Archive for: May, 2023

Gain An Unfair Advantage In Your Whiteboard Presentation

May 30 2023 Published by admin under Uncategorized

You’ve seen the whiteboard advantage – complex problems are made simple. Difficult decisions are made easier. Boring presentations are transformed. Get 6 easy and quick tips to gain this almost unfair advantage.

Want to attract business and engage new clients in a whole new way?

Most people are nervous about drawing in front of peers or high-profile clients. We don’t want to look foolish. We don’t want to embarrass ourselves. And we definitely don’t want to blow the opportunity.

So instead of taking a calculated risk, building our skills, and practicing to perfection, we make the seemingly logical choice. We avoid ever picking up a marker. We steer clear of whiteboards. And we pray that this trend will go away soon.

But, since you’re reading this article, you have already identified yourself as a winner. You are ready to put in the time and learn the skills that give you a competitive advantage. I’m talking about: whiteboard interactive presenting.

Make it easy for your clients to choose you: go to the whiteboard. But don’t do what everyone else is doing. Be better. Be professional. Here are 5 tips that if used correctly give you an almost unfair advantage.

Tip 1. Know Before You Go
Plan your whiteboard presentation-before you’re standing in front of a group. Just like building a house, use a blueprint. For whiteboard presenting, use a presentation storyboard. Know specifically what you will show-and when you will show it. This helps you relax. And it is a recipe for success, especially in front of an important client.

Tip 2. Explain What You Draw
Just about any complex problem, project or process can be made clearer with a picture. But don’t leave the interpretation up to chance. While you’re immersed in your content and presentation topic, remember that this is the first time your audience is seeing it. Explain the significance of what you are sketching. Explain the ‘obvious.’

Tip 3. Escape Chicken Scratch
Far too many presenters believe that any old writing on the whiteboard is better than nothing. Well, it isn’t true. Your illegible writing will destroy credibility as fast as showing up in gym shorts.

If your lettering is awful and people routinely tell you, “I can’t read a word you write,” pay attention. Most people hate to give such candid feedback. Your busy client may not tell you to your face. They’ll just decide to take their business elsewhere.

Tip 4. Free Up Your Inner Artist
Not everyone is born with artistic talent. Not everyone has the natural gene of cartooning or caricature. But that’s still no excuse for stick figures and funky drawings.

While this may have worked 10 years ago, or even a couple years ago, times have changed. If you think that apologies and crude drawings help your cause, think again.

Fortunately, you don’t really need tons of drawings and sketches to make an impact. A few well-crafted images will help you make your point. When you learn these, you’ll quickly impress clients with your ‘artistic skill.’

Tip 5. Understand Visual Frameworks
A whiteboard is NOT a giant piece of paper. It is not best used for scrawl, lists and a few random words sprinkled here and there. Visual frameworks are an essential piece of successful presenting.

Once you learn the power of displaying conversation, you’ll unlock rich conversations, intense collaboration, and rapid decision-making. Without this knowledge, you’ll just use the board for gathering and pushing information-without full authority.

The best news? There is a simple set of principles, rules and tools for how to open up conversations, command attention and win results.

Using these rules you’ll know how build rapport, streamline decisions and close more deals. Are you ready to give powerful whiteboard presentations and gain the ‘unfair’ advantage?

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No Time Like the Present? What a Relief!

May 29 2023 Published by admin under Uncategorized

“I am going to stay in the present!” I declare! And, in the time it takes me to write those words, the present is long gone. I find myself firmly grounded in the future. I am thinking about my daughter’s report that is due on Tuesday, the clients I will talk to later this week and wearily wonder when our dog will learn that although our bathroom is inside the house, his bathroom is outside.

Or, I am in the past. Why did I buy that pair of pants I will never wear and what possessed me to commit to co-chair the annual school fundraiser? Gurus, well-meaning friends and self-evolved mothers alike tell us to “be here now” and “take one day at a time.” They extol the virtues of the present as though it were as wonderful as a pair of new shoes, as relaxing as a Swedish massage and as satisfying as a hot fudge sundae.

Being in the present comes with so much endorsement, I tip toe into the realm of spending some time in the “present,” just to see what all the fuss is about. The first thing I can tell you is that staying in the present is mighty hard. Unfortunately, in order to stay in the present, one must be aware of each moment. This takes a disciplined mind and my mind is anything but disciplined. In fact, it needs a time-out. And the irony is, a time out is exactly what I am trying to give it!

But each time I tell myself to enjoy the moment, my mind veers off like a sleepy driver on a lonely stretch of highway. It wants to think about my to-do list. It wants to worry. It wants to hope for a better moment to come. It wants to imagine how great life would be if I could clean out the closet or lose 5 pounds. But, determined and committed, I trudge on. At first I am able to bring myself to the present for fleeting moments a few times a day. As I practice this, I am able to remember more often and enjoy more fully, the feeling of a cozy bed, the joke that my daughter just told me and the great smell of coffee brewing.

I’m beginning to see a bit of value in this notion of the present. We don’t need to climb to a mountain top or live in a cave, to benefit from life in the present. We can continue to be busy, efficient, multi-taskers. Being in the present does not affect what we do or what we get done. It affects who we are being.

So do-ers continue doing! But as you do, stop and notice where you are.

COACH ME QUICK TIPS FOR THE PRESENT:

1. Find a way to remind yourself 3 times a day to be in the present. Put a reminder on your blackberry, a string around your finger or a post-it on your forehead. Whatever works!

2. When you do remember to focus on the present, identify one thing you notice that you like. Maybe your favorite song is on the radio or the kids are having fun together and not arguing.

3. Praise yourself for your moment in the present!

4. Each week, up the ante until you are spending 10 moments a day in the present. Notice how it feels. Does it change you? Does it change your experience of life?

Start now. There is no time like the present.

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Boost Your Sales With Presentation Skills Training

May 28 2023 Published by admin under Uncategorized

Presentation skills training is critical to sales success. Whether you are new to sales or an experienced pro, great communication unlocks doors. Learn 7 master keys to get faster sales, bigger sales, and build strong relationships with loyal customers.

Selling and presentation skills training are must-have elements of any successful sales organization. But in these days of ‘doing more with less’ many organizations are cutting official sales training. Standard entry training often was conducted over an intensive 2-3 week period. In these hands-on presentation skills programs, new reps learned exactly how to open a conversation, present value, share unique selling points, overcome objections, respond to questions and guide to a close.

But what can you do if your company has cut the budget and taken a do-more-with-less approach? It’s time to boost your sales and take personal development into your own hands.

1. Bring In The Pros
In many sales organizations, the founder or CEO initially delivered training. These epic training sessions are still talked about. Seasoned sales professionals tell tales of these trainings-and if you’re just joining the team, you really wish you’d been there.

If it’s just been years since the top guns joined in on a presentation training class, switch things up. Get your top leaders and top sales performers to join in and share best practices. You’ll boost sales across the entire team.

2. Hire For Performance
These days, you can afford to be choosy. Identify the core values, communication skills, and energy you’re looking for in your sales staff. Then, be rigorous. Hold one, two or more interviews. Test for performance in the interview.

For instance, if you are planning on using whiteboard presenting in your sales process, include a whiteboard pitch as part of hiring. This will help you start with a group of sales reps that are already a cut above.

3. Monitor Quality
Check in for ongoing feedback. Are training sessions providing the right information, skills practice and real-world simulation? If so, keep going. If not, investigate and upgrade to higher quality presentation skills training providers.

4. Engage Participants
Get people involved with lively training sessions that encourage reps to think on their feet. Practice skills. Test comfort levels with situational role-plays. Provide ample opportunity to try out new skills in a safe environment.

5. Build Buy-In From The Start
Involve participants by asking for and including input. New participants have new insights, skills and styles. Encourage lively discussion to continuously adapt, adjust and improve scripts, presentations and sales process.

The more people are involved in the process, the greater buy-in will be for using the process in the field.

6. Invite Peer Presentations
We all enjoy learning-especially from peers. There is a natural comfort and ease that occurs when you’re learning a skill from someone who just learned it a week ago.

Barriers dissolve. Obstacles disappear. Use peer presentations to create a dynamic and informal learning environment.

7. Recognition and Reward
Recognition and reward sound like big terms only for big organizations. Nothing could be further from the truth. Recognize people for their participation. Reward them by acknowledging how their contribution improved the training experience.

Reward and recognition is a critical dimension of success. Everyone enjoys knowing that his or her comment, action or idea made a positive difference.

Whether you are part of a global organization or a tiny start up, use these 7 keys to boost your sales results. Interested in presentation skills training? That’s smart. The right skills ignite sales performance.

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Speaking of Speech – Basic Presentation Skills For Beginners

May 27 2023 Published by admin under Uncategorized

For many individuals, presentation skills are sought in an effort to create a long-lasting impression with a particular audience. In addition to this, these skills are necessary for our personal growth and success. Various types of leaders are put in a position where they are expected to “guide” a presentation on a daily basis. You may be the next on that list. You may have even already been asked to conduct a presentation and are looking for ways to increase the effectiveness and level of expertise in public speaking and presentations. Through this article, I will be providing you with basic presentation skills for beginners. If you are interested in key items when speaking of speech, this guide may prove to be extremely beneficial.

The first things that you will need to consider when in a position where you must create a presentation are the goals that are associated with that presentation. This can be easily accomplished by simple taking a piece of paper, a pen, and a few minutes of time to identify the most important goals that you have. The next thing that you should know and understand when it comes to public speech presentations is that you are not just “telling” or “talking” to your audience. When conducting a presentation, you are having an interactive conversation with your audience. When creating your goals, consider the many different ways that you can interact with the audience that you will provide the speech to.

When it comes to basic presentation skills for beginners, it is important to create an invitation list of all those that you would to attend. Then, think about what you would like to obtain from the presentation if you were the invitee instead of the inviter. Every person that you invite to the meeting where you provide various types of information should benefit in their own way from the speech that you give. If you know your audience before arriving at the presentation, you will be able to really win them over from the very first word that comes from your mouth. A great way to get your audience involved is to ask questions, tell a story, or start with an interactive activity that will capture their attention!

There are many different types of “themes” for presentations. You may create a presentation that is used to inspire and motivate people who have been abused. You may have developed a new strategic plan for reducing the overhead in a company by using time in a more creative manner. You may want to conduct a meeting that will encourage team work among employees. There are many, many different options. Prior to your presentation, it is essential to ensure that you know and are comfortable with the “theme” or “ending result” of your presentation. You are ready to gear all the facts and figures that you hope to present to your audience in the same direction as the audience.

When studying basic presentation skills for beginners, you may find that there is no mention of creating interactive sessions throughout the event. This is because many do not realize the importance of including interaction sessions in their presentations. These are often the people that fail in delivering and succeeding in their presentation. The reason? Because they lose the attention of the members of the audience. By creating interaction points where you spend time interacting with your audience, you will find that you maintain a steady stream of attention.

As you can see, it is quite a process to create and engage in that first presentation. However, as time progresses you will become more comfortable. You will also develop techniques of your own. You can start creating an effective speech based on the information concluded here!

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Advantages of Converting Presentation to Video

May 27 2023 Published by admin under Uncategorized

“How can I view my presentation on iPod, or other mobile devices, when I don’t have a computer aside?” “Is it possible to share my presentation online and even embed the presentation to my web?”…these questions can often be heard around us. Is there a way to solve the problems? Don’t worry! Those annoying troubles can be solved by converting PowerPoint presentation to video.

Is it really necessary for us to convert presentation to video? Let’s looked the following benefits the conversion from presentation to video will bring us.

1. No need to worry about the PowerPoint version, even computer.
When you play the presentation on other computers, it is so inconvenient that you have to consider the PowerPoint’s version. Once you want to send your presentation, you need to make sure that the receiver has a computer. No doubt it brings a lot of trouble to us. However, once you convert your PowerPoint presentation to video, those troubles will flee away promptly. We know that video can be played on most computers and you can even view it on DVD player by storing it to the disk.

2. No constraints on where you view your presentation.
Once you convert your presentation to video, the file can be played on many mobile devices, such as iPod, iphone, etc. Therefore, it is possible for you to view the presentation on ipod, iphone, or any where you want.

3. Powerful support to upload your presentation to the web freely.
You may want to share your presentation on web, and even to embed the presentation in your own blog. It is easy to come true by converting presentation to video, because many formats of video are fit for the web’s requirements.

Possibly you may feel surprised at the benefits this conversion can offer you. Is it hard to convert presentation to video? Actually, there are also various ways to adopt this. Here comes the most convenient ways.

1. Convert presentation to video online.
Authorstream.com is a platform for sharing PowerPoint presentations on line. This website makes it easier to share your PowerPoint presentation through blogs, websites, on YouTube and even via iPod.
After you upload your presentation to author stream, it will convert the presentation into a MPEG4 video (mp4) that can be directly uploaded to YouTube or you can view your presentation on an iPod. An email notification will be sent to you as soon as your PowerPoint video is ready for download from the web. However, this process may take some time, and there is limitation on the file quantity and size

2. Convert presentation to video through a presentation to video converter
With a presentation to video converter, it is much easier for you to handle the whole converting process. It is OK for you to import files with large size. You can put the converted files on your computer and gain a better conversion quality. Now there is a lot of software which can convert presentation to video. Which is suitable to you? Acoolsoft PPT2Video Converter is worthwhile to try. It is a user-friendly PowerPoint to video application with nearly all the elements (music, animations, videos, etc.) retained in high quality after conversion.

Do you still think hard about methods to embed your presentations on your own web? Do you want to seize the precious time to be more familiar with your actual presentation on the street before your meeting? Converting presentation to video is the perfect solution for you!

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Debt Negotiation Services – Why More Debt Settlement Deals Are Expected This Year

May 23 2023 Published by admin under Uncategorized

Debt negotiation services are not new in market at all, in fact these services were present in market for quite a long period of time but they actually came in to lime light after the hit of recent inflation. Debt negotiation services are considered as the reliable source for the elimination of massive unsecured debts. This process is mutually favorable for both lender and the borrower. In fact it is true to say that with the help of debt settlement/ negotiation, both parties are at profitable stage. In this given article you will come to know that why more debt settlement deals are expected this year.

As it is a known fact that debt negotiation services work for the benefit of lenders so that is why they are encouraging and promoting this method. It is the only way by which they can get their money back from debtors easily. If a person wants to convince the lenders to agree over the negotiation deal then it is advisable that he should take the help of professional settlement companies in this regard. These companies have skilled and trained negotiators that talk with lenders and convince them on giving reduction in the amount that person has to pay. Though debt negotiation works for lenders as well but still they don’t get agreed for this method easily. Financial agents have to put many efforts in this aspect. Threat of bankruptcy is the best way for convincing the lender to agree over the terms and conditions of negotiation. Professional negotiators clearly mention this to lenders, that if they don’t agree for the negotiation deal then the debtor will file for bankruptcy and if the person does so, then they will not be able to get anything from this. This threat really works out and creditor shows his keenness for accepting settlement deal.

With the help of this method the lenders are able to get 50% of their money back while on the other hand the debtor will get 50% reduction in the amount of debt easily. Due to new changes in the laws of settlement, this process is getting more reliable and authentic.

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Negotiating Debt Settlements For Credit Cards – Debt Settlement Negotiation Tips

May 22 2023 Published by admin under Uncategorized

You may be aware that negotiating debt settlements is one of the most effective ways to get rid of credit card debt. What you may be less sure about is how to go about doing that successfully. This article will explain how the process works and what your options are when you wish to go ahead with debt settlement.

First of all, I want to be clear about what debt settlement is and is not. Debt settlement should not be confused with debt consolidation or debt management. Whereas these other debt solutions are about finding new ways to repay your entire debt, the settlement approach is about negotiating big reductions in the amount that you owe before paying off the remainder.

Negotiating debt settlements is an option that is often used when a person is in a situation that is too serious for debt consolidation to work. If you do not have enough spare income to make the payments required in a debt management plan, then debt settlement could be the answer. Debt settlement is an approach which is particularly suitable and effective for dealing with credit card debt.

Negotiating debt settlements depends on being able to persuade credit card companies to write off a lot of what you owe, but they are not likely to do this if they think that you can actually afford to pay back the full amount. For this reason it is more appropriate for people in quite serious situations, perhaps considering bankruptcy as the only alternative.

Once you are sure that negotiating debt settlements is the right option for you, there is a fundamental decision to make about how to actually do it. The vast majority of people choose to use the services of an experienced debt settlement company, but it is also possible to opt to do it yourself. To make an informed decision about this you need to have an understanding of what is involved in each option.

Negotiating debt settlements is a very specialist area and not something you are just going to be able to succeed at without some knowledge of the how credit card companies operate and the processes that they go through. The fact that you do not already know anything about any of this does not need to be a barrier to going down this route, as it is possible to get detailed help and guidance to take you through the whole process of negotiating successful settlements. If you are able to do this yourself, the clear advantage is that you take full advantage of the reductions you achieve because there is nothing to pay to a debt settlement company.

The alternative is to use someone who is used to negotiating debt settlements every day, and who understands the process completely.  The main advantages of this are that you can leave it all to them and they understand how each creditor operates and how to time their negotiations to achieve maximum discounts on your debts. With some of the more well established companies, you can get the added advantage of the fact that they are negotiating with the same creditors for many other people too, so are able to get much greater reductions because of the larger amounts of money involved.

The only downside of negotiating debt settlements through a specialist company is that they need to be paid. However, the best companies will only take a proportion of whatever they manage to save you, so you still end up much better off, you just do not save quite as much as if you did it yourself. Debt settlement companies do not operate in the same way in the UK, because there is an alternative scheme called an IVA, which is widely offered by debt management companies, and which also results in debts being written off.

If you are not confident about negotiating debt settlements yourself and you decide to use the services of a debt settlement company, you have an extremely important decision to make with regard to which one you choose to help you. The reason this is so important is that there are quite a lot of debt settlement companies out there who range from being just not very good, to the downright rip-offs. Unless you take some precautions over who you select, you could end up being one of the many people each year who find themselves worse off after debt settlement than before.

To be safe, you need to avoid any new companies or organisations that cannot prove they have a record of success in negotiating debt settlements. A good company will be able to point to lots of satisfied customers. Another good safeguard is to always apply to about three companies, then go with whichever comes up with the best value offer. The easiest approach is to follow recommendations for companies that are known to be very well established and ethical, then choose a few from the list to apply to. Applying puts you under no obligation to take up any offers, and it gives you the opportunity to get a feel for the company and the people working for it.

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Womb to Tomb – One Big Negotiation

May 21 2023 Published by admin under Uncategorized

What appears to be so ominous to many people is something they may not recognize is part of their everyday life. If you do not already realize it, by the time you finish this article you will recognize that you are negotiating each and every day. In fact, you are negotiating all day every day. You are negotiating at work, at home, in your business life and in your personal life.

Think about it. At work, in addition to customers and suppliers, you are negotiating with your boss, your peers, other employees and other departments. At home, you negotiate with your spouse. If you do not believe it, think about what has taken place by the time you finally decide on a restaurant or a movie. You also negotiate with your children. Whether you realize it or not, I assure you that they are negotiating with you constantly. I will bet that those of you with pets even negotiate with them. And, my best guess is that your pet comes out ahead in most cases.

Look around and observe what is going on around you during the course of a day. You will soon recognize that negotiating is taking place everywhere. Let’s face it, negotiating is part of everyday life.

When faced with “formal” negotiation such as negotiating an employment agreement or the purchase or sale of a new home or a new car, most people you know probably become uncomfortable. Some people become so intimidated by the process that they either refuse to participate or freeze when confronted with the task. This likely results from their belief that negotiating is not a natural part of their day-to-day life. In fact, “formal” negotiations are viewed by many people from the perspective that the only possible outcome is that somebody “wins” and the other person “loses,” and as a result, tension begins to mount.

One of the most important things I have learned during the past 40+ years of doing “deals” around the world is that to achieve a more satisfactory and sustainable outcome, the focus has to be to “make the pie bigger” as opposed to getting a bigger piece of pie than the other person. The end result should be that when the pie is cut in half, both parties end up with a bigger and better piece of pie. To do so, the focus has to change from a confrontational mindset to one of working together.

If you want better results from your next negotiation, keep the following points in mind:

1. Negotiation is an art not a science. There are no hard and fast rules or formulas that fit every situation.

2. Each “deal” is different even though some similarities may exist between “deals.”

3. Recognize that both parties will have to make concessions to reach agreement.

4. The key to success is to remain creative in getting to an agreement that satisfies both parties.

5. Define your bottom line so that you know when to walk away.

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Negotiating Through Strength – While not Displaying Anger

May 20 2023 Published by admin under Uncategorized

Can’t we all just get along? Sometimes not … When you negotiate, how do you deal with someone that’s angry or bitter? Better yet, how do people negotiate with you when you’re angry?

When you negotiate, how strong are you? To be more exact, how strong is the image you project, your position, and the proposition that you make? Your positioning and image play a great role in the overall outcome of the negotiation.

When you negotiate, do you ‘look’ the part you’re portraying? Do you cast the appearance of a successful individual, if that’s the role you’re portraying?

My motto is, ‘You’re always negotiating”. From the moment you enter into a conversation with someone that you may be bartering with in the future, you’re negotiating.

To the degree you speak a certain way, display certain mannerisms, or use body language to convey an unspoken thought, you can move the other person in one direction or the other.

You must be aware of the background, perceptions, and attitude of the person you’re negotiating with. If you raise your voice past what is considered to be normal in some environments, you’re not perceived as being upset or angry; while in other environments you may be considered rude, obtrusive, or downright unmanageable. That’s why it’s so important to understand the makeup, the characteristics, and value system of the other person.

If you understand the mental makeup of the other person, and have a real appreciation for the desires they seek, you can create a chasm of emotions and still be within the boundaries of someone that’s considered to be negotiating from strength, not anger.

What should you do if someone becomes rude or angry with you when negotiating? First, determine if it’s a tactic. If you conclude they are truly upset about the direction in which the negotiation is headed, call a time out and try to understand why the other person feels the way they do. If they are using anger as a tactic and they try to raise the stakes and you don’t wish to appear to be weak, push back. Sometimes you have to raise the stakes in order to get the other person to ante up.

You can be stern and fair without being abusive; the perception is in the delivery. I recall a time when I was on a flight and requested an additional meal (I’m 6′ 2″, 220 lbs. and I have a healthy appetite). The flight attendant bent over, smiled, leaned close to my ear, and said, no. After that she stood upright, turned and walked away. I thought to myself, wow, my request was just denied, but I feel good. In essence, always be aware of the style and manner in which you deliver your words. You can deliver the same words in a fiery tone, or one that is conveyed via a consolatory manner and the message will be perceived differently.

There will be times when people will portray a sense of anger, as perceived by the person they’re negotiating with, when what the other person is really projecting is a sense of strength. How can you determine if someone is expressing themselves through genuine anger versus strength? First consider …

  1. Looking at the situation from the other person’s perspective. Do they have a reason to be upset (unemotionally, put yourself in their place)?
  2. Assess from your perspective, what is the source of their anger?
  3. Assess your reasoning as to the legitimacy of the other person being angry.
  4. Determine what you can do to alter their angered state of mind?
  5. Let them know you perceive them as being upset (watch the words you use at this point. A word such as ‘upset’ may sound less volatile than ‘angry’ to the other person.)
  6. Offer a solution, couched in ‘if’ we can do ‘x’, would that alleviate the situation (You don’t want to give away anything needless, without knowing you’ll get a return, something of value, on your offer. Thus, the reason you use ‘if’.)

By following the steps above, you can reposition the mental mindset of the other person. If done correctly, at that point, you will gain a position of strength in the negotiation … and everything will be right with the world.

The negotiation lessons are …

  • Always be mindful of the other person’s state of mind when negotiating. By being alert to their state of mind, you’ll gain insight into what paths to travel towards the successful outcome you seek.
  • If you’re positive someone is using anger as a tactic during a negotiation, let them know you’re aware of what they’re doing. Suggest in a mild manner that both of you negotiate more sincerely.
  • If the person you’re negotiating with is just too hot headed to peruse the negotiation, call a time out or recess until they cool down. If at all possible, never negotiate with someone when they’re in an angry state of mind.

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Secrets to Being a Savvy Negotiator

May 19 2023 Published by admin under Uncategorized

I was recently asked by a friend to critique a negotiator she was considering for hire for her firm. She inquired into exactly how I would evaluate this person’s negotiation talents. She wanted to know if I was going to test his knowledge about negotiation strategies and tactics. I responded by saying, no. I told her, I would have a general conversation with him and observe his reactions and responses. She then asked how I would be able to evaluate him based on that criterion. She asked why I was not going to test him by creating elaborate negotiation scenarios. I told her, there are several traits that savvy negotiators have. She asked what those traits are and I replied …

1. A good negotiator has to be a good listener. In particular, she needs to possess the capability of being able to hear the unspoken word and be able to interpret that unspoken word to determine what was not said, and the meaning of it. I went on to further explain, anyone that listens intently can discern the meaning of the spoken word. It takes special, and some would say ‘exceptional’, skills to be able to determine what is on someone’s mind without them disclosing it to you. Listening for the unspoken word entails observing how someone conveys their intent and reading their body language (tone of voice, eye movement, body movements, etc).

2. A savvy negotiator can interpret body language with a high degree of accuracy. He knows, just because someone has their arms crossed does not necessarily mean they’re ‘closed’ or reserved. A savvy negotiator understands that he has to look at body language gestures in clusters. By that I mean, he must first get a baseline of the body language gestures of the person he’ll be negotiating with to determine how that person uses nonverbal signals (body language) to communicate. The savvy negotiator instinctively knows that the body doesn’t lie and thus when someone tells a lie, the body will ‘do things’ to compensate for the lie. It’s the detection of the ‘things’ the body does that allows the savvy negotiator to gain insight into the real intent of the person delivering the message.

3. A savvy negotiator has to know how to go about gathering background information. Before entering into a negotiation session, a savvy negotiator will …

a. compile a dossier on the person with whom she’ll be negotiating

i. the purpose of this information is to get insight into why the other person is negotiating with you

ii. assess what the person with whom you’re negotiating with will do if they can’t get what they’re negotiating for from you

iii. try to determine the total amount of time the other person might have to negotiate

iv. ball park what the other person’s best offer might be to you

v. determine the least they’ll accept from you

b. understand the characteristics that make up the style and demeanor of the person with whom they’ll be negotiating

i. the more you know and understand about the style of the person you’ll be negotiating with, the better you can prepare to negotiate in the style that will be most complementary to that person’s style – in essence, you’ll be able to build rapport faster, which will advance you towards a more successful negotiation outcome

You can easily discern the capabilities of a savvy negotiator, if you take a short period of time to talk with her. If she constantly interrupts you, most likely she will miss vital information during a negotiation. If on the other hand, she listens to you very intently when you speak, builds rapport, paraphrases what she perceives to be your intent, more than not, she will be a savvy negotiator. Of course there’s a whole lot more that goes into the makeup of a savvy negotiator, but all things being equal, the person with the latter traits will reach more successful negotiation outcomes … and everything will be right with the world.

The Negotiation Lessons are …

· When considering the makeup of a savvy negotiator, watch and listen to the manner someone interprets unspoken words. In particular, observe their perception of that which is not said.

· Being able to read and accurately interpret body language will give a savvy negotiator additional insight into the inner thoughts of the person with whom he’s negotiating.

· If you wish to test someone’s negotiation skills, while talking to them, stop speaking in mid sentence and see how they respond. Take note of whether they’re able to pick up on the fact that ‘something’ happened and if they can tell you where you were in the conversation and where you were headed. You’ll receive great insight from this little test as to the potential negotiation capabilities they possess.

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