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Negotiator: Embrace Right Buy-In, Cure Stupid Hidden Disasters

“As a negotiator, getting the right buy-in helps you stop disasters before they occur.” -Greg Williams, The Master Negotiator & Body Language Expert

A good negotiator knows, when you embrace the right buy-in, you cure hidden disasters before they can occur.

For almost a year, they secretly planned the rollout. They touted it as a facelift that would change the name and position of the association. Doing so would give it a fresh look and appearance for the 21st century. But when the rollout occurred, the backlash was severe. All the money, time, expenses, and efforts that went into the new face of the association went down a drain of despair. The question that buzzed throughout the association was, how could this have happened? The response was when you embrace the right buy-in, you stop hidden disasters. And this disaster was easily avoidable.

First, as a negotiator, what do you think went wrong? What buy-in do you seek when thinking about the obstacles you might face in your negotiations? To the degree you obtain the right buy-in, you have a better chance for a successful outcome. To the degree you get the right buy-in at the right time, your chances of a successful outcome increases substantially.

Problem:

Secrecy – In the opening situation, the president of that association assembled a team of prominent members – all were members of the association. Their expertise stretched across the spectrum of branding, marketing, and social media. None were members of the vanguard that had watched over the association for decades. And the omittance of that group’s input was a silent blinking red light that foretold the death of the project.

Negotiating in secret environments can be beneficial. It can prevent unwanted distractions from slowing the progress of the negotiation. It also serves to gather the buy-in of stakeholders that might torpedo the negotiation. Thus, secrecy can be a form of control – it can also be the deliverer of disaster if not used right.

Forgotten power players – The name of the association had stood for four decades. And some of the revered founding members were still active in the association. When the new name was revealed, that vanguard was the catalyst that caused the committee’s efforts, and the new name, to meet a swift death. Had the committee consulted this vanguard, the committee would have known its efforts were doomed. They could have avoided a hidden disaster.

Consideration:

Had the committee charged with creating a new name involved the vanguard of the association and brought them along during the planning stage, at minimum, the new name would have stood a greater chance of becoming implemented successfully. At worse, the committee would have known that the new name was in trouble. Losses could have been averted at an earlier point and resources could have been spared.

The challenge a negotiator faces when employing secrecy is making sure the right people are involved. If they’re not involved, hidden disasters may lie in wait.

Always take into consideration who might be involved in a negotiation even if they’re not physically or visually involved in it. Seek those individuals that might have a stake in the outcome of the negotiation no matter how small you think their stake might be. There’ll be times when you won’t know the power source behind some people’s means – that’s something else to consider. There’ll also be times when smaller stakeholders will combine forces, which will present a more powerful force for you to contend with.

Conclusion:

Getting the right buy-in is a vital component of every negotiation – even when it’s just you and the other negotiator. Doing so when you have multiple participants is even more vital to the negotiation’s success. Therefore, when you assess the impact of the buy-in component during your negotiation planning stage, consider its impact thoroughly … 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

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

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

#Right #Cure #Disasters #BodyLanguage #Liar #Beware #Negotiate #Process #Power #Powerful #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #BodyLanguageSecrets

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

Are There More Powerful Hidden Secrets Concealed in You?

The more powerful you are, the more powerful you’ll be. To become more powerful quicker, unlock the powerful hidden secrets that reveal your power.” -Greg Williams, The Master Negotiator & Body Language Expert

The evening was turning ugly – It appeared an impasse was at hand. Then, Amie spoke – “since John said he was not trying to insult you and he apologized, how would you feel if what you perceived to be an insult hadn’t occurred? Would you feel better?” With that, Harry said, “I’d feel a lot better.” Then she said, “well, let’s continue from the point of you feeling a lot better.” Everyone smiled, became congenial, and continued with that demeanor for the rest of the evening. Amie’s friend turned to her and said, “I didn’t know you had hidden powers. Are there more powerful hidden secrets concealed in you?”

Tapping Into Your Powers:

Do you know what hidden secret abilities you have? Just because others can’t see your hidden powers doesn’t mean you have to keep them concealed from yourself. Do you know how to tap into them? Those questions were meant to make you think. Because, if you don’t know there are hidden secret abilities in you, you won’t know how to tap into them. To reveal them …

  • First, sense that there’s more power living inside of you. That’s the catalyst, the starting point, at which you’ll move it to a higher sense of self-awareness. To do that …
  • Note how you feel in different environments based on the people you’re with (e.g. their status, their skills, your relationship to them, how they perceive you, how you want them to perceive you).
  • Observe how you feel when others give you feedback through what they say, how they say it, and/or what they do when you’re in different environments. In some cases, you’ll become emboldened. At other times, you may shrink. Take note of why you experienced either. That will allow you to uncover more of your hidden powers.

Embracing Your Powers:

Everyone possesses hidden abilities. You have such secrets concealed in you too. Over time, you’ve accumulated coping strategies that have allowed you to become more powerful. In some cases, you’ve held some of that power back for fear of what might occur if you unleashed it. If you identify fear as a source that prevents you from being more powerful, ask yourself what are you fearful of. And what’s the worst possible outcome that could occur if you confronted that fear. Again, you’ll be tapping into the source of the hidden power within you. That’ll be the beginning process of releasing that power and giving it life.

As you get older, you become more emboldened – you castoff concerns about what others think of you. You state, take me for who and what I am. The point is, you don’t have to wait until you’re older. You can do that right now! Doing so will allow you to unleash more of the powerful hidden secrets concealed in you … and everything will be right with the world.

What does this have to do with negotiations?

Sometimes, when negotiators negotiate, they have a tendency to be overly adventuress or overwhelmed at the negotiation table. In either case, their power, or lack of, is the cause of that state. Therefore, you must be aware of what’s motivating you during your negotiations. Too much false bravado can sink you. Too little means you’re leaving too much on the table.

Negotiations occur in every aspect of your daily life. Thus, the better you negotiate in any environment, the greater the outcomes you’ll have. If you’d like to have those greater outcomes occur more frequently, learn to tap into more of the powerful secrets concealed in you.

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

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

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

#Secrets #Concealed #Hidden #HiddenSecrets #Negotiate #Process #Power #Powerful #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

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

His Body Language Screamed “Alert: Gullible Liar!”

“Reading body language is like seeing someone’s thoughts. Reading body language accurately gives you the ability to know what those thoughts are.” -Greg Williams, The Master Negotiator & Body Language Expert

Something about his body language caught my attention. It screamed, liar!

A man entered my car on the train and announced to everyone that he needed $15 for a train ticket to get to his 13-year old daughter. He said she was at a location where the train ended. He went on to say that someone had already given him $2.

One person gave the requester $5. From there, the requester walked through the rest of our car seeking more contributions. One gentleman said to him, ‘sit beside me – I’ll buy you a ticket.’ The requester said, okay, I’ll be right back and kept walking – he made his way out of our car and into the next one on the train. The gentleman that offered to buy the ticket and I looked at one another and smiled. We knew the requester would not be returning, and he didn’t return.

 

What body language gestures do you think the requester might have displayed? The man that gave our train friend $5 was taken in by his story. On the other hand, the man that offered to purchase a ticket suspected the requester’s story was illegitimate.

When reading body language, be observant of your intuition and a person’s gestures. Your intuition is very attuned to detecting lies.

Intuition:

Intuition is a nonverbal silent signal that secretly conveys information. If the signal was audible, you’d liken it to a knock at the door, the ringing of the phone, or a loud noise. In all cases, it attempts to attract your attention – it seeks your higher sense of awareness.

When you have an emotional sensation whose source you can’t identify, don’t discard it. Instead, raise your sense of awareness to become more attuned to the message that’s seeking your attention.

Body Language:

For a perspective of someone’s intent, observe their eyes, head, hands, feet movements.

Eyes – The requester on the train searched people with his eyes to detect easy marks. He was looking for those that smiled and made eye contact. People that lie will go to the extreme of displaying too much or too little eye contact. They may display too much because they’ve heard that people who lie avoid eye contact. In the latter case, they’re not aware of that. So, since they know they’re lying, they attempt to avoid eye contact to conceal it.

Head – When the requester thought someone was empathetic to his plight, he locked onto that suspect and nodded his head in that direction. The head nodding was a subliminal message stating, you and I understand one another.

Hands – Always watch someone’s hands when they’re talking. In the case of the requester, I noted that his hands moved away from him when he professed the desire to get to his daughter. And they stayed there. Had he gestured in the distance where she was supposed to be and then drew his hands back to his heart or chest as he professed his desire to get to her, he would have been more believable. As it was, his gestures said, there is no daughter at the end of the line. He just wants everyone to think there is.

Feet – When it came to the requester’s plea, once he detected that those close to him would not assist, he made quick movements to get away from that area. When someone is lying, they’ll display feet movements that attempt to put distance between themselves and the lying environment they’re in.

Being able to read body language gives you an advantage in any environment – that’s especially true when negotiating. If you’d like to have x-ray type vision that allows you to see inside of someone’s mind, enhance your ability to read body language … 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

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

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

#BodyLanguage #Liar #Beware #Negotiate #Process #Power #Powerful #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #BodyLanguageSecrets

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

Are You a Pleasant Experience Easily Forgotten?

“To be someone’s pleasant experience, you must evoke pleasure in them. Its longevity depends on how you extend it.” -Greg Williams, The Master Negotiator & Body Language Expert

“What was his name – you know, that guy that made me laugh so much? He was very pleasant. I wish I could remember his name.”

How many times has someone said that about you? If you don’t know, it’s probably because the person that made the statement never reached out to you. You were easily forgotten. No one wants to think they’re easily forgotten – especially after they’ve bestowed pleasant experiences upon someone.

I offer the following suggestions to become more memorable.

  1. Take the time to understand how individuals experience pleasure – Everyone doesn’t have the same sensations and thus, people experience pleasure differently. To put someone in a pleasant state of mind, you must understand their perspective (i.e. what’s funny, what’s sad, what they are seeking, what moves them). Once you have that insight, you’ll have a better idea of how to inflame their pleasure. And they’ll be more likely to remember you as the source that provided it.

 

  1. When someone is in a festive mood, say your name several times during the conversation. As an example, say, “I know you might think, oh Greg your self-effacing humor is hilarious – but Greg says, for me, it’s not hilarious, it’s my life!” (Do that with a shrug of exasperation to add more meaning and humor to your words. Also, using the ‘third person’ (i.e. “Greg says …”) can add a sense of comedy to your statements.). They’ll remember you easier if you repeat your name because your name will become more infused in their mind. And they’ll associate your name with the occurrence.

 

  1. Be engaging to the degree that your demeanor ignites emotions. People become moved to action via the emotions they experience and feel. To be more memorable, seek to arouse pleasant emotions that make people light up – you can detect this in the smile they display. Once they’re in such a state, keep them there through your actions as long as possible.

 

  1. To connect better, match the body language of those you’re connecting with. You may be familiar with the phrase, people like people that are like themselves. There’s truth in that statement because, psychologically, if you’re like someone, they see a reflection of themselves in you. You can enhance the connection when someone’s experiencing pleasure by getting closer to them physically, making the same body gestures they make (i.e. hand movements, facial expressions, reactions), and speaking at the same pace and rhythm. You’ll influence their subliminal perspective by doing that. And that’ll make you more memorable.

 

  1. When people experience pleasure, they associate whoever is around them with that experience. To be more memorable during such occasions, touch people in a manner that will make them feel good about you being with them – I’m not suggesting anything that’s inappropriate. The more sensations you ignite in them, the more memorable you’ll be.

What does this have to do with negotiations?

Not only do you shape a negotiation by what you say, and how you say it, you also shape it through the emotional arousal you awaken in the other negotiator. Thus, to endear yourself, make people remember the pleasant moments they have as you’re negotiating. When you reach a rough patch in the negotiation, you can attempt to put them back into a more pleasurable state by invoking the happier moments they’ve experienced with you. Doing that will help ease the tension in the negotiation and make it a more pleasurable experience. That will also cause others to remember you more fondly … 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

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

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

#Pleasant #Experience #Easy #Forgotten #Negotiate #Process #Power #Powerful #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

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Best Practices Management Marketing Negotiations Sales Skills Women In Business

How to Use Disinformation to Negotiate Better

“Disinformation is meant to alter your perception of the truth. To combat it, dissolve it before it dissolves you.” -Greg Williams, The Master Negotiator & Body Language Expert

You set the stage for any negotiation with information. That’s called positioning. The way you present that information, and it’s content, shape the persona the other negotiator has of your negotiation power, resources, and abilities. #Disinformation plays a vital role in shaping that persona – using it strategically can help you negotiate better.

Disinformation is used in planning wars, corporate espionage, and in the planning stages of negotiations. Think for a moment about the term #FakeNews. What comes to mind? That phrase has become a form of disinformation.

The following is how you can use disinformation to improve your negotiation efforts.

Creating a Disinformation Campaign:

To create disinformation campaigns, start by disseminating information in small cycles first – you want the target to become familiar with it. That’ll make him more susceptible to believing it and the information that follows. Over time, expand it, its believability to the truth, and its cycles. To have the greatest effect on the target, have information disseminated in places that they frequent (e.g. social media post, news outlets, radio, etc.). Doing so will impact their belief as to the validity of the information (i.e. I see/hear it everywhere – so it must be true).

Psychology of Disinformation:

For disinformation to be viable, tie it loosely to the beliefs of your target. People become swayed more easily if they have a preconceived belief about something they accept as already being truthful. So, if you associate your disinformation with their currently held beliefs, they’ll accept your information more readily. The trick is to make your information just within the outer realms of their beliefs. That’s the setup to having them stretch their beliefs as you later present insights further outside of it. Your efforts should become geared to having them expand their beliefs to the point of easily accepting the new insights you present as the truth.

Combating Disinformation:

As you know or may have discovered, disinformation is a powerful mental tool. Thus, while employing it, you must be mindful about its deployment against you.

To improve your plight when disinformation is used against you, ask yourself the following questions.

  1. Consider the originating source of the information. Ask yourself, what belief is this information attempting to form in my mind or in the mind of my supporters?
  2. How was the information delivered? Did it arrive through a source that has proven to be believable in the past? Is that source being manipulated?
  3. What new paradigms is this information attempting to create and who benefits from it?
  4. To what degree are others attempting to alter my perception for the benefit of who they’re serving?
  5. What happens if I ignore the information?

Posing such questions to yourself and your confidants will help you evaluate the information and its potential validity. I’m not suggesting you become paranoid. What I’m suggesting is you not readily accept information at face value as the truth. There are too many ways to get disinformation into today’s environment. Guard the door that keeps it away from you.

Disinformation is used in all realms of negotiation. And, there is a multitude of ways that it’s used. Therefore, the better you become at utilizing it, and knowing how to thwart its use against you, the better you’ll become as a negotiator … and everything will be right with the world.

Remember, you’re always negotiating!

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

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

#Disinformation #FakeNews #Negotiate #Process #Power #Powerful #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

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

How to Make Your Words Colorful to Inspire People

 

“To inspire people, touch their emotions. To touch their emotions, use colorful words that paint pictures in their mind’s eye.” -Greg Williams, The Master Negotiator & Body Language Expert

To inspire people, you must touch their emotions. To touch their emotions, use colorful words that paint pictures in the mind of those you seek to inspire.

Since words communicate feelings, they move people to action. To become better at inspiring people and moving them to action, take note of the following insights.

Colorful Words:

Some words are more vibrant than others. And the way you form them makes you appear more powerful. As an example, if I said, ‘we can achieve our goal’. Depending on the modulation of my voice, some people will become inspired and moved to action. But, if I said, ‘if we stand strong, united as a single force, we can overcome anything – we can achieve our goal!”, with the same modulation as the first example, more people will become inspired.

Here’s another example. “Through a forceful fight, devoid of fright, we can forge our way to victory!” Out of the three examples, you’re probably moved more by this one. I’m sure you can sense the sensational difference too. The last two examples where more moving, more inspiring, more colorful. They had more rhythm, too.

Rhythm:

The rhythm in which you deliver your words also impacts their perception. You may have observed the rhythm in the second example. The words stand, strong, united as a single force. They set the tone and rhythm for, ‘we can overcome anything – we can achieve our goal!’ Where rhythm is concerned, the more your words end on a beat, the better they sound to someone’s ears. Then there’s alliteration.

Alliteration:

Alliterations can also be impactful and lead one to become inspired. They can move a listener to action due to the rhythm and pictures they create. Forceful, fight, and fright, were the words used to alliterate and paint a picture in the third example. Those words were the backbone upon which life was given to, “Through a forceful fight, devoid of fright, we can forge our way to victory.” I’m sure that example conjured up more imagery in your mind’s eye. I bet it was more inspiring, too.

When it comes to inspiring people, the more colorful words you use, along with rhythm and alliteration, the greater the image you’ll paint upon the perception of their mind. That will also be the source by which you’re able to inspire them.

By taking note of what’s mentioned above and employing it during your efforts to inspire others, you’ll increase your degree of influence, be perceived as more of a leader, and become more admired. You will have reached a higher summit in your life … and everything will be right with the world.

What does this have to do with negotiations?

In a negotiation, words are the means through which you communicate your position. To be more impactful, you need to be aware of how to use those words to move the other negotiator to your perspective. By utilizing the examples mentioned, you’ll be well on your way to accomplishing that mission. Thus, if you want to win more of your negotiations, don’t take those insights lightly. If you do, you do so at your peril.

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 

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

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

#words #inspire #InspirePeople #Best #Thoughts #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

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

How to Use Stop-Loss Brackets When You Negotiate

“Knowing when to stop can be a life-saver. Using a stop-loss bracket helps to identify where you are in that process.” -Greg Williams, The Master Negotiator & Body Language Expert

When you negotiate, do you use a stop-loss bracket to control your emotions and the flow of the negotiation? You should, because if exercised properly, it prevents your emotions from hijacking your decisions during the negotiation.

It’s important to have a stop-loss bracket in place because, if you’re not sure about the lowest offer you can accept, you may not maximize the negotiation’s potential. If you’re unsure of the top bracket, you run the risk of losing what you’ve gained and/or upsetting the other negotiator.

Setting Stop-Loss Brackets:

You create a stop-loss bracket in the planning stage of a negotiation. Below the bottom bracket are offerings you can’t accept. Above, is the upper bracket point that you should consider not exceeding – That’s due to the potential subjection of losing the gains you’ve acquired. If you exceed the upper bracket, you might appear as being greedy.

To set the brackets, assess your worse and best-case scenarios. Do this for the least and most you think you can obtain from the negotiation. Do the same per the thoughts you believe the other negotiator has about his brackets. You can assign a probability to each bracket to increase its potentiality (e.g. 40% chance of losing if I go above/below bracket). You’d make that appraisal based on the information you’ve gathered per the needs, reasons, and wants the other negotiator has for negotiating with you.

Once you’ve made your evaluation, test it in a mock negotiation with a counterpart that understands the needs of the party you’ll be negotiating with. That process may uncover thoughts you’d not considered. If they do, consider altering your brackets to reflect the new insights you’ve gained. You may flirt with adjusting your percentage probabilities, too.

Controlling Negotiation Flow:

As you engage in the give-and-take of the negotiation, test the other negotiator’s bottom bracket by making a ridiculously low offer – this will also help set his expectations for what he can achieve. Be careful not to insult him. To avoid that, prior to making the offer, you might consider saying, “Please understand that I’m under tight guidelines per what I can offer in this situation.” Having stated that, you’ve prepared him for what’s to come. Once you make the offer, observe his reaction.

If he accepts your low offer, consider lowering what you thought his lower bracket would be. If he immediately rejects your offer without giving it real consideration, you may have to test him again or think about slightly upgrading his lower bracket. Throughout the process, he’ll be assessing your brackets, too. So, consider how you’ll respond to his offers. The exchanges that both of you have with one another will control the negotiation flow.

Conclusion:

Stop-loss brackets are excellent to control yourself and a negotiation. Since you know what you can accept before you sit at the table, you don’t have to involve your emotions.

To make the process work better, know when you’re near your lower and upper brackets and those of the other negotiator. Once you reach your upper bracket, test it by asking for something slightly above what you’ve acquired – do it gently. As an example, you might say, “I really appreciate the effort that you’ve put into nearing the agreement that we’re about to make. I’d like to ask you for ‘x’ if you can do it.” If he grants it without making a counter-request, you’ve just received something in addition to what you had. If he requests something in return, you know you’ve reached your stopping point. Either way, you’ll be in a better 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 “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.themasternegotiator.com/greg-williams/

#Persuasion #StopLoss #Bracket #Negotiate #Process #Power #Powerful #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

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

What Moves You the Most Fear: Reward or Pain?

“The difference between fear, reward, or pain, is the emotional state that either creates in you.” -Greg Williams, The Master Negotiator & Body Language Expert

Do you know what moves you to action the quickest? I know it depends on the circumstance you’re in. But sometimes, we’re moved more by fear than reward or pain.

You should always be aware of what moves you to action in any situation. Doing so allows you to be more aligned with your decision-making process. And that allows you to understand why you choose to engage in certain actions.

The following are thoughts to consider when assessing how to decide about an action you’ll take. Being aware of those observations will also help you identify the source of motivation that’s controlling your thoughts.

Fear: Most people are motivated more by the fear of loss versus the reward of gain. You can test yourself by examining something that’s of value to you. Assess to what degree you’d feel pain if you no longer had it. Now compare that to other items (i.e. people, things) that you value. Now how do you feel? Through that quick simulation, you’ve prioritized what is of value to you. And, you’ve assessed the emotional state you’d be in if you no longer had it. You can make the same calculations when weighing the benefits of possibly acquiring something new versus not doing so because of where that process might lead. Also remember, something new carries intrinsic risks – it’s unknown – it has no history and thus no track record. It might look good in the beginning and be fraught with hidden dangers to come.

Reward: This can be a great motivator. But you should also note why you’re driven by a reward. If the driving force is to escape what you’re moving from, you should consider that fear might be the predominant source that’s motivating you. That’s important because you don’t want to think you’re driven by reward when the source is fear. The two motivators are directed by different mindsets within you.

The true motivation of reward might appear as you being happy and seeking more to enhance that feeling. As a result, you’re willing to take a risk to obtain what you seek. Always question when seeking a reward what the hidden risk is. Question to what degree it’s the loss of something that you’re familiar with. Thus, make your calculations appropriately to determine if you’re propelled by moving towards or away from something.

Pain: Pain can be a feisty motivator. On the one hand, most people attempt to avoid pain. Then, there are those that embrace it as a source to grow from. Either psyche may be the motivator that moves you to action.

Like the association that fear and reward have to one another, the avoidance of pain can be the conductor that divides one direction from another. That’s to say, if you’re predominately attempting to avoid pain, you may forgo the risk of reward. If you’re immune to pain, you may be more daring. Again, there’s a thin mental line that separates the mindset that’ll move you in one direction versus another. Know what that mindset is.

Always attempt to understand the sources that motivate you. They’re the lifeblood of your being. Thus, the more you know the process that controls its flow, the better you’ll be able to direct it … and everything will be right with the world.

What does this have to do with negotiations?

In a negotiation, you’ll be motivated to take action based on fear, reward, or pain. If you’re aware of the driving force that motivates you to action, you should be better positioned to control those actions. By being in greater control of yourself, you’ll be in greater control of the negotiation and the other negotiator. That means that he won’t be able to easily ‘push your buttons’ … and everything will be right with the world.

Remember, you’re always negotiating!

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

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

#Fear #Reward #Pain #Negative #Stop #Thoughts #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

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Entrepreneurship Investing Management Marketing Negotiations Operations Sales Skills Women In Business

Persuasion – How to Use It in the Negotiation Process

“To become more persuasive, magnify your subject’s needs. Also, know how and when to give or take those needs away.” -Greg Williams, The Master Negotiator & Body Language Expert

“I attempted to coddle him as a method of persuasion. It didn’t work! He told me to put my offer where the sun doesn’t shine. I was speechless!”

What forms of persuasion do you use in your negotiation process? Every negotiator attempts to motivate her opponent through persuasion.

When considering how you’ll persuade another negotiator, you must consider her personality type, the situation you’re in, and the negotiation environment. Those variables will have a large impact on your use of persuasion in the negotiation process.

The following are a few thoughts to consider when deciding how you’ll address those variables in your negotiations.

Personality Type:

In the opening scenario, it appears the negotiator used the wrong form of persuasion – and was harshly admonished. Here’s something to consider when attempting to persuade someone based on their personality type.

  • Takeaway – Most people are more motivated by a fear of loss. That means, they’ll protect what they’ve gained rather than risking its loss for greater gains.
  • You can assess someone’s risk adversity by extending an offer of something they want, making it conditional upon their immediate acceptance, and taking it off the table if they decline. Later in the negotiation, make reference to that offer and observe their reaction. If they give an inkling of wanting it, they’re displaying the effect that the takeaway had. Even if they do accept the offer, you will have gained insight into the degree of risk adversity that they’re willing to undergo. You can use that insight throughout the negotiation.

Negotiation Situation:

Every negotiation is shaped by the value sought. That means the degree of effort applied is based on the perceived value and expectations of the outcome. Thus, if there’s a low expectation of value, the need to persuade or dissuade will be in direct correlation to that expectation. Keep that in mind when utilizing the following thought.

  • What losses have the other negotiator incurred in the past and what effect did they have on him – Having this insight allows you to invoke the painful memories of what occurred in the past. Your subconscious suggestion is, you don’t want that to happen again, do you? You can also use that information as a lever to persuade him from not straying into dangerous negotiation waters.
  • Different situations will influence the need to project different behaviors. Understanding the conditional behavior that shapes that mindset will indicate whether to use coddling or disdaining tools of persuasion.

Negotiation Environment:

The negotiation environment plays a huge factor in your ability to persuade someone. You can use surroundings to summon past emotional experiences. To do so consider these questions …

  • Who else is in the environment and what influencing persuasion is their presence casting on the other negotiator?
  • What has been the experience in the past that the other negotiator has had in environments like this?

Subliminally, we’re moved to adopt certain actions based on the environment. Thus, some actions would not be adopted if the surroundings were different. Having control of these variables allows you to project a greater degree of persuasion.

Other Things to Consider:

There are other things to take into account when assessing how you’ll be more persuasive in your negotiation. Such as …

  • Ethnicity
  • Gender
  • Culture
  • Position (superior vs. subordinate)

I will address the above variables in a later article.

As you can see, there are many ways to use persuasion in a negotiation. Above are just a few of those ways. There’s one thing that’s irrefutable, if you misuse your efforts of persuasion, you’ll diminish your negotiation efforts. To lessen that probability and to enhance your chances of having a more successful negotiation outcome, consider implementing the thoughts above … and everything will be right with the world.

Remember, you’re always negotiating!

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

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

#Persuasion #Use #Process #Power #Powerful #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

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Best Practices Growth Human Resources Management Negotiations Skills Women In Business

What is the Best Line to be In?

“There’s a thin line that separates the aspects of your life. To control those aspects, take note of when the line is fraying.” -Greg Williams, The Master Negotiator & Body Language Expert

Have you considered that you stand in many lines throughout your life? Some lines are long – some are short. But do you know what makes either the best line to be in – and why you should consider it? The answer is, lines lead to wherever you’re going in the next phase of your life. They also dictate how you feel as you enter that journey.

You’ll be boarding the plane shortly. The pathway to the entrance of the plane is separated by a thin hard-plastic strip. A sign on one side of the strip indicates that it’s for priority and first-class passengers. The other side says, economy. The boarding path is about 4-feet wide. That means the only thing that separates the boarding process between first-class and economy is that little hard-plastic strip. And it’s less than an eighth of an inch in width. Oh yeah, on the first-class boarding side, there’s a carpet with a sheen on it. Do you have a sense of priority about yourself, a sense that makes you feel first-class?

Change in Mindset:

Let’s change the scenario slightly. You’re still boarding through the first-class side. But you have 5 of your closest friends with you. Somehow, when you booked your flight, you were the only one that secured a first-class ticket. Thus, your friends are sitting in coach. How do you feel in comparison to them and how does that affect the relationships you have with your friends? Whatever it is, that line had an impact on it. It may be slight, but nevertheless, there was an impact.

In reality, the best lines you stand in throughout your life are the ones that protect your emotions while casting the status you wish to project. Those are the two factors that you can use to assess which is the best line to be in.

Here’s the point. Many times, I’m sure you obsess about being in a line that moves too slowly, or one that gives you a lower sense of status. But when all is said and done, the best line to be in is the one that makes you feel your best. And you’re the one that controls that feeling. So, if you know where you’re headed and you make the proper preparations to get there, the right line will avail itself to you. And even if it doesn’t do so at the time that you think is right, believe enough in yourself right then to know that the right moment will soon be right at hand … and everything will be right with the world.

What does this have to do with negotiations?

Depending on the strategy that you plan to implement during the negotiation, it may behoove you to be viewed as being aligned or misaligned with the other negotiator. That means, you must be aware of when and where you draw a ‘line in the sand’ – give the other negotiator a deadline – or make an offer that pushes him over the line. In every situation, you’re forcing him into a line of decision making. If that position doesn’t serve you, don’t jeopardize the negotiation by pursuing it. Check your line of thought and reasoning.

You should always plan your negotiation with clarity and a sense of direction in mind. The way you implement that process will determine the degree of success you’ll experience. And that hinges on the lines of thought that you invoke in the mind of the other negotiator.

Remember, you’re always negotiating!

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

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

#Line #Best #Thoughts #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

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