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Tag: hidden value

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Best Practices Entrepreneurship Management Marketing Negotiations Sales Women In Business

That Which Gets Rewarded, Gets Repeated

“Watch what you reward to ensure the value contained is worthy of being rewarded.” -Greg Williams, The Master Negotiator & Body Language Expert 

Are you mindful of what you reward? What’s rewarded gets repeated. That means, you set a precedent when you reward an action. That action then becomes a guideline to which you compare future actions. Those future actions may serve you to a point and then lead you astray. Thus, you must always be attentive to the actions you reward.

Action Drivers:

Do you note what drives you to action, when it occurs, and the spark that ignites it? When actions lead to positive outcomes, you should note what gave them life. Those are actions that warrant rewarding; they’re serving to advance your goals. Never ignore something that adds value to your life. To ensure that you don’t, note when such value exists.

Routines and Processes:

Do you observe the routines you engage in that lead to greater satisfaction? At the end of the day, take a moment to reflect on the activities you engaged in during the day and assess your degree of satisfaction. By measuring your satisfaction, you’ll note the routines that allowed you to experience it. If you’re truly satisfied, incorporate the routines that serve you best into a process you engage in whenever you wish to experience those sensations again.

Message and Image:

If a message is too harsh, at some point, the recipient may turn a deaf ear to it. One must always be open to matching the delivery of a message to the way the listener wishes to receive it. The better that match is, the better the probability that the message will be received.

Watch the message delivery you reward. If you reward the wrong delivery, the further you’ll be from success.

Aches:

Heart aches, stomach aches, headaches, are all signs that something’s out of kilter. Always be alert and apprise when life tosses you warnings. The thought or action that promoted it should be a sign to not reward that action in the future. You don’t want to be in that place again.

The more aware you are of what you reward, the more aware you’ll be of how to progress your life. If you note when you receive the greatest return for the efforts you exert, that’ll lend insight into what you should reward … and everything will be right with the world.

What does this have to do with negotiations?

Negotiations are intensely entangled by rewards and penalties. If you observe what fears motivate the other negotiator, you can use negative stimuli to motivate him to action. Then, you can reward him for adopting your perspective by lessening those fears.

When engaged in any negotiation, consider the topics mentioned in the headings above. All of them impact the flow and outcome of a negotiation. Thus, the more aware you are of the stimulus that promotes them, the better you can utilize them to enhance your negotiation efforts. Therein will lie what you should reward during the negotiation.

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/

#Rewards #Mind #Brain #Thinking #Success #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #liars #Mask #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

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

Aha – What Just Happened?

“Never let thoughts lazily reside in your imagination. Some seek life to serve you.” -Greg Williams, The Master Negotiator & Body Language Expert 

Do you take note of what’s occurring when you’re in different environments? If you don’t, you’re missing aha moments. Aha moments occur when your paradigm shifts about a perspective. That paradigm shift can lead to greater understandings about how you perceive your environments. Some aha moments are truly life-changing.

Aha – Don’t focus on ‘too’ easy or ‘too’ difficult. Assess the degree of difficulty associated with any task you contemplate, but don’t be over obsessive. If you think a task is too easy, you might put off addressing it because you think it will only take a short amount of time to complete. If you think it’ll be too difficult you might put it off altogether.

Aha – You don’t know what you don’t know. When making decisions, consider what you might not know that could add value to your thoughts. If the possibility of what you don’t know is overwhelming, delay your decision, continue thinking.

Aha – Everyone has the same amount of time and yet some are more successful than others. The account for their success lies in the way they utilize time. There are 1440 minutes in a day. To become more successful in life, don’t ‘kill’ time; use it to improve yourself. Make the most of the time you have.

The moment you embrace aha moments as enhancers in life, you will begin to elevate your life … and everything will be right with the world.

What does this have to do with negotiations?

When negotiating, what do you hear? What do you see? Does your periscope seek aha moments? There’s hidden value in such moments. You’ll only experience them if you’re watchful. Here’s how you can become more attuned to the possibility of aha moments.

Keep an open mind.

Be receptive to ideas, suggestions, and offers that initially may not be appealing. By considering the offer from other perspectives, you may experience that aha moment that leads to a greater outcome.

What’s that background noise?

Background noise can be a metaphor for anything that alters your perception. In some cases, negotiators have manipulated their environment by lacing it with different aromas. The opposing negotiator was not mindful of the fact that the maneuver was stimulating him. Had he realized, he may have recognized the aha that was captivating his senses.

Change environments. 

Changing environments opens the doorway to aha moments. When you feel stumped in a negotiation, call a timeout. Take a break to alter the way you’re thinking.

In your next negotiation, take note of what you’re not paying attention to. Ask yourself why your new thought had not captured your attention before. What you’ll experience is another way to uncover aha moments.

Thank you Mitchell Levy, The AHA Guy at AHAthat and TEDx Speaker

– Watch Mitchell’s TED talk: BEing Seen and BEing Heard as a Thought Leader

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/

#Reflection #AhaMoments #Mind #Brain #Thinking #Success #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #liars #Mask #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

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

How to Uncover More Hidden Value Opportunities When Negotiating

“Opportunities are concealed in hidden value. Heighten your sense of value and you’ll uncover more hidden value opportunities.” -Greg Williams, The Master Negotiator & Body Language Expert 

“Did you really want those bananas?” That was the question asked as one friend watched another negotiate the price of a lamp. “Yes, I wanted them”, was the reply. “I love bananas, especially when they’re free!”

Bananas can be a metaphor for anything you get as a bonus when negotiating.

Two friends were at a flee market. One saw a unique USB lamp. He asked the seller for the cost. The reply was $7. The friend offered $5. The seller said he paid more than that. So, the friend offered $6. The seller still said no. With that, the friend turned and began walking away. As he did, he spotted bananas. He turned and said, I’ll give you $7 for the lamp if you’ll give me seven bananas and the lamp. The seller said, okay. He gave the buyer the lamp, along with seven bananas, and that consummated the deal. That occurred even though the seller had the bananas listed at sixty cents each.

Objective:

When you negotiate, do you note your real objective? In the situation above, the objective was not to get the lamp for less than $7, it was to maximize the purchasing power of the $7. The bananas added value to that purchasing power. That recognition helped the friend bring the deal to fruition.

Hidden Value:

When contemplating the objective of a negotiation, consider the hidden value that might provide added value to the outcome. That will afford you more flexibility in achieving your objective. It will also stave off possible impasses in the negotiation. Not only should you consider what you might seek as added value, you should consider the same for the other negotiator. Considering his perspective of added value will give you a possible bargaining chip to overcome a point of contention.

In part, you can entice the opposition to possess a red herring; a red herring would be something that you professed as having value. Feign extreme hardship at forgoing it, to give it added value. Offer it as a trade for what you’re seeking, or to help bridge the gulf between what the other negotiator seeks from the negotiation.

Know the Needs:

To employ the use of added value successfully, know what added value is. Per the way the other negotiator perceives it, obtain insights from conversations and her writings before the negotiation. Do that by acquiring foreknowledge from friends and associates of hers. For your own means, consider everything you might want from the negotiation and how obtaining it would add value to your outcome expectations. For either of you, that can be in the form of financial, prestige, or perceived as being fair. Whatever it is, know what it is and use it appropriately.

Before you set out to negotiate, consider the different ways you might enhance the negotiation. Consider the possibilities that might present themselves as an added value to the outcome. Some may be things that you don’t really want. Nevertheless, you can use them as chits to enhance the probability of getting more from every negotiation you’re in. By uncovering more hidden value opportunities when negotiating, you’ll enhance your negotiation position, power, and outcome … 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/

#HiddenValue #Opportunity #Power #secrets #HiddenOpportunities #Mistakes #Management #SmallBusiness #Money #Negotiating #combat #negotiatingwithabully #bully #bullies #bullying #Negotiations #PersonalDevelopment #HandlingObjections #Negotiator #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #NegotiationPsychology

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

You’re Always Negotiating

“If you seek greater progress in life, negotiate better and greater progress will seek you.” -Greg Williams, The Master Negotiator & Body Language Expert

Right now, you’re creating your future. And, you’ve done so in the past. That’s what created the environment that you’re in, right now.

My motto is, you’re always negotiating. That means, what you’ve done in the past has led to where you are today, and what you do now will lead to where you’ll be tomorrow.

If you’re like most people, you don’t understand how frequently you’re engaged in negotiations throughout the day. When you’re talking to an associate, you’re negotiating. When you engage in a conversation with a client, your superior, your spouse, you’re negotiating. The fact is in those situations, you’re giving insight into your thought process, your beliefs, and how you might engage in different situations. That’s a negotiation.

Why is it important to recognize that you’re always negotiating? The answer is, the more you’re aware of what you say and do, along with how you say and do it, the better you can shape your persona. By shaping how others perceive you, you can become more aligned with the way you wished them to perceive you in the future.

Here’s the point. Always be mindful that your actions are under constant observation and evaluation. To reiterate, that means you’re always negotiating. Negotiations occur in many places, not just at the negotiation table. Every time you engage in actions that detract from your goals, you’re detracting from them through your actions.

Raise your sense of awareness no matter the environment. If you feel the need to ‘let your hair down’, control the degree. Don’t expose too much of yourself by letting your hair expose too much of you. Once you raise your awareness that you’re always negotiating and align your actions with your future goals, you’ll be in a better position to achieve those goals. In so doing, you will have raised your dreams, hopes, and lights that lead to a better future. That will make living life more memorable … and everything will be right with the world.

What does this have to do with negotiations?

When negotiating, even good negotiators lose their cool. They display aspects of their demeanor that belie thoughts that would be better left unexposed; we’re all prone to being off kilter at times. Not so good negotiators fall into a deeper abyss by not recognizing that their self-constraint and reasoning has deserted them. Good negotiators distinguish themselves by regaining their composure quickly. They do so because they focus on their mental agility. They’re aware that they need to spotlight the long-term goal of the negotiation.

Progress never moves in a straight line. If you remember that you’re always negotiating, you’ll be more mindful of when progress has exited that line. Your attentiveness will serve as the alert to get the negotiation back on track.

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/

#Mind #Brain #Thinking #Success #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #liars #Mask #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

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

What Mask Are You Wearing Right Now?

“The mask you wear is a display to others of who you are. Always be aware of when and why you’re wearing that mask.” -Greg Williams, The Master Negotiator & Body Language Expert

What mask are you wearing today and how many times will you change it? The mask you wear affects your psyche.

A mask is a metaphor for the persona you project to others. It’s how you represent who you are. It’s the way you wish them to perceive you and the way you see yourself. Depending on the circumstances, you’ll wear different masks at different times throughout the day.

Some might say, changing your mask alters who you are; you’re not authentic. But who are you, and who’s to say when you’re authentic? You’re not who you were five years ago, or five minutes ago; you’ve changed. Does that make you inauthentic? No!

Since change occurs daily, moment to moment, do you not continuously morph into who you just became, while transitioning into who you’re becoming? In that transition, do you observe who you are in that moment? By being observant, you’ll note the direction in which your life is heading. You’ll note if you require change before displaying the mask you’re about to adopt. That will allow you to morph into a different mask to cast a different persona if you require it.

The point is, if you recognize the mask you’re wearing at any time and you’re aware of why you’re wearing it, you’ll be more mindful of why you display the personality you project, what promotes you to do so, and the circumstances that lead you to that point. You’ll have greater control of your life, the purpose for which you’re living, and a greater sense of where you’re headed in life.

So, what mask are you wearing right now and why are you wearing it right now? If you have an answer to that question, it’ll be easier to change that mask when it’s warranted. That will also mean that you’re at a higher level of recognition and control of your life. Those are invaluable factors from which to sustain growth, harmony, and success in life. Do that … and everything will be right with the world.

What does this have to do with negotiations? 

In every negotiation, negotiators wear multiple masks. It’s called their persona. They do so to create and project the right image for a phase in the negotiation that’s appropriate for that phase. The mask they adopt adds to the perception you have of them. It may be a mask of harshness, sorrow, bullying, or tenderness. Its intent is to affect your psyche. The mask worn may represent negative manipulation, which is different from one worn to serve the greater good of the negotiation.

You must be mindful of the mask you perceive, as much as the one you project. Your mask intertwines with the other negotiator’s mask. Therefore, the mask that both of you display is based on what’s perceived.

If you want to increase your negotiation abilities, you need to know how and when to adopt a mask that suits the situation. You must be savvy when detecting the purpose of the mask shown throughout the negotiation, too. By enhancing your mental agility to observe, detect, and adopt the appropriate persona during different stages of the negotiation, you’ll experience more winning negotiation outcomes.

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/

#Mind #Brain #Thinking #Success #Emotion #Lies #Business #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #liars #Mask #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

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

How Do You Expand Your Mind for Greater Success?

 “You expand your mind based on the way you think. To heighten that expansion, focus on the way you think.” -Greg Williams, The Master Negotiator & Body Language Expert

“If you could be everywhere at the same time, where would you be?” Puzzled, the recipient of the question said, “If I could be everywhere at the same time, I wouldn’t have to decide where to be.” Wrong, was the reply. “Even if you could be everywhere you’d still have to focus on being in the place that offered the greatest possibility for success”, was the retort.

As we go through life, we learn new things every day. Those that apply learned lessons from one environment into another maximize their learning.

Some people discover new ways to solve problems, apply that new knowledge against other problems and discover that something has changed for the better. Then, they stop, never realizing that they’re more applications for which that new knowledge can prove to be beneficial.

There are times we seek to solve a problem and only focus on one solution. We do so without considering other possible solutions. For example, let’s say you’re looking for a hammer to drive a nail. If you only focus on finding a hammer, you’d omit the thought that you might use a shoe, brick, piece of wood, or any object that wasn’t fragile for that purpose.

By shifting your paradigm from needing a hammer and instead focusing it on what you might use to solve the problem, you expand your thought process. In doing that, you discover new ways to address other challenges. But, you must possess an open mind before that can occur.

Throughout my consultations, trainings, and presentations, I suggest to people that they think about the way they think. I provide the insight above to highlight that.

If you become more aware of the problems you encounter and the resolutions to solve them, you’ll increase your awareness of the wondrous ways of conquering them. That will take you to a higher plane of success from which you’ll view your life’s opportunities from a whole new spectrum … and everything will be right with the world.

What does this have to do with negotiations? 

When negotiating, you’ll encounter challenges and impasses that hampers a negotiation’s success. The determining factor for success will lie in the way you attempt to address such challenges. If you rely on tried and true solutions that worked in the past and they prove to be ineffective, you might succumb to the challenge. Instead, if you think with an expanded mind, one that’s not fixated on one solution, you can turn impasses into learning experiences that lead to greater insights.

So, constantly ask yourself in a negotiation and other facets of your life, how can I use what I’ve learned in one environment and apply it to another situation.

If you constantly look at situations as entries to greater opportunities and insights, your endeavors will adopt a platform from which greater knowledge will flow. First, you must open your mind to having an open mind about how you perceive challenges, problems, and situations. It’s through that open mind that new and greater success will flow.

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/

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

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

The Hidden Value of Imperfection

“No one is perfect but knowing your imperfections will help you spot the imperfections in others.” -Greg Williams, The Master Negotiator & Body Language Expert

When was the last time you met someone that was perfect? If you can recall such a person, you had one of two thoughts. You thought this person is perfect, as you swooned with bliss, or you thought this person is perfect, in a mocking tone to yourself.

No one is perfect. If you’ve associated with someone that’s perfect, you haven’t been with them long enough to see their imperfections. That’s not to speak ill of them because there’s value in imperfection.

The way you view the imperfections of others speaks to the realistic perspective you have of them. That perspective can also keep you from following their leads when such would take you over the edge, off a cliff, into the sublime. Whatever cliché you choose, you get the gist of my meaning. As an aside, that’s also how some people become splayed for swindling.

It’s important to consider the imperfections of those with whom you congregate, because of the shadowy subliminal force of influence they cast. Consider the times when you enter activities that don’t serve your needs or goals, but you do so anyway. Understand, those are moments when you’re moved by unseen forces from your associates. You should consider attributing some sources of your actions to their influence and recognize it as such; you should also attribute your positive actions to such forces. Therein lies the value of an associate’s imperfections. Your recognition of their imperfections will lead you upon a different path.

We all have imperfections. The more willing you are about displaying yours, and accepting others for what their imperfections are worth, the greater will be your recognition of reality. That should lead to greater opportunities for you and those that you engage with … and everything will be right with the world.

What does this have to do with negotiations?

There are benefits to positioning yourself as someone that’s less than perfect in a negotiation; you appear to be more authentic. Thus, what you proport as reality will adopt a more realistic appeal. You may be familiar with the phrase, “keep it real”. That implies that you should keep the B.S. at bay, along with how you present your offers. To maximize your efforts, align your offer/counteroffers with the beliefs of the other negotiator’s reality. The more you match his beliefs (i.e. that which he senses as value and being real), the more valuable and acceptable will be you and your offers.

When negotiating, the display of imperfections can also be a double-edged sword. That sword can serve as fodder or the deliverance of a soul worthy of appreciation and value. You and the other negotiator will make that assessment.

To position yourself correctly, know of the expectations related to the type of negotiator your opponent wishes to negotiate with. Know also how you can match that expectation. Keep in mind that some negotiators want to display their knowledge in a helpful manner, while others will attempt to do so as a form of manipulation. So, be mindful of the role you’re casting as pertaining to how you should cast that role.

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/

#Imperfection #hiddenvalue #Emotion #Lies #Business #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #liars #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions