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Tag: How to negotiate better

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Best Practices Entrepreneurship Management Marketing Negotiations Sales Skills Women In Business

How Do You Know When You Make Good Decisions?

“Decisions are the stepping stones you make to move from one phase of your life to the next. To be successful, know where each step leads.” -Greg Williams, The Master Negotiator & Body Language Expert

When called into his boss’ office, he was glowing with pride. He thought, “I took a gamble, made the right decision and now I’m going to get that promotion.” As he walked out of his boss’ office for the last time, with his head hung low, he said to no one in particular, “How do you know when you make good decisions if they’re good decisions?” He was fired for making a decision that caused the company to lose its biggest client.

So, what criterion do you use when making decisions? And to what degree do you know or think you’ve made a good decision at the time you make it? Decision making can be dicey. Consider the following when engaging in your decision-making process.

Overall Goals:

Every decision will lead in one direction versus another. The variation may be slight. But, if you make a drastic decision that takes you further from your goals, you will have wasted valuable time and effort. Because that will put more distance between you and your goals. Before implementing major decisions, consider the impact that little decisions will have on your goals.

Where Does It Lead:

To be more mindful of the decisions you make, question yourself about where a decision may lead. Ask yourself, what will be the outcome of the decision you make and how will it impact other decisions? Will the possible outcome be too costly to bear? How will I and those that I care about feel emotionally about the outcome? If you sense a feeling of dread during this phase, it may be a warning to abandon the decision(s) you’re contemplating.

What if:

Play the ‘what if’ game when considering the decisions you’re contemplating. Ask yourself, what would happen if I didn’t make the decision – where would that leave me? Where would I be if I made it? What would happen next? By posing such a series of questions to yourself, you’ll gain deeper thoughts about where a decision might lead. If it leaves you in a place you rather not be, don’t make it – abandon it.

Consequences:

Decisions have consequences. Consider the ones that are more important more carefully. In part, assess the impact a decision will have on your life or those that significantly impact your life. For greater assessment ask yourself, what combined impact will my decisions have on others and how might that affect me, good or bad?

What does this have to do with negotiations?

During a negotiation, you’ll evaluate a countless number of decisions. Some will be easier to make. Because you will have discovered the paths to take during the planning phase.

For those decisions that might bear strong consequences, consider the outcome carefully. If you think a decision may leave you in a good place now but challenge your position later, it may behoove you to forgo it. There’s always another side to consider when considering decisions. Don’t ignore the consequences of that other side. Don’t make decisions in haste – there may be unforeseen consequences.

Even when a decision can appear to be the light at the end of a tunnel, that light can be a train coming at you. Be mindful of how, with who, and when you make decisions. The more you examine the possibilities of where they may lead, the better a handle you’ll have on the decisions to make … 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/

#Decisions #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

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

Negotiator – Do You Know How to be More Powerful?

“Power is perceptional. To control the perception of power, control how it’s perceived.” -Greg Williams, The Master Negotiator & Body Language Expert

“The patient fussed with her fur coat as she sauntered up to the doctor’s receptionist. “I have an appointment in 15 minutes with the doctor. Is she on time to see her special patients today?” The receptionist replied with a taunt to her tone, “The doctor’s patients are all special to her. She’ll see you soon.” With that, the receptionist left her station and engaged in other activities.

Are you aware that you can be perceived as more powerful by the way you present yourself? Do you know how to be more powerful as a negotiator? Continue reading and you’ll discover how to enhance your power in your negotiations.

Display of Empathy:

In the story above, the patient ‘sauntered’ into the doctor’s office, fussing with her fur coat and positioned herself as the doctor’s special patient. She projected an image of someone that was self-absorbed. Had she taken the time to observe the receptionist’s activities, commented about them and conveyed a pleasantry, the patient would have been displaying empathy. In doing so, she would have enhanced her power. Instead, she diluted it.

The display of empathy towards another’s plight is one way to bond with that individual. It also says subliminally that you’re not just concerned about yourself. You recognize the other person for what they’re dealing with.

Never discount the value or role that empathy plays in any interaction. It humanizes you while strengthening the emotional ties between people. And that enhances power.

Your Persona:

I’m the king. Bow down to me – Not! When you project an image of self-aggrandizement, some people will rebuff you. They’ll be appalled at the perception you have of yourself, which will cause them to become rigid to your request. While such a persona may work favorably with some people, over time, they too will become tired of it. Then, they will seek ways to avoid or demean you.

Your persona changes over the course of your life. Always attempt to align it with how you’d like to be perceived. During a negotiation, you can dilute a powerful position simply because your persona rubs someone the wrong way.

Demeanor When Rebuffed:

When you’re rebuffed, how do you feel? I’m sure your answer is dependent on who the person is, what the subject matter was, and where it occurred. Just as your answer depends on those variables, so it does with those you engage with.

To possess more power, limit its display to environments where it’s less likely challenged (e.g. boss vs. subordinate, etc.). In addition, if you know you’ll be in an unfriendly environment, have retorts ready that will subdue the subject of the rebuff. Just make sure you don’t escalate the situation and cause yourself distress.

Some of the reasons people are perceived as more or less powerful are mentioned above. There are more reasons but let those be a starting point. To enhance your negotiation efforts and outcomes, always be mindful of how you’re perceived. To the degree it fits the negotiation, align your perceived power based on the person you’re negotiating with. If it’s not perceived as being threatening or overbearing and that’s what you’re striving to achieve, you will have aligned the perception of your power successfully. That will make you appear to be more powerful … 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/

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

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

There’s No Shame in Ignorance

“There’s no shame in being ignorant. The shame comes from not dispelling it.” -Greg Williams, The Master Negotiator & Body language Expert

“Alexa, who is Greg Williams, The Master Negotiator and Body Language Expert? Sorry, I don’t know that” was Alexa’s reply.

Do you think Alexa felt shame about not knowing the answer to that question – it didn’t? Alexa is artificial intelligence. It’s programmed to acquire knowledge. You’re like that too. You acquire knowledge and that reduces your ignorance. There should be no shame associated with engaging in that process.

Ignorance is a lack of knowledge. Everyone is ignorant of many things. So, why do people become shamed by it? This article explores that. And it abates the uneasiness that partners with ignorance.

The Stigma of Ignorance:

Sometimes, there’s a self-degrading stigma attached to ignorance. It generates embarrassment within the person possessing it. Don’t allow that to happen to you. And don’t allow others to weaponize ignorance against you. Understand your uniqueness. Use that as a shield. Then, if you want to become more knowledgeable about a subject, do so because it’s your desire. Don’t let others control you through their ignorance of who you are.

Self-Esteem:

Your self-esteem may come into question when asked for wisdom on a topic you don’t know. Momentary fear may kick in, depending on the circumstances. That dilemma can cause you angst.

If you’re stupefied by a question, alter your self-perspective. There’s nothing wrong with you. You just don’t know. If the subject matter is important, you can acquire knowledge. Don’t let it mentally debilitate you.

Fear of Unknown:

Do you fear not knowing the answers to questions simply because you don’t know what’s being sought? There are times when you become mentally constipated because of what you believe others think of you. Note when that happens. Allay your emotions by thinking that no one knows everything – there are things the person posing questions don’t know. Plus, you give your mental power to others when you allow them to control your self-perception.

Perception of Peers:

You may become daunted by ignorance when considering what friends and associates think of you because you lack knowledge in a certain area. If they’re ‘real friends’, you should be able to express your ignorance without fear of the negative perception of rejection. If that’s a concern, you can always push-back by saying, please reduce my ignorance or reveal your own. No one can make you feel ignorant. Only you have that power. Since you control it, control its perception.

What does this have to do with negotiations?

When negotiating, ignorance can open the door to fear. And fear can throw your negotiation off kilter. By planning extensively for an upcoming negotiation, you can reduce fear – do so by reducing unknown aspects that might cause it to occur. That means, during the planning process, consider as many variables as possible. Plan for them and have strategies ready to deal with situations that might threaten your negotiation position. Being prepared will disperse fears of where you might unwantedly venture into the negotiation. You will also cast the demon of ignorance into the dungeons of anonymity … 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 #shame #ignorance #ignorant #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

Body Language Dread – How to Avoid Disaster When Negotiating

“To avoid disasters, recognize what they look like and avoid actions that lead to them.” -Greg Williams, The Master Negotiator & Body Language Expert

“… He touched his knee! I thought, what does that mean? I #dread trying to read body language when negotiating!” An associate recounted her thoughts to me when discussing how she was attempting to avoid disaster during a negotiation. She wanted to understand and decipher the meaning of an individual’s body language. I told her, the gesture could have meant anything, nothing, or everything. Then, I went on to explain that one isolated body language gesture does not necessarily lend insight into someone’s emotions or thoughts – you must look at a cluster of gestures for that. I then stated, there’s an exception – it occurs when you’re observing micro-expressions.

Observe the body language gestures below. Cross-reference them to gain greater insight into the meaning they have when they’re clustered. That will grant you the insight into someone’s thoughts and what might have caused them. Being able to accurately detect these signals will enhance your negotiation abilities.

Crossed Arms:

Crossed arms by themselves does not mean that someone is unapproachable or close-minded. It could mean that the person is cold. Also, women tend to cross their arms more than men because of their anatomy.

To gain more insight about why someone crossed their arms, note the stimuli that caused it. To test their demeanor, say or ask something that will cause them to uncross their arms (e.g. that’s a nice watch – may I see it). Then, notice if they go back into their crossed arms position. If they do, you can test again with another question. After that, if they still cross their arms, you’ll have more information to make a better assessment of their demeanor.

Hands:

Movement – When someone speaks, note the timing of their hand movement. If it’s rhythmically aligned with their speech, subliminally, more believability will be lent to their words.

Handshakes – A handshake can connote hidden meanings (e.g. hands vertical to each other, we’re equal – hand on top, I’m superior). Never fall prey to the hidden meanings of handshakes. Good negotiators may intentionally allow someone to have the ‘upper hand’ as a ploy to convey subservience.

Fist – When a discussion becomes heated, observe when someone’s hand forms a fist. The fist can denote deepening anger or commitment in what’s being discussed. If the stimuli that caused the fist to be displayed was unintended, seek to de-escalate the conversation.

Smiles:

A genuine smile is denoted by crow’s feet at the corner of the eyes and elevated cheeks. It’s important to recognize the distinction from non-genuine smiles. Knowing the difference can assist in uncovering someone’s alignment.

Micro-expressions:

There are seven micro-expressions that are generic to everyone on earth. Thus, the stimuli applied to someone in Asia will have the same effect applied to someone in Europe, or anywhere else in the world. The seven micro-expressions are:

  1. Fear (eyebrows raised, wide eyes, lips slightly stretched & parted, bottom lip protruding downward)
  2. Anger (eyebrows down and together, eyes glare, narrowing of the lips)
  3. Disgust (lifting of the upper lip, scrunching of the nose)
  4. Surprise (raised eyebrows, wide eyes, open mouth)
  5. Contempt (one side of the lip raised and pulled in on one side of the face)
  6. Sadness (upper eyelids drooping, eyes unfocused, lips slightly turned down)
  7. Happiness (crow’s feet wrinkle around eyes, cheeks elevated, eye orbit muscle movement)

Misinterpreting someone’s body language can lead to unanticipated consequences. To assure that doesn’t occur to you, observe the gestures above when they’re clustered.

While reading body language is not a perfect science, it can give clues into someone’s thought process. Knowing what to look for, and interpreting nonverbal signals accurately, can help you avoid disasters when you negotiate … 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/

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

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

What Scares You?

“Sometimes, your imagination scares you. To assess your fears, check your unchecked thoughts.” -Greg Williams, The Master Negotiator & Body Language Expert

“… The thought of that scared me. My focus was on what others would think if I failed.” An executive manager of a major international corporation spoke those words. I suggested that he shift his paradigm from thinking about failure, and what others would think, to one more positive.

Have you ever considered what scares you? While you might be frightened of some things, they may be the doorway that leads to greater opportunities. There are things that you should shy away from. Therefore, I’m not suggesting you go head-first into everything that scares you. Instead, reflect on the benefits that might reside within your fears.

Consider the following thoughts when assessing how, whether, and when you should embrace things that frightened you.

Identify what scares you:

Before you can address your fears, you must identify them. You should also identify why you’re lending legitimacy to them. In identifying them, note their origins. Do they stem for a hurt you experienced in the not too distant past, or do they stem from some further hidden source? The better you are at identifying the source of what scares you, the better you’ll be at assembling a plan to deal with those fears.

Assessment:

While assessing the source of your fears, assess if it’s something that you should rightfully be afraid of. Fear can serve as a warning. Thus, there are some things that you should avoid. In your assessment, label what’s real and what’s imagined when it comes to what scares you.

Imagination:

When we were kids, we dealt with things that frightened us by using imaginary forces. We even created imaginary friends. The point is, we used our mind to help us live in the reality we wanted for ourselves. We can still use our mind for that purpose. When confronting what scares you, imagine what will happen when you overcome your fear by addressing the thing that scares you. Imagine you’re receiving accolades for doing so. Now, how does that make you feel? It should make you feel good. After all, you’re only imagining it, which means, you’re in complete control … as you are always.

You can find motivation from the above thoughts and allow them to move you to action. Or, you can choose not to address your fears. But If you’re serious about achieving greater success in life, you must commit to challenging the things that jeopardize that success, that which scares you. After making that commitment, your life will instantly be on a straighter road to success … and everything will be right with the world.

What does this have to do with negotiations?

When negotiating, the fears of adopting one position versus another may cause you angst. But if you’ve considered the unexpected offers that might occur beforehand you will have planned on how to address them. That should allay your fear.

Nevertheless, if you’re caught by a scary situation, don’t show it through any body language and/or nonverbal signals (e.g. mouth agape, widened eyes). You don’t want the other negotiator to sense his momentary advantage. Instead, go into quandary body language display mode (e.g. hand on chin head cocked to one side, or chin resting in hand and on side of face). This action will give you time to think, while the other negotiator wonders what you’re thinking about. If you display a cunning smile while doing so, you may evoke fear in him.

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 #scare #Emotion #Business #Progress #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

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

Negotiator – How To Be Smarter About Risk Assessment

“To abate risks better, deal with those that pose the greatest threat to your goals first.” -Greg Williams, The Master Negotiator & Body Language Expert

What do you consider when thinking of risk assessment? Do you think about the impact that your past will have on it? Do you consider the same about the person you’ll be negotiating against? There is a multitude of things to consider. Doing so before the negotiation will make you a smarter negotiator. Before your next negotiation, mull over the following insights when pondering how to be smarter about risk assessment.

Gains versus Losses:

Sometimes, people become caught up in the moment. They forget to weigh their potential gains against their potential losses. Losing track of such mindfulness can leave you wondering why you engaged in such folly, once you’ve returned to a clear state of mind.

When assessing risk, know what you’re assessing as it relates to your larger goal. Don’t place yourself in a position where you make a tradeoff or offer, get it, and then discover that there’s an unintended cost for the acquisition. If a request is too costly, it may behoove you not to enter the bidding. A risk matrix can assist in that avoidance.

Risk Matrix:

You can use a risk matrix chart to assess the probability of an outcome in a negotiation. That will help you uncover any hidden risks that you may not have considered. Based on what you know of the other negotiator, you can assess the probability of how he’ll act/react to certain offers and counteroffers. Thus, you might have your offers and potential counteroffers plotted on one scale and markers denoting the probability that he’ll respond in a certain way on the other (e.g. strong possibility, likely, maybe, low probability, not likely). Then, weight each category (e.g. 85-100%, 65-85%, 45-65%, 25-45%, 0-25%, respectively). Of course, your risk matrix will only be valid to the degree your assessment of the other negotiator is accurate. If it’s not you’ll have garbage in, garbage out.

Ploys:

  • Lead/Led – Ask the other negotiator for his thoughts and inputs on matters that you’re unsure about his thoughts. By obtaining his thoughts you’ll gain insight into how he’s thinking. The bonus of that will be of him having the appearance that he’s leading the negotiation. That will also assist your efforts in decreasing the risk that the negotiation might go into unseen and unsuspected areas.

 

  • Offers – Don’t make offers that would demean or insight the other negotiator. You don’t have to tread so gently that he begins to press you on issues. instead, find the balance between the point of leading and following and know when to commit to either.

 

  • Anger – When thinking of the strategies you’ll employ in the negotiation be leery of using anger. There are potential hidden risks involved when you anger someone. They can become unpredictable, which means not only would you demean the validity of your risk matrix, you might do irrevocable harm to the negotiation.

 

Suffice it to say, the fewer variables you can account for when negotiating the stronger your negotiation position will be. That will lead you to be smarter about risk assessment … 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/

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

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

Do You Know What Really Makes You Happy?

“Happiness is your state of mind that only exists when you think it does.” -Greg Williams, The Master Negotiator & Body Language Expert

One day you’re up. The next day you’re down, and so the yo-yo goes. Maybe the ups and downs are not daily, but it occurs to a degree in everyone’s life. Do you know the frequency of your ups and downs? Do you know what really makes you happy?

There’s a reason you should take account of your happiness quotient. It’s the doorway to accomplishing greater achievements. It’s also the doorway that leads to the perception of you leading a better life.

Consider the following insights to note your degree of happiness, what sparks it, and what might cause it to decline.

Self-Psychology:

Know the triggers that lead to happiness and unhappiness. Those two boundaries will be your guardrails that trip your inner silent alarm. Even if you encounter an abundance of happiness, sensitize yourself to how it occurred. You can use those stimuli to acquire greater happiness. That will serve as a motivator to spur you to higher heights. The point is, know what motivates you to stride forward faster and you’ll be more aware of how to do so.

Happiness:

Everyone has a slightly different definition of happiness. To understand the impact that happiness has on you, define what it means to you. Not doing so subjects you to the whims of life’s occurrences. You’ll relinquish control to those dictates and they, not you, will determine when you’re happy and when you’re not.

Unhappiness:

In my writings, presentations, and trainings, I’ve suggested to people worldwide that they note what makes them unhappy. Some have responded by saying, “why would I focus on negativity – that’ll only serve to make me unhappier”. Think about that for a moment. If you didn’t know what a hot stove felt like, you’d be more likely to touch it and get burned. How many times would you want that to occur? The point is, yin and yang are the boundaries of happiness. And unhappiness is the yin in that equation. The more you’re aware of what makes you unhappy, the more clarity you’ll have about how to avoid it.

Friends:

There are some things that we’re more passionate about than others; longtime friends can fall into that category. While some longtime friends can provide a form of happiness, you should be aware of the impact they have on other aspects of your life. In some cases, their views and opinions may no longer support the goals you’re seeking to achieve. If that’s the case, know the value that they add to your happiness quotient. You don’t have to discard them, just appreciate them for the value they add to your life from a different perspective.

What does this have to do with negotiations?

The degree of happiness you experience when negotiating will impact your degree of engagement. Happiness is an unseen ally that’ll allow you to think more clearly from which greater ideas will flow. It will also serve as the tool that unlocks your ability to make better offers and counteroffers.

The more you’re aware of what ignites your degrees of happiness when you’re negotiating and how to temper unhappiness, the better you’ll be when negotiating … 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/

#Happy#Success #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 Women In Business

Can You Negotiate in a Life and Death Challenge?

“Perception determines how you’ll engage in an endeavor. Thus, you should always assess your perception before doing so.” -Greg Williams, The Master Negotiator & Body Language Expert

There you are. Everything is on the line. You’re negotiating in a life and death challenge. What might you do and how might you negotiate differently giving the life and death challenge that confronts you? Would the answer depend on whose life you were negotiating for?

Okay, let’s turn the temperature down a little. Suppose it was your job or a contract that you were negotiating for instead of someone’s life. Would that alter the negotiation tactics and strategies you’d employ?

There are central components that flow through every negotiation. The only thing that changes is their order based on the severity of the negotiation.

The following are components that will occur in every negotiation you’ll encounter. Master them and you’ll have a greater chance of mastering successful negotiation outcomes.

Mindset: Your mindset is your greatest ally or foe.

  • Always be aware of the mindset you possess when negotiating. Your mindset will determine the degree that you think logically or illogically.
  • Your mindset will change based on the challenges you perceive and how you address them. That will impact the interactions you have with the other negotiator.
  • Be aware of what causes you to see yourself differently. Therein will lie embedded clues about why your mind shifts. 

Bonding: I understand you. We’re alike.

  • People like people that are like themselves. And, they want to be heard and appreciated.
  • Bonding helps people to perceive you as being like them.
  • The time to ask for concessions in a negotiation is when you’ve bonded sufficiently. It’s an important factor that increases the odds of getting what you want.

Positioning/Controlling the negotiation: Look how far we’ve come. I see a positive outcome on the horizon.

  • Prior to starting the negotiation establish what will be discussed. That will determine the flow of the negotiation.
  • Set the agenda to discuss the items of greatest importance first. The other negotiator will have his priorities. So, be prepared to trade points to ensure you control the negotiation’s flow.
  • Determine which strategies and tactics are most appropriate for the type of negotiation you’ll engage in.

Reframing: That’s not what I meant.

  • Know when to reframe an offer. Sometimes people perceive offers differently from what was intended. If you sense that, reframe the offer. That will allow it to be viewed from a different perspective, which could make it more appealing.
  • To reframe an offer to make it more appealing, position it as a benefit to the other negotiator.

Pace: Change of pace alters a negotiation’s flow.

  • Bypass points of contention when you want to avoid them (e.g. Let’s come back to that later).
  • Negotiate slower or faster to increase or relieve anxiety or pressure when it’s to your advantage to do so.
  • Changing your pace of speech when making offers will impact their perception. If more time is required to have the importance of an offer appreciated, consider speaking slower. That will subliminally convey its importance.

Hope: The outcome doesn’t have to be bleak.

  • Brandish hope as an ally. Doing so will keep people engaged in the negotiation.
  • Take hope away when the other negotiator strays in the wrong direction. Your intent is to let him know that he’s engaged in a losing proposition.

Every negotiation you’ll be in will not be life and death. But the components above will be in every negotiation you’re in. Using them adeptly will enhance your probability of having a successful negotiation 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/

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

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

Do You Know When You Are On A Strong Peak?

 “Never view yourself as having peaked in life. There’ll always be other peaks to take you to higher points.” -Greg Williams, The Master Negotiator & Body Language Expert

Athletes know it, do you? Do You know when you are on a strong peak? A strong peak is different than a molehill. It’s when you are really at your best. It’s also important to distinguish when you’re at that point because to get there again, you must know how you achieved it.

Throughout our life, we peak and then we rest. During times of rest other occurrences beckon for our attention. Sometimes, instead of answering the call, we revel in our accomplishments and rightfully so. That’s not a bad thing. Because, during our respite, we re-energize ourselves, which prepares us for the conquering of our next summit.

It’s very important to note how we engage in the ups and downs that occur in our life. There are lessons of growth contained in those situations. One thing to remember is, when you’re down, you must get up. There’s always another peak waiting for you to conquer. When you’re up, know that it’s temporary. There will be higher peaks to reach.

The more you can use your mind to continuously strive to go higher in life, the higher you’ll go. Even when there appears to be a limit on your upward mobility, view it as being temporary. Until you die, you’ll always have the power to climb higher. Be you infirm, afflicted, or ridden by the doubt of self-disappointment, if you wish it to be and work hard enough to bring it to fruition, you can always climb to a higher point. Leap if you must from one peak to the other, that’s okay too. You’ll be seeking what awaits you at a higher level. Thus, dread not when you’re not at your strongest. Fear not when you’re encompassed by weakness. When you’re down, if you don’t give up, you’ll be able to climb up, up to higher heights … and everything will be right with the world.

What does this have to do with negotiations?

You’ll go through many mental peaks and valleys in a negotiation. When you sense you’re at a peak, note the offers, counteroffers, and strategies that served as your deliverer.

In every negotiation, you should be aware of where you and the other negotiator are mentally. Body language and other nonverbal signals will allow you to glean some insights (e.g. lack of sharpness, the way offers are viewed per what’s said, pondering too long, etc.). The point is, if you’re not alert, that might be an indicator that you’re not at a strong peak in the negotiation. Take heed of such positions. You’re more likely to make mistakes; the same is true of the other negotiator. There’s the opportunity for you to climb to a higher peak if the latter is true. But you’ll miss it if you don’t recognize the opportunity for the value it contains (i.e. knowing when you’re on a strong peak). Pay attention to such opportunities and greater rewards will await you at higher peaks.

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 Investing Management Marketing Negotiations Sales Skills Women In Business

Avoid Bias Mistakes – How to Negotiate Better

“Biases are motivators that move us to action. Be aware of those that serve you and those that don’t.” -Greg Williams, The Master Negotiator & Body Language Expert

Negotiator #1 – “I knew they’d back out of the deal. All of them negotiate like that.”

Negotiator #2 – “As I was negotiating with those guys, I knew I’d have to back out of the deal. They never negotiate fairly.”

In the above situation, neither negotiator was aware of their bias. The absence of that mindfulness brought unrecognized pressures on the negotiation. Each negotiator made mistakes because of it. It was also the reason the negotiation fell apart. Are you aware of your biases when you negotiate?

To negotiate better, note when you might possess the following bias mindset.

Cognitive:

These are biases that you’re aware of. They can easily slip your mind when you negotiate. It’s like breathing, automatic. The potential danger arises when you negotiate in an automatic mode and having this bias unknowingly directing your actions. To address it, be aware of what you’re aware of. Don’t shrug off a thought too lightly because you think you’ve addressed it. The more aware you are of how you feel, the better you’ll be at identifying why you feel a certain way.

Unconscious:

To be unconscious of anything is to be unaware of it. In a negotiation, when you’re unaware of a driving force, unconscious biases may be the source. To combat this possibility, note the source of your emotional sensations. Identify if you’re fearful, elated, expectant, or cautious. Then, note if it stems from a visual, kinesthetic, or auditory source. Doing that will sensitize your emotions to your state of mind. That will alert you to the realities of what’s motivating your action.

Culture:

It can be risky to lump everyone from the same culture into the same category. People are individuals with their own perspective of reality. The more you view someone as an individual, the greater the chance to see that person for the unique qualities they possess. Negotiating with them on that bases will enhance the opportunity to connect with them at their level. That will lead to better understandings about why they negotiate in a particular manner, while you help them obtain what they seek from the negotiation.

Bullying:

Some people bully others and some are just tough. Based on what you’ve experienced in life, you may deem someone a bully when negotiating. The person may just be a tough negotiator. There’s a difference in those personality types. Be very cautious about how you brand someone when negotiating. Because, the way you brand them will affect the way you view them, their actions, and the way you negotiate with them.

Confirmation:

We see what we expect to see. That affects our perception. Realize that your perception of reality won’t always be right. That should cause you to pause when you think, “I know he’s like ‘x’. Everyone in his group is just like that.” When making broad assumptions, be aware that anything which seemingly supports your beliefs may serve as confirmation about those beliefs. The truth may lie further from reality than you think. Don’t conflate like-appearing assumptions that should be thought separators.

The more you’re aware of the biases you carry into a negotiation, the less mental baggage you’ll have. Being aware of that fact and heightening it in the negotiation should lead you to 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/

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