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Tag: How to control a negotiation

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

How Will You Know When It’s Time to Leave?

“Staying too long in any environment depletes your resolution for change.” -Greg Williams, The Master Negotiator & Body Language Expert

When was the last time you found yourself wondering, why am I still here? What purpose is being here serving me? Sometimes, those questions beckon to the beginning of a new journey. They serve as an indicator of change in your life. Those feelings usually manifest themselves in some subliminal emotion you sense. They nudge at your consciousness. They do so in an attempt to move you. They’re saying, it’s time to move on. Pay attention to those emotional signals because they’re calls from the future. They’re summoning you to move from where you are to where you’ll be. In paying attention, take note of the direction you move in. Those same emotions will gently speak to your consciousness along your journey’s path. They’ll indicate to what degree you’re moving in the right direction.

If you think about it, you’ve been moved by silent thoughts and stimuli that have gently moved you out of one environment and into another throughout your whole life. More than likely, when you were younger, you were not aware when those silent thoughts provoked you. At some point, you acquired that recognition. When you did, that was the awakening of a higher sense of awareness that you’d invoked within yourself.

When you sense that it’s time to move on, know what’s motivating you and name it. Assess if you’re attempting to escape an environment or moving towards a greater goal. It’s important to recognize the main source of motivation because, once you identify it, you’ll have greater insight into what caused you to move. There’s a difference between moving away from and moving towards something. The difference resides in the motivation.

To determine the degree you’ve improved, set goals. As you progress towards the achievement of a goal, have mile-markers that indicate the progress you’ve made. By noting that, you’ll know when you need to make a course correction. That will also be the signal that indicates whether it’s time to leave the path you’re on to seek another.

Never be afraid to realign your actions to achieve greater goals. You were not meant to stop striving forward. That only occurs when you die. So, no matter the turmoil you experience, no matter the perceived setbacks you encounter, never be fearful of leaving an environment that no longer serves you. The longer you stay in a debilitating environment, the more debilitated you’ll become. You’ll have less time to revel in the success you seek. If you note the progress you’re making along the path of life’s journey and you’re willing to leave a path that’s going nowhere, you’ll find a better path for your life … and everything will be right with the world.

What does this have to do with negotiations?

Many negotiators have found themselves stuck in a negotiation long after they should have departed. When it comes to negotiations, the longer you stay engaged, the more likely you are to make unnecessary concessions.

If you find that things aren’t going to your satisfaction, consider points that you might use to exit. In such a case, knowing when it’s time to leave can save you a lot of time, anxiety, and stress. And, as a negotiator, that’s something you don’t want or need.

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/

#Time, #Success #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #liars #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

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

‘Body Language Hands’ – How to Immediately Win More Negotiations

“People use their hands to add meaning to their words. To capture more of their meaning, listen to their hands.” -Greg Williams, The Master Negotiator & Body Language Expert

Do you observe the body language of someone’s hands when you’re negotiating? To win more negotiations, you should listen to their hands! Hands convey a lot of hidden information in a negotiation.

There’s so much information conveyed by the way someone uses their hands. People use them to show appreciation by clapping. They display their hands to exhibit displeasure in other ways (i.e. sitting on their hands).  They also use their hands when speaking? Hands give insight into the thought process that someone has. As someone is speaking, their hands add or detract from the message they’re delivering; you do the same when you’re conveying information, too.

When there’s a difference between someone’s words and their body language, pay more attention to their body language. It will disclose someone’s intent more than their words. Consider the following lightly when conversing with someone. Consider it more strongly when you’re negotiating.

Hands close to the body:

The closer someone has their hands to their body, the more guarded are their thoughts. You’ll see this display when someone senses perceived threats to their well-being. Their hands are in that position to protect themselves from perceived indifference.

If you see this in a negotiation, it may behoove you to put the other negotiator at ease. Based on what caused him to display his guarded gesture, you may have to address that point before you can induce the comfort you seek to invoke in him.

Hands with interlocking fingers :

When you observe a negotiator in this position, he could be displaying a demeanor that states that he’s not open to your offer, suggestion, or counteroffer. To confirm your observance, consider questioning him about the meaning of his display (e.g. I noticed you have your hands closed and your fingers locked. That usually means that someone (use ‘someone’ to avoid ‘you’ – the latter may make him defensive) is not open to something that has occurred. Is anything wrong?). Then, note his response. If he unlaces his fingers and opens his hands, while saying everything is okay, ask him to proceed. Two things will have happened. One, you will have altered his body language, which will entice him to become more mentally receptive to you and your offers. Two, you will have given him the lead in the negotiation. Based on what he does with it, he’ll give insight about what caused the initial display that you brought into question. And, he’ll give vision to what he’d like to discuss. That will highlight what’s important to him.

Hands pushed away palms out:

Take special note of this gesture because it indicates that the originator wants no part of what caused him to display the gesture. You can note future discernment by the degree that he forces this gesture outward. Also, be aware of this gesture when the other negotiator voices his assertion that he’s in agreement with you. In this case, his body language belies his true feelings. Believe that more than his words.

There are other hand gestures that give insight into a negotiator’s thought process. We’ll leave those to discuss at another time. For now, note the signals mentioned above. In so doing, you’ll be more perceptive. That will assist you in winning more negotiations … 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/

#Negotiator #Business #Management #SmallBusiness #Money #Negotiating #combat #negotiatingwithabully #bully #bullies #bullying #Negotiations #PersonalDevelopment #HandlingObjections #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #NegotiationPsychology

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

But Wait, There’s More – Negotiation Insight

“Never forget that you have the power to choose what you wish others to see in you.” -Greg Williams, The Master Negotiator & Body Language Expert

When do you reflect upon where you are in your life? Does it occur when you’re beset by misfortune or when you’re in a state of exhilaration? It’s a thought that warrants attention because you’re always being moved by your thoughts. And, your thoughts transfer into actions.

When you’re in a certain mental state, note the words you use to represent that mindset to yourself and others. Words have power. Thus, the way you use them will influence your actions and that of those around you. When you muse to others and yourself about what you’re thinking or how you feel, you’re giving insight into your personality. That insight allows others to assess who you are, what you might do in a situation, and how they might interact with you during those times.

Anytime you’re not feeling normal, whatever that might be for you, and you don’t wish to expose it, cloak it by displaying a different demeanor. If you’re a frequent reader of my writings, you know you’re always negotiating; that means, what you do today impacts tomorrow’s opportunities or lack of. You don’t have to consider your actions as being a negotiation. Nor do you have to consider air as a vital part of life. Nevertheless, both are truisms.

To achieve more, you must be mindful of how you represent yourself to others. The more you wish others to perceive a certain persona, the more aligned your actions should be with that persona. If you leave people with the thought that there’s more to you than they know, you’ll have them in a state of wonderment that states, but wait there’s more. That will heighten their intrigue of you, which will serve to increase their interest … and everything will be right with the world.

What does this have to do with negotiations?

Predictability vs. Unpredictability

During a negotiation, a collage of thoughts, words, and actions will attempt to drive the negotiation down different paths. The predominant collection of that makeup will determine your success; another consideration will be your past demeanor. The latter will serve as input about how you’ll respond to certain stimuli.

In a negotiation and in every aspect of your life, people will believe of you what they see. Sure, they’ll color their perception based on their biases. The rub is, if you don’t present yourself based on how you wish to be perceived, they’ll fill in the blanks without your input. Don’t wonder as you wander. Show others what you want them to see in you.

People like predictability. But, if you want to win more negotiations, they’ll be times when it behooves you to be unpredictable. During such times, leave others wondering if there’s more to you to uncover. Doing so will serve your benefit. They won’t be able to completely figure you out. Thus, they’ll lack the ability to predict what you’ll do next. That’ll serve to foil their negotiation plans. To keep them off-balance, create a state of mind for them that says, but wait, there’s more.

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, #More, #Aware, #Success #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #liars #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

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Best Practices Entrepreneurship Management Marketing Negotiations Sales Women In Business

Be Aware of the Straw Man

“Always attempt to control those that attempt to control you. By doing so, you’ll have greater control.” -Greg Williams, The Master Negotiator & Body Language Expert

Are you aware when others invoke a straw man to maneuver you? Be alert to such actions. Those actions may leave you instilled in fear. Worse, they may leave you confused about why you engaged in an action.

Straw man has several meanings. It can refute a response that veers from the initial point while giving the appearance of addressing it. As an example, a supervisor might say to his boss, “The team worked a lot of overtime to get the project in on time. I think we should give them a 2% bonus.” The boss’ response, “That’s horrible thinking! If we gave a bonus every time they did their job, there would be no incentive for them to do anything.” The boss’ rebuttal, while appearing to respond to the supervisor, ignored the overtime the employees worked to get the project in on time. It ignored that they went above their normal duties.

A straw man can also refer to a person lacking in integrity or substance. An example of this might be, “As he felt backed into a corner, he said, you can do to me as you like, but my followers will make you pay for your deeds.” The reference to, ‘my followers’, was an attempt to conjure up a straw man that would seek retribution.

Suffice it to say, always attempt to control those that are attempting to control you. In so doing, you’ll be in a better position to maintain control of yourself … and everything will be right with the world.

What does this have to do with negotiations? 

Who uses a straw man?

During a negotiation, a straw man can be invoked to foster a position to embolden its user. It might be employed to inject fear, reward, happiness, or retribution into the negotiation process. If stealthily employed, it can give the appearance of its user’s fingerprints not even being on the suggested deed (e.g. one negotiator to the other – they may harm both of us if we adopt that position). Thus, it can be one way to insulate one’s activities from any blowback. In this case, think of the straw man as being the image that one wants to cast that’s greater than the image of the one doing the casting.

Why are straw men used?

a straw man is yet another tactic used in a negotiation by savvy negotiators. Some stumble into its usage, not realizing the effect it can have on a negotiation.

When used deftly, this tactic can alter the course of a negotiation by distracting from the point at hand, altering the flow of the negotiation, and casting doubt in the mind of the negotiator that adopts a position.

In your future negotiations, take note when a straw man is attempted to be used against you. Also, consider when it might be beneficial to invoke your own straw man. Doing so will take your negotiation abilities to higher heights.

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/

#Strawman, #Aware, #Success #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #liars #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

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Best Practices Body Language Entrepreneurship Management Marketing Negotiations Sales Women In Business

Negotiators: Negotiate Better – Know How to Use Words Right

“Good negotiators listen for what’s not said, in order to hear words right.” -Greg Williams, The Master Negotiator & Body Language Expert

People’s thoughts give life to the words they use to influence others. Thus, their words move people to actions. As a negotiator, to negotiate better, know how to use words right.

Using His Words:

When engaged in a negotiation, listen to the words used by the other negotiator and the way he uses those words. As an example, he makes the statement, “I only want to address one thing at a time.” Later in the negotiation, if he asks you to address multiple items/situations simultaneously, you can state, “I only want to address one thing at a time.” Citing his own words as justification for your actions will psychologically put him into a state of reflection. Note his body language to discern the effect that your words have on him (e.g. leans back resting towards one side of his body, laying a pen/pencil down/aside, looking up into the air). Any such signals will serve as validation that he’s taking your words into his thought process.

Emphasized and Changing Words:

During a negotiation, the opposing negotiator will emphasize certain words. Listen for them. Through his action, he’s denoting the importance that word has in his thought process. You can use that insight to reposition your negotiation efforts to fit the altering situation based on the way he’s thinking.

As an example, if he begins a statement by saying, “Weeee, I think I can do it.” Note the word choice change from ‘we’ to ‘I’. Plus, note how he drew ‘weeee’ out. While making that change, he was likely considering to what degree he’d have to rely on others. By changing his words, he displayed his belief that he has greater control over producing the outcome in question. That display gives you insight into where he believes his abilities lie in that situation. You can clone it by posing similar questions to move him in the direction of your needs throughout the negotiation. That insight will also allow you to cite his pride of authority and position him as such. Then, if you reach a point of decision and he refers to his need to consult others, remind him of what he’s implied about his authority. Even if he states the situation at hand is above his authority, you will have uncovered his limits.

Unspoken Words:

People say a lot through the words they don’t use. Thus, what’s not said can be more important than what’s said. It too gives insight into their thoughts.

During a negotiation, closely observe the word choice used by the other negotiator to convey his thoughts and offers. Consider what he’s not saying and why he may not be using specific words. If you sense he’s attempting to prevent you from uncovering something, ask him about it. Use the words that you believe he’s not saying and observe his reaction. If his reaction is one of dismissiveness, pay attention. You may have stumbled upon a point that requires greater probing.

When people hesitate, pause, or alter their words, they’re giving you insight into their shifting mindset. That shift represents a change in their thinking. If you’re astute, you’ll observe the cause of that action and use it to advantage the negotiation.

From the way you use words to convey your offers, to the way you use the opposing negotiator’s words to shape his perspective, if you use words right in a negotiation you’ll experience greater negotiation outcomes … 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/

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

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

Negotiator Safety Perspective is a Strong Matter of Perception

“Look to the perspective of safety for greater insight into the perception of its meaning.” -Greg Williams, The Master Negotiator & Body Language Expert

As a negotiator, what’s your perspective of safety when negotiating? It’s a question you should consider because your perspective influences your thoughts and actions. If you’re not aware of that, you could find yourself engaged in irrational thinking and behavior, which would not support your negotiation efforts. Consider the following thoughts in your future negotiations.

Sensations:

Do you feel it? When negotiating, can you feel the change as it’s occurring? As you’re negotiating, attune yourself to your sensations. In some cases, you’ll sense subliminal signals; they may not fully register at your level of consciousness. If you’re aware of such sensations, you’ll be alert to signs that signal the need to alter your strategy. Note when you have a sense of foreboding. That may be your first warning signal that something may be amiss in the negotiation.

Assess Emotional Wellbeing:

Do you note your EQ (Emotional Quotient) when negotiating? Your EQ is your ability to read and adjust to signals in your environment based on the person that emits those signals. Thus, the better you are at deciphering signals and adjusting to them appropriately, the better you’ll be as a negotiator. Therefore, always maintain control of your EQ.

Environmental Impact:  

What credence do you give to your negotiation environment? The environment shapes your perspective. If not controlled, it’ll shape you!

Consider this, you’re a salesperson at a Mercedes dealership. A Woman drives up in a Chevrolet. She comes in and begins looking at vehicles on the showroom; she’s looking at the high-end Mercedes, not those in the lower price range. What are your thoughts about her and how you might service her needs? What approach would you take to do so? Would your approach be the same if she arrived in a Mercedes? Do you consider the clothes and jewelry she’s wearing? You’ll probably consider those questions and many others before approaching her. Note what was omitted – her need to feel safe in dealing with you, the vehicle she might purchase related to how safe it is, how you’ll deal with her later. Unless you take that into consideration, you may be losing the opportunity to uncover her real desire to purchase the vehicle. Those omissions will also impact the negotiation.

In every negotiation, safety is a silent variable that tags along for the ride. If the exchange between you and the other negotiator becomes tense, the need for safety is usually the harbinger that signals foreboding. It’s also the creator of anxiety, which can lead to stress.

Conclusion:

As you negotiate, be aware of safety’s role. Do so from the perspective of everyone that’s involved in the negotiation. There will be times when you and the other negotiator are worried. You’ll miss that anxiousness as to why that worry exist if you lack focus.

Suffice it to say, to be more successful in your negotiations, first focus on the fears you and the other negotiator have about the outcome. In making those assessments, consider how you and she can use the perception of safety to enhance your perspective. By engaging in this process, you’ll eliminate potential pitfalls that might befall the negotiation, while developing a clearer path to where victory lies for both of you … 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/

#Negotiator #Safety #Perspective #Matter #Perception #Power #secrets #Mistakes #Management #SmallBusiness #Money #Negotiating #combat #negotiatingwithabully #bully #bullies #bullying #Negotiations #PersonalDevelopment #HandlingObjections #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #NegotiationPsychology

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

You’re Better Than You Think

“Your perception becomes your reality. Control your perception to control your reality.” -Greg Williams, The Master Negotiator & Body Language Expert

When receiving feedback indicating that you’re not good enough, how do you handle it? When others deny you entry into their group, what emotions does that conjure up in your mind? What’s your predominant thought?

No matter the outcome, when negativity befalls you, never let that outcome become the ultimate belief that defines who you are. Challenge yourself. Think that you’re better than you’re thinking!

Limiting Beliefs:

Once you accept beliefs, they become your reality. They shape the way you view, assess, and determine the validity of information that aligns with your beliefs. Therefore, your beliefs become the trigger that determines your acceptance or rejection of information.

Knowing you control what you believe, allows you to exercise control over your beliefs. The mitigating factor that you consider subliminally is how others view you based on your acceptance or denial of information. Be aware of that factor. Reckoning with it allows you to be more subjective. You successfully proffer your reality if you shape its meaning to support the vision you have of yourself.

It’s your life we’re talking about. You can’t give control to others such that you allow them to completely control you. If you allow their thoughts of you to be the overwhelming factor by which you make decisions, you won’t be your own person, you’ll be theirs.

Triggers:

Know what triggers your limiting beliefs. Test their validity. With the passage of time, new beliefs become prevalent; you accept them as being valid. Are your beliefs valid?

The more you control the triggers that shape your thinking, the greater your ability will be to control your thoughts. That will allow you to control your thoughts to your advantage.

When you feel besieged by doubt, when you think you’ve reached the summit of your possibilities, shun such thoughts. First, cast them aside and then cast them out; they’re limiting. Doing so will allow a new spectrum of possibilities to become exposed … and everything will be right with the world

What does this have to do with negotiations?

Doubt is a silent partner that rides the mind of every negotiator. “If I do this, what will she do? If I don’t accept the offer, will I lose the deal? She’s a much better negotiator than I am. I better give her what she wants.”

If you allow such thoughts to cloud your decisions, you will disadvantage yourself in the negotiation. Instead of focusing on your potential losses, consider what she might have to lose; better yet, focus on how you’ll maximize your gains. In her mind, her position may be more tenuous than yours. You’ll never realize that advantage if you’re stuck on your limited belief thinking. You’re better than that.

So, in your next negotiation, consider all the accomplishments you’ve achieved in the past. You may not have received everything you sought, but you should have received something that allowed you to feel good. Feeling good about some aspect of the outcome will enhance your beliefs about your abilities. From there, continue to build upon the positive perspective you have. That will continuously enhance the belief that you’re better than that.

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/

#Better #Think #Success #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #liars #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

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Best Practices Entrepreneurship Management Marketing Negotiations Sales Skills Women In Business

Exercising Control Will Make You a More Powerful Negotiator

“Control, like power, is perceptional. Thus, the more you exercise control over power, the more powerful the perception will be.” -Greg Williams, The Master Negotiator & Body Language Expert

The perception of power is a two-way process in a negotiation; the projector sees it from one perspective and the receiver views it from another. Based on the reaction of either, the perception gets revised and the loop continues. As a negotiator, to control the perception of power, control its flow.

Temper:

There are potential perils to losing one’s temper in a negotiation. It’s the pitfall of losing control of the negotiation process. When a negotiator’s mind becomes hijacked by anger, it becomes less capable of reasoning. That can lead to unintended consequences. Even if you should become angered during a negotiation, maintain control of your emotions. Don’t allow your anger to be sensed or shown. The better you control that display, the less insight the other negotiator will have of your thoughts.

Presentation Order:

Power can be an enhancer or detractor based on the order of your offers/counteroffers. To enhance your power, depending on the circumstances, consider whether you’ll lead with your weaker or stronger offers. By controlling the order of your offers, you’ll have greater control of the negotiation. To enhance that effort, consider how you’ll escalate or de-escalate the pressure brought by the order of your offerings. You’ll be exercising the control of power and therein will lie the leverage you’ll gain from doing so.

Know What’s Important:

You derive power based on what’s important in a negotiation and to the degree you can fulfill the other negotiator’s desires. That means, you must align your offerings to match the needs of that negotiator. As an example, if you think the other negotiator’s main interest is monetary, and he’s really interested in the betterment of society, you’ll waste your efforts by attempting to maximize his monetary gains. Your perspective will not match his value proposition.

Always know definitively what is most important to the other negotiator before attempting to sway him with powerful offers. To do otherwise is to weaken your position and the power that it assumes.

Power Dilemma:

What should you do when the opposing negotiator’s position is as powerful as yours? You can feign weakness to get him to display the sources of his power; remember, power is perceptional – that means, you’re attempting to get him to display why he thinks his position is powerful. Once you acquire that insight, you’ll be in a better position to adjust and implement your negotiation plan to address his perspective.

On the other hand, you can adopt a power position by displaying your sources of power. If you do, be sure that your power will supplant his. If it doesn’t, once again, you’ll weaken your position.

In a negotiation, when you’re in a power position, if you use it wisely you’ll enhance its abilities. Conversely, if you’re perceived as being overbearing, you’ll diminish your power’s strength. In that case, others will eventually team up to combat your unruliness. They’ll fortify their barriers to thwart your power. Always be mindful of the flow of power, the source of that flow, and what it will take to control it. Doing so will allow you to enhance your negotiation efforts … 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/

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

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Threats, Consequences: How to Make You Powerful

“Never issue threats without considering the consequences. The consequences may leave you threatened.” -Greg Williams, The Master Negotiator & Body Language Expert

Do you attempt to move others to action with threats? And do you think about the unintended consequences of your intent?

Implement the following thoughts when considering whether to use threats to persuade someone to adopt your position, carry out your wishes, or acquiesce to your demands

How You’re Viewed:

When considering how you’ll project your power, remember the perception of its potency is determined by the perception of the receiver. Don’t project an image that’s too strong or weak for the situation. You’ll run the risk of being perceived as someone that’s overbearing or meek if you do. Suffice it to say, if your body language is misaligned with the persona displayed, you’ll detract from the strength of your persona and message.

Threats:

Some people rail at threats, while others acquiesce to them. Thus, you must know a person’s propensity to move, based on the application of your threats. If you use threats to chide someone and they view them as a challenge, you may unlock their stubborn beast. That could further cement them in their current position. If that was not your intent, you may have unforeseen consequences to confront. Always assess a threat’s probability of success to determine its viability.

Consequences:

In every situation, there are consequences to adopting one action versus another. When considering if you should utilize threats to coerce someone into adopting your will, consider the consequences they’re willing to undergo to deny your request. You should question the timing of your request, too.

If someone can subdue your consequences, due to alternative ways of escaping punishment, you will weaken those consequences. Your threats will be less impactful and less likely to move someone to the action you seek.

Know the person’s demeanor as it shifts in the moment, the probability of what they might do if you’re too stringent, and their tolerance for pressure. If you know that, you’ll have a better idea of how far you can pursue the conquering of their will.

There will be times when to look forward, you should reason backward. Thus, in some cases, if you start with the end in mind and work back from there, the action you should adopt in a situation will be waiting for your discovery. Once you assemble a winning plan that outlines the best ways to utilize the power of threats, you will be on your way to being perceived as a more powerful person in every situation you’re in … and everything will be right with the world.

What does this have to do with negotiations?

Anytime you wish to make a threat stronger in a negotiation, use it when your subject is reliant upon your good will. If they don’t have avenues of shelter to avoid your threats, you’ll be in a stronger position. They’ll be more likely to accept your mandates. By delivering your mandate with a voice of authority, you’ll increase the perception of its strength.

Threats affect the actions of all negotiators. To be more efficient in your negotiations, understand the mindset of the other negotiator, what she’s attempting to achieve, and how you might help her obtain it. With that, think about the different ways you can use threats to move her closer to your goals.

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/

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

The Lack of Leverage Can Destroy Negotiator’s Abilities

“Leverage occurs in every negotiation, even when it’s not invoked.” -Greg Williams, The Master Negotiator & Body Language Expert

“We need to destroy their lead negotiator’s leverage to weaken his abilities to negotiate effectively.” Those were the words uttered during the planning stage of a pending negotiation.

When planning your negotiation, do you consider how the lack of leverage can destroy a negotiator’s abilities? Leverage adds weight to a negotiator’s efforts. It can be the difference between a mediocre outcome and one that’s substantially better.

Leverage Constriction:

The use of leverage can constrict the implementation of a negotiator’s plans. Therefore, be watchful of when its usage might be employed against you and how/when you’ll employ it. Since its implementation will alter the flow of the negotiation, you should calculate the timing of its usage to maximize the benefits derived from it. Be aware that all forms of leverage do not bear the same weight. Thus, always examine the different forms of leverage you’ll use, and determine which ones will be most impactful when assembling them.

Timing of Leverage Implementation:

There are several occasions in a negotiation when you should consider using leverage.

1. Ponder using it when you don’t wish to discuss points that will drastically alter your negotiation plan.

2. Use it on defense to inject a point as a challenge to the opposing negotiator from implementing his.

3. Consider how you can inject leverage as a surprise to observe the other negotiator’s reaction. That reaction may uncover hidden elements that you should discuss that your negotiation counterpart would rather keep undisclosed.

Combating Leverage Usage:

Park it – When thinking about leverage attempts used against you, consider whether you should address the premise that’s raised. In some cases, it may behoove you to say, “let’s put that aside for now.” If your request is successful, it will negate the need for discussion about the premise of the leverage attempt. Thus, it’s a way to deflate its charges.

When the other negotiator attempts to wiggle free of your leverage usage, you can use your first effort to pin him to a position. As an example, if you ask if he’d like to accept offer one or two, knowing both are bad, and he said no to either, then you could make another offer that was better or worse than the first one; your offer per better or worse would be dependent on what you were attempting to achieve by your offers. He could reject your third offer but then you could feign exasperation and state that you’re really attempting to be amenable; the implication being, his position is untenable.

Refute It:

I attempt to be transparent when negotiating. That means, while I attempt not to mislead, I don’t disclose every aspect of my negotiation position.

During your negotiations, realize that some negotiators will be as transparent as seeing through a stain-free glass. That will be the exception, not the rule. In some situations, your opponent will outright lie. Be prepared to refute his lies with bona fide rebuts that are greater than his. Using that form of leverage will heighten your position and diminish his if he’s willing to accept your pronouncements. That will cause him to think twice about pursuing that line of deceit moving forward.

In your future negotiations, consider how you’ll use leverage to enhance your efforts. The better you become at identifying when, how, and at what points you’ll employ its usage, the better your negotiation outcomes will be … 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/

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