\”How To Avoid Danger From Being A Strong Negotiator” – Negotiation Tip of the Week

Some negotiators emit weakness when they’re negotiating. There’s danger in doing that. Other negotiators exude strength. There’s danger in that, too. A successful negotiator knows how to project power while avoiding the threat of being perceived as overbearing, stubborn, or unrelenting. They also know when to appear robust and when to appear weak.

The following are ways that you can be a strong negotiator while avoiding danger and becoming more successful in your negotiations.

First, be mindful of the negotiator type with whom you’re negotiating. Some negotiators will view you as an opponent or adversary, while others will see you as an advisor or friend. It’s essential to identify and know the different characteristics displayed by negotiators. That’ll determine how you’ll negotiate with them.

Adversary Versus Advisor:

If a negotiator perceives you as too overbearing, he may become obstinate. When you appear weak, some negotiators will take advantage of you. So, you must know when to adopt the right persona. You can determine that by how the other negotiator sees you versus how you wish him to view you.

When dealing with someone that notes you as an adversary, his mindset is, he’s in a rigorous engagement, and there’s only one winner, him. With this type of negotiator, stand your ground. Challenge him before making concessions. Make him earn what he receives. That will enhance the respect he has for you and your abilities.

When viewed as an advisor or friend, display a demeanor of agreeability. You want this negotiator type to feel at ease with you. Create a climate whereby ideas are free to be exchanged. That will encourage that person to be more amenable to your offers, thoughts, and ideas. Also, he won’t feel threatened when you propose something that may appear to be out-of-bounds.

Advisory Role:

When projecting strength or weakness, know when to switch roles. Displaying the advisor role (e.g., I’d like to gather a little more information so I can best determine how I might meet your request), is an excellent way to break the frame. It’ll allow you to morph from a position of weakness to strength or vice versa. Be sure to change your demeanor when doing so. Do that by adjusting your body language to meet the new image that you project.

As an example, if you’re acting the role of a competent person and you switch to a weaker one, sit smaller in your chair. Do that by slouching, and drawing your body closer to itself as though you were afraid.

To project an image of strength, expand the space you’re occupying. Accomplish that by increasing the size of your body, and making big gestures when you speak. You can also move your objects further away. You want to occupy more space to appear more confident. That nonverbal gesture states that you feel comfortable and unafraid of anything in the environment.

You can also use inflections in your voice to cast the appropriate demeanor. Do that by placing a stronger or weaker inference on the words that are most important to you. That will add value to your persona.

Conclusion:

Like everything in life – the more you know about the environment you’ll be in and the people in it, the better prepared you can be for what might occur. Knowing how to move back and forth stealthfully, from a forceful negotiator image to one less dynamic, will allow you to have more influence over the negotiation. Plus, you won’t have to worry about being perceived as an ogre when you adopt a more rigorous personality. That will keep the negotiation wolves away from your door, those that would seek retribution for you being too strong against them… and everything will be right with the world.

Remember, you’re always negotiating!

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

After reading this article, what are you thinking? I’d like to know. Reach me at [email protected]

Improve Your Conference Presentation: Deliver on Your Preview

I saw the previews to Up All Night, one of the newer sitcoms on NBC, and thought to myself, “That show looks stupid. I’ll be skipping that one, thank you very much!”

But one night, shortly after it started, I couldn’t find anything else to watch during that particular 30 minute time slot so I grudgingly watched Up All Night. It was actually a much better show than I thought it would be. Now I regularly choose it over other shows.

(Yes, I watch too much television. But I’m at peace with that so don’t judge me!)

More often, my experience has been the exact opposite. I see the previews to a movie or television show, get my hopes up and then I’m terribly disappointed when I see the actual show.

The same can be said of conference presentations.

The Conference Presentation Description Is Your Preview

Many a conference I’ve poured through the conference program, strategically planning which concurrent session I will attend based on the preview provided by the program description. I agonize over my choices, and force myself to make the tough call between two or three sessions that sound equally great.

Far too often, the preview, that great-sounding program description isn’t what was promised when I showed up to the session. I hate when that happens! I am either left disappointed in my choice – or prompted to leave the room in hopes that I can still get a seat in the session I originally chose to skip. Either way, not a good conference-going experience.

Talk about What You Said You Were Going to Talk About!

If I’ve heard it once, I’ve heard it 487 times… “Thank you for choosing this session. I know you had so many others to choose from…blah, blah, blah.”

It’s not the way I would choose or recommend to start out a presentation. But it is an important point to remember as you craft your conference presentation. Your audience members chose you! And unless you just have groupies that come to any session you happen to present at (and I know there are those of you who do), then be sure to deliver what you say you’re going to deliver.

But Kelly, I Had a Newer Idea… a Better Idea… a Different Idea… an Idea that Interests Me More

You submitted your program descriptions months before the event. The event organizer chose your program based on that description. Deliver what you promised.

Does that mean you can’t add additional information in to benefit the audience? Maybe. Maybe not.

Ask yourself…

  • Does the additional information create overload for the audience? If yes – leave it out.

  • Does the additional information enhance the promoted content? If yes – add it.

  • Does the adding the extra information mean you won’t have time left to cover the promised content? If yes – leave it out.

  • Does the new content address real time changes going on in the world and the topic today? Does it supersede information you’d planned to present? If yes – then of course you’re going to want to give your audience the best information.

  • Do you want to change the topic focus because you’re bored presenting the same information at yet another conference? If yes – leave out the new topic, deliver a great presentation on what you planned to discuss, then stop delivering that presentation and change jobs.

Your audience members are counting on you. They made a choice to come see you based on the preview in your program description.

The event organizer is counting on you. They chose you as a speaker because of the preview in your program description.

Please. For your audience’s sake. For the event organizer’s sake. And ultimately for your sake if you want to connect with your audience and honor the relationship with the event organizer, deliver what you said you’d deliver. Period.

Make everyone happier knowing they made the right choice in choosing you. And no one will be disappointed based on the preview.

Top Tips When Buying Motorbike Christmas Presents

No sooner have you packed away your summer holiday things does the weather get colder all of a sudden, you start to see beautiful twinkly lights in shop windows in a array of colours, and that tingle of excitement is in the air.

You clearly want your Christmas your Christmas to be fantastic for you and your loved ones, so this article will help you out a bit with this tricky and sometimes delicate part of the festive season. It makes no difference if your significant other is into Alpinestars or Tiffany, there are rules you need to follow when buying them a present for Christmas to keep them feeling happy and loved on the day.

• Do your research – whether you need to find out those all-important sizes, preferred colours, or even to get basic ideas, you need to do your research. Obviously keep it quiet as much as you can as you don’t want your intended recipient to find out before, but ask trusted friends and relatives for that basic information and you can’t go wrong.
• Budget – Sort out your present buying budget before you start shopping, we know how tempting it is to just get carried away and start shopping thinking it’ll all be okay. It won’t. Make a plan of what you intend to spend on each person and also which pay cheques they are each going to come out of (it makes so much sense to do this).
• Use your memory – Never repeat presents, nothing says you haven’t really thought about it like giving someone something you’ve given them before, or(much worse) giving them a present they gave YOU three years ago. Keep a post-it somewhere with what you bought everyone last year and what they gave you, it’ll be a lifesaver.
• Think about meaning – sometimes people rate the thought put into a gift more than the actual gift itself. Really think about what means a lot to your special person: colours, dreams, ambitions, favourite places to holiday, favourite foods etc. Even if you really get it wrong, your recipient is much more likely to appreciate the gesture if he/she thinks you’ve made an effort and actually thought about what they might like. They’ll forgive you for getting it wrong.