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Tag: Perception

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Best Practices Entrepreneurship Management Marketing Negotiations Sales Skills Women In Business

After That, Then What?

“Action without thought is like a squirrel driving a car. It’s nonsensical.” -Greg Williams, The Master Negotiator & Body Language Expert

Why did you do that? Were you aware of what you were doing? Those may be the questions that others ask you when you’ve engaged in senseless behavior. Most of the time the answer to the questions are, I don’t know; I guess I wasn’t thinking. To avoid senseless behavior ask yourself, after that, then what.

Thinking ahead:

Before you engage in activities, do you think of the consequences that might occur as the result of those actions? Most people are aware that there’s a reaction for every action. Some people forget that truism. And, sometimes forgetting it leads to unexpected circumstances. Don’t let that happen to you. Before engaging in a deed, to be more aware of what might happen after it, during the decision-making process, ask yourself, after that, then what.

Understanding your mindset:

At different stages of the day, your decision-making process shifts. That’s because, as things happen throughout the day, the accumulation of the day’s activities causes you to alter your perspective. As an example, if someone has angered or vehemently challenged you about a point, you’ll be more likely to refudiate someone else that attempts to convey the same sentiment. Thus, you should always be aware of the mindset you possess when making decisions and what has occurred to influence your thoughts.

Timing:

When considering, after that, then what, be thoughtful about the timing of your decisions. Sometimes, you’ll have the power to bring your decision to fruition at that moment, other times you won’t. Thus, depending on the importance of the decision, it may behoove you to delay its implementation until a more favorable time.

Remember, decisions have two spectrums, haste makes waste and, he who waits too long loses opportunities. Thus, it may befit you to balance those spectrums on the pendulum of time.

If you want to avoid taking two steps forward and one step back in your life, before engaging in a decision, make sure you engage in, after that, then what thinking. Your decision will lead to an action. That action will lead in one direction versus another. If you don’t want to find yourself in a desolate place tomorrow, be more aware of the decisions you make today … and everything will be right with the world.

What does this have to do with negotiations?

Sometimes, offers and counteroffers flow quickly during a negotiation. Quick responses can lead to unwanted positions and disadvantage your standing. To sustain your negotiation efforts and enhance your chances of having a winning outcome, be mindful of where every concession and offer may lead. If you’re astute, you can use the, ‘answering a question with a question’ tactic to gain information (e.g. what do you mean? what do you think I mean?). That’s also a tactic you can employ to slow the other negotiator’s attacks when he’s bombarding you with questions. To insulate yourself even more from his bombarding, ask yourself, after that, then what.

Suffice it to say, when you’re in the heat of a negotiation, the way to ensure that you don’t act too hastily is to always ask, after that, then what. Doing that will lessen the chances of you wandering into a negotiation minefield. It will also allow you to maintain greater control of the other negotiator, yourself, and the negotiation.

Remember, you’re always negotiating!

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

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

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

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Human Resources Management Marketing Negotiations Sales Skills Women In Business

Who’s Blocking Your Sun?

“When your sun is being blocked, move.” – Greg Williams, The Master Negotiator & Body Language Expert

Life is going along nicely for you and then something happens. The sun that has been brightening and serving as a source of warmth in your life is suddenly gone. It’s then that you wonder, who’s blocking your sun.

The blocking of your sun is a metaphor for anything or anyone that disturbs the calm, the flow of success, or state of near bliss that you’re experiencing. Disruption occurs in everyone’s life. It’s what you do during such times that will determine what occurs next in your life.

So, what do you do when someone disrupts your life, block your sun? At what point do you begin to create strategies to alleviate the growing concern about needing to change the direction of your life?

Here are a few signs that might alert you to a coming eclipse, the blocking of your sun.

  • Your life appears to be perfect, or at least as perfect as it has been for some time. You begin to think, “I know what comes next. Things are too good. Bad times must be ahead.”
  • “I can’t believe I just got that promotion, that raise, that client! These are fantastic times. I’d better enjoy this while it last. Before long, I’ll be back in the hunt for the joy I’m experiencing.”
  • How about this one – “I can’t believe things aren’t getting better. How much longer can I stand this?”

In every situation above, your thoughts led to the perception that things were going to change. Even when you question how long a bad situation was going to last, your thoughts were exploring the possibility of calamitous times ahead.

Here’s the point. Your thoughts lead to your actions. Thus, what you focus on becomes the driving force that determines the direction you’ll take in your life. So, if you focus on negative occurrences, you shouldn’t be surprised when negative things occur in your life. After all, you’re the one that summoned them.

When you’re unsure of an outcome, focus on the positive aspect. Since you don’t know what that outcome might be, focusing on the possibility of it being positive will relieve the degree of stress that might occur from focusing on the negative aspect of it. Sure, you should consider the possibility of a negative outcome. Prepare for it but don’t dwell on it. Once you’ve prepared a plan, move on. Let your mind rest in peace knowing that you’re ready for what might come your way.

Someone or something will always attempt to block your sun. But you don’t have to support the effort. Keep a strong mind with a strong mental disposition and even when the clouds start to gather, you’ll have the mental fortitude to turn those gray skies to blue. You’ll prevent your sun from being blocked … and everything will be right with the world.

What does this have to do with negotiations? 

Unanticipated challenges occur in every negotiation. When that happens, don’t fret. Even if you’ve prepared for the unexpected and the unexpected occurs, don’t fret. Worst-case scenario, call a time out; get away from the negotiation table. There’s a lesson to learn. That lesson will be of benefit in the future. By adopting that mindset, you should be able to allay your emotional state of mind. That should lead you back to a more rational thought process. In so doing, it will lead you to a path of clearer thinking.

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/

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

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

Are You Being Manipulated?

“Manipulation is a means to an end. If you don’t like what may lie at that end, control the means.” -Greg Williams, The Master Negotiator & Body Language Expert

Everyone’s manipulated. Are you aware when it happens to you? If you know when it’s occurring, how does it feel? Sometimes, when people knowingly allow others to manipulate them, their mind becomes susceptible to being tranquil. Without knowing it, they become more vulnerable to manipulation. Are you aware when you’re in such a state?

“She said she was waiting for me. So, I sped up and a cop stopped me for speeding. When I arrived at the meeting location, I discovered she wasn’t there. She wanted me to think she’d arrived. I realized she’d manipulated me. The cost of that manipulation could have been a speeding ticket had the officer given me one; fortunately, he let me go with a warning.” Those were the solemn words of an account manager to his business associates about how he’d been manipulated.

Every day of your life, you’re manipulated. To control the degree that you’re manipulated, take note …

The degree of manipulation:

The more desperate someone becomes to reach a goal, the more irrational their efforts may appear to obtain it. Note the ratcheting degree of their efforts. Heightened attempts to manipulate you may occur during such times. If someone appears to border on irrationality, intensify your sense of awareness. It’s also the time that you might be most vulnerable to being manipulated, due to a proposal appearing too good to be true. Raise your guard higher and be mindful of your thought process during such times to ward off manipulative tactics.

Understand the intent of manipulation:

There are different forms of manipulation. Thus, the word ‘manipulate’ does not necessarily have to convey a negative sentiment. There are good forms of manipulation (e.g. keeping you from harm’s way). Thus, you should assess if the attempt to manipulate you is for your betterment or detriment.

If attempts to improve your plight are made through disguised means, you should be aware of such tactics even though they’re not as potentially damaging as those that might be applied for nefarious purposes. The point is, someone is still attempting to manipulate you, which means they’re trying to control you. For better or worse, you should always maintain control of yourself. Even if you wish to relinquish control, you’re the one in control of that decision.

The greater your understanding of someone’s manipulation intent, the more understanding you’ll possess about the efforts and where such is attempting to lead you. If you don’t wish to go there, don’t allow the manipulation to continue.

Someone attempts to manipulate you every day. You can control their efforts by controlling yourself. Once you do, you’ll exert greater control over your life … and everything will be right with the world.

What does this have to do with negotiations? 

Manipulation occurs in every negotiation. You and the opposing negotiator engage in it to alter the other’s perspective. The more insight you have about his goal for the negotiation and the strategies he might employ to obtain it, the greater insight you’ll have about the manipulative tactics he’ll employ to reach it. That will give you a mental form of protection, which should allow you to be more understanding of how to control his efforts. In so doing, keep your emotions in check. That’ll lead you to even greater control of the negotiation. To control your emotions, remember, you’re attempting to do the same thing to him that he’s attempting to do to you.

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/

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

 

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

How Do You View Your Time?

“The agency of time is an equal factor for everyone. To maximize time, be wise about how you view and use it.” -Greg Williams, The Master Negotiator & Body Language Expert

What’s your experience with time? How do you view it? Why is it that time appears to move slowly and at other times it appears to move much faster? There’s no secret about the answer. It’s what you do with your time and the perspective you have of it that makes it appear to pulsate.

This will take forever:

Have you observed how long a task takes when you think it’s going to take a longtime? Sometimes, it doesn’t take as long as you expected. When completed, you feel good and think, that didn’t take that long after all. More then likely, you feel good about your accomplishment and the perspective you have of time.

At other times, the task takes significantly longer than anticipated. You encounter impediments that you’d not considered. You become frustrated! In some cases, you pursue the task to completion. At other times, you surrender to what you perceive to be inevitable and throw in the towel.

What’s the end differences? The differences lie in the perception you had before you engaged in the task, what you experienced while addressing it and its outcome. Be mindful of that because it’ll shape your outlook when assessing future task.

I’m stuck:

Do You find yourself doing the same things repeatedly because you’re constantly relearning the same lessons? Do you see your goals moving further away as you attempt to achieve them? For you, time may seem to be a whirling mass that’s sucking you into a vortex. You’re in a rut!

Consider how you might improve your plight and develop a plan to do so. Then, engage your plan and observe the benefits derived from it. If they don’t meet your expectations, modify the plan. Be mindful of how you’re viewing the time spent when doing so. That will impact the view you have about your degree of success.

In the zone:

When you experience happiness, you experience the sensation of euphoria. When you experience prolonged happiness, that transcends into a higher sense of euphoria. It’s likened to being ‘in the zone’, a mental place that eclipses the limits of thought and time. What do you do to experience that sensation? Note what it is and when it occurs, because the more you replicate it, the more improved you’ll become. And, you’ll have a better perspective of what you’re doing with your time.

As you engage in your endeavors, consider how you view the usage of your time. If you note what makes you feel better, versus worse about its usage, you will begin to summit to the pinnacle of utilizing your time better, while feeling better about its usage. That will lead you to experience a higher sense of fulfillment … and everything will be right with the world.

What does this have to do with negotiations?

How you view the usage of time in a negotiation will impact the strategies you employ and how those strategies are rebutted by the opposing negotiator. If you view time to be short, you’ll take more drastic measures to get to the end point. That could cause the other negotiator to heighten his sense of time and both of you could find yourselves in a rushed position. That could lead to a calamitous negotiation.

Always be aware of how you view your time and maximize its usage to perceive it as being most beneficial to your cause.

Remember, you’re always negotiating!

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

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

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

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

What Do You Fear?

“Fear will masquerade as truth until it’s unmasked”. -Greg Williams, The Master Negotiator & Body Language Expert

Do you know what you’re most fearful of and why? Does fear debilitate you when you’d rather be less susceptible to it? When you find yourself in the clutches of fear, you need to know how to escape it. If not, it will leave you imprisoned and entrapped in a web of despair.

Consider the following the next time you feel fear sneaking up on you.

Inner Child:

There were lyrics to a song that went – ‘little child, running wild …’. All of us carry our inner child with us throughout our life. That inner child can be the source of fearful things you experienced in your formative years that should no longer hold sway over you.

In dealing with your inner child, realize that you’re no longer that person. You’ve evolved. Keep your inner child in check and you’ll be more adaptable to dealing with things that you fear.

Insecurities:

What beliefs temper your insecurities? You should know what they are, why they come into being, and what stimulates them to rise to your consciousness.

Before you can deal with any fears, you must know why they’re prevalent and what gave them life. Once you pinpoint that source, you’ll know to what degree the fear is real or imagined. You’ll also have a better handle on how to deal with them and keep them in check.

Times of Happiness:

During times of happiness, be grateful. Revel in your bliss. But, don’t relax too long. The world continuously evolves, which means you must evolve to stay abreast with the changes that occur in the world.

The point is, the more you recognize when you’re in a state of happiness, the more you’ll focus upon your good fortunes. Doing that will relieve hidden stress, and dissipate fear. That will allow you to experience a greater feeling of happiness. Isn’t that a better cycle to be in?

To enhance your life, know why and when fear becomes ignited in you. To combat it, focus on the times when you were happiest in life. Draw from the lessons learned during those times. Then, mentally summon those happier times to combat fear. By doing that, you’ll recognize when you’re in a good place in your life, and know how to best deal with fear when it comes at you … and everything will be right with the world.

What does this have to do with negotiations?

During a negotiation, you and the other negotiator will be motivated by gain and loss at different points in the negotiation. It behooves you to understand when either source of stimulus is present because you need to adopt different strategies to deal with that segment of the negotiation. As an example, the fear of loss can be a potent tool to employ against the other negotiator. Be judicious when doing that so it doesn’t backfire on you.

By taming fear and using it as a source of motivation in a negotiation, you’ll have a greater grasp of how to control its usage. That will place you in a powerful position throughout the negotiation.

Remember, you’re always negotiating!

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

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

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

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Entrepreneurship Management Marketing Negotiations Operations Sales Skills Women In Business

Thank You for Your Patience

“Patience can be a virtue; it can also be an enslaver. Know the difference to avoid entrapment.” -Greg Williams, The Master Negotiator & Body Language Expert

How many times have you heard the words, “thank you for your patience”? To a degree, there are times when such words become frustrating. You hear over the intercom, “you’re flight’s been delayed”, thank you for your patience. The train is 33 minutes behind schedule. Thank you for your patience.

In most situations when such words are uttered, thank you for your patience, you’re in a captive position. You can’t do anything but wait. So, why do you think such announcements are made? Do you think there’s a hidden message implied?

Sometimes, the attempt is to keep you calm and feeling like the offending party is sorry for the dilemma they’ve caused. They’re soliciting empathy to soften you to the plight you find yourself in. In other times, they’re genuinely sorry.

So, what can you do to pushback on such psychological ploys? In some cases, you can say, I appreciate the sincerity of your statement, can you please do ‘x’? In this case, ‘x’ is something that you might want due to the inconvenience you find yourself in. That request is nothing more than a test to assess their sincerity.

Depending on the circumstances, you might be surprised at what you’re granted. The point is, words are used to influence emotions. In this case, they could be used to assuage the hostile feelings that may be swirling in you due to the circumstances. To allay those feelings and test your negotiation skills, ask the other party to show through action how sorry they are. You can request anything that pleases you. I’ve done it by asking for a penny. The request got a laugh, which made the situation more tenable. It changed the outlook I had and that of the other party.

When you find yourself in a position of helplessness, due to situations that you perceive to be out of your hands, take actions to control them. You’ll be amazed at how well you feel … and everything will be right with the world.

What does this have to do with negotiations? 

In a negotiation, the words, ‘thank you for your patience’ can be a way to subdue a request for concessions, or slow the negotiation process down. It can also suggest genuine sincerity for an indiscreet remark or action. The point is, you need to understand the real meaning of someone’s conveyance to assess the purveyor’s true intent. Without validation, you could misperceive that intent, which can cause the negotiation to take an unexpected turn.

First, consider the mindset you possess; your current state of mind will influence your perspective. Next, consider the person with whom you’re negotiating. Has she displayed an ill temper throughout the negotiation, or a demeanor that’s been non-threatening, passive, and one of conciliation?  Take into account what has occurred prior to that point; the closer you are to a point of exasperation, the less likely you are to being in an understanding mindset. That means if you’ve been riled throughout the negotiation, or at a point that’s not too distant, you’ll be more likely to seek retribution and less likely to offer forgiveness.

Always be mindful of the intent of the other negotiator. It’s through that understanding that you’ll gain insight into the real person with whom you’re negotiating.

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/

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

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

Do You Suffer from the Illusion of Success?

“Success has many suitors. Are you prepared to be embraced by success?” -Greg Williams, The Master Negotiator & Body Language Expert

Exactly what is a success? You hear people talking about success but seldom do they speak about what it means to be successful. Some people may see what they consider to be a bum laying on a grate and deem him as lacking success. Is that true? Might that individual be so happy with where he is in life that he would consider himself to be successful?

The meaning of success can only be determined by you! And, it’s very important that you define what that means. Its meaning will shift throughout your life but unless you define it at every stage of its change, you’ll miss the opportunity to define its meaning for your future.

When you define what success means to you, you’re defining your future. You’re setting psychological neurons into motion within your own brain to acquire the goals that will determine the degree of success you’ve achieved at some point in the future. That will determine the actions you engage in, the friends you associate with, the job or business activities you indulge in, etc. When you define what success means for you, you set a road map of how you’ll reach the weigh stations along the path to success.

So, don’t create the illusion of success by a lack of its definition. Instead, determine what it’s related to as it relates to the person you wish to be in the future. The better you define what success is to you, the greater the chance you’ll have at creating a plan to become successful. There will be illusions along success’ path but they won’t create the distraction that they would have produced had you not defined its meaning. Plus, you’ll be in a better mental place to banish any illusions that would present themselves as a ghostly harbinger to distract you from your path. That will reduce the angst and stress that you would have placed upon yourself.

Once you acquire the insight to determine what success means for you, you’ll be more mindful of the actions that lead to greater success … and everything will be right with the world.

What does this have to do with negotiations? 

You should never enter a negotiation without having defined what a successful outcome is. You should also define what a less than stellar outcome will look like. Even if you must exit a negotiation prior to its end, you can still view it as a success. It could be viewed as such when considering the time you might have wasted in an endless loop that was going nowhere.

During your strategy planning stage of your negotiation, highlight what a successful outcome will look like and mean to you. Make sure you assess what you think it will mean and look like for your negotiation counterpart too. With a picture of the meaning of success for both of you, you’ll have a greater understanding of how he’s feeling if it starts to slip from him. That, in turn, will allow you to use the illusion of success to keep him on that path or reward him by giving the presence of success back to him. Regardless of your choice, you’ll be in a stronger negotiation position, and that’s something that every negotiator seeks.

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/

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

 

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

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

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

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

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

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

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

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

What does this have to do with negotiations?

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

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

Remember, you’re always negotiating!

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

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

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

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

But Wait, There’s More – Negotiation Insight

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

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

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

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

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

What does this have to do with negotiations?

Predictability vs. Unpredictability

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

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

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

Remember, you’re always negotiating!

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

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

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

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Best Practices Entrepreneurship Management Marketing Negotiations Sales Women In Business

Be Aware of the Straw Man

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

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

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

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

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

What does this have to do with negotiations? 

Who uses a straw man?

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

Why are straw men used?

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

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

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

Remember, you’re always negotiating! 

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

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

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