C-Suite Network™

Menu
Search
Close this search box.

Author: C-Suite Network

Categories
Best Practices Culture Entrepreneurship Human Resources Investing Management Marketing Negotiations Sales Skills Taxes Women In Business

In Negotiations With A Bully Watch Your Hidden Thoughts

“A hidden thought can lead your thinking into a dead-end. Avoid dead-end thinking. Be alert when engaging your mind in its thought process.” -Greg Williams, The Master Negotiator & Body Language Expert

In negotiations with a bully, you have to watch your hidden thoughts, or those thoughts will have you thinking wrong.

“You have to beat them like they’ve done something really bad. Whip them until their insides are mashed. Can you do that? Will you do that?”

After reading the above, what are your initial thoughts? What images came to mind? Were they the images of a tough guy giving an edict to his underlings, that they dare not disobey? Or, did you consider that something other then the questions posed was occurring?

The thoughts you had about the opening statements, and the images that came to your mind, where determined by what you’ve experienced in life and the outcomes of those experiences. That means, to a degree, your thoughts began to formulate as soon as you read the first few words of the statement. Then, your mind jumped ahead of what you were reading to assume where the unread words would take you. That’s good, and it’s dangerous. The good part stems from the way you assimilate information. The bad part stems from not monitoring your expectations before jumping to judgment.

The words at the opening of this article were spoken by a chef to one of the cooks in an establishment that both were employed. The chef was referring to the correct way to make an omelet. Thus, he was talking about beating and whipping eggs to obtain a certain degree of consistency to make omelets more palatable.

When negotiating with a bully, you must be more cognizant of the way you think. Your thought process will be altered, in the prefrontal cortex area of your brain, the brain region in which complex behavior – decision making – and the moderation of social behavior occurs. This part of your brain will become more active due to the bully’s demeanor. You may experience a higher degree of emotions stemming from the perception of a threat, be it implicit or explicit. Such an emotional state may cause you to disengage from your normal thought process, which could lead you into that dead-end mentioned at the top of this article.

To combat your hidden thoughts, take into consideration what the bully is saying versus what he’s doing. If there’s a disconnect between his words and his actions, pay more attention to his actions (e.g. he says he’s going to run you into the ground in this negotiation while backing away from you and/or smiling nervously). Having this insight and using it to calculate your next action will allow you to think more clearly. That will also allow you to uncover any hidden thoughts that might create a sense of being overly fearful of a negative occurrence being projected on to you.

Negotiating with a bully is always a challenging proposition, but that proposition can be lessened by thinking about the way you think. Heighten your sense of awareness when negotiating with a bully, by being aware of where your thought processes are leading your thoughts … 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 5-minute video on reading body language or to sign up for the “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.themasternegotiator.com/greg-williams/

#negotiatingwithabully #bully #bullies #bullying #uncoversecrets #hiddensecrets #Negotiation #Personal Development #HandlingObjections #Negotiator #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology

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

The Value of Relationships – Long Versus Short

“Life’s value-add is perceptional. Manage your expectations to better assess the sources from which value can be attracted to your life.” -Greg Williams, The Master Negotiator & Body Language Expert

Are the relationships you’re in adding or subtracting value from your life? It’s a serious question to ponder and one to reassess daily.

Too many times we wake up one morning and realize that we’re no longer living the ideal life we seek. Depending on the severity of that realization, we go into a state of panic, brought on by thoughts of uneasiness. You know when things aren’t right in your life! It’s usually a terse feeling that emanates from your gut that delivers the message. Then, you may appear to be erratic to those who know you, which may cause them to reevaluate the value you’re bringing to their life. That can set off a vicious cycle fraught with angst and anxiety. The question then becomes, what’s a person to do to maintain some sense of equilibrium in their life? The answer lies in the relationships you have with others.

If you find yourself in toxic relationships, at work, at home, etc., change them! Seek to alter the dynamics of the relationships that drag you down emotionally and/or physically. It may be difficult to do but consider the cost of your sanity, your wellbeing. Weigh the cost of that against the difficulty that change might require.

When engaging with people, consider the value you add to their life and they to yours. Some people will be with you for life (long-term) others for a season (short-term). Accept this mentally, understand it and don’t allow it to become a conundrum when it’s time to move on. Don’t get wrapped up thinking that you have to stay with people due to the time you’ve known them; such thoughts will make you sentimental, which will jade your emotions and thought process about moving on. There are others that want to add value to your life, but you won’t find them holding on to those that don’t.

When you know you’re in short-term environments, treat those in it as though they may become long-term associates. Doing so may turn them into long-term allies, but don’t become fixated on the thought that they’ll be with you through thick and thin. Having such a mindset will allow moving on to be less jerky. If someone stays in your life longer than what had been anticipated, because they were adding value, be thankful. You’ve been blessed … and everything will be right with the world.

What does this have to do with negotiations?

With some people, a negotiation may be transactional, not intended to be of long-term value. That’s okay. Knowing the parameters of this type of relationship allows you to be better positioned to engage in the negotiation. After all, when you negotiate, you never know who will truly fit into a long-term relationship until you examine their values. Evaluate such closely and from different perspectives. What you eventually find may not be what you initially saw, and what you initially saw may be something that you initially didn’t expect.

The point is, keep your emotions grounded in all of your relationships. Accept people for the value they add to your life, and the value you add to theirs.

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 5-minute video on reading body language or to sign up for the “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.themasternegotiator.com/greg-williams/

#NegotiatingWithABully #relationships #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #Psychology #Perception #ControlLife #Control #leadership #HowToImproveYourself #Achievement

 

 

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

Watch Emotional Abuse When Negotiating With A Bully

“Emotional abuse only occurs when you allow the abuser to control you. To defeat him, control his abusive efforts.” -Greg Williams, The Master Negotiator & Body Language Expert

When negotiating with a bully, watch the emotional abuse you incur and mind your responses to it.

Bullies make some people experience an array of feelings in a negotiation. They do so for the pleasure of feeling superior to the other negotiator in an effort to exert their dominance. The emotional feelings they attempt to invoke can range from fear to hate to happiness. Yes, bullies can make you feel happy as the result of relinquishing the pressure they’ve applied to you. That’s another reason why you should monitor your emotions. You want to check them so you can display the proper response, based on your position in the negotiation at particular points. When it comes to watching your emotions take note of the following.

Fear:

Fear can invoke primal actions within you. When fearful, your normal thought process shuts down. Depending on the degree of fear you experience, your body prepares for a fight, flight, or freeze scenario. That deliberation can cause you to be thrown off your negotiation game (i.e. forget the negotiation strategies you’d planned to implement).

When you sense that you’re experiencing fear in a negotiation, note its cause. Consider to what degree its source will devastate you and your future position. The point is, diminish your thoughts of fear by contemplating how you can assuage it before continuing the negotiation, and recognize when it has you in its grips.

Anger:

Anger is another stealer of normal thoughts. It can be stoked by fear, which is also the reason you should control your perspective of fear and ager.

When angered, you can lose your perspective and rationalization. Thus, to negotiate from a mindset of anger will not serve you, it serves the other negotiator, instead.

Therefore, be aware of when the other negotiator is intentionally attempting to gouge you by instilling fear into the negotiation. Also, be mindful of what his attempts might look like before entering the negotiation. This can be accomplished by role-playing ahead of time. Just be mindful of elucidating your mind to how fear might be used against you, and be prepared to thwart such efforts.

Happiness:

Most people seek happiness as a constant state of mind. Our body seeks it too. Thus, when we’re not in a state of happiness, our mind will attempt to guide our actions back towards that state. It will also do ‘things’ to stay in that state, even if those ‘things’ are to our future detriment. It’s because of the latter that you should be hyper-vigilant when you’re in a state of happiness that’s been caused by a bully’s actions. You may not be off the hook. Instead, you may have been unknowingly placed deeper onto one.

To combat a bully’s effort to mentally manipulate you through the use of happiness, understand his motives for doing so. If his efforts don’t serve you, don’t appease him by succumbing to this tactic. Remain stern.

Anyone’s emotions can be strained when negotiating with a bully. Suffice it to say, you should stay on top of your emotions when negotiating with a bully more so than with other types of negotiators. Bullies can invoke extreme passion within you, which is why it’s so important to be mindful. If you’re aware of what can ‘set you off’, and not allow it to cloud your actions or judgment under such circumstances, you’ll be able to think clearer and negotiate better. That alone will give the bully cause for doubt, which means you’ll be turning his tactics against him. Doing so will allow you to maintain greater control in the negotiation … 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 5-minute video on reading body language or to sign up for the “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.themasternegotiator.com/greg-williams/

#bully #bullies #bullying #uncoversecrets #hiddensecrets #Negotiation #Personal Development #HandlingObjections #Negotiator #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology

Categories
Best Practices Growth Health and Wellness Human Resources Management

Retain Talent: Pay Attention to Employees

Think back through your career and recall the best boss you’ve ever had. What made them so special and unique?

Chances are better than not, they gave you authentic, frequent and personalized attention. Whether it was support for a project you were working or inquiries into your goals and aspirations, your best boss invested attention in you. They knew to retain your talent, they needed to uplift, support and invest in you.

Good leaders know their service to employees is key to retaining top talent and developing a staff of engaged, happy employees. Here’s the secret:

Recognize Hard Work.  It’s not enough to reward employees when they knock a project out of the park. Hard work, even on daily, mundane tasks is essential. It’s the tedious daily grind that can wear down a person’s mental well-being. As a leader, ensure you’re recognizing their effort.

Engage Often. Don’t just wait until the scheduled one-on-one to inquire about an employee’s work or their well-being. Stop by and check in periodically. Be careful not to appear as a micromanager. Instead, encourage the employee to use you to help meet their deadlines and objectives.

Watch and observe. Pay attention to the amount of time an employee spends behind the computer. Acknowledge if a team member is seeming particularly frazzled, stressed or overwhelmed and volunteer to help them if possible. Encourage employees to get rest and recover, even if it means stepping away from the computer and getting fresh air.

Get to know them. Understand their priorities. Does their family rank top of mind to them? Consider encouraging them to plan a vacation or take time off. Refrain from messaging them after hours and ask questions to show interest. Perhaps it’s a promotion they are working toward. Set up a mentor for them, a coach or development planning path. Be an accountability partner helping them reach their goals. Whatever they consider being most important to their life, understand it and see how you can help them achieve it.

Be genuine. Most everyone can detect someone’s sincerity in their interest. Don’t praise for the sake of praising. Instead, be sincere in your compliments and comments. When giving feedback, acknowledge your genuine desire for their success. Be meaningful in your questions and give everyone your undivided attention in every interaction.

Surprise elements. Jot down little notes about your employees to help you remember their favorite food, dessert, coffee or flower. Keep note of their anniversaries, birthdays and special celebratory events. Surprise them on special dates, or just for the heck of it. Either way, your attention to detail will not go unnoticed.

Employees are your greatest asset. If you want to drive accountability, boost productivity and create an engaged team of people, pay attention to what matters most to them.

Categories
Culture Management Marketing Negotiations

Commit to Clients and Customers

Consider the amount of money that goes into acquiring a new customer. Paying sales professionals, product development, marketing, advertising, media, the list is endless. Many of our business costs are associated to attract new customers for the sake of our business growth.

Imagine if companies were to spend as much attention on retaining a customer than they do try to earn a new one. When we show our clients, customers, patients, members and shoppers that we pay attention to their needs, we are not only likely to retain them, we will most certainly create advocates in them as well.

A brilliant book on elevating the customer experience is Never Lose a Customer Again by Joey Coleman, I loved this line in his book ‘it’s time to stop thinking B2B or B2C the future of business is H2H’ (human to human)

Follow these 5 strategies to give professional attention to your clients and show them the love they deserve.

1. Reach out. When was the last time you reached out and personally thanked your clients for being customers? Do you make it habit to routinely remind them of your joy in doing business with them? Consider deepening your relationship with frequent reach-outs. Find out how their business is doing and what you can do to make it better.

2. Examine the experience. Take the time to walk through the same business experience your current customers do. Call your phone number and listen to how you are addressed. Enter your workplace, office or shop as a customer and truly examine the impression being given. Evaluate your website and order your own products. Experience what your customers do when they are doing business with you. You may be surprised what you learn.

3. Know your numbers. Many companies measure their success through profitability, sales and growth. Perhaps consider adding a few extra numbers to the mix. Understand how many new sales come from repeat customers. Recognize your referral rates and most importantly know the churn your company suffers. Set meaningful goals – short and long-term – to retain more customers and improve your new sales from return clients.

4. Motivating Factors. Do you know what motivates your customer to buy from you? Maybe they buy because of price or convenience. Maybe it’s because of location or experience. Do your homework by asking your customers these questions. Know what motivates them to do business with you the first time, and continued business in the future will help you prioritize the areas of opportunity within your business.

5. Be a Partner. When was the last time your bank called you to ask how they can help you better invest your money to plan for a better future? Has your physician ever called to see how you were doing and offered you free literature on the topic you last discussed? This higher level of attention brings a personalized touch to any customer relationship. More so, it creates a partnership with you and your client that benefits their success and well-being as much as it does yours. It’s a win-win anyway you look at it. Partnering with your customer will create mutual trust and respect in the relationship.

Are you ready to pay more attention to your customers? Are you ready to heighten your professional relationships and invest more in their success? Pick up a copy of Joey Coleman’s “How Not to Lose a Customer” and read his strategies for investing time and energy in cultivating long-lasting client relationships.

Want to take your attention a step further? Pick up a copy of  Attention Pays. Learn how attention to employees will benefit your clients and ultimately your bottom line. Understand how evaluating your day-to-day activities can help you carve out time to focus on those who matter most – your customers.

Categories
Best Practices Entrepreneurship Management Marketing Negotiations Sales Skills Women In Business

How To Uncover Hidden Secrets In Negotiations

“Secrets are cloaked in darkness until they’re exposed by light. When suspension falls on hidden secrets, let the light shine brightly.” –Greg Williams, The Master Negotiator & Body Language Expert

“Don’t let what you know cause you to miss what you don’t know!” Those were the words of one negotiation partner to another, after they’d concluded a negotiation that appeared to be clouded by the doubt that there may have been hidden secrets burrowed in the words of their negotiation counterpart.

Upon reflection, the speaker of those words realized that there had been signals that he’d misperceived. He wondered about those signals as he pondered to what degree they might have covered hidden secrets.

In your negotiations, how much do you miss, due to what you think you already know? There are encoded messages within the words we use to communicate. Some contain hidden messages that carry hidden thoughts.

Note the following to gain more insight into the hidden secrets in the messages sent and received in your negotiations.

1. Take note when the real meaning of a word doesn’t carry the intent of the meaning you think it’s attempting to convey. That’s to say, note when you suspect that there may be an unspoken meaning of the word(s). You’ll experience a sensation of intuition when that occurs; take heed of this phenomenon when it happens. It will be your alert signal beckoning your attention.

  • They’ll be times when you sense there’s an implied meaning that’s not conveyed in the delivery of the words spoken. When you have such a sensation, be attentive to what you sensed that drew your attention to the feeling of suspect that you have. Uncovering that hidden meaning will allow you to uncover hidden secrets that the other negotiator may be attempting to conceal.

2. When people speak of themselves in the third person, become more attentive. They’re distancing themselves from their words.

  • When negotiating, you should always be attentive to everything that’s occurring in your environment. When it comes to someone speaking in the third person, you should become more attentive. Psychologically, he’s placing distance between himself and his words. He may be doing so due to his nervousness, his desire to protect something that you’ve gotten close to uncovering, or from sensing that he may have disclosed something about his statement that’s untrue. Regardless, his action was more than likely brought on by some action the two of you were engaged in. If you sense such is the case, pursue the line of interaction that put him in his third person state of mind. There’ll be something of interest there that may benefit you in the negotiation.

3. Compare your assumptions of what you thought would occur prior to the negotiation, to what actually occurred in the negotiation.

  • Engaging in a mental reflection process at the conclusion of a negotiation will allow you greater insights, per the way you were thinking prior to the negotiation. Your post insights will allow you to sharpen your perception about the perspective occurrences of future negotiations. That, in turn, will allow you to uncover hidden thoughts about the way you think. Knowing that, should allow you to become more circumspective as you engage in future negotiation.

There will always be some form of secrecy in any negotiation. If you possess a heightened sense of awareness when perceiving suspected hidden meanings, your reward will be in the uncovering of those secrets. That will be an insight that you can use to benefit your negotiation position … 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 5-minute video on reading body language or to sign up for the “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.themasternegotiator.com/greg-williams/

#uncoversecrets #hiddensecrets #Negotiation #Personal Development #HandlingObjections #Negotiator #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology

Categories
Best Practices Entrepreneurship Management Personal Development Women In Business

Are You Ready to Grow to the Next Level? If So, Grow in a Sane Way!

Leaders talk about growing revenue in almost every Team meeting. Pressure is often high for the sales manager and his or her team to perform and always be closing to bring home the bacon. Are they focusing on the right conversation?

Here’s a secret you may have wished somebody told you – if you grow too fast, without having the cash resources, you’re going to need money from someone or somewhere. You’ll spend your time as a leader chasing funding rather than focusing on running your business, building your infrastructure, executing on your strategy and most importantly aligning your Team.

Growth for growth’s sake can be a death knoll for some companies. What is your profitability? Why waste time and energy seeking big numbers to have a miniscule profit margin? Make the right decisions – review your business model, look at your cash conversion cycle and stay on top of your metrics. Too many CEOs think that a financial report is the way to appease their banker. No! It’s the way to manage your company. The numbers reveal your cash flow story.

So what’s the alternative to pursuing revenue? Create a killer strategy and trigger points to know what action to take at those inflection points. These actions might focus on adding “A” level talent to your executive or management team or buying new equipment. This is deliberate, and intentional. There is no need to fly by the seat of your pants. Focus on making the right decisions at the right time.

Categories
Best Practices Entrepreneurship Management Personal Development Women In Business

Conflict is Not a Dirty Word

The very word conflict creates the image of someone yelling and screaming or of the silent cold shoulder approach. The actual definition of conflict is to “come into collision or disagreement; be contradictory, at variance, or in opposition; to clash.” Very few people look forward to conflict and welcome it.

I’d like to offer another perspective. The very nature of organizations creates conflict by virtue of silos where managers are protective of their people and people compete for resources. If we never disagreed and went along with all suggestions – wouldn’t that create havoc in our businesses and our relationships? When should we “mine” for conflict and encourage people to speak their minds?

Imagine yourself sitting in a team meeting. We are discussing the “one thing” we should do to grow our business or reposition ourselves over the next twelve months. Someone throws out an idea and everybody winces. Now what? The idea can immediately be abandoned or a heated discussion with ideas building on ideas can ensue. Chances are that as the meeting comes to a close the conflict would result in a series of alternatives to consider. Isn’t this a better outcome?

Conflict or “good conflict” as I choose to call it, is an opportunity to stretch to the next level. Whether in a business setting or in a personal relationship a disagreement can lead to a deeper understanding of one another, and even if it does involve some risk, it may be very worthwhile to speak the truth as you see it.

One way to make conflict more palatable is to set up some parameters before beginning. Let others know that the purpose for the difficult discussion is to get to the next level. Encourage everyone to speak respectfully to each other. Beginning with the phrase “the truth for me is” is very helpful in setting up the listening as it softens the approach so someone will in fact listen.

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

Nostalgia – Do You Remember The Good Old Days?

“No matter how difficult your current times are, one day, they will become the good old days.” -Greg Williams, The Master Negotiator & Body Language Expert

He was humbled by the weight of his current circumstances. While reflecting on less challenging times, his smile beamed as he said, “those were the good old days.”

No matter the past experiences in your life, you can point to a period that brings fond memories to your mind. You probably consider such memories as, the good old days. Visiting those remembrances conjures images of times gone by. They warm your heart.

When you’re engaged with someone and the conversation heads in an unwanted direction from what you’re striving to achieve, seek to put that person in a state of nostalgia. You have to know what will stimulate them to possess such a state. What follows is how you can achieve that.

If the pace of speech has become somewhat accelerated, slow it down. Slowing down the pace of speech, from one that was previously accelerated, will serve to slow the pace of communications down. Studies suggest that this will cause the person with whom your speaking to think at a slower, more reflective pace. You’ll know to what degree you’ve achieved this state by an unfocused appearance in the eyes of the person you’re speaking to. Once you’ve succeeded at that, talk about the times they were happiest in their life. That will put them into something akin to a trance. From there, as long as they stay in that state, you’ll be able to bond and move them in the direction you wish them to go. That’s to say, as long as they perceive such direction as being beneficial to their wellbeing … and everything will be right with the world.

What does this have to do with negotiations? 

In a negotiation, altering the pace of speech is one way to alter and control the trajectory of the negotiation; invoking fond memories that the other negotiator experienced in the past is another.

Negotiators can get caught up in the moment. Their mind can become bombarded by thoughts of strategies and maneuvers they’ll implement. In such environments, things can become very tense. To diffuse the environment, go nostalgic. Do so by invoking fond memories that occurred in her past. If accomplished successfully, the level of tension will decrease, along with the level of resistance that previously existed in the negotiation. Prior to invoking this state, you should have prepared for the actions you’d engage in going forward. Now would be the time to implement such actions. Tie her current state of emotion to the outcome sought for the negotiation. That will be a powerful ploy!

You’ve more than likely heard that all is fair in love and war. The same is true when negotiating. Thus, when you’re in a tumultuous negotiation, try this tact and observe what occurs. You might be surprised by the reward of a better than expected outcome.

#Nostalgia #GoodOldDays #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #Psychology #Perception #ControlLife #Control #leadership #HowToImproveyourself #Achievement

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

Don’t Fall Prey To The First Enemy Of Uncertainty

“When it comes to uncertainty, it’s okay to pray about the direction to take. Just be sure not to fall prey to the uncertainty of that direction. Know when to follow and know when to lead.” –Greg Williams, The Master Negotiator & Body Language Expert

As he walked past an unseen man lying on the ground that he could not see, he heard someone exclaim, “he looks like he’s dying!” He thought to himself, “I’m uncertain of what to do. Others seem to be handling this. I’m not going to get involved.” He later discovered that unseen man was his father.

Are you aware of when you fall prey to the first enemy of uncertainty in a negotiation (You’re always negotiating)? Do you know what that is? The first enemy of uncertainty in a negotiation is the emotions, actions, and reactions you engage in, based on what those around you are doing or do. The opening statement highlights that point. The first enemy of uncertainty is doubt.

When you’re in an environment and you’re not sure of what to do, you seek direction from others in the environment; you may do this in a quiet mindset to assuage your mind of the lack of direction it’s offering you. Your uncertainty is the driver that’s not sure of where to go, so you seek the opinions and insights of others to direct you. Thus, by observing their actions or reactions, you gain a sense of what you might do.

There’s nothing inherently wrong with following the lead of the other negotiator; you can obtain great insights from doing so. The challenge lies in when you should lead from the front, lead from behind, or allow him to lead. If you’re in a leadership position up to that point, relinquishing the lead may seem or feel tenuous. You may even feel that your lack of direction is splayed for all to see, which might call your perceived leadership into question. If such is the case, realize that uncertainty has crept into your mind. The way you deal with it will determine the direction you take in the negotiation.  Don’t be mentally constrained by such a thought. Here are a few things to be aware of.

  1. You’re more likely to be influenced into some form of action based on where you see yourself in relation to the other negotiator (i.e. superior, in a controlling position, inferior, etc.)

 

  1. Based on what’s occurred prior to the point of uncertainty, you may be more or less circumspective. Be aware of this because it too will impact your perception and the actions you engage in.

 

  1. While you’re in a stage of mental siege, take note of what the other negotiator is doing. In particular, note the degree that he studies your actions. If he cues off of your actions, he may be wondering about your position or to what degree you’re contemplating his. If you sense the latter, don’t relieve him of his quandary. You can use that time to think about your next move.

Here’s the point. When you’re in a negotiation, at the first sign of uncertainty, stop and think. Don’t be mentally belabored by the perception of pending doom, or the fear of looking stupid. When it comes to uncertainty, we seek the leadership of others to lead us, or we can call upon our prior actions for that purpose. To combat uncertainty, know which source to choose.

When you heighten your sense of awareness about uncertainty, you’ll have greater insight into how to control it. Controlling it will be the key that unlocks the blockade where uncertainty lurks. That will allow you to banish the enemy of uncertainty, which is doubt … 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 5-minute video on reading body language or to sign up for the “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.themasternegotiator.com/greg-williams/

#Enemy #Uncertainty #Negotiation #HandlingObjections #Negotiator #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #CombatDisinformation