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Game Theory Finite and Infinite – How to Be a Better Negotiator

“The perceptional difference between finite and infinite can belie your thinking. Always be aware of the one that’s serving you and the one that’s not.” -Greg Williams, The Master Negotiator & Body Language Expert

When we play games, we engage in the wonderment of possibilities. When seeking to negotiate better via game theory, the perspective you adopt determines how you’ll plan for the negotiation and how you should engage in it.

There’s a heavy degree of mathematics involved in game theory. Two aspects I relate to negotiations are the perspectives of finite and infinite propositions. The one you adopt should be determined on the type of negotiator you’re negotiating against and how quickly you or he seeks an outcome.

Finite Negotiating:

Finite negotiations have fixed rules that both negotiators generally agree to. The negotiators may stray slightly outside of the boundaries but they’ll come inbounds in an effort not to have the boundaries expand beyond manageability.

Finite negotiations are good when seeking rigidity in a negotiation. There’s an approximate start and end time/date for the negotiation. Rules that dictate how the negotiators will engage in the negotiation must be established, too. Those rules should be rigid enough to maintain control of the negotiation and endowed with enough flexibility to overcome impasses.

Infinite Negotiating:

Infinite negotiations do not have specified end dates. They have mile-markers denoting deliverables at points in the negotiation. The negotiation itself is without hard rules. Thus, the negotiators know that either can change the rules; if not stated, it should be, so everyone understands the rule(s) of the negotiation.

An infinite approach to negotiating takes into consideration how either negotiator might advantage himself by altering the rules of the negotiation. Knowing that the negotiation doesn’t have a set end date means that each of them must consider long-term strategies. That also implies that the negotiation may encounter the changing of negotiators on both sides. This may occur a multiple number of times.

Finite Vs. Infinite Negotiation Strategy:

A finite strategy in a negotiation might entail negotiating with a major supplier, one that provides supplies to you and your competition. To get the best deal, so you can offer your product to the consumer at a lower price, you might make substantially larger purchases from that supplier than your competitor does in hopes of enticing the supplier to give you the best deal.

With an infinite negotiation strategy, you might start off adopting the same position as outlined with the finite strategy. The strategies then differ at the point when you decide that you’re occupying such a large share of the supplier’s business that you begin to dictate better prices than what you received with the finite strategy. At some point, you may even consider buying the supplier’s business or crating a business that competes against the supplier. In so doing, you’re aiming each maneuver at the competitor that you started the original negotiation with. The infinite approach becomes the longer activity you use to deal with your competitor.

Finale:

As the case in most negotiations, in game theory, a negotiator should negotiate from the assumption that the opposing negotiator will do whatever he can to maximize the outcome in his favor; you should view trust as a vestige virgin. Be prepared to thwart his efforts wherever possible. Thus, even when negotiating from a finite position, be ready to shift to an infinite style of negotiation. By doing so, you’ll prime yourself for a long-term negotiation, one in which you’ll have greater control throughout it no matter what course the negotiation adopts … 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/

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

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Aha – What Just Happened?

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

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

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

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

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

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

What does this have to do with negotiations?

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

Keep an open mind.

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

What’s that background noise?

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

Change environments. 

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

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

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

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

Remember, you’re always negotiating!

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

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

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

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How to Uncover More Hidden Value Opportunities When Negotiating

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

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

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

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

Objective:

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

Hidden Value:

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

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

Know the Needs:

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

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

Remember, you’re always negotiating!

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

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

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

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You’re Always Negotiating

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

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

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

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

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

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

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

What does this have to do with negotiations?

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

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

Remember, you’re always negotiating!

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

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

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

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

How to be More Powerful When You Negotiate

“Don’t let your obsession with imperfection deposit your dreams in the graveyard of despair.” -Greg Williams, The Master Negotiator & Body Language Expert

“Wow! That was a fantastic negotiation! It’s almost like you had him dancing on a string. How did you learn to become such a powerful negotiator?” Those were the admiring sentiments bestowed on a senior member of a negotiation team by his junior.

Do you know how to be more powerful when you negotiate? There are strategies and techniques you can employ to accomplish that goal. Discover how to implement the following strategies in your negotiations and you’ll become more powerful when you negotiate, too.

Pre-Negotiation:

  • Planning

In every negotiation, your degree of planning determines your degree of success. In your planning stage, think about the strategies you’ll implement and what might cause them to become altered during the negotiation. Consider how you might challenge the opposing negotiator to make him alter his strategy too; the purpose is to get him off his game plan so that he’ll be more susceptible to following your lead. To do this, compile alternative strategies that allow you the flexibility to adapt to unexpected challenges. That’ll help you prioritize their possibility.

  • Practice

It’s stated that practice makes perfect. That’s a half-truth because imperfect practice will only serve to make you more imperfect.

To enhance the possibility that you’ll have a winning negotiation outcome, practice implementing your plan. When possible, practice with individuals that possess skills comparable to the opposing negotiator(s). Attune your attention to things you’d not considered and modify your plan accordingly.

Conflation:

Always be aware of how you arrive at your decisions. In your thought process, don’t conflate disparate situations. If you do, be aware that you’re doing so and why.

By accepting conflated dissimilar information as being valid, you might lend more credence than what’s warranted to the skill level of the other negotiator. That will cause you to negotiate differently than if you’d not assigned him such benefits.

As an example, don’t over inflate your opponent’s skills, just because he’s negotiated multi-million-dollar deals. That doesn’t mean he can out negotiate you in your current situation. Don’t disadvantage yourself by thinking he can.

Mental Agility:

  • Mindset

When considering the mindset you’ll adopt for a negotiation, consider the style and type of negotiator you’ll compete against. Consider the demeanor and mindset you’ll adopt to negotiate with that type of negotiator (i.e. soft, middle, hard). In considering the demeanor you’ll adopt, view yourself as being worthy to negotiate with your counterpart and project the image.

  • Subconscious

Your subconscious mind speaks. Do you know what it’s saying when it does? Pay close attention to the feelings and intuitions you have during a negotiation. In some cases, those feelings will emerge from subconscious thoughts you’re having. That might stem from micro expressions your sensing (Note: Micro expressions last for less than one second. They’re insights that reveal the unrevealed thoughts of someone.)

Reading Body Language:

When deciphering body language, you must establish a baseline to compare to. You can establish the baseline of the other negotiator by observing gestures he emits in non-stressful environments. Look for gestures that indicate his happiness (i.e. the degree of felicity), sadness (i.e. stooped shoulders, down-turned face), indecisiveness (i.e. hand to forehead, slight erratic movement). If you can’t establish his baseline, due to whatever prevents you from doing so, compare his actions in the negotiation to what’s normal in such situations. Once you establish that baseline, you can use it to compare his future actions/reactions.

In every negotiation, there are advantages to be had. If you know how to enhance those advantages by the strategies you implement, you’ll have a greater chance of 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/

#Power #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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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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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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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/

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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/

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