Archive for: May, 2023

5 Ways to Sell Yourself in a Business Presentation

May 30 2023 Published by admin under Uncategorized

In a business presentation, YOU are the package that carries Your message- the content of your presentation. When YOU show nervousness on stage, it reflects on the quality of your content. So, how to make the right impression on your audience even if you are nervous?

How do you make your audience feel at ease, even if your knees are shaking? Read on to find the answers.

· Fake it till you make it:

  • A business presentation is not the easiest thing to do. Your nervousness is completely understandable. But, the fastest way to control your nerves is to fake confidence.
  • Smile, even if you don’t feel like smiling. Shift your eyes from the screen to your audience – even if it feels intimidating. These signals reassure your audience, and they begin to reciprocate your warmth. Soon, you start feeling better and you show even more confidence. The spiral continues.

· Walk towards your audience:

  • Don’t stand rooted to one place if you want to connect with your audience. Slowly walk towards them as you make your point.
  • As you move closer to them physically, you reduce the mental distance between you and your audience. When you look at the screen standing close to them, you give a subtle signal that you are ‘with them’ in trying to find the right solution to their concerns. When they connect to you, they start connecting to your message too.

· Raise your voice to reflect your conviction:

  • Have you noticed that, when you say something you ‘believe in’ strongly, you automatically raise your voice? That is an invaluable cue to convey confidence in your presentation.
  • When you are nervous, your vocal chords get stiff and you sound ‘weak’. Take the effort to raise your voice consciously. Raise it to the point that it reflects the conviction in your product. You will start seeing a new sense of energy flowing in the room.

· Occupy space on stage:

  • Do you know, the space you occupy reflects your ego? That is why, you see footballers running all around the ground, with their hands spread like wings when they score a goal.
  • The freedom of your movement is seen as your comfort with your audience. So, move around stage. Unfold your hands and use them to reinforce your ideas.

· Make your audience a part of your presentation:

  • A presentation is not about you. It is about your audience. The more they are involved, the more are your chances of winning them over.
  • A simple way to involve them is – to ask polling questions. Ask simple questions that would invite them to raise their hands or share their opinion. Build on those answers.
  • Plan the questions you would ask in your presentation, instead of just planning the text that you would rattle off for each slide.

These simple tips make your audience LIKE YOU as a presenter. When they like YOU, they start liking your product too.

Happy presenting!

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Charismatic Communication – How to Do Board Presentations – Part One

May 29 2023 Published by admin under Uncategorized

Board presentations in many ways are no different to presentations to other audiences and groups. In board presentations you still need to:

  • have completed a thorough stakeholders exercise and know as much as you can about the members of the board and their attitudes;
  • know your subject;
  • know what you want the board to say ‘Yes!’ to;
  • find some key ‘values’ or ‘emotions’ on which to hang your presentation;
  • structure your content to make it easily digestible;
  • deliver your content confidently;
  • wear the right uniform and talk the talk of your stakeholders.

There are however, a number of other considerations you can address and tactics you can choose to employ to ensure your message is heard and embraced, the first of which is to decide if a presentation is the right way to go.Would a written report be a better way of gaining board support? Written reports are useful when there is a great deal of technical data, a complicated process that needs careful scrutiny, or where a number of lead-up steps need to be taken before a case needs to be stated or advocated.

Some executives use the tactic of providing written reports that deliver high levels of data and proposing that the board ‘accept’ the reports. Then, they round off with a presentation on ‘Best Case’.

Having decided if a presentation is the best course of action, review the following tips and ideas to determine which ones suit your personal circumstances.

Front-End Research

In studies conducted by Professor Jay Conger of the University of Southern California, it was found that effective corporate persuaders would select influential and savvy colleagues and superiors to get an emotional reading from them prior to engaging in processes of persuasion. They would question how various ideas and proposals might impact emotionally and logically on staff, superiors or board members. This enabled them to acknowledge and mirror in their proposals the emotional state and expectations of those they were seeking to persuade.

In board presentations, it makes supreme sense to discuss your proposals during the development phase and avoid the situation of ‘springing’ a completely new proposal on your board. Where possible, consider the following:

  • Try out your raw ideas on various board members before you finalise them. If you can’t access board members, test your proposals on your colleagues, CEO, or other senior execs in the know, during the development phase of your ideas. Elicit from them/him/her as much detail of board attitudes as possible. Make amendments to satisfy any concerns or ideas expressed.
  • Notice or discover the ‘value’ words board members use, such as ‘shareholders interests’, ‘profitability’, ‘responsibility’ ‘market share’ ‘credibility’ and other key words that relate to fundamental concepts and principles embraced by your board. Find ways of linking your key ideas to the value words you have elicited. Value words also provide benchmarks that you can employ when delivering board reports, as opposed to submissions.
  • Get to know your subject from ‘both sides’. An audience of board members is generally a demanding audience where assumptions, judgements and proposals may well be challenged.
  • To avoid being unprepared for challenges, become a Devil’s Advocate of your own position. Research the downside of your proposal and build up a comprehensive idea of the other side of your argument, proposal or idea. Get colleagues to pull your proposal apart if they can.
  • Complete an opportunity-cost exercise so you can be the one who says something along the lines of “I would be remiss if I didn’t detail the potential costs and pitfalls of this proposal….” complete with well thought out ideas on how to neutralise or minimise those costs and pitfalls.
  • Having a very clear picture of opposing arguments and the pitfalls and negatives inherent in your proposal will allow you to pre-test the validity of your position. It also prepares you for demanding or difficult questions during, and at the end of, your presentation.
  • Understand clearly the format required. Often, executives turn up to a board meeting with their content well prepared but with little idea on the format of the presentation. Boards like exercising their power (Who hasn’t sat outside a board meeting stewing while waiting to be summoned?) and your board will probably demand you deliver your presentation according to its rules and not yours.
  • Ensure you know how the board likes information, reports and proposals to be presented. Schmooze a board secretary, ask your CEO or a sympathetic board member to discover how the board likes presentations to be delivered and follow the rules rigidly. By delivering your presentation in a familiar format you increase the persuasive power of your presentation.
  • Know who the tyrants are and what their hobbyhorses are. Board members are no different to any other group. Often board members will make statements or ask questions simply to show off their knowledge. It is wise to determine if any of your content will touch upon pet subjects of individual board members. In such cases you need to design tactics that either appeal to, or circumvent, particular positions of individual board members.
  • Know where the power resides. What power blocs operate within the board? As a managing director you may well know who the ‘Alpha’ personalities are on your board. If you are not a CEO, find out as much as you possibly can about the power politics of your board. You are then in a position to tailor your content to the values and beliefs of the alphas or to the dominant power bloc on the board.

In Part Two of this article you will cover the esentials of delivery to a board.(c) Desmond Guilfoyle 2006

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Delivering Presentations Part 1

May 28 2023 Published by admin under Uncategorized

The main focus of this article is to give pointers and tips to employees who may have to deliver a presentation.

Why a Presentation?

There are many reasons why you may be required to deliver a presentation, for example, as part of an interview or assessment process, to provide various stakeholders such as your manager with information updates on a product or service or perhaps you are asked to explain to your peer group how you made various accomplishments. It does not matter what the reason is, but one thing is certain you are going to have to talk in front of an audience!

Preparation

Preparation is vital and the first things you should consider are:

Do you understand the subject of your presentation have you researched it?
What type of audience are you addressing, for example peers or executives?
Does your intended audience have an understanding of the subject?
Is it possible your intended audience may have preconceptions or views on your intended subject?
What is the best way to convey your message?
What style of language will you adopt?
Which non-verbal cues will you use?
Is there a time limit, do you have time for the use of visual aids?

Think ‘BME’, Beginning, Middle and End!

The Beginning the Introduction!

As well as the obvious who you are and why you are there, think of a statement or short paragraph, something that will grab the attention of your audience, it should be short but have enough impact that they want to hear more!

Let us look at some examples of opening statements, say your presentation is about bullying in the workplace. We could start by ‘Today I am here to talk about bullying in the work place…’ or ‘Bullying is an issue of great importance to all employees…’ It is true that both of these openings are direct, but they don’t really capture attention now, do they?

What if instead we began with:

‘Your useless, stupid’
‘I want to punch you in the face’
‘I hear you had an affair with your boss’

Then pause for a few seconds and add ‘These are all forms of bullying’ and here is another which can be even more damaging to an individual’. Remain silent for around 10 seconds before stating ‘Ignoring People’ and then continue with your presentation.

We can see that the above approach has a much more dramatic effect, yet it isn’t loud or objectionable. It is much more likely to captivate your audience, remember though when delivering an opening like this you don’t need to shout or even raise your voice though you should talk loud enough to be both heard and appear confident. Now we are ready to move on:

Briefly summarize the content of what you will be talking about

State any rules for your presentation, for example will you be answering questions during the presentation or afterward?

At this point we are ready for the main body of the presentation or the ‘middle bit’

The middle bit – the Main Body

This is going to contain the main focus of your presentation and depending on how long it is, normally between 2 and 4 points should be sufficient, each point should be split as evenly as possible in terms of allocated time, therefore if you have a 20 minute presentation to deliver you would be looking at 5 each for 4 points.

It is absolutely vital that you understand your audience:

Do they have detailed knowledge on the subject you are presenting?
Is this new knowledge?
Are they likely to be responsive to your presentation; is the subject something they may not wish to hear?
What is the purpose of the presentation is it to invite your audience to look for a solution or are you going to propose one?

Let’s look at an example:

Presentation Purpose: To persuade the audience to support an employee satisfaction initiative.

Our Theme: Satisfied employees are happier employees, they are more interested in their work, employee attrition and absence will reduce, profit will increase as will customer satisfaction due to improved performance metrics.

The Issues

(1) It is difficult to retain staff; the most common reason for leaving is boredom
(2) Staff absence is high employees do not feel motivated
(3) High business costs for training, hiring temporary workers to backfill absence and attrition

Our Proposed Solution

(1) Introduce a method of collecting anonymous feedback from employees, such as where they think they could help more and what they think of career development opportunities.
(2) Introduce a recognition scheme, rewarding employees appropriately
(3) Ensure a process of regular and positive feedback is provided at both team and individual level

As you can see we have elected to have three points with solutions, you need to take this into account when allowing for time constraints, in other words if you are allowing 30 minutes to discuss the main body of your presentation you would need to allow time to discuss each issue and proposed solution. In this example there are 6 points, 3 issue based and 3 solution based, therefore we can allow a maximum of 5 minutes for each.

Our Conclusion, the finish

This is by far the easiest part of our presentation and should take no more than a couple of minutes.

We should:

Reiterate our objective
Summarize the benefits
Use short sentences make it punchy
Some hints and tips
When you prepare always ensure you understand your audience, their knowledge of the subject
Ensure you have a BME, beginning, middle and end
The structure of your presentation should be easy to follow; it should flow from one part to the other

Make an impact at the beginning, try and use some creativity, you know you can do it!

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Effective Presentations Using Smart Technology

May 27 2023 Published by admin under Uncategorized

The degree of how effective a presentation is lies with the presenter and not with the all singing all dancing presentation enhancing technology available today. You could have the very best PowerPoint presentation along with absolutely fabulous audio-visuals to impress the targeted audience but if you still do not manage to deliver your message your efforts will be rendered totally ineffective. It is true to say that technology helps and is important in its own way, but only as a means of support for you to get your message across.

You probably have far too many slides to begin with so you should have a good look through them and select the ones most relevant. Once this is done, you can then successfully intertwine what you are trying to say with your slides, ensuring that your message is not overshadowed with technological materials.

Even though being in possession of many slides to choose from is a good thing, the priority has to be crafting the point you are trying to get across with the storyboard. The American Heritage Dictionary defines the word storyboard as “a panel or series of panels of rough sketches and major changes of action or plot in a production to be shot on film or video”. This is why you have to think of your presentation as a production of this type and put your story together first of all.

Throughout the development of your presentation you must take into consideration the objectives you are trying to achieve as an end result. Your storyboard can then be designed with this in mind. Working through it this way will make sure that anything else you add acts as a means of support to your message instead of drowning it out.

When you have your storyboard in order, and have selected the slides which are needed, if you find that multiple slides are required to put over what you want to say, then dig a little deeper and try to pull together just one or two slides which would act as a support for the main points of your message.

You may well look through all your slides and decide that none of them is particularly relevant to what you want to say and this could be a good time to prepare some new slides. Your initial effort is always reviewable and changes can be made wherever you feel it is necessary for the easy flow of the presentation. Keep focusing on your message and objectives and if certain aspects have to be dropped or altered, don’t hold back, simply get the changes made.

Many people get carried away with all the gimmicky assistance which is available when putting together a presentation. Use of such features to add that extra impact to the presentation is great, as long as they do not become a burden to you.

An excellent method to find out if the presenter is more significant than the slides is to make your presentation without the use of slides. This way you know you are delivering a sincere and genuine presentation and that any other visuals you may have in use are there simply as a means of supporting you and planting a firm picture in the minds of the people in your audience.

When you are addressing your audience, look them directly in the eye and make sure you keep eye contact. Think about how you have felt in the past as part of the audience of a presentation where the presenter has little if any eye contact with the attendees, and just simply reads from the slides. You probably wondered why the presenter bothered to turn up to the presentation at all, as you could easily have read the slides and gleaned exactly the same information without him or her being present.

So, you have cut down the number of slides in your presentation and feel confident that you have the right message going out with the important visuals supporting what you have to say. You may now like to use some of the following simple tips to help you deliver an outstanding presentation to your audience.

First of all, give a little thought to why the people may find your presentation interesting. Bear in mind the saying about a picture painting a thousand words and present your information with pictures that the audience will connect with your message and keep in their minds.

Another way to communicate with people and their emotions is by storytelling. Individual pictures are created by the audience and are better remembered in the future as they are their own pictures. A story also makes an otherwise boring presentation of facts and figures far more personal and interesting.

With your presentation prepared and ready to go, take a little time out for a practice run. If you find during this process that any part of your plan is not running as smoothly as you first anticipated, say for example, you discover some of your visuals are not having the desired effect, then pull them out. However super they look, getting your message across has to be the most important part of your presentation.

It is always a good idea to have a fall back plan which does not rely on power supplied visuals. This way, if there should be such a drastic event as a power cut, you will be able to continue, deliver your message and successfully achieve your objectives at the end of your presentation, This is another way of being sure that your visuals were there merely as a support to help you get your message across.

It may well be simpler to rearrange a bunch of slides and save yourself some preparation time. However, you are sure to find that the little extra effort to add some individual touches and your own original thoughts will be rewarded ten fold by way of personal satisfaction, when you use technology in a smart way and dazzle everyone with your well prepared and professionally put together presentation.

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Tips for Making an Effective Presentation

May 27 2023 Published by admin under Uncategorized

PowerPoint presentations are getting more and more popular with the passage of time and often, success or failure is highly dependent on the effectiveness of PowerPoint presentation. Good presentations can make you a successful person while poor and ineffective presentations can ruin your career. Therefore you need to focus on the quality and effectiveness of your presentations. Reading articles and stuff related to making better presentations can help a lot in enhancing the positive effect of your presentations. Following are few tips that will surely help you in becoming a better presenter.

• Always check the spellings and grammar before delivering the presentation. Grammatical errors and spelling mistakes will significantly reduce your credibility as a presenter and audience will have the feeling that you are careless and not properly prepared.

• It’s always better to present in front of your family members or friends before actually delivering the presentation. The feedback of your friends or family members will help a lot to rectify any shortcomings and it will boost your confidence in front of actual audience.

• Try to be well prepared and conduct sufficient research so that you can answer any questions from the audience. Remember, there may be the people who are just questioning to create some fun, confusion and to make you feel embarrassed. The best tool to handle such people is well preparedness.

• Length of the presentation is also very important and it must be adjusted as per time allocated. Too lengthy presentation can make the audience bore and it may result in stopping your presentation before it is actually finished thus preventing you from highlighting few important points.

• It’s very important to know about your audience before even making the presentation because you need to keep the tone and pitch exactly in accordance with the type of audience. If possible, try to discuss the behaviour of your audience with the person who has already presented in front of similar audience. The more you know about your audience, better and effective your presentation will be.

• Rehearse your presentation at least six times so that you can remain fluent throughout the actual presentation and concentrate fully on the audience instead of recalling what you have researched or learned while making the presentation.

• Sequence of slides in your presentation is also very important and you need to think from your audience’s point of view and try to arrange the slides in such an order that can keep the attention of your audience from start till end.

• It’s better to switch off your cell phone before presenting because it can break your flow and distract your audience. Also, you can request your audience as well to do the same but at least you should switch off your own cell phone.

• Last but not least, always dress up properly while presenting. Your personality and dressing has significant impact on the audience, therefore, try to dress up properly and decently to further enhance the effectiveness of your presentation.

Let me assure you that if you’ll follow the above mentioned tips, the effectiveness of your presentation will surely be increased and you are more likely to achieve your objective.

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How to Detect Lies From Impressions and Expressions When Negotiating

May 23 2023 Published by admin under Uncategorized

When negotiating, can you detect lies based on someone’s expressions, or the impression that they make on you? You’ve no doubt heard the expression, ‘he lied to me with a straight face’. There’s something to be said about someone keeping a ‘straight face’ when lying during a negotiation. The reason being, the body never lies. So, when someone is lying, the body will compensate for their untruthfulness by displaying ‘cover actions’.

‘Cover actions’ can be almost imperceptible nuances that occur when people lie, or they can also be exaggerated expressions.

Nothing succeeds like success. When a person becomes confident about his ability to lie in a negotiation, and he continuously gets away with it, he will continue to lie. In most cases, he will become emboldened to increase the intensity of his lies. Therein lies where you’ll have the opportunity to ‘catch’ him.

The way to detect and deter a liar is to observe the verbiage he uses during the negotiation, and observe his body language when you suspect him of lying.

When lying…

· People will tend to use phrases that make them feel comfortable. Take note of the ‘comfort phrases’ that a person uses and note the change that occurs when they alter such phrases. When change occurs, they could be in the process of entering into a lie, or fully engaged in it.

· People will lie to make themselves appear to be more impressive or demur. The lie will usually be accompanied with body language gestures that exemplify the stature of the liar. Such gestures may be observed as the individual raising his head higher, or thrusting his chin or chest forward when seeking to be perceived as being more impressive. A demur individual will tend to bow his head and present a less impressive image.

· People will also lie to get out of tough situations. Such maneuverings will usually be accompanied with gestures that align their discomfort. Thus, they’ll tend to keep their arms close to their body. They’ll also tend to be more reflected, as they try to ‘keep their story on track’.

To enhance your efforts of catching a liar in his lie, switch subjects in the middle of his suspected lie. Change the subject to anything that’s unrelated to what he was discussing. After a few minutes, ask him to continue speaking about what he was discussing when you suspected he was lying. When he resumes the discussion, take note from where he continues, versus where he left off. Also, take note of the degree his demeanor has altered. In addition, you can ask questions that highlight slight differences in what he said (ex: If he said he drove a black car, restate what you heard as he drove a blue car). By slightly altering what you said he said, he’ll have to go into ‘recall’ mode, if he was lying. If he’s telling the truth, more than likely, he’ll say without hesitation, ‘oh no, it was a black car’.

In any situation, before you can discern if someone is lying, you have to establish his or her baseline. That means, you have to be aware of how they gesture and use verbiage in ‘normal’ environments. Then, as you seek to detect lies, note the differences between what is ‘normal’ to what becomes different from ‘normal’. Therein will lay the signal to delve deeper into what he is saying. Once you discover how to hone your skills to detecting liars, it will be increasingly difficult for someone to lie to you successfully… and everything will be right with the world.

The Negotiation Tips Are…

· When you suspect a liar is lying, don’t be too quick to stop him. Observe the verbiage he uses and his body language. The more comfortable he becomes with his lies, the more lies he’ll tell. In so doing, he’ll give you greater insight into how he lies and why he lies. Then, you’ll know what to look for when you suspect he’s lying.

· If you’re astute at reading body language during a negotiation, you can pick up on nonverbal signals and detect a liar’s lie before he gets too deeply into it. In so doing, you will decrease the probability of being deceived.

· People lie because they’re seeking something they need at the time of the lie. In a negotiation, if you understand the need, you’ll understand the source of the lie. From that perspective, you can address it.

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How To Be A Strong Negotiator

May 22 2023 Published by admin under Uncategorized

Negotiation is a normal part of our lives. Everyday, we engage in negotiation when we try to convince the cab driver to drive a little faster and try to take a new route to your office, when we tell our teachers that we need another day’s extension for the term paper that was due yesterday, when we ask our parents to increase our allowance, or when we tell the police officer that we were speeding for a very good reason and should be spared from being issued a ticket.

Everything we do involve convincing of some sort – whether it’s with other people or with ourselves.

What does it mean to be an effective negotiator? Powerful negotiation means having strong persuasion skills. We must be able to successfully persuade others to take our side of a certain situation, whether verbally or subliminally. To be a strong negotiator, we must have strong persuasion skills.

Aside from being effective in persuasion, we must also be very good listeners. After all, how else will we be able to win another person over if we don’t first listen to what he or she is trying to say? Here are five things you should consider in order to turn your negotiation skills into powerful tools for persuasion.

1. Learn to listen – If you’re doing face to face negotiations, let your interest show using body language. Lean toward the speaker and respond to the statement he or she makes to signal that you are recognizing his or her opinions. Make eye contact. Prevent yourself from being distracted by the people and happenings around you.

Ensure that the other person knows, or at least, has the impression, that you are listening intently and are interested in what he or she is discussing. If the negotiation process is done via other means (not in person), try to be direct with your questions so you don’t waste each other’s time. Be patient in waiting for your turn to speak. Listen to the words unspoken as intently as the words that are actually blurted out.

2. Know what you want and aim to get it. – Before you begin negotiating, you should already have a goal in mind. What do you want to achieve from the discussion? Be honest with your objectives from the start and don’t beat around the bush. If you are direct, the other person will be encouraged to be very clear about his or her plans, too.

3. Be organized – Similar to tip number two, you should be prepared with what you’re going to say before you enter into any kind of negotiation. Write your objectives down so you don’t stray.

4. Don’t judge – Pay attention to facts and avoid letting your emotions and pride get the better of you. Remember, you and the other person are in the same boat. He or she is also trying to persuade you into taking his or her side. Be open to a compromise.

5. Ask questions – When something isn’t clear, ask. Don’t let your passion to win the negotiations rule over the need to also get the other side’s point of view clearly. And even if you already know the answers, you might not. Asking questions will ensure that the two sides are still in the same language game and are still referring to the same issues.

In sum, powerful persuasion succeeds effective negotiation. If you know how to listen and air out your points clearly, the easier it will be for you and for the other person to reach an agreement. Negotiating does not mean winning a hundred percent. It means learning to accept and work with what works comfortably for all parties involved.

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Business Negotiation Skills – Purchase

May 21 2023 Published by admin under Uncategorized

Negotiation is the art of arriving at a compromise on a subject to the satisfaction of the parties involved. Negotiation can take place between two people or several people. Negotiations can also happen between different firms or companies.

Negotiations can take place in the presence of the parties involved. It can also take place over the phone or in writing. As the people involved are trying to arrive at a solution to suit their needs, a compromise is evolved to the mutual satisfaction of the parties involved.

Business negotiations could involve purchases, sales, loans, contracts or anything regarding business.

Negotiating for purchase

It is extremely important to formulate a strategy before starting any negotiation. And you should adhere to this strategy during the negotiations.

Before trying to buy anything you should make a study of the product or service and its value in the market. You should study the availability of the product from different sources. This will give you a very good insight to negotiate its price.

You should also decide on the best price you can offer a particular product and try to negotiate for a price below this. During the negotiation one should be very confident and never reveal the real position or the maximum price at which he is prepared to buy the product. One should pose as if he is prepared to walkout if the price is not to his satisfaction.

You should not hesitate to offer a price that is far below the price at which the product is offered. Some people hesitate to do this, because they lack confidence. One should also study the body language of the seller. It is possible that the seller lowers his guard at some point during the negotiation. This is the time, you clinch the deal at the best possible price.

Negotiation requires a lot of practice and experience. Some people are masters in the art of negotiation.

One should be confident and persistent during a negotiation but never abrasive. Application of gentle persistent pressure, will see the other party concede and you get your result.

Be on guard against standard terms being portrayed as concessions by the seller.

If you want a regular supply, over long periods, you can use this as a bargaining tool. If the supplier is unwilling to reduce the price, you can ask for better payment terms or delivery.

Don’t put all the cards on the table initially. For example if you want to purchase a large quantity of material over a long period, you can mention a small quantity over a short period and get the price. Keep increasing is the quantity that you would purchase and negotiate the price for that quantity. You would finally get the material at the lowest possible price.

If you are the supplier’s main customer, don’t use this as a leverage to get the prices down beyond reasonable levels. Remember that the supplier has to exist and make reasonable profit to survive. Building trust is extremely important such cases.

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Negotiation Skills and Making Your Status Work to Your Advantage

May 20 2023 Published by admin under Uncategorized

In most negotiations, you will find the parties involved are not on the same footing when compared with each other; they have a difference in status. Understanding this element of negotiation is an important part of learning successful negotiation skills.

So what is status and what does it mean to a negotiation? In short, status means position. It defines where one party stands in relation to the other party. And really, it has nothing to do with economic or social standing at all. The status of a negotiator is solely determined only by his position in relation to the negotiator on the other side.

In almost every negotiation, professional or personal, one party is higher and one party is lower. This is because the parties engaging in negotiation have differing needs, and those needs determine where they stand. For example, if there is a home seller who wants to sell but is willing to take her time because she owns two other homes and a home buyer who must buy before the end of the month or he will have to rent a hotel room, who has the more powerful status? Obviously, the deadline of the parties here would determine their standing; the one who has a pressing deadline is less powerful, the one who has no deadline is more powerful. A deadlock means little to the seller, but it may mean a major inconvenience to the buyer. The needs of the parties (when they must make the sale/purchase), determine their status.

Another example might be a situation where a buyer is intending on buying a new tires for his car. He knows there are four places in his town where he can buy the tires he wants. When he goes to one of the sellers to negotiate a price, he tells them a price he’ll pay and if they can’t acquiesce, there is a dealer three miles away who might. Who has the higher status here? Clearly, the buyer has the higher status because he has choices; he can buy or walk. But the seller must sell.

Knowing and understanding your status in a negotiation can have a strong influence on how you negotiate. There are a few things you can do to maximize your position, even if you are starting out weak. You can:

- minimize negotiation if you know it will only weaken your position further. Sometimes cutting straight to the chase in a deal is an effective way of getting around the other party’s making increased demands.

- attempt to make sincere friends with the other party. If a buyer or seller views the other party as a genuine and positive person whom they like, there is less of a chance he will harden his position in a deal.

- gather as much information as possible. The more a buyer knows about the seller, or vice versa, the more power he or she has in bartering for a deal.

- have a structured system in place to influence the negotiations in your favor. This may include having a planned approach, an exit strategy, or a backup option when things go bad.

- have a preplanned objectivity about the deal. Removing emotion and personal likes or dislikes from the negotiation gives a party advantage even if they start out on the weaker end.

Status means less to Americans than our European or Asian cousins. America is the melting pot, and we are not inhibited from advancing because of our surname or genealogy. But status is extremely important in a negotiation, and one who has refined negotiation skills knows where she stands in a negotiation, and how to use it to her benefit.

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7 Sure Negotiation Ways To Ensure and Control Success

May 20 2023 Published by admin under Uncategorized

In a negotiation, the more you control its flow, the more you ensure a successful outcome. In order to do so, you must control your thoughts, your perspective, and that of the other negotiator.

The following are 7 ways you can control your perspective and that of the other negotiator during a negotiation.

1. Treat the other negotiator with respect:

  • It sounds so common to say you should treat people with respect, but too many times people get hung up on themselves and neglect to be respectful of the other negotiation. Doing so could entail something as simple as acknowledge the situation she’s in and her expectations for the negotiation’s outcome. Think about other things you can do to display respect in your negotiations.

2. Detect the mindset and demeanor of the other negotiator, before, during, and after the negotiation:

  • By paying attention to the altering demeanor of the other negotiator you gain insight into her mindset. If you’re astute, you’ll note at what points in the negotiation such shifts occur. That will also allow you the wherewithal to shift the flow of the negotiation.

3. Learn how to accurately read body language:

  • Accurately reading body language will enhance all aspects of your life. In a negotiation, being able to read the opposing negotiator’s thoughts gives you a behind the scenes view of what they’re thinking and how they might respond to offers. Armed with this insight you shift your offer to be more receptive.

4. Project the appropriate persona:

  • In every negotiation, we play a part. That part is partially determined by the persona you wish to project, based on the goals you seek to achieve. To pull your persona off correctly, play the part of the role you’re projecting and do so convincingly.

5. Understand the words your counterpart uses to represent her thoughts:

  • When it comes to communication, make sure you’re really communicating. Sometimes, people may use a word to represent their thought to find out the other person has a different perspective of what the word implies. If you have doubts about her intentions stop and confirm them. If you fail to confirm her meaning, you could be miscommunicating and not aware of it until you’re deep into the negotiation.

6. Take note of the little things that occur in and during the negotiation:

  • Being astute during the negotiation means being keenly aware of the shifting nuances that constantly occur. If you think paying attention to little things is beneath you, you increase your chances of coming out on the underside of the negotiation. It’s the little things that add up to big results.

7. Debrief after a negotiation:

  • By going through a debriefing process after a negation, you have the opportunity to assess what work, what didn’t work, and what you could have done differently to enhance the outcome of the negotiation. Plus you’ll gain added benefits by doing the debriefing shortly after the negotiation, because its activities will still be fresh in your mind, but not clouded by its occurrences.

By following the 7 steps above, you’ll ensure an easier-flowing negotiation, which will lead to more successful negotiation outcomes… and everything will be right with the world.

Remember, you’re always negotiating!

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