Posts tagged "negotiation strategies"

“How To Use Reverse Questioning To Win More Negotiations” – Negotiation Tip of the Week

Negotiation Tip of the Week

 

“The degree of success you experience in life and in negotiations is based to a degree on asking the right questions successfully.” -Greg Williams, The Master Negotiator & Body Language Expert

 

 

“How To Use Reverse Questioning To Win More Negotiations”

 

You no doubt know what reverse engineering is, right? Reverse questioning in a negotiation is the process of identifying the questions you need to ask in order to obtain the answers that will lead to a successful negotiation outcome. It’s also a way to identify how you’ll control the flow of the negotiation.

As a quick example, if you wanted to exit a negotiation paying $1,000 for a product you’d work from the outcome sought back to the beginning of the negotiation; you might also consider working back from that point to how you would position yourself prior to entering into the negotiation. To perform the latter, you’d assess the requirements needed (i.e. how you’d position yourself) to have your persona projected in a certain light/manner.

 

The following is what the step-by-step process would look like.

 

  1. Identify the most and least favorable outcome you’ll seek from the negotiation, along with why you’ve identified those points of juxtaposition. As a benefit, having that insight will help you identify exit points from the negotiation.

 

  1. Assemble a list of questions that might be asked of you as you would go through the negotiation.

 

  1. Create answers to the questions posed in step 2 that are needed to drive your efforts towards a winning negotiation outcome, while formulating questions you’ll ask to keep the negotiation on track; these will be your defensive questions. Identify points where you can answer a question with a question; remember, the person asking the questions is the person controlling the negotiation. That’s due to the fact, that person is gaining more information.

 

  1. Once you create and address step 3, create a list of questions that you might ask of the other negotiator that’s separate from the ones you might use to respond to his questions; these will become your offensive questions. Offensive questions are questions that move your negotiation efforts quicker towards the end of the negotiation; they are questions that the other negotiator has to agree with because they’re based on what he’s previously stated as his beliefs or truths; you’ll be weaponizing his thoughts and questions against him. Some of these questions will also come in the form of questions that answer questions.

 

  1. Assess how the opposing negotiator might respond to your scenario.

 

  1. Continue going over steps 1 through 5, in an attempt to uncover additional questions that you’d not considered that need to be included in the process.

 

  1. Once you feel you’ve honed the questions to a point that the other negotiator has to follow a prescribed path that you’ve created for the negotiation, test your hypothesis in a mock negotiation. This will allow your questioning process to become more refined and may uncover better/additional questions.

 

  1. Once you feel totally prepared to utilize your questions in a negotiation, do so. Engage with the confidence in knowing that you’ve created a stealthy way of capturing better information as you go throughout the negotiation.

 

  1. Save your questions in a repository to be used for comparison to past and future negotiation situations.

 

The wrong question asked at the right time in a negotiation may do incalculable harm. The wrong question asked at the wrong time in a negotiation may lead to a negotiation impasse. Create and test your questions before entering into a negotiation and you’ll have more of a chance to reach a successful negotiation outcome … and everything will be right with the world.

 

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 5-minute video on reading body language or to sign up for the “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.themasternegotiator.com/greg-williams/

 

Remember, you’re always negotiating.

 

#HowToNegotiateBetter #CSuite #TheMasterNegotiator #Bully #Question #psychology

 

 

 

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Posted by Greg Williams in Strategies for Successful Negotiations, Negotiation Tips, Difficult Negotiations & Conflict Resolution, Social Media and Negoiating, Emotional Intelligence, Negotiation Psychology and tagged , , , , , , , , , , , , , , , , , , ,

“Don’t Hurt The Leader’s Position” – Sunday Negotiation Insight

“A leader is someone that can lead or follow. Always know the role of your leader.” -Greg Williams, The Master Negotiator & Body Language Expert

 

 

“Don’t Hurt The Leader’s Position”

 

In the daily activities of everyone’s life, everyone follows someone. Thus, those that you follow have influence by the fact that you anoint them as someone to lead you. You embolden them with that privilege by the fact that you follow their edict/mandate/suggestions. That being the case, don’t undermine the leader by:

  1. going off-point per a strategy that has been discussed and agreed upon (e.g. going around the leader to gain attention for yourself, etc.)
  2. engaging with outside sources that have not been agreed upon – make sure the leader knows what you’re planning to do
  3. creating ad-hoc strategies when you’re in the midst of interactions with those that are not on your team/group

 

When you subvert the direction of the lead that you’ve granted to someone else, you forgo potential opportunities, and diminish your team’s ability to implement the plan that’s been agreed upon; that can be costly in time and opportunities. You may also be cloaking into darkness the light of opportunities that may have shown themselves to you in the future (i.e. if you prove not to be a team player, no one will want you on their team.)

If you’re going to be a team player, play follow the leader by supporting the person that you’ve chosen to follow. Do so to the degree that such returns are beneficial to you and the team. Once you decide that you no longer wish to engage, inform the leader of your intent and disengage. Don’t just drop out without any communication. If you restrict the flow of communications, you don’t know what potential door(s) you’ll close that might have offered opportunities that could lead you to higher heights.

As long as you’ve decided to follow the leader, don’t hurt her. You’ve made a conscious decision to allow her to lead. So, follow her lead as long as it serves you and her … and everything will be right with the world.

 

 

What does this have to do with negotiations?

 

In a team negotiation environment, the leader of the team can position and pose as any of its members; it doesn’t have to be the person that projects the image of a leader at the negotiation table. Depending on the strategy chosen by the team, the leader may pose as someone that’s in a strategic position for a particular negotiation. He may also be positioned as someone that a senior person on the team can replace once the negotiation has reached a certain point.

The point is, once you have a strategy in place, don’t undermine it by undermining the person that’s the lead for the negotiation. Not only will you be weakening her, you’ll also be weakening your team’s negotiation position and the perspective beneficial outcome of the negotiation for all of you.

 

 

What are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

 

To receive Greg’s free 5-minute video on reading body language or to  sign up for the “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.themasternegotiator.com/greg-williams/

 

Remember, you’re always negotiating.

 

#HowToNegotiateBetter #CSuite #TheMasterNegotiator #Leadership

 

 

 

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Posted by Greg Williams in Uncategorized, Strategies for Successful Negotiations, Negotiation Tips, Difficult Negotiations & Conflict Resolution, Social Media and Negoiating, Emotional Intelligence, Negotiation Psychology, Sunday Message of Hope and tagged , , , , , , , , , , , , , , , , , , , ,

“How To Really Overcome A Bully Before Negotiating” – Negotiation Tip of the Week

“A bully is a misguided person with perceived power. Extinguish his sources of power and you extinguish the bully.” -Greg Williams, The Master Negotiator & Body Language Expert

 

 

“How To Really Overcome A Bully Before Negotiating”

 

Do you know how to really overcome a bully before negotiating with him? There you are. You’re negotiating against a bully! He’s someone that’s willing to lie, cheat, and steal to come out ahead in the negotiation. You think to yourself, ‘what can I do? This son-of-a-gun is not playing fair and I don’t know how to overcome him!’ The answer to, ‘what can I do’ was hidden in what occurred before the negotiation began.

The following insights will allow you to position yourself better to overcome a bully’s ploys before you negotiate with him.

 

Positioning:

In every negotiation, positioning occurs. It’s shown in the way the negotiators perceive each other and themselves. Thus, positioning is important because it determines how negotiators will interact with one another.

If you know you’ll be negotiating against someone that has bullied others in the past, before entering into the negotiation, attempt to discover the demeanor of those individuals. In particular seek to define whether they were perceived to be weak by your opponent due to their short-comings, or if your opponent felt empowered due to some other factor(s) he had going for himself at the time of the negotiation(s). That information will allow you to best position yourself from a position of strength. A bully’s loathing for weakness is the reason he only picks on targets that he perceives to be weak.

 

 

Leverage: (ploys you can employ when negotiating with a bully)

Using Other people

All bullies look up to someone. If you can find a way to curry favor with the bully’s icon, you can supplant his bullying efforts against you. After all, the bully wants an easy target. If the bully’s icon has favored you, that makes you less of a target to the bully.

Bully’s weakness

All bullies have an Achilles heel. It may be how they wish to be perceived by others. It may also appear in the form of the bully being perceived in one light versus another. Whatever it is, discover it and be prepared to exploit it during the negotiation if such is called for.

Bully’s Persona (his vanity)

If you’re aware of the pride a bully takes in having himself perceived in a certain light, attempt to alter that light; have it shine on someone or somewhere else. You will have taken away his source of motivation. Hold it hostage until he dismantles his bullying ways. The point is, hit him where you’ll get the most attention and where it will hurt him the most. Remember, he despises weakness and applauds strength.

 

Be Stealthy:

Every good negotiator gathers information about the opposing negotiator. When you know you’ll be negotiating against a bully, drip misinformation into places that he seeks to gather information about you. The better you can use such information to misguide him, the more difficult it’ll be for him to assess the type of negotiator you are; always be willing to display a different negotiation demeanor based on the opposing negotiator.

 

When engaging a bully in a negotiation, there are all kinds of mind games that occur. Utilize the insights above and you’ll be in a better mental state than the bully. The better you play the game, the greater the chance that you’ll be able to overcome a bully when negotiating … and everything will be right with the world.

 

What are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

 

To receive Greg’s free 5-minute video on reading body language or to sign up for the “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.themasternegotiator.com/greg-williams/

 

Remember, you’re always negotiating.

 

#HowToNegotiateBetter #CSuite #TheMasterNegotiator #Bully

 

 

 

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Posted by Greg Williams in Uncategorized, Strategies for Successful Negotiations, Negotiation Tips, Difficult Negotiations & Conflict Resolution, Social Media and Negoiating, Emotional Intelligence, Negotiation Psychology and tagged , , , , , , , , , , , , , , , , , ,

“Life is Always Testing You” – Sunday Negotiation Insight

 

“Tests are meant to measure your improvement. Life’s tests are meant to improve you!” -Greg Williams, The Master Negotiator & Body Language Expert

 

 

“Life is Always Testing You”

 

“This is a test. For the next 60 seconds …”

Life is always testing us and thus, life is always a test. Be thankful for that because it means that you’re alive, with the ability to go higher in life.

We plan for one thing and something else happens. We set our expectations upon what we’ve planned for and life zags when we thought it was going to zig. At times, it can drive you nuts! But, you shouldn’t let it. Consider it as just another test that life is putting before you; it’s doing so to make you stronger. It’s doing so to see how quickly you can adapt to unexpected occurrences. To the degree that you don’t let such occurrences create mental angst within you, you’ll become infused with more resiliency in life, for your life. That can serve as a source of motivation to fortify your mental attitude and enhance your aptitude to achieve more in life.

The way we perceive and interpret what occurs in our life determines how we’ll adapt to those occurrences and how well we interact with them. Thus, if you view an occurrence from the perspective that it’s a test from which you can improve your abilities, the new/altered occurrence from what you expected can be viewed in a more positive light. That positive perspective should allow you to deal with the unplanned, unexpected occurrence easier and with less apprehension.

When something doesn’t serve you, don’t let it disserve you a second time. Occurrences will come to you from many different sources. Let the positive things that come from such sources support you. For those that detract from you and your goals, be thankful for their insights as you say goodbye to them, knowing that they too add value to your life.

Once you look at your life’s occurrences as being a value-add to your life, you will have adopted a mindset of openness, acceptance, and a mental state of ease. Once you do that … everything will be right with the world.

 

What does this have to do with negotiations?

 

Negotiations are fraught with occurrences that challenged your preconceived plans based on the plans you assembled for the negotiation. Again, to the degree you’re flexible in the flow of the negotiation and you’re adaptable to the changing flow that occurs in/during it, the better a grip you’ll have on determining its outcome. That means you should manage your emotional state during the negotiation, constantly be thinking of any hidden meanings in unspoken and spoken words and any additional insight that body language gestures convey. That assembly of insights will make you a more formattable negotiator, which will lead to better negotiation outcomes for you.

 

 

What are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

 

To receive Greg’s free 5-minute video on reading body language or to  sign up for the “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.themasternegotiator.com/greg-williams/

 

Remember, you’re always negotiating.

 

#HowToNegotiateBetter #CSuite #TheMasterNegotiator #Lifetest

 

 

 

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Posted by Greg Williams in Strategies for Successful Negotiations, Negotiation Tips, Difficult Negotiations & Conflict Resolution, Social Media and Negoiating, Emotional Intelligence, Negotiation Psychology, Sunday Message of Hope and tagged , , , , , , , , , , , , , , , , , , , ,

“How To Exploit Misinformation And Disinformation When Negotiating” – Negotiation Tip of the Week

 

“Misinformation is the unintended representation of alternative facts. Disinformation is the attempt to mentally make you compete against yourself.” -Greg Williams, The Master Negotiator & Body Language Expert

 

 

“How To Exploit Misinformation And Disinformation When Negotiating”

 

In most negotiations, some form of misinformation is conveyed. That can occur in the form of disinformation, which may or may not be considered misinformation. The way you and the other negotiator perceives the differences between the two determines the path of the negotiation.

“… but I don’t lie!” The person making such a pronouncement, more than likely, just lied to you.

This article delves into how to exploit and use disinformation when negotiating and how you might also consider using misinformation as leverage to enhance your negotiation position.

 

Misinformation:

While misinformation (i.e. information cited wrong, unintentional representation of the facts, information omitted, etc.) can be disheartening in a negotiation, it can be forgiven if the information was not delivered with malice and/or the intent of drastically dissuading you from your negotiation plan. That’s the marked difference between misinformation and disinformation.

 

Disinformation:

Disinformation is the clandestine intent to influence an action that makes you question not only what the truth is, but it also makes you question yourself per the validity of your thoughts. That can be devastating in a negotiation. In such a scenario you’re not really sure what reality is. Thus, you negotiate based on the ghosts you’ve assembled in your mind. That’s like helping the other negotiator negotiate against you.

 

How To Advantage Your Position:

  1. Verify whether misinformation or disinformation is being employed against you. This can be accomplished by knowing the facts before assembling at the negotiation table. More than likely there’s a mixture of the two. In that case, discern which is more prevalent by asking the opposing negotiator to provide the source(s) of his information. It’s very important to make that request because the rest of your strategy will flow from that point.

 

  1. Seek to catch him in a situation where you know his information is suspect at best and false at worse. If you know he’s ‘on-the- ropes’ while trying to defend himself, let him stew and observe his body language (i.e. perspiring, touching his face, rubbing his hands, etc.) Those will be signs of his uneasiness with the position he’s in.

 

  1. Challenge him by asking his perception of the truth and to what degree he’s being forthright with you. Based on his response, assess to what degree you’re willing to continue in the negotiation. Definitively state that you won’t tolerate any form of mistruths. Let him know that trust hangs in the balance and the only way you’ll continue is if you can trust him.

 

  1. Understand that the preceding strategy has a maximum effect when you’re in a power position in the negotiation. Therefore, consideration should be given to the degree of power you have and how it’s perceived by the other negotiator before you attempt to implement it.

 

With a premium being placed on the truth in a negotiation, you might question why a negotiator would convey some aspects of information and omit others. The answer may lie in how far he’ll go to get a negotiation deal and the possible deceit he’ll engage in to accomplish that goal. Thus, the more you probe to uncover his hidden agenda, his source(s) of motivation, the greater insight you’ll gain into the mind that operates his actions. Once discovered, you can become his puppet master, controlling him and the flow of the negotiation. That will align you for the negotiation win … and everything will be right with the world.

 

What are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com   or at (609) 369-2100.

 

Remember, you’re always negotiating!

 

#HowToNegotiateBetter #CSuite #TheMasterNegotiator #Disinformation

 

 

 

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Posted by Greg Williams in Body Language and Physiognomics, Strategies for Successful Negotiations, Negotiation Tips, Difficult Negotiations & Conflict Resolution, Social Media and Negoiating, Emotional Intelligence, Negotiation Psychology and tagged , , , , , , , , , , , , , , , , , ,

“Time For Change, Again!” – Sunday Negotiation Insight

 “Change is ever changing. To stay constant with change, always be prepared to address it and attempt to limit the times that it catches you off-guard.” -Greg Williams, The Master Negotiator & Body Language Expert

 

 

“Time For Change, Again!”

 

As we prepare to transition from one year to the next, reflect for a moment on the amount of change that has occurred in one year.

Over the course of this year, you’ve had to reckon with some things that attempted to pull you down. Some things made you blue. Some things made you feel like saying the heck with everything and just throwing in the towel. Yet, here you are, still standing, still moving forward, and still willing to fight to continue your upward climb.

As you prepare to enter into a new year do so with the new you that’s been created over the year that’s exiting. That means recognizing that change has occurred in you. You made it and you’ll continue to make it as long as you realize that it’s time to change, again, and the fact that change occurs on a moment by moment basis. So, go forth young woman, young man, and do so with all the gusto you can muster. You’re living your life. So, live it to its fullest and live it so that you can always be all that you can be … and everything will be right with the world.

 

What does this have to do with negotiations?

 

When negotiating, the better prepared you are for change the better prepared you’ll be to adapt to it. The more adaptable you are the greater the probability that you’ll win more negotiations. No matter how prepared you are for a negotiation, include the unexpected occurrence of change in your plans. That means when something unexpected occurs and you’re not sure where it might lead, have a strategy ready to get away from the negotiation table. It’s during such times that you need time to think about your next action. If you haphazardly continue when you’re not prepared, you run the risk of experiencing negative change, and you don’t want that as your negotiation outcome, do you?

 

What are your takeaways? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

 

Remember, you’re always negotiating.

 

#HowToNegotiateBetter #CSuite #TheMasterNegotiator

 

 

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Posted by Greg Williams in Strategies for Successful Negotiations, Negotiation Tips, Difficult Negotiations & Conflict Resolution, Social Media and Negoiating, Emotional Intelligence, Negotiation Psychology, Sunday Message of Hope and tagged , , , , , , , , , , , , , , , , , , , ,

“How To Get Better Insider Information When Negotiating” – Negotiation Tip of the Week

 

“Good information is only as good as its source and how it’s used. Always assess the validity of the information you receive to determine its best use and application.” -Greg Williams, The Master Negotiator & Body Language Expert

 

 

When negotiating, insider information is a valuable commodity. Getting better insider information when negotiating is even better!

Consider using the following strategies to acquire insider information in your negotiations.

 

  • Time:

Depending on the time you have to gather information, consider how you’ll pose questions to yourself and stakeholders that will be beneficial to your negotiation efforts (Note: Keep in mind that the questions you ask will determine the answers you receive; that in turn will determine the strategies you adopt. If you pose the wrong questions, you’ll start upon a path in the negotiation that might be less beneficial). Asking the right questions entails knowing the outcome you seek, how you might achieve it, the roadblocks you may encounter, and what alternative strategies you’ll employ to overcome impediments that would preclude you from achieving your goals. Also, keep in mind that the quality of the answers you receive will depend on when you pose questions. If someone is hurried, less rested, or filled with angst, they may be prone to disclosing insider information simply because they’re not as guarded as they might otherwise be.

 

  • Assumptive Questions:

In your assessment of what questions you’ll utilize to maximize your negotiation efforts, consider how you’ll employ assumptive questions; in a negotiation, assumptive questions are questions that give the façade that the questioner knows more about the situation that he’s inquiring about (e.g. ‘You’ve given discounts to other buyers in the past, correct?’ The implication being that you’re aware, right or wrong, that discounts have been granted in the past).

Assumptive questions are excellent ways to gather information. Even if the responder states that your assumption is wrong you will have gathered additional information/insight.

 

  • Body Language/Nonverbal Clues:

When in person, observe to what degree the person leans closer or further away when pondering an answer to your question(s); this will give insight as to whether they’re embracing or putting distance between you and their answer. Leaning away can indicate that they don’t wish to engage, which can imply that they don’t want to disclose the answer to your question. Leaning forward can imply that they’re willing to engage. Note how and when they lean.

If you’re on the phone, listen for intonations, pauses, and emotions displayed. Take note of the words that emphases are placed on, too. Such will bear noting for the possible hidden messages contained in them.

To practice and increase your listening skills, close your eyes while speaking with someone on the phone. Toss a question that’s not generic to the conversation and listen to the response. In particular, take note of how long the other person pauses before responding, their intonation, voice quality (i.e. puzzled), and the follow-up question(s) they raise as to the timing of your question. Then, ask for the thoughts they had when you asked the question. Over time, you’ll become better at deciphering the thoughts and thought processes of others.

 

To acquire insider information that can be used to your benefit in a negotiation, know what questions to ask, the best time to ask them, and how to validate the responses you receive. By implementing the strategy of gathering and using insider information in your negotiations you’ll increase your negotiation win rate … and everything will be right with the world.

 

What are your takeaways? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com   or at (609) 369-2100.

 

Remember, you’re always negotiating!

 

#HowToNegotiateBetter #CSuite #TheMasterNegotiator #InsiderInformation

 

 

 

 

 

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Posted by Greg Williams in Body Language and Physiognomics, Strategies for Successful Negotiations, Negotiation Tips, Difficult Negotiations & Conflict Resolution, Social Media and Negoiating, Emotional Intelligence, Negotiation Psychology and tagged , , , , , , , , , , , , , , , , , ,

“What Is The Best Way To Win Negotiations” – Negotiation Tip of the Week

Negotiation Tip of the Week

 

“To win more negotiations, assess and then prepare for the variables that will have the most influence on the negotiation. That’s true in negotiations and life.” –Greg Williams, The Master Negotiator & Body Language Expert

 

 

“What Is The Best Way To Win Negotiations”

 

As a negotiation advisor, I’m often asked, “What is the best way to win negotiations?” My response is, it depends. It depends on many factors. Factors like, what you do before the negotiation, the negotiation environment, your uniform, and how you make offers, impact the negotiation.

When you factor in the variables mentioned above, and there are more that could be considered, you can quickly understand why there’s no ‘one size fits all’ when it comes to a ‘best way to win negotiations’.

For now, let’s focus on the factors mentioned.

 

  1. Before the Negotiation:

Before entering into the negotiation, gather as much background information on the other negotiator as possible. That information should include the demeanor he adopts when he feels cornered, the tells he displays when confused/stressed/lying, and how he reacts when he’s overconfident. Having such information will allow you to create a more precise plan from which to negotiate.

 

  1. The Environment:

The environment you negotiate in can have a profound impact on the negotiation. If the environment feels hostile (i.e. dark, drab, dink, scary) or threatening in any manner, you or the other negotiator may make concessions just to escape the environment. That’s in a drastic case but there are also less situational esthetics that can weigh on your mental aptitude when negotiating. Thus, you should always take care to choose environments that work best per the negotiation persona you wish to project.

It has often been misconstrued to think, the negotiator that has the negotiation in her environment has an advantage. Again, that depends on how she uses that environment to advantage her position and to your disadvantage.

 

  1. Your Uniform:

In this case, your uniform is the way you’re dressed; your accessories and the way you carry yourself should match the negotiation environment.

Two negotiators, one impeccably dressed in a Brooks Brothers suit and the other in blue jeans and a plaid shirt are in mismatched uniforms. They’re communicating through their attire that they don’t ‘see things the same way’. If one is intentionally attempting to send such a message and he’s aware of how that positions him that can be a good ploy to employ. If he’s not aware, his level of awareness should be raised per the impact his attire is having on the negotiation.

 

  1. Your Offers:

The way you present offers (i.e. confidently, shyly, bold, weak) impacts how the offer is perceived.

I remember asking someone how much they could provide a service that I was seeking. The person said, “Uh, how’s about $10,000?” The way he said it really did sound like a question. The way he delivered his pronouncement indicated that he wasn’t sure of the offer, which did not instill in me the thought that he might be able to address my request satisfactorily. Plus, you should always be mindful of how you use numbers in a negotiation. Big round numbers (e.g. $10,000) can give the impression that you didn’t put a lot of thought into the number, whereas non-round numbers can convey more preciseness (e.g. $9,947). Just be prepared to defend how you arrived at that number and be careful not to disclose too much about that process.

 

As you can see, there is a myriad of variables that make-up a winning negotiation. When you master the key variables, you’ll have more winning negotiations … and everything will be right with the world.

 

What are your takeaways? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com   or at (609) 369-2100.

 

Remember, you’re always negotiating!

 

#HowToNegotiateBetter #CSuite #TheMasterNegotiator

 

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Posted by Greg Williams in Strategies for Successful Negotiations, Negotiation Tips, Difficult Negotiations & Conflict Resolution, Social Media and Negoiating, Emotional Intelligence, Negotiation Psychology and tagged , , , , , , , , , , , , , , , , , ,

“From Whom Are You Still Teachable” – Sunday Negotiation Insight

 

“You’re always learning. When learning in the present, consider how it will impact your future and the role of those in your past that helped shape it.” -Greg Williams, The Master Negotiator & Body Language Expert

 

 

“From Whom Are You Still Teachable”

 

From the time you were born, you’ve been continuously learning. Whether you engaged in learning or not, you were learning. As a kid, disengaging might have taken the form of not doing your homework; as an adult, it may have shown itself in the reluctance to address a report. In the last two cases, when you chose not to address your homework, the report, you learned about the consequences of not doing so; at some point, you may have paid a hefty price for your lack of attentiveness.

As you reflect on those times, ask yourself, to what degree are you still teachable and in what form does that appear today?

It’s not just from books that we learn, we also learn lessons from those that have achieved what we wish to obtain, to be.

Some people make the dreadful mistake of thinking “they’ve arrived” when it comes to lessons learned from former sources that allowed them to flourish. I recall one individual saying, “I learned all I could from her.” He was referring to a mentor he had in the budding years of his career. When I inquired as to how that could be and what had changed, he stated that he was in a higher position now and he could teach her a thing or two.

Here’s the point. As you progress upward on the ladder of success, remember the insights gleaned from those that helped you ascend. They knew you when you lacked the degree of knowledge you now profess to possess. Don’t take them lightly. Instead, reach back to those people that have served you, that gave you the degree of insight needed to grow. In so doing, you may discover that they still have keys that just might unlock hidden doors that will allow you to excel even faster … and everything will be right with the world.

 

What does this have to do with negotiations?

 

When negotiating, your skills are a conglomerate of what you’ve experienced in life. That means, in part, you negotiate based on what you incurred in prior negotiations and what you learned about the behavior of others you had interactions with (i.e. how people responded to you). Some of those individuals taught you more prominent lessons than others.

To grow your negotiation skills, look to the future for those that can provide greater insights to enhance your skills, but don’t forget those that taught you valuable lessons in the past. Since the latter knew where your skill level once resided, they may add a dimension to your current negotiation skills that you’d not considered.

 

What are your takeaways? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

 

Remember, you’re always negotiating.

 

#HowToNegotiateBetter #CSuite #TheMasterNegotiator

 

 

 

 

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Posted by Greg Williams in Strategies for Successful Negotiations, Negotiation Tips, Difficult Negotiations & Conflict Resolution, Social Media and Negoiating, Emotional Intelligence, Negotiation Psychology, Sunday Message of Hope and tagged , , , , , , , , , , , , , , , , , , , ,

“How To Rebound Right From A Dreadful Negotiation” – Negotiation Tip of the Week

“Dread only last as long as you sense it’s there. When negotiating, get over your dread and your dread will be dead.” –Greg Williams, The Master Negotiator & Body Language Expert

 

 

How To Rebound Right From A Dreadful Negotiation

 

Everyone has a dreadful negotiation at some point in their life. Good negotiators know how to rebound right from dreadful negotiations, which makes them better negotiators in the long run.

 

Consider the following mental agilities when you’ve been confronted by a dreadful negotiation. They’ll quicken your pace to the road of success.

 

  1. Assess what happened compared to what you expected to occur. In your assessment, consider the thought process that went into the plan you developed for the negotiation, what components you overlooked and why you did so, and lend special attention to how you’ll prevent the dreadful outcome you experienced from occurring again. Everyone has bad negotiation days and one negotiation outcome does not a negotiation career make.

 

  1. Get through the following psychological stages as rapidly as you can. Doing so will be mentally uplifting, which will keep you away from the mental dragons that might attempt to slay you and your thoughts about your negotiation abilities.

 

  • Grief/Denial: I don’t believe this happened to me; that may be the first prominent thought that attempts to plague you. Cast it aside. In order to move past your grief/denial stage, you must accept the reality of the situation for what it is. At that point, you may be able to seriously consider alternatives to either reopen the negotiation and/or to reposition the understanding you had about its outcome. Doing so will also accelerate the acceptance phase of this process.

 

  • Anger: You may be justified in being upset about the outcome of the negotiation, but don’t let that rob you of your mental thought process. Also, don’t be overly angry about what the other negotiator did during the negotiation or to you. Again, the sooner you can obtain a clear mind the sooner you’ll be able to think coherently. Plus, the other negotiator was doing the exact same thing that you were attempting to do, maximize the best possible outcome for her side. Remember, people will only do to you what you allow them to do.

 

  • Acceptance: Once you’ve embraced the outcome for the reality that it is, you can begin to grapple with it. At that point, you can formulate a plan of action to address the outcome of the negotiation. You’ll also be in a better frame of mind to seek insights from a negotiation advisor that may be able to offer solutions that you’d not considered.

 

  1. Be happy you experienced the dreadful negotiation outcome you had. Say what! That may sound contrary to what you think you should feel. Let me explain.

 

There were a few aspects that led to the outcome you experienced that you’d not considered. Hopefully, since you survived the outcome, you can learn from the exposure of that experience and allow it to serve as a lesson learned from the school of hard knocks; we tend to remember those lessons more fervently than those that don’t gut-punch us. Learning such hard lessons will also be more prominent about teaching us to avoid them in the future.

 

 

When negotiating, you don’t have to let dreadful negotiation outcomes define your future negotiations. You can rebound better from such letdowns and be better prepared and positioned to engage in future negotiations. Once you wrap your mind around the actions highlighted above you’ll be more mentally prepared for your future negotiations. Setbacks will be viewed as setups for future negotiation wins … and everything will be right with the world.

 

What are your takeaways? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com   or at (609) 369-2100.

 

Remember, you’re always negotiating!

 

#HowToNegotiateBetter #CSuite #TheMasterNegotiator

 

 

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Posted by Greg Williams in Strategies for Successful Negotiations, Negotiation Tips, Difficult Negotiations & Conflict Resolution, Social Media and Negoiating, Emotional Intelligence, Negotiation Psychology and tagged , , , , , , , , , , , , , , , , , ,