“Dead-End Negotiations Aren’t Useless”

Bestselling Book - "Negotiate: Afraid, 'Know' More"

Discover how you can become a better negotiator!

Get the book. Click here.

 

Negotiation Tip of the Week

# 1035

“Dead-End Negotiations Aren’t Useless”

To watch “Dead-End Negotiation Aren’t Useless” click here – http://budurl.com/ViewDeadEndNegotiate

 

To listen to  “Dead-End Negotiation Aren’t Useless” click here – http://budurl.com/HearDeadEndNegotiate

 

Are you aware of when you’re headed for a dead-end in a negotiation? If you recognize the signs that could lead to a dead-end early in a negotiation, you can save lots of time, energy, and headaches, by knowing when to exit and knowing how long to stay engaged to reap the benefits. Don’t consider ending the negotiation, just because it could be headed for a dead-end. You can still learn something from the negotiation.

Dead-end negotiations can be very frustrating, if you’re not aware of where a negotiation is headed before it hits a dead-end. To maximize the benefits from a dead-end negotiation observe the following:

Before the negotiation:

• As with every negotiation, set your goals for the negotiation in the planning stage. Create a strategy addressing the possibility of not reaching a successful outcome. As part of the strategy, determine what benefits you can receive by engaging in the negotiation, even though you know it may meet an untimely demise. Prioritize the benefits, so you’ll have a readymade ‘hit list’, when it’s time to maneuver out of the negotiation.

During the negotiation:

• During the negotiation, as soon as you sense you’re headed for a dead-end, at that point determine what is salvageable and beneficial to you. Take note of what might entice the other negotiator to concede items you can take from the negotiation.

• Try to comprehend why the other negotiator is not engaging in the negotiation in earnest. Based on your assessment, you’ll gain insight into how much time and effort you may wish to invest.

• Heighten your awareness of the possibility that a negotiation is headed for a dead-end, when more of a negotiation’s discussion revolves around conversations not related to the matter at hand. The more prolonged the non-pertinent discussion strays from the purpose of the negotiation, the greater the possibility the negotiation outcome will not meet your expectations. (Note: Be aware, in some cultures, it’s customary to have an extended exchange of personal information and interaction before starting the ‘real’ negotiation. While such endeavors can be time consuming, the getting to know you process is essential in adding to a more sincere exchange of information.)

After the negotiation:

• Seek insight as to what the real intent of the other negotiator’s efforts were for the negotiation. Ask yourself, what purpose was served by drawing you deeper into a negotiation that was either intended, or trended towards a dead-end. Consider what the other negotiator may have learned about your negotiation style and can use against you in the future. Assess what you learned about him, too.

When you’re negotiating and you realize your efforts are not going to bear fruit, you can still benefit from the exchange that occurs in the negotiation. Even though you will have exposed how you might react to a certain stimulus in a negotiation, hopefully, you will have gained insight that you can use, too. Try not to expose more of your demeanor than the benefits you get … and everything will be right with the world. Remember, you’re always negotiating.

.

 The Negotiation Tips Are …

 

• In any negotiation, attempt to control as much of the process as possible. To the degree you control the negotiation process, you’ll be better positioned to thwart efforts created to draw you into dead-ends.

• Be aware of when a negotiation may be headed for a dead-end. If you decide to remain engaged, determine what you wish to receive for your efforts (i.e. insight into how the person negotiates, strategies/tactics used, etc.). Get what you can, and then disengage.

• When confronted by the potential of a dead-end negotiation, be cautious of the amount of time you invest. Also be mindful of the mindset you maintain, once you sense a dead-end.  Don’t let your mental guard down and be dragged into an unwanted position.

Special Offer:

To inquire about having The Master Negotiator as a coach or consultant, or to conduct ‘live’ instructional sessions, and/or keynote presentations at your company, group, or organization, please send an e-mail to GregWilliams@TheMasterNegotiator.com and start getting more of what you deserve out of life.  Please include the verbiage, ‘Negotiation Inquiry’ in the subject line.

©MMXI Greg Williams (The Master Negotiator/Body Language Expert), All rights reserved.

“Seven Steps To Negotiating Successfully”

 

Click here to discover how you can win

more negotiations and get more out of life!

 

 

Negotiation Tip of the Week

# 1025

 

“Seven Steps To Negotiating Successfully”

 

To watch video, click here – http://budurl.com/ViewNegotiateSuccess

To Listen to audio, click here – http://budurl.com/HearNegotiateSuccess

 

When you negotiate, do you use a system? Do you haphazardly jump into a negotiation without any planning or thought for what you might do if you hit roadblocks? In order to negotiate successfully, good negotiators prepare before a negotiation.

The information that follows outlines seven steps you can use to negotiate successfully.

1.   Gather Background Information:

• When gathering background information, include the style, values, ethnicity, culture, demographics (younger negotiators on/using twitter, facebook, Linkedin, and their way of communicating, versus those that are slower to use these mediums) and other information that’s pertinent to that particular negotiation session.

2.   Assess your arsenal of negotiation tactics and strategies:

• The more you’re aware of how to use the appropriate tactic with the appropriate strategy, applied at the appropriate time, the more options you’ll have and be able to execute during the negotiation.

3.   Create Your Negotiation Plan:

• Consider the overall strategy you’ll use for the negotiation. Break strategies into tactics. Assess possible strategies the other negotiator might employ. Take into consideration the use of red herrings (Note: Red herrings are items that have little to no value to you that you position as having value, but items that possess real value to the other negotiator). Also consider how you might apply pressure to points (leverage) throughout the negotiation.

4.   Engage in the Negotiation Process:

• Observe body language and mannerisms. This can be done in person, via the phone, and in writing (e-mail, etc.). Note the style in which the other person negotiates (i.e. friendly (let’s get along), reserved (I’m not quite sure how this is going to go and I’m apprehensive), hostile (I’ll show you mine, if you show me yours – the only way for me to win is for you to lose – I’m in the driver’s seat; it’s my way or the highway).

5.   Closing the Negotiation:

• Be on high alert for the conclusion of what you think is an agreement, serving as the next phase of the negotiation; in some cultures, this is a common practice. If you’re unsure of the other negotiators sincerity, put deliverables into phases of the negotiation.

6.   Conduct a Postmortem:

• Dissect the negotiation. Assess what went right – What could have been improved upon – What you learned from that negotiator about negotiation styles – What lessons should be taken forth into other negotiations – What went wrong – Why did it go wrong – What could you have done differently – What prevented you from using a better tactic/strategy to allow you to gain control of the negotiation).

7.   Create Negotiation Archive:

• Create an archive of your negotiations and store them in a repository. Set up keywords to cross-reference sections, tactics, and strategies in your negotiation write-ups, to be used for the extraction of quick ideas and serve as a resource, for future negotiations.

Whether you’re a negotiation neophyte or a seasoned professional, by using the platform of the “Seven Steps To Negotiating Successfully” as your negotiation foundation, you’ll be considerably ahead of the other negotiator … and everything will be right with the world. Remember, you’re always negotiating.

The Negotiation Tips Are …

• When negotiating, seek advantages that allow you to exploit your strength, but don’t disparage the other negotiator in your enthusiasm to obtain victory.

• When a negotiation outcome is less than expected, learn from the experience. Commit to getting better. Increase your knowledge of how to use the right tactic, with the right strategy(s), aligned with the right situation.

• Make sure you observe and control your biases when assessing the person with whom you’ll be negotiating.

Special Offer:

To inquire about having The Master Negotiator as a coach or consultant, or to conduct ‘live’ instructional sessions, and/or keynote presentations at your company, group, or organization, please send an e-mail to GregWilliams@TheMasterNegotiator.com and start getting more of what you deserve out of life.  Please include the verbiage, ‘Negotiation Inquiry’ in the subject line.

©MMXI Greg Williams (The Master Negotiator/Body Language Expert), All rights reserved.

“To Win Negotiations Consider Exclusivity”

Discover how you can become a better negotiator!

Get the book. Click here.

 

 

Negotiation Tip of the Week

# 1020

 

“To Win Negotiations Consider Exclusivity”

 

To Watch the video of this ‘Tip” click here – http://budurl.com/WatchExclusivityNego

To Listen to this “Tip” click here – http://budurl.com/HearExclusivityNego

 

When negotiating, what strategies do you employ? In the appropriate situation, do you vie for exclusivity in your negotiations? Negotiating in an exclusive manner isolates you from others that might be competitors.  Thus, negotiating in an exclusive mode is a powerful negotiation tactic.

This Negotiation Tip highlights a tactic that you can use to exclude others from a negotiation and from negotiating against you.

The Environment For Exclusivity To Work:

In order for the exclusive negotiation tactic to work, the other negotiator has to be in a position where he needs what you have and is 100% sure you can deliver upon that need, quickly. There has to be a time constraint factor attached to your offer that leaves the other negotiator with few options to consult with others about your offer (i.e. you don’t want another source to be able to make a counteroffer).

The Set Up:

The attempt to effect this tactic can occur prior to and/or during a negotiation. To position yourself correctly, observe the other negotiator’s negotiation efforts to conclude a deal. In general, the more information you have about the party with whom you’re negotiating, the better your position. In this case, the more information you have, the more your position improves, significantly!

Timing And Presenting Of The Exclusive Offer:

In order for this tactic to be effective, its delivery (offer) must be timed to coincide with an almost desperation mindset of the other negotiator. Your offer should be prefaced with a statement such as, “if I agree to accept your offer, will you accept mine without any counteroffers or offers from others?” If the reply is yes, you’ve accomplished the proper positioning for this tactic to work. Then, depending on the offer made by the other negotiator, you can accept or decline it. In either case, you’ve eliminated other negotiators from participating in the process.

Potential Problems:

In order for the exclusivity tactic to work, you must set your offer up so it prevents others from negotiating against you. Such efforts may require patients, proper timing, and a sense of desperation in the mindset of the other negotiator. If any of these factors are out of alignment, your chances of successfully implementing this tactic will be greatly diminished.

One way to insure you win more negotiations is to exclude those that would negotiate against you. If you want to win more negotiations, utilize the exclusivity tactic in your negotiation efforts. You’ll be rewarded with more winning negotiation outcomes … and everything will be right with the world. Remember, you’re always negotiating.

The Negotiation Tips Are …

• Never be overly greedy when negotiating. Even when you’re able to exclude others from negotiating against you, make sure the other negotiator is very satisfied with the deal.

• Exclusivity is a powerful negotiation tool. Seek its use when possible to improve your negotiation outcomes.

• By observing the body language of the other negotiator and interpreting it accurately, you can gain insight into his mindset. By utilizing that factor, you can perfect the timing of your exclusive offer.

Special Offer:

To inquire about having The Master Negotiator as a coach or consultant, or to conduct ‘live’ instructional sessions, and/or keynote presentations at your company, group, or organization, please send an e-mail to GregWilliams@TheMasterNegotiator.com and start getting more of what you deserve out of life.  Please include the verbiage, ‘Negotiation Inquiry’ in the subject line.

©MMXI Greg Williams (The Master Negotiator/Body Language Expert), All rights reserved.

“Good Faith Negotiation Bargaining Can Lead To Losing”

 

 

Click here to discover how you can win

more negotiations and get more out of life!

 

 

Negotiation Tip of the Week

# 1015

 

“Good Faith Negotiation Bargaining Can Lead To Losing”

 

Note: If you’d like to watch the video version … Watch – http://budurl.com/WatchGoodBargaining

Note: If you’d like to listen to the audio version  …  Listen to – http://budurl.com/HearGoodBargaining

 

Bargaining in good faith can lead to losing a negotiation. There can be several reasons why this occurs.

In some societies, good faith bargaining means bargaining to a perceived point, only to back out of the deal in the end, for a more favorable outcome. Such tactics can be very frustrating to deal with, if you’re not aware of what is occurring.

Making sure that someone negotiates in good faith can be like nailing Jell-O to a wall, difficult. It can be akin to you thinking that both you and the other negotiator are negotiating in good faith, according to perceived decorum, only to discover later in the negotiation that the other negotiator has a different perception of what good faith negotiation is. Worse, because of the demeanor he portrays, you can become unsure as to the character with whom you’re negotiating, which can cause anxiety to seep into the negotiation.

You can employ strategies to shield yourself from these tactics. The following are ideas and suggestions you can employ to thwart such efforts.

1.    In some societies and cultures, the perception of good faith negotiation is very open to interpretation. Thus, there can be a wide chasm between the manner parties interpret what good faith negotiation means. Understand what the definition of good faith is when you negotiate. You can get insight based on the past negotiation habits of the other negotiator.

2.    To assist in keeping the other negotiator bound by what his commitments are during a negotiation that stretches over an extended time, negotiate in modules and insert short-term deliverables into your agreement. Collect the deliverables when you’ve completed a module, before moving to the next one.

3.    If your negotiation efforts become strained, due to what you perceive to be less than good faith negotiation efforts, seek leverage by identifying ‘points of influence’ to which you can apply pressure’; it can be in the form of entities that have a stake in the outcome of the negotiation, or another source to which you can summon. In essence, get others that have an interest in the outcome of the negotiation to influence the other negotiator.

If you sense the other negotiator will not negotiate in good faith, invest as little time in the negotiation as possible. In the end, you don’t want to be dragged into a quagmire that will only turn out to be wasted time and effort. Save yourself from such disasters … and everything will be right with the world. Remember, you’re always negotiating.

The Negotiation Tips Are …

• Try to never enter into a negotiation, when you’re unsure of the negotiation customs and habits of the other negotiator.

• If there’s a question to what good faith negotiation is, get the other negotiator’s perspective and observe to what degree he moves from that perspective during the negotiation. His movement will be an early warning signal, if he begins veering off the path of, good faith.

• If the other negotiator refuses to abide by the covenants of a negotiation, exploit his points of weakness, in an effort to nudge him back in the right direction.

Special Offer:

To inquire about having The Master Negotiator as a coach or consultant, or to conduct ‘live’ instructional sessions, and/or keynote presentations at your company, group, or organization, please send an e-mail to GregWilliams@TheMasterNegotiator.com and start getting more of what you deserve out of life.  Please include the verbiage, ‘Negotiation Inquiry’ in the subject line.

©MMXI Greg Williams (The Master Negotiator/Body Language Expert), All rights reserved.

“Control Emotions To Negotiate Successfully”

 

 

Increasing your negotiation skills will enhance your life!

Click here to learn how you can increase your negotiation skills!

 

 

Negotiation Tip of the Week

# 980

 

“Control Emotions To Negotiate Successfully”

 

If you’d rather see the video of this tip, click below to watch Control Emotions To Negotiate Successfully

http://budurl.com/VidNegotiateEmotion

If you’d rather listen to this tip, click below to listen to Control Emotions To Negotiate Successfully

http://budurl.com/AudiNegotiateEmotion

When negotiating, do you let emotions get in the way of your objectives? During negotiations, most people experience a range of emotions. The way you control those emotions have a profound impact on the progress and outcome of the negotiation. To gain a greater sense of how you can control emotions during a negotiation, keep the following thoughts in mind.

1.    Prior to the negotiation, consider what could possibly cause you to become emotionally unglued and mentally prepare for such situations. Consider possible recourses you might adopt to maintain emotional control. Assess the other negotiator to determine what might cause him to become emotionally unglued, too.

2.    Validate emotions: Whenever you incur an emotion, validate its purpose. Seek to uncover whether the emotion is real or contrived. It may be portrayed as genuine, while hiding behind a mask of deceit, to provoke a calculated reaction within you. If you suspect such a ploy is being utilized, consider displaying no emotion in return. By doing so, the perpetrator will have doubt cast upon his actions, which in turn will give him cause to reflect upon whether his ploy is being met with success.

3.    Control emotions: You must control your emotions and attempt to do so of the other negotiator. To control the emotions of the other negotiator, you should possess a strong awareness of what might trigger him to one action versus another. Then, during the negotiation, strike the proper accord to motivate him to move in the direction you seek. Your degree of success will be determined by how well you’ve estimated his reactions.

4.    Display appropriate emotions for environment: The emotions you exude should be aligned with the outcome you seek from the negotiation. Thus the proper mannerisms, connected with the appropriate emotions, will lend cohesiveness to your position.

5.    Body language and emotions: As you progress through a negotiation, observe the alliance that a displayed emotion has with one’s body language. If there’s incongruity between the emotion and body language, the emotion may be contrived and have less importance than what is being conveyed.

Even when an emotion is genuine, you don’t have to give credence to it. You can choose to ignore it, if it does not serve your purpose of moving the negotiation towards a positive outcome. Regardless of the way you react to emotions during a negotiation, if you’re aware of the role they play and adjust to them accordingly, you’ll have greater control of the negotiation and in the process be more successful … and everything will be right with the world. Remember, you’re always negotiating.

The Negotiation Tips Are …

• Always be cognizant of controlling your emotions during a negotiation. A loss of control could cause you to think irrationally, and adopt actions that you might otherwise avoid.

• To the degree there’s congruity in your words and emotions, your emotions will possess more credibility.

• If the other negotiator’s emotions are not aligned with his body language, you may consider pointing out this observation. Your attempt would be to get him to alter his facade.

Special Offer:

To inquire about having The Master Negotiator as a coach or consultant, or to conduct ‘live’ instructional sessions, and/or keynote presentations at your company, group, or organization, please send an e-mail to GregWilliams@TheMasterNegotiator.com and start getting more of what you deserve out of life.  Please include the verbiage, ‘Negotiation Inquiry’ in the subject line.

©MMXI Greg Williams (The Master Negotiator/Body Language Expert), All rights reserved.

You are free to use this material from Greg Williams ‘The Master Negotiator’ in whole or in part, as long as you include complete attribution as listed below. Please notify The Master Negotiator, Greg Williams where his material will appear, by e-mail: GregWilliams@TheMasterNegotiator.com

The attribute should read:

by Greg Williams – The Master Negotiator. If you’d like more information on how you can become a savvier negotiator, click here to checkout Greg’s new book, “Negotiate: Afraid, ‘Know’ More.”

Please visit The Master Negotiator‘s website at http://www.TheMasterNegotiator.com for additional information and negotiation resources for individuals and businesses.

When Negotiating Seek To Understand Incongruity In Head Gestures

How to Read and Use Body Language When Negotiating

Invest In Yourself – Discover How To Read Body Language

 

Negotiation Tip of the Week

# 975

 

“When Negotiating …

Seek To Understand Incongruity In Head Gestures”

 

Have you observed how people use head gestures when negotiating? If not, you should. There’s invaluable information in such displays. In some cases, what might be viewed as incongruity between what is spoken and what is indicated by the movement of one’s head, may turn out to be a valid manner in which they communicate. If you misconstrue their actions, you’ll misinterpret important information you otherwise would have received.

When considering how to interpret the real meaning to incongruent head gestures, pay attention to these factors.

Head movement: Some people actually move their head from side to side to indicate they’re in agreement with you. That’s contrary to what you expect to see. In most cases, when someone moves their head from side to side, they’re indicating that they’re in disagreement. Prior to the official negotiation, verify the manner in which the other negotiator uses head gestures, by asking questions that require nonverbal responses. Then, observe his head gesture mannerisms.

Leading you to agreement: Some people will end a statement while moving their head up and down; That’s what we normally expect to see when someone is in agreement. By moving their head at the end of a statement in such a manner, subliminally, they’re attempting to lead you to agreeing with their pronouncement. Make sure you understand what their attempt is and be sure the action is aligned with their words from a congruency perspective.

Note differences in head movement: In verbal versus nonverbal occurrences, the same head gesture could convey different thoughts. Don’t assume there’s incongruence, just because the head movement and the spoken word are not synchronized. The mental state of mind of the other negotiator may be such that he expresses himself subconsciously in such a manner. Verify the ‘real’ meaning of his gestures before making assumptions.

In any negotiation, you should always create a plan before entering into the negotiation. By including the observation of how someone uses their head gestures, you’ll put yourself in a better position to avoid ‘de-feet’ (The role feet play in a negotiation will be explored in another Negotiation Tip.)  … and everything will be right with the world. Remember, you’re always negotiating.

The Negotiation Tips Are:

• Be conscious of the fact that the mental thought someone possesses can be seen in the way they move their head to acknowledge agreement, disagreement, contemplation, and/or bewilderment. In order to make such interpretations of benefit to you during a negotiation, be sure to understand the real meaning of their head movements.
• Practice using head gestures to lead people to agreeing with your thoughts. Do so with friends and observe to what degree they agree with you. By doing so, you’ll gain insight into when to use such a tool.
• Always be aware when yes means yes and no means no. You can glean such insight by observing head gestures. In so doing, you can apply order to chaos.

Special Offer:

To inquire about having The Master Negotiator as a coach or consultant, or to conduct ‘live’ instructional sessions, and/or keynote presentations at your company, group, or organization, please send an e-mail to GregWilliams@TheMasterNegotiator.com and start getting more of what you deserve out of life.  Please include the verbiage, ‘Negotiation Inquiry’ in the subject line.

©MMXI Greg Williams (The Master Negotiator), All rights reserved.

You are free to use this material from Greg Williams ‘The Master Negotiator’ in whole or in part, as long as you include complete attribution as listed below. Please notify The Master Negotiator, Greg Williams where his material will appear, by e-mail: GregWilliams@TheMasterNegotiator.com

The attribute should read:

by Greg Williams – The Master Negotiator. If you’d like more information on how you can become a savvier negotiator, click here to checkout Greg’s new book, “Negotiate: Afraid, ‘Know’ More.”

Please visit The Master Negotiator‘s website at http://www.TheMasterNegotiator.com for additional information and negotiation resources for individuals and businesses.

“Synchronize Body Language To Negotiate Successfully”

 

How to Read and Use Body Language When Negotiating

Invest In Yourself – Discover How To Read Body Language

 

Negotiation Tip of the Week

# 970

 

“Synchronize Body Language To Negotiate Successfully”

 

When negotiating, your body language conveys your thoughts. That’s not a revelation. What may come as a revelation is the fact that you can assist in how you’re perceived through your body language, by controlling the body language signals you emit.

In order to exact such a demeanor, first consider the image you wish to project and the role that your body language will play. Then determine how you will cast the role in which you’ll play during the negotiation. In so doing, try implementing the following suggestions.

1.    Set the stage: Prior to the negotiation, assess what the proper body language should be for the situation in which you’ll be negotiating. Be sure to dress, speak, and display the appropriate mannerisms for that environment. If the negotiation is held in your environment, be sure it reflects the theme you’re projecting.

2.    Stay on message: Before the negotiation, determine what your most important position will be. Then, during the negotiation, if you wish to be perceived as being very focused, stay on point and align your body language to highlight that position. Regardless of the rebuttals you receive from the other negotiator, drive the focus of the negotiation back to your main point. Use body language, verbal and nonverbal communications, to assist in this effort. State your position and don’t move far from it, unless the other negotiator makes concessions that are sufficient for you to do so.

3.    During the negotiation: Apply the appropriate body language signals (facial, hand, feet, and other body language expressions) throughout the negotiation. Stern facial expressions, coupled with steepled hands when conveying the degree that you believe your position has validity, will add to your allure. Use softer gestures (smiling with hands open/apart) to express the signal that you might be open to modifying a segment of your position.

The more dogmatic you are about synchronizing your body language with your negotiation position, the more your position will be perceived as being succinct and important. Such perception will occur at a conscious and subliminal level within the other negotiator. Suffice it to say, if done appropriately, you’ll be in a better position from which to negotiate … and everything will be right with the world. Remember, you’re always negotiating.

The Negotiation Tips Are …

• When negotiating, you don’t have to play the hand you’re dealt. You can change the hand in the process of the negotiation. In order to do so, increase your knowledge of how to read and use body language.

• As you negotiate, pay attention to what the other negotiator says, but pay more attention to his body language. Words can be used to manipulate, but the body never lies.

• There will be times in a negotiation when finesse will outdistance persistence. Learn when to utilize the most advantageous ploy by increasing your knowledge of negotiation strategies, tactics and the reading of body language.

Special Offer:

To inquire about having The Master Negotiator as a coach or consultant, or to conduct ‘live’ instructional sessions, and/or keynote presentations at your company, group, or organization, please send an e-mail to GregWilliams@TheMasterNegotiator.com and start getting more of what you deserve out of life.  Please include the verbiage, ‘Negotiation Inquiry’ in the subject line.

©MMXI Greg Williams (The Master Negotiator), All rights reserved.

You are free to use this material from Greg Williams ‘The Master Negotiator’ in whole or in part, as long as you include complete attribution as listed below. Please notify The Master Negotiator, Greg Williams where his material will appear, by e-mail: GregWilliams@TheMasterNegotiator.com

The attribute should read:

by Greg Williams – The Master Negotiator. If you’d like more information on how you can become a savvier negotiator, click here to checkout Greg’s new book, “Negotiate: Afraid, ‘Know’ More.”

Please visit The Master Negotiator‘s website at http://www.TheMasterNegotiator.com for additional information and negotiation resources for individuals and businesses.

“When You Negotiate Are You A Zombie”

 

You can obtain more in life by negotiating better. Discover how to do so effortlessly.

Discover The Value Of NLP (Neuro Linguistic Programming)

Click here to be taken to a NLP product!

 

Negotiation Tip of the Week

# 960

 

“When You Negotiate Are You A Zombie”

 

Have you ever been involved in a negotiation and felt like you were just going through the motion? When doing so, did you feel like a zombie, someone that was not following his or her own will? Have you ever thought about why and how that occurred?

Zombie like states can be induced during a negotiation, and if you’re not careful, they can be very devastating on your negotiation efforts.

The following are factors that contribute to a zombie like state during a negotiation.

1.    Voice tonality and pace, yours and that of the other negotiator, can put you into a trance-like state. Hypnosis is based on the premise of using certain suggestive phrases in a repetitive manner, based on the outcome being sought. During a negotiation, practitioners of NLP (Neuro Linguistic Programming) can make suggestions to your subconscious mind and alter your will. Stay alert to such tactics.

2.    Time pressure can leave any negotiator in a zombie like state of mind. The pressures of time in a negotiation can create a level of tension that could cause you to vary your normal thought processing. Be aware of where you are in a negotiation, as it relates to time, and guard against the negativity that time pressure can inflict upon you.

3.    Being forced to address details when you’re not mentally prepared to do so can wear you down and contribute to you becoming zombie like when you negotiate. Observe your mental level of energy during a negotiation to combat fatigue. Be aware that you’ll become more susceptible to making mental errors of judgment when you’re not as alert as would otherwise be the case.

4.    Be aware of false compliments. False compliments bestowed upon you during a negotiation can be a red herring (e.g. something that attracts attention from the real issue). In essence, the false compliments can be made to get you to continue down a path that is more advantageous to the other negotiator. By following that path, you can become robotic and like a zombie (e.g. following the other negotiator’s lead to receive more compliments).

5.    Triggers (i.e. suggested phrases, scents, music, etc.) can be used to create a hypnotic state when negotiating. If you’ve ever experienced a mood shift as the result of hearing a certain song, or listening to a particular phrase, you responded to a trigger. During negotiations, be mentally attuned to the triggers that might stimulate you to shift your mindset and cause your mental center of gravity (emotional state of mind) to be altered.

Negotiation Quote:

“When negotiating, don’t assume your capriciousness is not induced. Just because you don’t think you’re being a zombie doesn’t mean you’re not acting like one.” – Greg Williams, The Master Negotiator

The Negotiation Tips Are …

• Observe the speaking pace that occurs in a negotiation. The speaking pace can lull or put you into a hypnotic state and cause your actions to become like a zombie.
• To keep from becoming like a zombie during a negotiation, when asked for concessions, ask for concessions. In so doing, you’ll keep yourself more mentally alert to the traverses occurring in the negotiation.
• Be intellectually aware of your level of doubt during a negotiation. Doubt can cause you to commit to a sequence of actions that induce zombie like behavior.

Special Offer:

To inquire about having The Master Negotiator as a coach or consultant, or to conduct ‘live’ instructional sessions, and/or keynote presentations at your company, group, or organization, please send an e-mail to GregWilliams@TheMasterNegotiator.com and start getting more of what you deserve out of life.  Please include the verbiage, ‘Negotiation Inquiry’ in the subject line.

©MMX Greg Williams (The Master Negotiator), All rights reserved.

You are free to use this material from Greg Williams ‘The Master Negotiator’ in whole or in part, as long as you include complete attribution as listed below. Please notify The Master Negotiator, Greg Williams where his material will appear, by e-mail: GregWilliams@TheMasterNegotiator.com

The attribute should read:

by Greg Williams – The Master Negotiator. If you’d like more information on how you can become a savvier negotiator, click here to checkout Greg’s new book, “Negotiate: Afraid, ‘Know’ More.”

Please visit The Master Negotiator‘s website at http://www.TheMasterNegotiator.com for additional information and negotiation resources for individuals and businesses.

“To Negotiate Successfully Become Proficient At Conflict Resolution”

 

 

Increasing your negotiation skills will enhance your life!

Click here to learn how you can increase your negotiation skills!  

 

 

Negotiation Tip of the Week

# 955

 

“To Negotiate Successfully …

Become Proficient At Conflict Resolution”

 

When it comes to conflict resolution, some negotiators enter into such activities with neither thought nor plan for the manner by which they’ll engage the other negotiator. In so doing, they place themselves in a less favorable position than if they’d thought through the process. 

Whether you’re in a business or personal environment, you’re always negotiating. As such, there will be times when you’ll have to engage in conflict resolution. In so doing, consider the following:

1)   Before you become upset by your perception of a situation that you view as requiring conflict resolution, check your perspective and seek to understand the other person’s point of view. Be sure you understand the cause of that person’s discomfort from an intellectual standpoint and if possible, assimilate that person’s emotional state of mind into your own mindset.

2)   Observe the body language of the person with whom you think you may have a disagreement. Determine if what you see matches what you hear.

     a.) Watch the eyes. The eyes may hold ‘in-sight’ to the resolution.

          The eyes can give insight into the real thoughts that are occurring in someone’s mind.  Typically, if you ask someone a question and they look up and to the left, they’re attempting to recall a past experience. If they look up and to the right, they’re being creative with their response (making something up). Therefore, if someone looks up and to the right, when thinking about a past experience, you should become attuned to the fact that their discomfort may not relate to the situation at hand. It may be complicated by additional circumstances that are not applicable in the current situation. 

     b.) In a conflict resolution, the feet can keep you from defeat.                  

          When addressing someone in person, observe the positioning of his or her feet. While they’re totally engaged with you, they’ll tend to have their feet pointed towards you. When they are in the process of disengaging, they’ll point one foot, or both feet, away from you.

     c.) Speech patterns, in person, over the phone, and via e-mail give a glimpse into the mind.

          When attempting to resolve conflicts, note the pace at which a person speaks. In particular, take note in the change of their pace and at what point the change occurs. In so doing, if you’re astute, you can discern the sources of motivation that stimulates someone to take a particular action. Alter the pace and you alter their perspective.

 

3)   Make sure you listen to the fact that sometimes, people just want to know that they’re being heard. If you encounter such a situation, to the degree you can, let the other person speak. Be a patient listener and don’t interrupt them.  

4)   Listen for the emotional level of the conflict for the degree of stress that’s involved. Assess whether someone is using misplaced aggression from another situation and projecting it into the situation with you. In essence, assess what the real source of a conflict is before addressing it.

 

Conflict resolution can be difficult, in any aspect of your life. The better skilled you are and prepared to address conflicts, the more capable you’ll become at finding the appropriate solution in the appropriate situation … and everything will be right with the world. Remember, you’re always negotiating.

Negotiation Quote:

“Never fear to engage in conflict resolution and when possible, never engage in conflict resolution out of fear.”  – Greg Williams, The Master Negotiator

 

The Negotiation Tips Are …

 

• In every aspect of your life, you negotiate. So, the better you become at conflict resolution, the better you’ll become at negotiating.
• When negotiating, you give others insight into your demeanor. Therefore, always be aware of the demeanor you display.
• Conflict resolution can be unpleasant. It’s something that you may not like to do, but it can relieve tension and pressure from an otherwise irritating situation.

 

Special Offer:

To inquire about having The Master Negotiator as a coach or consultant, or to conduct ‘live’ instructional sessions, and/or keynote presentations at your company, group, or organization, please send an e-mail to GregWilliams@TheMasterNegotiator.com and start getting more of what you deserve out of life.  Please include the verbiage, ‘Negotiation Inquiry’ in the subject line.

©MMX Greg Williams (The Master Negotiator), All rights reserved.

You are free to use this material from Greg Williams ‘The Master Negotiator’ in whole or in part, as long as you include complete attribution as listed below. Please notify The Master Negotiator, Greg Williams where his material will appear, by e-mail: GregWilliams@TheMasterNegotiator.com

The attribute should read:

by Greg Williams – The Master Negotiator. If you’d like more information on how you can become a savvier negotiator, click here to checkout Greg’s new book, “Negotiate: Afraid, ‘Know’ More.”

Please visit The Master Negotiator‘s website at http://www.TheMasterNegotiator.com for additional information and negotiation resources for individuals and businesses.

“Negativity In A Negotiation Can Be Positive”

 

 

Book ‘The Master Negotiator’ To Help Your Organization  

 

Negotiation Tip of the Week

# 950

 

“Negativity In A Negotiation Can Be Positive”

 

When most people negotiate, they attempt to bond with the other negotiator in an effort to lay the groundwork for a positive encounter. As a result of adopting such a position, they negate the potential benefits that negativity can have during the negotiation.

Since a good number of negotiators are motivated to move away from negativity and towards that which is perceived to be positive, being negative in a negotiation can have a large impact on the outcome of the negotiation. Therefore, during your negotiation planning, consider how you might utilize negativity. Also, consider how negativity might be used against you during the negotiation and how you might combat it.

The following points give insight into how you might consider positioning yourself, by using negativity during a negotiation. 

1. If you know the other negotiator is trying to avoid a particular negative outcome, highlight and reinforce the negative outcome he’ll have if he adopts a position that is contrary to a position you’ve offered. In essence, reinforce the negative outcome he holds to be true in his mind, in an attempt to heighten the potential of it becoming his reality.  
2. If you’re negotiating against multiple negotiators, consider adopting a position that will undercut the positions of both negotiators, by causing their positions to become misaligned against each of them.
3. Use the take away to enhance your position. Anytime someone believes he’s won an outcome, mentally, that outcome becomes his; he owns it and views it in that manner. If it’s an outcome that he’s acquired as the result of a hard fought negotiation, the outcome becomes more valuable to him. If you take that outcome away from him, it will become even more valuable. Even if you just use the threat of taking it away, you’ll increase the perceived value of the outcome.      
4. Highlight how the other negotiator’s position dissimilates him, compared to what is deemed normal and rational. Since most people possess a crowd or group mentality, they want to be considered like everyone else. If you observe this characteristic in the person with whom you’re negotiating, consider how you might advantage the negotiation by utilizing this tactic.
5. You can utilize the thought of fear, as a source of negative motivation, if you know the other negotiator is moved to action from that point of view. Fear and negativity go hand and hand, and thus to couple the two in one instance can create additional stress and tension in the other negotiator.

 

If you look at the political process in countries that have free elections, you’ll note how effective most negative advertisements are against a candidate. Thus, from a psychological perspective, negativity sells. In a negotiation, if you use negativity wisely and strategically to promote the move away from position (move from negativity) that the other negotiator might possess, you’ll become more efficient when negotiating … and everything will be right with the world. Remember, you’re always negotiating.  

 The Negotiation Tips Are …

• Always keep in mind, there will be times when you can minimize your losses and maximize your gains by being negative in a negotiation. Just be sure the time is appropriate before utilizing the strategy of negativity.  
• When using negativity, allow the other negotiator to alleviate the pressure of negativity by moving in a direction that he views as being more positive.
• In a negotiation, sometimes you can’t win for losing and you can’t lose from winning. However, you can take control of a negotiation by being able to adapt to its flow and utilizing the appropriate strategy in a given situation. Knowing when to use negativity gives you an additional tool by which to influence the outcome of a negotiation.

 

Special Offer:

To inquire about having The Master Negotiator as a coach or consultant, or to conduct ‘live’ instructional sessions, and/or keynote presentations at your company, group, or organization, please send an e-mail to GregWilliams@TheMasterNegotiator.com and start getting more of what you deserve out of life.  Please include the verbiage, ‘Negotiation Inquiry’ in the subject line.

©MMX Greg Williams (The Master Negotiator), All rights reserved.

You are free to use this material from Greg Williams ‘The Master Negotiator’ in whole or in part, as long as you include complete attribution as listed below. Please notify The Master Negotiator, Greg Williams where his material will appear, by e-mail: GregWilliams@TheMasterNegotiator.com

The attribute should read:

by Greg Williams – The Master Negotiator. If you’d like more information on how you can become a savvier negotiator, click here to checkout Greg’s new book, “Negotiate: Afraid, ‘Know’ More.”

Please visit The Master Negotiator‘s website at http://www.TheMasterNegotiator.com for additional information and negotiation resources for individuals and businesses.