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Tag: How to win negotiations

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

How to Get More Hidden Secrets When Negotiating

“To uncover hidden secrets, get others to disclose them. The real secret is knowing how to entice them to do that.” -Greg Williams, The Master Negotiator & Body Language Expert

“Why were you blathering in there? You disclosed our secrets!” Such were the words of one exasperated negotiator to her team member.

When was the last time you disclosed too much information? Were you aware of doing that? The methods good negotiators use can expose hidden secrets. They know how to silently probe your mind and get you to divulge those secrets when negotiating.

Continue reading to discover what those techniques are, how you can use them, and how you can prevent them from being employed against you.

1. Broad Perspective

Begin your hidden interrogation by speaking from a very broad perspective; I’m talking about ‘side of the barn broad’. The intent is to arouse suspicion that you might be on to something greater than what you’re portraying. Hang just enough bait to get the other negotiator talking. Note what he talks about, how he does it, and any mood and/or body language alterations that occur as he’s speaking. Look for displays of calmness versus tension. 

2. Known Unknowns

Consider citing unknown knowns. Cite information the other negotiator doesn’t think you have. You’ll get his attention. Enhance this ploy by making proclamations that are slightly off the mark. That will loosen his tongue. Observe what that tongue divulges. Even if you think it’s the truth, state otherwise. Note the degree that he’s consistent and convincing. Repeat this process if his words remain suspect.

3. Images and Words

While engaging in the negotiation, invoke conjured thoughts from the images your words create. The effectiveness of this ploy will appear in glazed eyes, him retreating into a dazed like state or one in which he’s melancholia. During that state, pose probing questions to uncover hidden secrets. You should know what questions to ask based on what you suspect is undisclosed.

4. Pattern Interrupts

Introduce confusion into the negotiation by saying or doing something unexpectedly; for the best effect create an impression that’s random. The purpose is to jolt his mind away from his current thoughts and instead focus on something that’s superfluous. Then, ask him to resume where he left off. No matter what he says, provide your assessment of what you thought he was saying before the interruption occurred. Present a perspective that’s aligned with an outcome you’re seeking. Watch what he says in response and how he says it (i.e. lean away/look to the side = putting distance from himself and your words, focusing his eyes on you/leaning towards you = aligned with the intent of his words). Based on your assessment, challenge him with your version of the story and observe how he reacts. If he alters his position, even slightly, you’ll be at the threshold of hidden information.

5. Pace/Sounds

Sounds and the deepness/richness or lack of can lead to different thought processes. Seek to understand the sounds and pace that move your negotiation counterpart to experience different thoughts. Then, employ those sounds as your assistant to uncover deeper/hidden thoughts; you should also consider using a cacophony of sounds to disrupt her current thought process.

If she’s stymied in thought, use the ‘universal focus’ or ‘infinite depth of field’ approach to assist her in liberating those thoughts (Note: In some movies, multiple scenarios occur simultaneously. The viewer decides which one to focus on.) Observe the one she chooses and assess the degree of hidden information that’s contained in that choice.

In your very next negotiation, attempt to uncover hidden information by utilizing the above strategies. You’ll be amazed at what you uncover … 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/

#secrets #hiddensecrets #Mistakes #Fight #Negativity #cyber, cyberbullying #Management #SmallBusiness #Money #Negotiating #combat #negotiatingwithabully #bully #bullies #bullying #Negotiations #PersonalDevelopment #HandlingObjections #Negotiator #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #NegotiationPsychology

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

Beware of the 7 Most Deadly Mistakes Negotiators Make

“People that make deadly mistakes will eventually be befallen by them.” -Greg Williams, The Master Negotiator & Body Language Expert

To win more negotiations, you must #beware of the 7 most #deadly #mistakes that #negotiators make when #negotiating. To ignore these deadly mistakes is to negotiate at your peril.

1. They omit planning stage of negotiation

There’s value in preparing for a negotiation. You get to experience what might occur during the negotiation which prepares you for that circumstance. Inexperienced negotiators rush to a negotiation without considering the complexities that might occur. That leaves them exposed and vulnerable to chance.

  1. In this process, consider what a winning strategy might be for you and the other negotiator.
  2. Consider how you’ll get back on track if you find yourself off of it.
  3. Consider what you’ll disclose, along with how you’ll do it, and what you’ll settle for (Note: In some cases, talking less can enhance your position. It’ll allow you to gain more insight).
  4. Control emotions – Assess how you’ll act/react if certain proposals are offered. Be mindful of offering ultimatums. They can be the death knell of a negotiation.

2. They don’t position themselves properly

In every negotiation, the way you’re viewed will determine how the other negotiator engages you. Thus, if you position yourself as someone that reflects the other negotiator’s style, he’ll perceive you as more of an equal.

  1. Part of the positioning process entails building relationships.
  2. Consider the degree of confidence you’ll display (too much and he may perceive you as overbearing, too little and he may perceive you as being weak).

3. They don’t consider the opposing style the other negotiator might use

Negotiators use different styles when negotiating. Know what style the other negotiator might use during your negotiation. Be mindful that good negotiators alter their style based on circumstances.

  1. Hard style negotiator (i.e. I don’t give a darn about what you want; this is a zero-sum negotiation.)
  2. Soft style negotiator (i.e. can’t we all just get along?)
  3. Bully – Be wary of the negotiator that attempts to bully you. Note the difference in his characteristics from the hard style of negotiator. He’ll be more brisk, non-caring, rude, and demeaning.

4. They fail to create exit points in the negotiation

They’ll be times when a negotiation will not go as expected. To offset lingering longer than necessary, set points to exit the negotiation based on circumstances.

  1. Example, if the other negotiator becomes belligerent about a point that creates an impasse, consider exiting the negotiation.
  2. State that the time appears not to be right to continue the negotiation and prepare to exit.
  3. Note any demeanor changes in the other negotiator. If it changes for the better, you will have conveyed that he strayed too far.

5. They don’t read or understand body language

Body language and nonverbal clues add or detract from what’s said. Learn to discern hidden meanings to gain insight into the mental thought process that’s occurring in the mind of the other negotiator.

6. They’re not aware of value

Value can expose itself in many forms. It doesn’t have to be monetary. The more you’re aware of the other negotiator’s value proposition (i.e. what he wants from the negotiation and why), the greater the opportunity to get what you want by giving him what he’s seeking.

7. They fail to perform negotiation postmortems

There’s a richness of knowledge in performing a negotiation postmortem. You can gather insights into what occurred compared to what you thought would occur. From those insights, you can learn greater negotiation skills and become a better negotiator.

When negotiating, always beware of the 7 most deadly mistakes that negotiators make. If you avoid these mistakes, your reward will display itself in more winning and easier 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/

#Mistakes  #Fight #Negativity #cyber, cyberbullying #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

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

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There’s Hidden Value in the ‘Nice Factor’ When Negotiating

“The hidden value of the nice factor is exposed by reciprocation.” -Greg Williams, The Master Negotiator & Body Language Expert

“I don’t know why I made those concessions. The other negotiator was so nice! Something made me want to be nice in return.” Unbeknownst to the speaker of those words, subliminally, he was affected by the nice factor.

Have you ever considered the hidden value of the nice factor when negotiating? Being nice is perceptional, depending on who you’re negotiating with. Nevertheless, it has a place at some point in every negotiation.

The following are ways you can deploy the settle ally of the nice factor to enrich your negotiation outcomes.

Positioning:

Negotiators set the tone for the negotiation at its outset. Note: The outset starts before you’re at the negotiation table. They may set a tone to suggest you should not take them lightly or one that implies they’ll go along to get along.

Some negotiators project a stern persona to convey the sentiment that they’re not to be dallied with; this persona can also be invoked to protect the veneer of insecurity. That’s worth mentioning because you should be watchful and asses if such a demeanor serves that purpose. That can uncover the personality type that you’re really dealing with.

In some cases, a stern type of projected positioning is advantageous. But, if you don’t consider the negotiation style of your negotiation counterpart, it can be the uncoupling of the negotiation before it starts. Thus, you should be mindful of the persona you project at the beginning stages and throughout a negotiation. You don’t want to turn the other negotiator into a more abstinent opponent if he’s not already one. If such occurs, attempt to mollify him by modifying your demeanor. Be nicer.

Soft Negotiators:

Soft negotiators will display their demeanor by presenting a broad smile upon meeting you and a handshake that is appropriate for the encounter (i.e. not too hard, not too soft). As you engage in the negotiation, assess to what degree this may be a façade. You can accomplish that by noting the slight changes in her personality when discussing points of disagreements. If she’s quick to placate you, make sure you let her win points, too. Doing that will enhance the nice factor.

Hard Negotiators:

Hard negotiators may present more of a challenge when attempting to invoke the nice factor. Depending on the degree of their hardness, moderate to obnoxious, the nice factor may not be appropriate. Instead, you may want to adopt a persona that matches the style of the other negotiator to get him to modify his demeanor. If he does, at that point you may consider implementing the nice factor. Depending on the severity of his modification, being nice can serve as his reward.

Negotiation Reset:

Most negotiators don’t like strong tensions in a negotiation. When tensions reach a certain level, negotiators tend to be more dogmatic about the positions they’ve adopted. So, if you find yourself in such a contention, consider employing the nice factor. This may be in the form of making a concession. If you’re not sure if doing that will ease tensions, preface your offer with an ‘if’ statement (e.g. If I do this, will you do ‘x’?). The point of using the nice factor at this point will be an attempt to reset the negotiation to a less pretentious position.

The more positive the experiential endowment you invoke within the other negotiator, the easier the flow of the negotiation will be. That will lend itself to an enhanced negotiation engagement, which in turn should lead to a greater negotiation outcome for 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/

#Value #factor #Fight #Negativity #cyber, cyberbullying #Management #SmallBusiness #Money #Negotiating #combat #negotiatingwithabully #bully #bullies #bullying #Negotiations #PersonalDevelopment #HandlingObjections #Negotiator #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #NegotiationPsychology

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What’s the Difference Between a Lie and the Truth?

“A lie is only believable if you accept it.” -Greg Williams, The Master Negotiator & Body Language Expert

Person 1: “I could tell he was lying.” Person 2: ‘How?” Person 1: “Because his words were unbelievable!” Person 2: “I missed that.”

Do you know the difference between a lie and the truth? It’s the degree to which you believe either. Let me explain.

As you’re hearing something, you assess to what degree it may be true; in part, that’s based on what you’ve known to be true from your past experiences. You continue to assess the believability of something the more you hear of it. You wonder to what degree the truth is stretched, at the point when words become suspect. As you continue to listen, once they’re stretched past your point of believability, you then consider the words to be lies.

Intellectually you may be aware of the process stated above. But, do you raise your sense of awareness to recognize the thought process you’re engaged in when it’s occurring? It’s important that you do so. In doing so, you raise your sense of consciousness to what’s said, which means you may become alert to prior passages that you overlooked. That also means, you may have allowed lies to go unchallenged, which emboldens its purveyor to continue lying.

There’s a thin line between a lie and the truth. Sometimes, it’s thinner based on who’s telling the story and who the listener is. To protect yourself in interactions with others, note what’s said, when it’s said, and the environment in which it’s said. In doing so, you’ll gain greater insight into the motivation behind when and why words part from the truth. That will also be the point when your sense of keenness insulates you from the mental depravity that occurs when one is falsely led by lies. You’ll truly be protecting yourself from mental anguish … and everything will be right with the world.

What does this have to do with negotiations? 

Most negotiators will misrepresent the truth during negotiations. It’s a fact and if you don’t think it occurs you’re being pollyannaish. Recognize that for what it’s worth.

Consider this, if a negotiator completely disclosed his circumstances, he’d expose his vulnerability and weaken his position. Thus, to prevent that from occurring, he’ll withhold aspects of his position to enhance his outcome. He’ll stretch the truth to accomplish that means. By noting his stretch point, you gain insight into his source of motivation. That will lend insight into the importance of the point. You can hone that insight to create discomfort for him. Do so and observe how quickly he wants to move from away from that discomfort. As an aside, the more he wants to move from that point, the more angst he’ll be displaying about his uncomfortableness.

It’s said that all lies are born from truth. That means a lie is only a lie to the degree that the people involved believe it to be. In your negotiations, understand the purpose that a lie serves and you’ll have greater insight as to where the truth lies.

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/

#Emotion #Lies #Business #SmallBusiness #Negotiation #NegotiatingWithABully #Power #Perception #EmotionalControl #relationships #liars #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions

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How to Prevent from Being Slaughtered When You Negotiate

“You set yourself up to be slaughtered in a negotiation if you don’t set yourself up right.” –Greg Williams, The Master Negotiator & Body Language Expert

“What the heck happened in there? They slaughtered us! They out-negotiated us at every turn! Why did we not see that coming?” “I guess we didn’t plan for that type of negotiation with that type of negotiator”, was the reply.

People engage in negotiations because they seek to maximize an outcome. In that quest, some people lose their focus. They use the same negotiation strategies they’ve used in the past and wonder why they get slaughtered when those strategies are no longer effective. To prevent that from happening to you, note the following.

Positioning

Environment: Know what the best environment is to conduct your negotiation in. That environment may encompass doing so in writing, or phone, versus in person. There are different dynamics that come into play when negotiating in different environments. Know the environment that will most benefit your style of negotiating compared to the negotiation style of the opposing negotiator.

Perception: Everyone has an image of who the person is that they’re negotiating with. That persona is based in part on what the perceiver knows about the other negotiator; that stems from what the perceiver has seen, heard, and thought of that person in the past.

Project the persona warranted for the negotiation. Take into consideration the negotiation style of the opposing negotiator in your calculation (i.e. hard (I’ll crush you), soft (I’ll go along to get along)). The perception you cast and how you perceive the other negotiator will determine the flow of the negotiation. To prevent being caught off guard, about your perception of the other negotiator and him of you, be adaptable as to the persona you project.

Strategy

Entity: Know who you’re really dealing with (i.e. what force and sources motivates the other negotiator). Consider how he interprets information and how best to message that information related to the messenger (i.e. your persona). Your message may be received more favorably with one persona based on how that persona is perceived.

Leverage: When assembling strategies, assess how you’ll employ the powers of leverage. Leverage is a tool that can embolden you with positional power (i.e. power you have for a specified time), which can improve your negotiation position. Be cautious of how you use leverage. If you state you’ll engage in an action and don’t follow through, not only will you lose the ability to invoke leverage further in the negotiation, you also run the risk of losing credibility.

End Game

What’s your end game and how will you know when you’ve entered it? You should develop the answers to those questions during the planning phase of your negotiation. The plan should encompass what might trigger the end game phase of the negotiation, how you might promote it to occur if it’s lagging, and what you might do to terminate the negotiation if you discern that your efforts will not get you there.

By having markers denoting possible exit points from a negotiation, you lessen the possibility of staying engaged longer than what’s necessary; staying engaged longer increases your vulnerability by making unnecessary concessions.

Once you arm yourself with the thoughts mentioned above, you’ll insulate yourself from the brutality that could otherwise occur. That insulation will also be a shield that prevents you from being slaughtered in your 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/

#slaughter #Fight #Negativity #cyber, cyberbullying #Management #SmallBusiness #Money #Negotiating #combat #negotiatingwithabully #bully #bullies #bullying #Negotiations #PersonalDevelopment #HandlingObjections #Negotiator #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #NegotiationPsychology

 

 

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What Emotional Currency Do You Accept?

“Emotional currency is the exchange we engage in when seeking self-satisfaction.” -Greg Williams, The Master Negotiator & Body Language Expert

“I was just promoted and received the title of ‘Junior Assistant’ in the PR department. I don’t care if others in the department with my skill set are making $13k more than me. I’m a ‘Junior Assistant’!”

Those were the words of a very jubilant individual that was more satisfied with a title than money. His fulfillment came from the emotional currency he’d received that made him feel complete.

What emotional currency do you accept when seeking to placate your needs and wants? The more you’re aware of how and when emotional currency moves you, the greater the chance you’ll have to control the degree of your acceptance of it.

Emotional currency can come in many forms. It can be in the form of a raise; you have more money and thus, you feel better about yourself due to your new financial status. It can stem from acceptance of you by a group or others; you feel wanted. It’s also born from the elevation of your mental wellbeing as the result of how you see yourself. It can also be a manipulator used against you.

So, why should you be aware of the emotional currency you accept and when you accept it? The answer lies in what you’ll do to obtain it based on the circumstances you’re in. A moment ago, I stated that emotional currency can be a tool of manipulation. That means, when you’re emotionally depressed, you’re more likely to leap at the opportunity to enhance your emotional state of mind; a high state of emotional satisfaction is something that everyone seeks. All of us should know our limits so that we don’t merge into a limitless desire to obtain what we need. Plus, the more attuned you are to your emotional needs, the better you’ll be at making decisions that are beneficial to your long-term wellbeing.

You’ve more than likely heard the statement, ‘get a grip’. That means you should control your desires. Once you raise your awareness about the emotional currency you deal in, and the sources from which it’s refilled, you’ll be more mindful of determining the sources you’ll allow to replenish your needs … and everything will be right with the world.

What does this have to do with negotiations? 

In a negotiation, value is perceptional. That perception is based on where you are in the moment of the negotiation. If someone attempts to assuage your feelings by telling you how great a negotiator you are, depending on your emotional state of mind, that compliment may be all it takes to take you for all you have.

Be keenly alert when someone begins to heap praise upon you during a negotiation, especially if it seems to appear out of nowhere. More than likely it’s a ploy to enhance your emotional currency. The real thought may belie the exact opposite of the compliment that’s used to mollify you. To keep from being ‘played like a chump’, accept compliments given to you, but don’t let them deter you from your goals of achieving what you want. Be steadfast in your quest and see what becomes of the compliments. Therein will lie the uncovering of their real intent.

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 Culture Entrepreneurship Human Resources Management Marketing Negotiations Sales Skills Women In Business

How To Fight The Negativity Of Cyberbullying

“Cyberbully – A person that seeks power by hiding behind the cloak of anonymity due to his cowardness to confront others head-on. Or, someone too weak in personality that it causes him to seek pleasure by denigrating others.” -Greg Williams, The Master Negotiator & Body Language Expert

“He constantly picked on me by posting untruthful things that he said I engaged in. Then, he made unflattering comments about my mother. I found that of particular distaste.”

You may have thought the words above stemmed from two friends in their teens. The statement did come from two friends, but they were CEOs of major corporations. They were discussing the cyberbullying effects targeted against one of the CEOs in cyberspace.

Anyone can come under attack in cyberspace. The reasons for such don’t have to be valid. Do you know how to fight the negativity of cyberbullying? Continue reading this article to gather a few tips that you can use to combat a cyberbully.

Prevention:

Keep your guard up.

Be on the alert for those that might attack you. Some will do so because of the assets they perceive you to have. They may also do so because of the industry your business is in, your ethnicity and/or gender. Some people may just be mentally challenged, which causes them to seek out a target to bully.

None of this is to say that you should become paranoid. It simply means that you should be alert about how and why someone might attack you in cyberspace.

Turn yourself into a small target.

Know that some people engage in cyberbullying for pleasure. Others may do so as the prelude to extortion; extortion can be in the form of gaining leverage to achieve a goal, especially when negotiating.

To thwart a bully’s efforts, turn yourself into a small target. Don’t flaunt your assets in the manner that would attract and invite a possible attack. If you become a victim, keep a prepared set of documents that show you may not have what the bully wants. To do this, you must know what his ultimate goal is. You don’t want him to turn your perceived lack of assets against you and use that to enhance his position. Remember, it’s harder to hit a small target, but you must know what to morph that target into before it can be effective.

Fighting back:

Why me?

Bullies tend to target those persons or entities that they sense as being vulnerable. So, project strength when responding to the bully. You can do this by having others come to your defense and responding on your behalf. You can also respond by hitting the bully where he’s most vulnerable; it’s obvious that you’ll have to know his vulnerabilities to do this, which may require research.

I used the above strategy in an online forum in which someone attempted to bully others in the group. I asked the group if anyone knew that the bully had done the same thing in other groups. Someone said they did and that individual took the bully head-on. The bully retreated and was never heard from again. As an aside, I and the cohort that I used to fight the bully had already discussed this tactic before my ally engaged him. The bully had perpetrated the same tactics in a different forum that my ally and I were in.

Depending on the severity of the cyberbullying, you can get law officials involved, private detectives, etc. Regardless of the countermeasures you engage in, use them strongly enough to arrest the bully’s activities. Crush his will to engage you further so he dares not return to his former activities against 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/

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