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“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

 

 

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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

 

 

 

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

“What Stops You The Most From Being Amazingly Successful” – Negotiation Insight

“Your potential for greater success stops when you give up at your weakest point.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

 

 

Click here to get the book!

“What Stops You The Most From Being Amazingly Successful”

Are there times when you feel you’re at the gate of success only to find that it’s locked? And you don’t have the key. You believe you’re so close and still so far away. Even worse, do you become frustrated or dissatisfied because you don’t perceive any success at all? Does that cause dismay, despair, or even depression in you?

If so, don’t disband your dissatisfaction factor. There’s nothing wrong with those emotions. If you never have such sensations, you’ll never be as successful as you could become. The reason is, you’d be settling for mediocrity. You would not be demanding more from yourself. You’d be breathing, but you wouldn’t be alive. You’d be a member of the walking dead waiting for your burial time.

Thus, those feelings of dismay, despair, or depression are self-signals summoning you to dig deeper within yourself to find the drive that’ll take you higher. Listen to that desire. It’s your hidden source of motivation that will spur you to greater heights.

 

Understanding Frustration:

As we go through life, we prepare for what we wish to become – obtain – possess. The more preparation we put into such endeavors, the sooner we expect to receive rewards for our efforts. When they don’t occur according to our timeframe, we become burdened with anxieties. And that can begin the downward spiral of the opposite goal we seek.

Stop the madness! Allowing yourself to become mentally disabled, due to your perception of slow progress, doesn’t enhance your growth. It only slows an otherwise quicker pace at which you could advance. And that’s a dilemma you don’t need. In essence, you won’t improve faster because you’ll be preventing yourself from doing so.

 

Mindset Shift:

So why do we allow ourselves to fall prey to the traps that lead to immobility? We work hard and do what’s expected to advance. And instead of having a wealth of advancement rushing to take us onto new heights, we appear disabled by the painstaking drip of slow or no perceived progress.

When besieged by the thought of slow or no progress in your life, take time to rest mentally. You may be in a state of mental overload. That state will not allow you to see the preverbal forest for the trees. Clear your mental clutter. Think about the time when you were most successful. Consider what you did to get to that point. There’ll be lessons embedded in that reflection. Thus, you can replicate what you did to become successful in the past. You may have to alter some of those past steps. But there’ll be footprints that can lead you back to a successful path. Success always leaves footprints.

You can continue doing what you’re doing, and you’ll continue receiving the same outcomes that you’ve been receiving. Or, you can commit to alter your thinking and begin to become more successful. Either way, the choice is yours. Choose wisely … and everything will be right with the world.

What does this have to do with negotiations?

Sometimes you can have the best plans entering into a negotiation and quickly discover that you have to abandon them. That can be due to any set of variables. You misplanned due to your misperception of what was most at stake. You misunderstood the intent of the other negotiator. Or, you became sidetracked by an act of God that you had no control over. Regardless of the reason, if you allow yourself to become frustrated, you’ll begin to lose your mental composure. And when that occurs, you’ve started to lose the negotiation.

In a negotiation, focus on your goals. Instead of becoming frustrated, become fortified. Do so by allowing yourself the mental time and space to reflect on your next actions. It’s better to call a time out than to be placed in a position of being out of time and making a bad deal. If you never act out of haste, you’ll be less likely to make hasty actions. Never forget that hasty actions can cause you to be less successful.

 

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/

 

 

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

 

 

 

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Body Language Entrepreneurship Investing Management Negotiations Sales Skills Women In Business

“Do You Know How To Avoid Negotiation Manipulation Mistakes” – Negotiation Tip of the Week

“To avoid misperceived mistakes in manipulation, state your intent clearly.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

 

Click here to get the book!

“Do You Know How To Avoid Negotiation Manipulation Mistakes”

 

Before they began the negotiation, he heaped constant prays on her. She blushed and wondered if he had a deeper affinity. Finally, she said, “okay, enough with the manipulation efforts – let’s get down to business.” To which he replied, “I’ve been discussing business all along.” That’s when she said in a snarky tone, “the way you were carrying on, I thought you wanted to date me.” At that, he became a little crestfallen. That’s when he realized his prays had been perceived as manipulation. He had made a big mistake! Do you know how to avoid negotiation manipulation mistakes?

Continue reading and you’ll discover how to avoid and use manipulation in your negotiations.

 

Manipulations – good – bad – it depends:

Whether someone feels manipulated depends on their perspective. If you ask most people what the definition of manipulation is, they’ll state that it’s a negative act. It can mean to advantage oneself based on the skill applied to do so. It can also mean to address with skill a process or treatment – in that case, it’s neutral – neither negative or positive.

Before engaging someone in a negotiation, understand their perspective of prays, deference, and appreciation of one’s achievements. And be mindful not to be perceived as effusive. You don’t want your intent to be misperceived.

 

Manipulation Mistakes:

Some negotiators begin a negotiation unaware of how their actions are being perceived. Those individuals should acquire greater negotiation skills.

Smart negotiators are aware that every action may be scrutinized to disclose hidden intents. They look for body language signals to indicate indifference to offers and counteroffers.

Being unobservant opens the door to misperception. When you observe signals that indicate you’re being perceived as brownnosing or deceitful, those may be signs that you’ve wandered into the realm of making manipulation mistakes. Seek feedback as to how you’re being perceived and if necessary, clarify your intent.

 

Body Language Observance:

When detecting perceived manipulation through someone’s body language, there are a few signs to observe.

  1. Head-cock to either side – This gesture indicates interest. It may be saying, where’s this going? Take note of the number of times the head moves from one side of the body to the other. That’ll indicate a greater intent to gain more insight about what’s being said. Look for other signs to add deeper meaning to head-cocking gestures. Smiles, along with interruptions, can lend to that insight.

 

  1. Smiles – A smile doesn’t necessarily mean agreement. With perceived manipulation, a smile may indicate, let’s see how far he’ll go. Or, I don’t believe he’s saying that. If you have doubt about a gesture’s significance, inquire about how it’s perceived. Some people find themselves on a slippery slope because they don’t recognize the first step. Don’t let that happen to you.

 

  1. Interruptions – When someone interrupts you, they want to alter what they’re hearing. They may be asking you to cite your case differently for greater clarity. The point is, they’re seeking more information. Take heed. They may be signaling hidden thoughts that states they’ve become more attuned to what you’re saying. Understand why that’s so.

 

Using Manipulation:

Manipulation can be an effective tool if it’s used correctly. To do so, understand the mindset of the other individual – and his boundaries about perceived effusiveness and lack of respect. Those boundaries will be the sweet spot to place your praise. Skirt those boundaries and you’ll venture into murky waters.

The best time to manipulate someone is when you slightly alter what they already believe to be true. It’s even better if you’ve established trust first. Thus, the more they see themselves in your reflection, the greater the opportunity for manipulation.

Please be aware not to abuse this technique. It can have deadly consequences in a negotiation. Always treat your opponent with the utmost respect. If you don’t intentionally manipulate someone towards harm, you’ll have greater negotiation outcomes … 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/

 

 

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

 

 

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Best Practices Culture Entrepreneurship Industries Investing Marketing Skills Technology

Disruptor Watch — How Disruptors Can Learn From Their Forebears

In today’s economic landscape, many companies look to be the “disruptor” instead of the “disrupted.” They want to identify a new niche in their industries or solve a problem people are unaware of, introducing next-gen technology and unprecedented business methods.

However, with every disruptive tech company, there are obvious caveats and pitfalls to note, and it behooves would-be entrepreneurs and innovators to observe and learn from both the successes and the mistakes of their recent forebears.

Disruptive Photo Technology 

Focal Media Group is the creator and producer of the StyleShoots photography machine. StyleShoots puts more power in the hands of major fashion retailers and the creative agencies they work with. Essentially, the machine automates much of the work associated with photo editing, such as basic Photoshopping. Its interface is extremely user-friendly, enabling someone with very little photography experience to create consistent, high-quality imagery, allowing major fashion retailers and brands to cut down on production costs and time to market. For creative agencies, StyleShoots turns around quality content much quicker than before, freeing agencies up to compete for more business and putting them ahead of their competition.

While this technology could have wide applications in the photography world, fashion product photography is already seeking to carve out a niche for itself before expanding. By relegating itself to the world of fashion product photography, Focal Media Group has already gained a slew of high-profile brands as clients, such as Macy’s, Triumph, Forever 21, Zalando, Woolworths, and Scotch & Soda. It has also sold StyleShoots machines to major creative agencies, such as Pure Red and Undefeated Creative.

However, it would still behoove the Focal Media Group to pay attention to its recent forebears and to take close note of their respective successes and shortcomings. Here are some things Focal Media Group should be willing to address:

Lowering the Barrier of Entry

While the StyleShoots machine is being adopted by major fashion retailers, very few people in the industry are aware of the savings and added revenue it could provide. This means Focal Media Group could stand to use both social and traditional media to expand its marketing campaign in order to create awareness. If the only thing preventing a product from turning its target industry upside down is awareness, a solid marketing campaign will prove invaluable, as other recent successes have discovered.

Learning from Airbnb

I’ve written extensively about companies like Airbnb — how they’ve disrupted their respective industries and succeeded at creating enormous, widely acclaimed brands and user experiences. However, these organizations have succeeded hugely in some areas of business and failed spectacularly in others.

Let’s look at how a company like Focal Media Group can benefit from paying attention to what Airbnb’s been doing these past few years.

In the documentary Design Disruptors, Airbnb Head of Experience Design Katie Dill provides insight into what makes the company so effective from a design standpoint. Essentially, Airbnb leverages design and aesthetics to facilitate a better overall user experience, which has clearly proved successful.

In Design Disruptors, Dill explains that the design team is not a “design” team but an “experience” team, considering everything a user explores in Airbnb’s platform as an overarching brand experience. Airbnb includes its community in its experience design processes, effectively touting design as a means to create a more comprehensive, friendlier, and beautiful user experience, which is key to the success of any startup.

Focal Media Group would do well to focus on creating a user experience that makes prospective clients feel at ease, like they can easily operate the StyleShoots machine or teach their colleagues how to use it. The experience should also explicitly illustrate how brands, retailers, and agencies stand to benefit from using StyleShoots and its related products for their photography.

Pay attention to what people are saying about you in real-time. Pay closer attention to both the quality of your product, user experience, and how you can keep it as high as possible. If you have an amazing product and a friendly, inviting user experience with an easy-to-use interface, you likely won’t have to worry about a PR blowback or unhappy customers.

Focal Media Group and its StyleShoots machine is only one pertinent example out of thousands of startups seeking to disrupt their respective industries. But if you’re a company on the verge of disrupting a major industry, you would do well to observe your more successful and noteworthy predecessors, to mark both their successes and their failures to better your own company and more effectively facilitate the disruption you seek to implement.

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Entrepreneurship Management Marketing Negotiations Operations Sales Skills Women In Business

“How To Think Quickly In A Scary Crisis” – Negotiation Insight

“A scary crisis can create stress. Thinking quickly can avert it.” – Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

  

 

Click here to get the book!

“How To Think Quickly In A Scary Crisis”

“The first thought I had was, am I going to die?” Those were the words a lady recounted to her friend. She was referring to a scary situation she feared would become a #crisis. It happened when she was at a bank and two men walked in. They hollered, “this is a stick-up!”

Hopefully, you’ve never had such an experience. But if one were to occur, what would you do? I know that depends on the specific situation and circumstances. But what do you think your initial thoughts might be? If you’re considering that, you’re doing what you should do to confront a potential crisis – prepare for it ahead of time.

This article will help you think about how to prepare for such occurrences if one should befall you.

 

Thinking Ahead:

When you’re threatened, your body goes into a fight or flight response. During that time, you make snap judgments about the action you’ll take. Upon hindsight, those actions may not be rational.

In a potential crisis, to limit irrational actions consider how you might act/react before entering them. You might note exit doors, hiding places, and resources that can aid you. Some of the resources might be other people that share your plight. Be strategic in your thoughts and planning.

The more prepared you are for a crisis, the better your response will be. And that could turn out to be a lifesaver.

 

Fight, Flight, Freeze:

When you’re threatened, you begin an evaluation process to assess the threat and the best course of action to take. The problem is, the clock doesn’t stop ticking during that time. You can’t call a timeout. And the situation could escalate during your deliberations.

Most people are aware of the fight or flight response. It occurs when we become fearful. But there’s another possible response to consider. It’s called the freeze response. It’s somewhat like the ‘shelter in place’ command. During that time, you limit your movement. That’s an attempt to lessen attention to yourself. It’ll limit your possible exposure and harm. Note the differences between the ‘shelter in place’ and freeze response. In the latter, you make no movement at all.

Never overlook the potential usage of the freeze response. It’s another tool that could be your lifesaver. Plan for the possibility of its use. If you know through calculations when it might be most applicable, you’ll be more flexible in the actions you adopt … and everything will be right with the world.

 

What does this have to do with negotiations?

 

Very seldom does a negotiation escape some form of crisis. They may be small or large depending on what’s at stake. But nevertheless, if they create trauma for you or the other negotiator, you’ll seek a plausible solution to them. Thus, during your planning stage of the negotiation, consider the actions you’ll adopt to confront troublesome situations. You should also consider what might cause them to escalate and how you’ll defuse them.

A crisis in a negotiation usually evolves over time – it doesn’t happen suddenly. Therefore, you can see it coming. When you sense a crisis is gathering strength, address it with a prepared action. That action might consist of the fight, flight, or freeze response. That means you’d dig in your heels (fight), choose to end the negotiation – or call a timeout (flight or freeze), or do nothing (freeze). You’d adopt a ‘freeze state’ to see what the other negotiator might do from that point.

In any negotiation, the options you adopt to address situations determine the flow and outcome of the negotiation. A crisis is the greatest threat to a successful negotiation outcome. It can derail a negotiation. Thus, the better prepared you are to address it, the greater control you’ll have over and during the negotiation.

 

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/

 

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

 

 

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

“Great Negotiators Know How To Ask Good and Better Questions“ – Negotiation Tip of the Week

 

“Questions are the gateway to knowledge. Good questions light the path to that gateway.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

Click here to get the book!

“Great Negotiators Know How To Ask Good and Better Questions“

 

Some negotiators believe, there’s no such thing as a bad question. They believe all questions solicit additional information – information that you wouldn’t receive if the question went unasked. I don’t think that’s true!

Some questions weaken your negotiation position. They project a lack of perceived foresight. And they can allow openings for the other negotiator to take control. But you can turn some weak questions into better ones that benefit your negotiation position.

If you’re somewhat confused right now, how do you feel about your confusion? Do you possess a desire to discover more on this topic? Do you have some other need? That’s the power of questions. They can control the thoughts of the other negotiator and put you in a power position. Questions can also lead to the other negotiator pulling away from you. Thus, you must know how and when to use them.

This article delivers insights about when and how to ask better questions to improve your negotiation position.

Bad/Good Questions:

A bad question is made worse by its timing. That can decrease the perception of your persona and make you appear weak. But what might appear to be a bad question posed with proper timing can gain a wealth of information. That would turn it into a good question.

When asking questions such as, how can I help you? Or, what can I do to assist – you display a lack of knowledge about the needs of the person you’re soliciting?

Nevertheless, there is a place for questions that may appear to be weak or lack specificity. You’d use them when they enhance the planned persona you wish to project. In such times, you’d use the mentioned questions as tools of positioning. Questions such as, how can I help you will cast a broader net. It will gain a deeper insight into the information you’re seeking.

Better Questions:

Better questions solicit better information. And they heightened your sense of control as a negotiator. Such questions …

  • Use what-if scenarios. What-if scenarios explore the realm of possibility. They don’t commit you to action unless the scenario is agreed on by all parties. Example – what if we lowered your cost and shipped the items early, could we close the deal today? If the other negotiator was in agreement, you’d have a deal. If she wasn’t, you will have gained insight into her negotiation position. Either way, you’ve gained valuable information.

 

  • Challenge existing norms. When challenging popular beliefs, you’ll attract attention. Depending on how your questions are received you’ll become more influential. You might be placed in a position of having to defend your position, too. So, consider the types of questions you’ll use to challenge popular norms and how they’ll position you in the negotiation.

 

  • Can’t be answered quickly. When asking questions that someone can’t readily answer, they go into thought mode. Depending on the environment, you can throw them a lifeline by answering the question yourself. Or, you can let them flounder. By allowing them to flounder, you allow others to view their lack of knowledge. That will decrease their perceived expertise. By saving them, they’re spared from floundering. That will ingratiate them to you.

 

Assumptive Questions:

Assumptive questions allow you to be perceived as possibly knowing more than you do. You can use them to test the other negotiator’s position or offer. To do so, make a statement that infers you have secret information. You can also make the statement sound like a question. Example – “You’ve given larger discounts in the past, correct?” After that, be very attuned to the response per the inflection in the voice and mannerisms displayed. Look for signs of agreement, lies, or doubt. If you sense either, probe deeper.

The questions asked determines the information that’s received. And the timing of those questions detracts from or enhances that information. To increase your ability to gather quality information in your negotiations, ask good timely questions that lead to better answers … 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/

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

 

 

 

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Best Practices Culture Entrepreneurship Leadership Skills Technology

Life-Size Hologram for Speakers, Educators, and Entertainers

We’ve seen it in sci-fi movies, television series, and the music and entertainment world. Now, you’re going to see it on the lecture circuit and more!

With the help of holographic telepresence pioneer ARHT Media, I now offer the opportunity for organizations worldwide to have a life-size 3D hologram of myself beamed in anywhere in the world to deliver a live presentation, interacting with the audience via monitor as if I were physically there while being in an ARHT Media studio.

In the audience location, an ARHT Media tech will set up and run the equipment conveniently for the meeting or convention planners, and given that there are many ARHT Media locations globally, travel costs are very reasonable regardless of where the meeting is located.

We can also pre-record a customized presentation for the client using the special ARHT Media equipment and send it with the technician and holographic projection equipment to the audience location, eliminating both the need for a high bandwidth connection and any logistical conflicts on my end.

My goal is to greatly exceed clients’ meeting expectations while maintaining the integrity of my in-person presentations by being interactive and customized to the specific audience and industry. Before I delve into the benefits this technology has to offer, let’s first discuss ARHT Media.

CEO Larry O’Reilly is a successful global business development executive who transformed the IMAX brand from a museum theater experience to a billion-dollar global commercial distribution channel for IMAX and Hollywood films. O’Reilly and ARHT are also impacting service industry professionals in the medical field, the government, and more. While the bar is raised every day in the world of technology, let’s think for a second about how this could impact other industries.

It’s safe to say that holographic telepresence represents an increasing Hard Trend shaping the future of the presentation and performance industries, but how does it disrupt other industries?

A Positive Disruption

Take the education field, for example. Currently, at universities, professors teach three courses a semester, with additional courses taken on by adjuncts. Holographic telepresence makes it entirely possible for a professor to teach the same course multiple times over simultaneously with a life-size hologram beamed into an overflow lecture hall, and the disrupted adjunct could go into business for themselves, beaming themselves into college classrooms around the world as needed.

Consider an industry that is always disrupted: music. As of today, streaming services offer infinite residual income per listen, with the new issue being the microscopic amount the artist receives. Therefore, artists live on the road, selling merchandise and performing constantly. How could a band or entertainer be more anticipatory in their thinking on how to deal with the struggles of today’s music industry?

Imagine a world where they could mix live performance with holographic telepresence, performing live for select dates and as a hologram for others. Some may prefer all holograms due to illness, age, or other factors, performing live from their own studio to anywhere in the world while interacting directly with the audience in real time.

Aside from alleviating the travel woes, consider the cost savings. It costs a lot to put on a performance. The artist could capitalize on this technology financially by way of making ticket sales to hologram shows less expensive, depending on the setup; merchandise could come down in cost, and they could keep more of what they deserve for writing music we all love.

Of course, much like any innovative technology, the question remains: Will it be as good?

The Experience

Being a public speaker myself, I understand that many people reading this right now may be skeptical of how this technology would be received, or think their presentation would be less visceral if it wasn’t in person. Believe me, nothing is more powerful than being somewhere in person; however, the reality is it is an impossibility to be everywhere at once, and with the growing demand for instant gratification in the world today, how does an entrepreneur offering an in-person experience stretch themselves thinner than they already are?

The answer is holographic telepresence coupled with human performance, and this is the perfect example of the facilitation of capitalizing on being human in a more time-conscious way. When a client wants me to deliver a keynote speech at an event, I now offer several options, as I mentioned above, including my regular live presentation. Being known as a technology futurist and disruptive innovation expert, I demonstrate said expertise in my actual delivery of the presentation via holographic telepresence technology.

The world is always evolving, and technological disruption has always occurred; we are just noticing it now more than ever. However, if you pay attention to the hard trends that are shaping your industry, both inside and out, you’ll start to anticipate what’s to come and capitalize on new, game-changing opportunities.

Learn More

A Life-Size Hologram is an impressive way for Daniel Burrus to deliver his keynote presentation. Please contact our office to bring Daniel’s Hologram Keynote to your next event.

Categories
Entrepreneurship Human Resources Management Marketing Negotiations Sales Skills Women In Business

“How To Be A Better Solution Versus Issue Negotiator” – Negotiation Tip of the Week

 

“The difference between issue versus solution-based individuals is the degree they seek solutions to their issues.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

 

 

Click here to get the book!

“How To Be A Better Solution Versus Issue Negotiator”

 

As a negotiator, do you consider the perspective of the other person? Do you assess to what degree he’s an issue versus solution-based negotiator? You should consider those questions. Because it will determine how he and you negotiate and the points he’ll stick to. Negotiators that are issue-based negotiate differently than solution-based negotiators.

In this article, you’ll discover why there are different styles of negotiations based on the issue versus solution sought outcomes. You’ll also gain insight to identify one style versus the other – and how to deal with either.

 

Issue Negotiator:

An issue-based negotiator is primarily concerned with promoting a cause that he’s defending. That makes him less likely to be open to logic or reasoning. And he’s usually the front-person for a larger entity that’s backing him. Example – as of this writing 97% of Americans would like to see more stringent gun background checks, measures to address that are blocked in the U.S. Senate by the gun lobby. Why? Because the gun lobby spends millions of dollars in campaign contributions to ensure politicians prevent such measures from becoming laws. Thus, to negotiate effectively, an entity needs to amass a force that’s equally as strong as the gun lobby – and one that’s willing to make equal monetary contributions. That’s how you’d offset the power of the gun lobby.

Therefore, when negotiating against an issue-based negotiator, consider looking for the weakness that lies in his supporters. They’re the source of his power and the power that you must address first. The negotiation strategies you use to do so will depend on the tenacity displayed by them to maintain their position. Your goal is to unseat them from their position.

 

Solution Negotiator:

Solution-based negotiators are a different breed from their issue-based counterparts. The former enters the negotiation genuinely seeking a solution. That’s not to say that the issue-based negotiator doesn’t seek a solution. He’s more zealous about getting you to agree with his position and less yielding. The solution-based negotiator is more flexible in his give-and-take to unearth solutions.

When negotiating with a solution-based individual, expose as much of your desires as you deem appropriate. Encourage him to do the same. Convey a genuine ambition to seek a mutually beneficial outcome. And display an openness that allows him to sense that he’s in a safe space. You want him to recognize that you won’t take advantage of him. The more secure he feels, the more information he’ll disclose about his position. To enhance this process, if you encounter misunderstandings, consider excepting the blame for it. Again, you should gear your efforts towards making him feel safe. Allowing him to experience blamelessness will enhance those efforts.

There is a point of caution to interject. If you sense your opponent views your willingness to be accommodating as weakness, stiffen your position. Become less tolerant and less forgiving. Throughout every negotiation, one is constantly positioning oneself. Make sure you’re constantly monitoring how you’re perceived and the adjustment the other negotiator makes. In turn, observe how he’s constantly repositioning himself per how he wishes you to perceive him.

 

Conclusion:

Good negotiators attempt to advantage their position before they enter a negotiation. Less knowledgeable negotiators don’t seek such advantages. They become prey as a result of their haphazard negotiation ways. To gain an advantage in future negotiations, take into consideration whether you’ll be negotiating against an issue or solution-based negotiator. Doing so will give you insight into the type of plans to develop for the negotiation. That will give you a real advantage … and everything will be right with the world.

 

Remember, you’re always negotiating!

 

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

 

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

 

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

 

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Best Practices Culture Entrepreneurship Human Resources Industries Management Skills Technology

Time Travel Audit: Find Success Now and in the Future

You don’t need a DeLorean for time travel. For example, you can visit remote parts of the Amazon River and meet people who live just as they did a thousand years ago, using blowguns and spears as their current technology.

Even here in the U.S., you can visit Amish towns in Ohio and Pennsylvania, where people live just as they did merely a hundred years ago, getting their water from a well and using oil lanterns for light. For them, a horse and buggy is their Tesla Model X.

This same kind of time travel also occurs in business. You can time travel at organizations in your hometown that use legacy technology and antiquated techniques. These legacy systems may keep such businesses alive and well in the rapidly vanishing past, but surviving the present will become an impossible task.

Time travel is also possible between divisions within an organization. For example, the engineering department may be equipped with the latest technologies while HR is still using paper files and longhand forms. Today, you can even go from person to person and be time traveling, as some people are so past-oriented that the past is all that matters — to them, and the future is foreboding  … and therefore inferior.

Fortunately, you can also travel to the future. The individuals in your organization who buy the latest gadgets with their own money in order to experiment with and learn from them are already living in the future.

Some organizations are more future-oriented than others, even in same or related industries. For example, the manufacturing industry has moved into Industry 4.0, while its construction counterpart has been slower to adapt and change. And some leaders in every industry — Apple being the most notable — roll out products and services consumers never knew they wanted, yet find to be indispensable once they have them in hand.

This mindset is what I discuss in my best-selling book The Anticipatory Organization. By paying attention to Hard Trends that will happen, savvy organizations like Apple are able to become more anticipatory and to turn disruption and change into opportunity and advantage.

If you are ready to become an Anticipatory Leader at your organization and help lead it into the future, consider taking these three steps:

  1.   Do a time travel audit of yourself and your colleagues. Where in time do you and your colleagues live? Who is future-oriented, present-oriented, or past-oriented —  and how are those outlooks serving the company? Remember, while you can look at the past and learn from it, it should not hold you back. Your windshield is larger than your rearview mirror for a reason. To drive safely, you need to keep your eyes focused on the big picture in front of you and only occasionally look back.
  2.   Turn past thinkers into Anticipatory Leaders. Some people in your organization may be past-oriented and dread the future — but their experience and wisdom are still incredibly valuable. You can either choose to let such people go and lose the valuable assets they possess or turn them into Anticipatory Leaders by placing them in roles that suit their personalities. Encourage them to enrich their perspectives by asking them what they believe is vital for the organization to keep as it moves forward in order to thrive. This question forces them to consider both the core capabilities that got the company to where it is today and the Hard Trends that are shaping the future of the industry. Overall, this approach positions your past thinkers strategically based on what they like doing and helps them become more anticipatory.
  3.   Relate to others at their point in time. Do a time travel audit on the people you interact with. If you have a new product or service that is future-oriented but are talking to someone who is past-oriented, leading with your future perspective will frighten him or her. You can’t force individuals into the future; you must transition them into the future. Relate to their position in the past; acknowledge why they are comforted by where they are, the technologies they use, and the principles they’re working under. Help them understand the Hard Trends that are the undeniable truths about the future, and in this way walk them slowly into that future instead of trying to shove them into it. Remember that many people are naturally timid about stepping out of their comfort zone, so be careful not to place blame. You’ll be more likely to succeed if you can help them see that change is the only constant and that we all must adapt in order to thrive.

The Future Is Yours

Years ago, it was possible to have a past or present mindset and still do quite well, because the pace of change was relatively slow. But now, technology is moving at the speed of light, transforming everything we’ve come to know. As an Anticipatory Leader, you must migrate your people and your organization to become anticipatory as well. Remember, time doesn’t move in reverse; it is always moving forward. Help everyone in your organization to see the future, embrace it, and thrive in it to ensure long-term success.

Think about the actions you can take today to personally or professionally move toward the future. Read more about performing Time Travel Audits to Elevate Communications in my latest book The Anticipatory Organization.