“The perception of strength resides in the perception of a strong mind.” -Greg Williams, The Master Negotiator & Body Language Expert (click to Tweet)Click here to get the book!
“How To Possess A Strong Mind When Negotiating”
People do not realize they are always negotiating.
I cannot recall the last time I was negotiating with someone that caved to our every request. Yep. That negotiator made one concession after another. I wanted to continue the negotiation to see how much we could get from him. Yeah, he projected a weak position from the moment the negotiation began. He lacked a strong mind, along with his soft negotiation skills.
Those were the comments of two members from the same negotiation team. They recalled the occurrences of a person with whom they had been negotiating
and mocking him for not being of strong mind. Are you aware of the last time someone ridiculed you for not possessing good negotiating skills? Did they think you were not strong-minded when it came to your will and negotiation skills? A negotiator’s weak mind is his foe and his opponent’s ally when negotiating.
The following is how you can project a more robust persona, along with a strong mind in your negotiations. Having this skill will increase your negotiation outcomes for the rest of your life.
“What Hidden Value Is There In Being A Better Negotiator”
People do not realize they are always negotiating.
My negotiation skills are not bad. I know I could become a better negotiator. But I do not see the hidden value in being a better negotiator. Is there one?
That was part of a conversation one friend had with another. The friend had asked about the importance of enhancing his negotiation skills and whether there were benefits to becoming a better negotiator.
Do you know the value of becoming a better negotiator? Do you know what you need to do to become one? Continue, and you will receive information that will help you negotiate better in every aspect of your life. And, you will also uncover information about why you need to become a better negotiator. You will also discover how to use your enhanced skills to enrich all aspects of your life.
“To lack knowledge when negotiating is to forgo potential opportunities.” -Greg Williams, The Master Negotiator & Body Language Expert (click to Tweet)
“What Are The Top Five Things To Know When Negotiating”
People do not realize they are always negotiating.
I wish I had a crystal ball. Why was the question her friend asked? Because then I would know the top five things to know when negotiating. I feel a little out of my depth with my upcoming negotiation. And it is vital for the advancement of my career.
That was a synopsis of a conversation between two associates. And one of them was struggling over what to do while considering an upcoming negotiation.
There are five generic considerations to be aware of when negotiating. They are not in order of importance. Keep them in mind because they are essential to your negotiation efforts.
“Knowing how to negotiate with people of authority will help you avoid the path of despair.” -Greg Williams, The Master Negotiator & Body Language Expert (click to Tweet)Click here to get the book!
“How To Negotiate Much Stronger With Police And Authority Figures”
People don’t realize they are always negotiating.
It occurred in the flap of a gnat’s wing. So quick was it; one might not have recognized the flaring mood shift occurring. At that moment, the posturing began. It had already started for the person with authority – the police officer in the process of stopping a driver. Meanwhile, the driver thought it’s time to negotiate.
What had occurred? A police officer set his red lights to flash. When the driver of the car recognized those lights, he immediately had a paradigm alteration. He assessed how he might negotiate during the stop. Knowing he was the authority figure, the police officer was also scripting how he might negotiate, based on his interactions with the driver.
So, how do you react to the police when they stop you? Especially when you know, they believe they are the power figure, the ones with authority. With the police and authority figures, the answer is, it depends.
“The absence of empathy is the completion of emotional detachment.” -Greg Williams, The Master Negotiator & Body Language Expert (click to Tweet)Click here to get the book!
“Body Language Five Ways To Show Empathy In A Negotiation”
People don’t realize they’re always negotiating.
Don’t tell me you empathize with my position in this negotiation. You’ve not shown any empathy that I’ve discerned. What about the concession I gave you? Didn’t that display my understanding of your plight? No! You did that for your benefit. The compromise you made was not what I was seeking in this negotiation.
That was the exchange that occurred between two people during a negotiation. Does it sound like something you may have encountered in any of your negotiations?
Empathy is a potent tool in a negotiation. Its display, or its withholding, impacts the mind of a negotiator and the overall flow of the negotiation process. Empathy is something that negotiators seek in a negotiation, but few consider its impact on the talks.
The following insights outline how you can display empathy through your body language during a negotiation. It’s also insightful on how you can express empathy in other aspects of your life.
How to develop your content strategy like a media company?
Develop a Media Mindset
In order to create a content strategy like a major media publisher, you first have to start thinking like one.
If you’re in the financial services industry for example, think about your website and content strategy as if you were running Forbes Money.
Starting today, and continuing into the future, your business requires a customer-focused content marketing plan.
Start thinking like a media publisher, by answering these questions for your business:
Who are your customers?
What is their conflict they need resolved?
How will you resolve it?
What does your customer really want to learn, purchase, use?
Which platforms are your customers using?
How will you attract them to consume your content?
Content as the Sales Funnel…
Business today are attracting new leads and customers by designing content that solves a need or interest for the prospect they want to attract.
If people are searching for common questions as they relate to your industry, those are good indicators they are potentially interested in your services. Creating content can bring people into the top of your marketing funnel.
To generate awareness at the top of the funnel, highlight success stories focusing on the outcomes from people and companies who have achieved the ultimate desire your customer wants and that you can help them solve.
Once they see “proof,” the relationship starts to build because you have created a clear path of how to reach the same results for the outcome they really care about.
Increase Traffic to Your Sales Funnel
Businesses that invest in writing blogs for their customer receive 3x the amount of leads than those who don’t.
According toBrightEdge, more than 75% of B2B traffic is coming from organic and paid search alone.
Most people are searching for information to learn more about a subject; very few are actively seeking to take action, just yet.
Create content that answers questions and teaches consumers what to look out for. By being the most helpful source of information, who do you think they will want to work with when they are ready to buy?
That’s how companies are using content to add value to prospects.
The “Content Bridge” Strategy
Move your customers up the value ladder with informative content using the “content bridge strategy” to guide your customers to their ultimate goals with content designed to reach your desired success.
Think about your content strategy as the bridge to get your customer to the destination they want for themselves. What tips and insights can you create to help them achieve their results faster?
During the manufacturing economy, the “value chain” was defined as the full range of activities needed to create a product or service.
For companies that produce physical goods, value chain were all of the necessary physical steps required to develop a product from initial conception, through the procurement of raw materials, and then, manufacturing the final product.
But today, in the services economy, the value chain on the internet is literally content. Here’s why…
The Digital Economy Runs on Content
Does the world need more content? Absolutely not but it’s the only currency to doing business online.
Information-based service businesses comprise over 80% of the private sector. The service business used to be called the “Knowledge Industry” because buyers in the knowledge industry want solutions.
Therefore, the value chain for the service industry is sharing solutions, tips, and informational content.
This chain leads prospects into the traditional sales funnel by attracting an audience based on interest and turns them into advocates.
The purpose of analyzing a company’s value chain, is to increase productivity efficiency, in order for a company to deliver maximum value for the least possible cost.
Small and medium-sized service businesses are taking massive advantages of content marketing by providing content that drives value to their target audience and minimizes the costs associated with traditional advertising and marketing methods in the process.
But What’s the Catch?
In one word, time.
On average it takes over 6-9 months to begin to see organic results with your content strategy.
But the good news is that if you can persist and outlast others in your space. You win long term.
The other good news? Aside from the fact that it’s free, your competitors probably wont put in the extra effort.
For example, there are over 900k podcasts that have started since podcasting became “a thing” in the early 2000s. Many of which are business podcasts (no one knows that exact number). But the funny thing is, only 34% of podcasts have more than 10 episodes.
Most people start a content strategy and then give up.
But for those who have the stamina and willpower, there has never been an easier time to produce content that drives you to become the most helpful, and, in turn, most valuable authority in your industry.
What is the ROI?
But how does this benefit my bottom line?
The ROI of contributing content in your field produces the following benefits:
Establishes domain authority on your subject matter
Builds brand awareness
Engages your target audience
Generates leads and customers
If you want to be considered an authority in your business and increase leads and sales, then producing content is necessary.
This is one of those cliche instances where it helps to ask the same question in reverse, what will it cost you not to participate overtime?
Content Marketing Example: Vayner Media
Vayner Media
If you don’t know him, Gary Vaynerchuk, he is the founder & CEO of VaynerMedia.
He started his organization by focusing on creating valuable content in order to get the attention of an audience to sell to.
He went from solopreneur as a one-man operation to a team of now over 1o00 employees and doing over $135M in annual revenue through his digital marketing agency.
Which needless to say is pretty impressive…
Even more so knowing they did it predominantly off of the success of Gary’s personal content that he creates.
Gary challenged his industry by confronting the biggest elephant in the room in the advertising industry.
Confronting the Status Quo
Gary confronted the status quo by helping corporate America overcome a serious marketing problem.
Brands are still spending $70.3 billion dollars a year on traditional TV ads, and no one is watching them!
Nobody cares about traditional TV programming anymore and if they do, they’re more likely to go to the bathroom during an ad than pay attention to one.
His agency produces a daily YouTube show (for free) that now has 2.5M subscribers. Their content strategy isn’t complicated either. His team answers any and all questions about digital marketing, how to grow a business, and even life and career advice.
By teaching other people how to overcome their digital marketing, and life problems, “Gary Vee” (as his fans call him) instantly became the most valuable person in this industry.
Any other agency would charge you for the right to meet with them or give you their advice. VaynerMedia gave it away for free and made all of their competitors instantly less valuable.
In 2018 alone, VaynerMedia took in $131 million dollars in revenue.
And what’s even more impressive? That’s not the first time he did it…
Wine Library TV
Before launching VaynerMedia, Gary worked at a liquor business his parents started when they arrived in America from Russia.
When YouTube launched in 2005, Gary instantly saw a potential to grow a new base of customers online. He started distributing a weekly video series called Wine Library TV.
He provided weekly video reviews of wines you could order directly from the website.
When recording his very first episode, his plan was to pitch everyone why they should buy whatever brand he was going to review in the video. When the camera turned on something changed Gary’s mind.
Instead, he offered the rawest review possible of the brands he was selling, and even referring to some brands tasted like tires, and dogshit.
Gary Isn’t Afraid to Fight Back
Naturally, his comments offended some of the sellers in his space, but to the customers and wine enthusiasts, it was gold.
He said what they were all thinking. His real perspective was refreshing, and people loved it.
The only other platform reviewing wines at the time was the Wine Spectator, which were infomercials on why you should buy everything they sold. Gary took the opposite approach.
In just five years, Gary grew their family business from $3M to $60M in revenue.
In so doing, he transitioned the company to one of the first e-commerce platforms for alcohol in the country resulting in unusual and explosive top-line growth.
Gary strategically built his content library based on questions and suggestions that he received from viewers in the comment boxes.
Wine and Cereal Anyone?
At some point, a fan mentioned it would be fun to watch a wine pairing against non-traditional foods.
So, Gary produced an entire 20-minute episode on which wine pairs best with cereal. Yes, that’s right he paired the best wine for Lucky Charms, Cap N Crunch, and Cinnamon Toast Crunch. That video alone received 25 thousand views.
“Whether you like it or not, every person is now a media company because the tools are easy, free, and everywhere. More importantly, producing content is now the BASELINE for all brands and companies, and if you’re not producing content, you basically don’t exist.”
– Gary Vaynerchuk
Do People Actually Want Your Content Though?
After attending Vidfest, a conference designed to help people start professional YouTube channels, one of the biggest questions posed to one of the leading speakers was:
“How do I know if people will be interested in my content?”
The response from the “experts” was stunning: People are watching videos on literally any subject imaginable.
For example, you can go on YouTube right now and find videos about how to pack a school lunch.
That’s right, a lunchbox. This one video on packing a school lunch has 14 million views!
Here’s What We Found:
We found hundreds of videos detailing exactly how to pack a school lunch…
The top 5 suggested videos had well over twenty-four million combined views. As it turns out people are seeking answers to all of life’s questions, including how to pack a lunch. Chances are someone, right now is typing a question for which you know the answer.
It’s certain, if you find something interesting, there are millions more who will likely share that opinion, too! It’s never been easier to find people who share the same interests.
But you can only get “discovered” if you’re willing to put in the effort to building your content marketing strategy and sharing your content for the people you’re making it for.
For more content tips, check out the following articles:
Don’t you wish learning was easy? Imagine speaking a new language fluently within weeks or becoming proficient on a musical instrument after a few lessons.
We all wish things came easily. The pain that comes with learning new skills isn’t something most of us enjoy, but it is necessary to get better at anything in life. I believe the discomfort that comes along with the unfamiliar is one reason we resist trying anything new.
It’s natural to want instant gratification. In my experience, we often desire immediate achievement so much that we typically choose short-term outcomes over making necessary efforts to create permanent change. But quickly does not always equal better. It is in the pain of discomfort that we grow.
One of the biggest issues I experience working with executives is their reluctance to embrace the pain of learning. They think the skills that brought them success are the only things required to remain successful. I disagree. Influence is essential to any leader’s success, and communication skills are essential to influence. Without a continual commitment to improve communication skills, influence won’t grow. Without influence, others won’t act upon what we have to say. When leaders lose influence, they are no longer successful or necessary in their role.
Whether you are trying to influence your team, a prospect or a board of directors, your ability to guide their actions rests on your ability to communicate skillfully. Improvement requires an ongoing commitment to the discomfort of learning.
Here’s how to overcome four common excuses people make to avoid the discomfort of learning:
1. ‘I feel awkward.’
When we learn new skills, we feel robotic and unnatural. What you’re learning isn’t a normal part of your typical behavior. It’s going to be uncomfortable, like when we are learning a new sport. In the beginning, we are clumsy and awkward. Our bodies hurt and our muscles ache. As time goes on, however, we conquer those early skills and become more proficient. We hurt less as everything becomes a natural reflex.
The same goes for improving communication skills. When we learn a new skill, incorporating it can often make our speech feel clumsy. We second-guess ourselves because nothing feels natural about the changes we make. Growth, however, resides on the other side. With practice, our skills become a permanent part of who we are and how we communicate. That’s when we become influential with our ideas, and our words are impactful.
2. ‘I don’t have time.’
Unlike learning a new sport, language, or instrument, improving communication skills doesn’t require additional time to practice. It’s a matter of merely incorporating what you’ve learned into conversations. Day-to-day conversations are less intimidating and offer more opportunities to improve your skills than a high-stakes situation.
3. ‘I’m already an effective communicator.’
Just imagine if Michael Jordan used this same logic with his basketball skills. What if he looked at his coach and said, “I’m already the best basketball player of all time. I don’t need to get better.” The very best in arts, music, and sports know that with excellence comes a continual need for improvement. When we do the work and commit to practice, we see the most significant benefits.
Temporary stress and discomfort can help us reap the rewards of increased competence. Professional athletes and musicians spend hours each week practicing their skills. This doesn’t count the time they spend contemplating and preparing for their next goal. Imagine how influential you would become if you dedicated yourself in each conversation throughout the 40-hour workweek to improving your communication skills.
4. ‘It’s not getting easier.’
Learning a new skill forces us to evolve. As soon as it becomes natural in our daily behavior, it’s time to push harder and learn more. Practice pays off, but with practice comes more opportunity for improvement. Pain is an indication that you’re learning. The longer you feel it, the more you know it’s working.
Stop expecting to be an overnight success. You are trying to develop new habits and skills that force the mind to remap its way of thinking. This takes time, especially if you want permanent results.
There are no shortcuts in learning or skills improvement. A commitment to continual practice creates the momentum and habits necessary to get better. If you want to grow your influence and make an impact on others, you must do the work required to improve your communication skills.
American author, David Foster Wallace, was credited with giving one of the best commencement speeches of all time.
Which is a pretty impressive accomplishment given it was the only public appearance he ever gave on his view of life and the lessons he drew from it.
He was the winning nominee for the graduation event at Kenyon College, beating out then senator Hillary Clinton and astronaut turned senator John Glenn.
Wallace gave a speech that went viral for explaining the “unsexy” and yet very real realities of day-to-day adult life.
The speech contained a lesson from a parable of an encounter among three different goldfish.
It went something like this:
One day, there were two goldfish that were swimming along the ocean floor, when along came an older and wiser goldfish.
In passing, the wise goldfish said to the two young fish:
“Morning boys, how’s the water?”
The two fish kept swimming along for a bit until one of the younger goldfish eventually turned to the other and said, “What the hell’s water?”…
Summary:
The point of the parable is that the most obvious realities that affect us in life (and in our case, business) are often the hardest to see and identify.
But often remain their hidden in plain sight.
The fact is that in the day-to-day trenches of success and survival, banal platitudes can have a life-or-death importance.
Self-Awareness
Wallace explained that the real value for education, has almost nothing to do with knowledge, and everything to do with simple awareness.
Awareness of what is real and essential is hidden in plain sight all around us at all times; so much so, that we must keep reminding ourselves over and over, “This is water…”
“This is water,” is the current state of nearly every business struggling to identify our pathway to succeed in today’s ever changing environment.
As we continue to adapt and change to meet the demands of today, I thought i would end by providing another platitude:
“Many of life’s failures are people who did not realize how close they were to success when they gave up.”
-Thomas Edison
WATCH: This is Water. The Best Commencement Speech of All Time
Gary Vaynerchuck, the CEO and founder of Vayner Media spoke at our C-Suite Network Leadership Summit in Huston in 2014.
What he said back then is even more strikingly relevant in 2021.
Because he explained exactly how to be successful in today’s crowded digital jungle.
And that has something to do with creating content. Like a media company.
Let me explain…
The Rise of Media Brands
In order to be successful online, Gary said that every single one of us are now media brands.
Because the internet is the marketplace we’re competing on now and that requires us to think and act like media businesses.
As Gary said: “producing content is now the BASELINE, for all brands and companies.
If we don’t produce content for consumers, we don’t exist to them where they go to discover useful information related to our industries.
The New Media Game
The internet changed the way we communicate and discover new things.
We now search for information in browsers and search engines and content is what we expect to receive as consumers.
The process of created content for brands has presented obstacles and headaches no doubt.
But it has also unlocked a lot more opportunities for companies willing to put in the time and effort to create valuable content to inform their industries.
Benefits of Being a Media Brand
Companies and individuals who create content (just like a media company) will earn a few pretty cool things like:
Brand awareness
Lead generation
Website traffic
Benefits to NOT Being a Media Brand
And companies that fail to adapt will earn some not so cool things like:
Lack of new leads
No brand growth
No subject matter authority
I’m with with Gary on this.
If we’re not creating content and telling our stories online, we can’t expect to grow with it.
Skeptical? I like you… me too!
That’s why you shouldn’t take my word for it, take it from the guy that’s created a 800+ person agency creating amazing content for his audience.
And who has been saying this long before I caught onto it…
WATCH THIS:
Go be a positive voice for your industry!
Create and share content that adds value to the audience you serve.
Need help doing that? Head over here and learn the 5 ways C-Suite Media can help make the shift into creating your media brand.
“If stress were deeds, some people would never complete some actions.” -Greg Williams, The Master Negotiator & Body Language Expert (click to Tweet)Click here to get the book!
“How To Control Increasing Stress Better In A Negotiation”
People don’t realize they’re always negotiating.
Depending on the stakes of negotiation, the level of stress can be high. And, unless you control it, it can become the source that destroys the negotiation. Thus, the better you contain the level of stress, yours and that of the other negotiator, the more in control you’ll be throughout the negotiation. The following is how to achieve that goal.
