compelling closing argument in court, that are currently beyond the capabilities of algorithms. While that may be the case today, what’s next? Using methods that I discuss in my latest book, The Anticipatory Organization, you can learn how to become an anticipatory thinker and be more entrepreneurial in the ways you apply A.I. technology to your profession.

Take the example of Alexa, which is utilized in an ever-growing number of applications, from ordering groceries to playing our favorite song during dinnertime. This device, enabled by A.I., has learned our routines and how to serve us better each day by listening to us ask it questions or give it tasks to accomplish.

Netflix and Spotify media streaming services are using A.I. to learn what we like to listen to or watch, and then, using this knowledge combined with their own databases, they can quickly suggest other songs or shows we may also enjoy. Over time they increasingly learn to understand the dynamics of what we like, recognizing our patterns enough to suggest new things to us we will most likely enjoy — very much like a best friend would introduce us to a new music group.

These are just two examples of many A.I.-enabled services that have been integrated into our lives, yet it was not too long ago that applications like these would have been viewed as an impossibility. In a relatively short amount of time they have become second nature in our lives. If A.I. can quickly accomplish a lawyer’s task today, then it can also learn how to accomplish many tasks in industries once thought untouchable by automation and machine learning, such as medicine, finance and design.

As an entrepreneur, it is increasingly important to understand what A.I. can do to create  business value. A.I. is presently forecast to reach nearly $4 trillion by 2022. Reacting to this opportunity will only keep you behind and disrupted. It’s time to learn to become anticipatory leaders in our fields, solving problems before they happen, and elevating our thinking to actively shape a positive future for ourselves and others.

If you would like to learn more about how you can better anticipate transformation in the professional world and developments in artificial intelligence, then be sure to pick up my latest book, The Anticipatory Organization. Let me help you take your career to the next level and remain indispensable in an ever-changing technological frontier.

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Negotiator Win: Know How to Turn Weakness to Power

“Weakness, like power, is perceptional. Knowing when to display one can expose the other.” -Greg Williams, The Master Negotiator & Body Language Expert

Have you ever employed the initial appearance of weakness as a tactic in a negotiation? It can be a great way to gather valuable information. When the other negotiator sees you in a weakened position, that’s the time when you can turn your perceived weakness into a source of power. Observe the following to do so.

The Opening – Setting the Stage:

To set yourself up to be perceived as weak, consider the following strategies.

  • At the opening of the negotiation, offer a weak handshake; this positioning is enhanced by allowing your hand to be on the bottom of the handshake (i.e. the other negotiator’s hand on top of yours). That will subliminally signal subjugation on your part.
  • Project a sense of slowness to grasp points. Don’t overplay your hand. Remember, you’re playing the role of someone that’s not sure of himself.
  • Allow yourself to be maneuvered by making concessions quickly when doing so is not detrimental to your position.
  • Refer to having to consult a higher authority when pushed too hard for a concession; that’ll convey a sense of powerlessness.
  • While engaging in the processes above, seek to uncover the other negotiator’s source(s) of power. You can use that as leverage against him later in the negotiation.

Mid Game – The Turn:

This is the point at which your demeanor transformation begins.

  • Know the strength of your resources compared to your opponent. That will be your source of power. You can use it as leverage during the negotiation to thwart his efforts.
  • During the negotiation, be prepared to refer to a higher authority that trumpets the other negotiator (e.g. him – we reached a multimillion-dollar deal with company x last year, you – we know that and they’re talking with us this year; I guess they didn’t like the results of your deal.)
  • Create a false sense of value with red herrings as chits that you can trade later for items and concessions of importance.

End Game – The Closing:

This is the time you employ tactics that display, you’re no longer a weakling.

  • Begin to use the red herrings you set up in the prior phase to enhance your negotiation position. Be stubbornly diligent when making concessions at this point. Your efforts should send a subliminal message that indicates, you’re going to be a tough negotiator from this point on.
  • Once you’ve engaged in the strategies above, be cautious. You will have transformed yourself from the weakling you initially appeared to be into a titan. The other negotiator will realize that he’s dealing with someone that’s more astute than he originally thought. That will cause him to raise his guard. He’ll also be seeking ways to adjust his negotiation strategies to match his new reality.

The timeframe and phases mentioned above still have to be accompanied with the negotiation strategies that are appropriate for the type of negotiation you’re in. Thus, the outline above should serve as a foundation to which you can add more specifics steps to fit your situation. By using this outline, you’ll be well on your way to creating a roadmap that leads to more successful negotiation outcomes … and everything will be right with the world.

Remember, you’re always negotiating!

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

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

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