Archive for: May, 2023

Employee Training – Giving Presentations

May 31 2023 Published by admin under Uncategorized

Giving presentations during employee training is always limited based on time. It can be easy to run out of time during a presentation, only to realize you weren’t even half way through the slides. When you build a presentation, be sure that you practice by going through the slides and timing yourself. Manage your time wisely, or your audience will not have a chance to see the entire presentation because you ran out of time.

Before you even give a presentation for employee training you need to know your audience. If you are introducing a new software package to a company by department, then your audiences may differ in the way they learn. For example, the accounting department may not be 100% proficient with computers, and might need more steps on how to use the application. The IT department doesn’t care too much about how to use the application, but they will need training on how to install the software on a computer or server, about troubleshooting problems, and other things. Training needs to be designed according to the audience.

When you give presentations for employee training it is always a good idea to provide employee handouts or other materials that the employees can take with them. You might print the presentation so people can go back and review. However, if there is other data that is useful then you should send people with it. Don’t include too much text on slides because it will clutter the presentation and the audience will be focused on trying to read the content and not listening to you. Use bullet points. You should verbally talk about each bullet point listed on the slides.

Giving presentations is beneficial with employee training when you prepare properly. Be sure your presentation is designed according to the audience, there is not too much text and wording, and you provide enough reference materials and things to keep the interest of the audience.

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Relieve Stress Now! The Sanctuary of the Present Moment

May 31 2023 Published by admin under Uncategorized

Do you ever have times when you want to just go away and hide from your problems? A sanctuary is a place where fugitives can go and be protected from persecution, prosecution, or arrest. Could you become a fugitive from the persecution and stress of worries about the past and the future? The sanctuary from your worries is a magical place called the present moment. When you reside in the sanctuary of the present moment you become liberated from worries. All of your focus is on what is happening right this minute, and ultimately right now is all that matters.

“The secret of health for both mind and body is not to mourn for the past, worry about the future, or anticipate troubles, but to live in the present moment wisely and earnestly.”

~ Buddha

Our attention is a priceless commodity. When our attention is focused on things that we cannot change, such as events of the past, we waste time and energy. This does not mean that we cannot learn from the past. Indeed thoughtful reflection on past events can help us to create valuable insights and lessons that we can apply to our present situation. But when we continually relive past experiences without the benefit of insightful speculation, we rob ourselves of the opportunities and possibilities that are inherent in the present moment.

When our attention is excessively focused on the future we neglect the emerging potential of the present moment and miss the chance to make positive changes based on what we already are experiencing.

The benefits of staying in the present moment sanctuary are more than just the avoidance of stress and anxiety. The ability to focus our attention exclusively on what is happening now can help us to:

  • Improve Our Performance – Negative thoughts about past failures, fears of worst case future scenarios, and anxieties about our competencies and abilities can inhibit our capability to do our best.
  • Improve Our Focus and Concentration – When our attention is fully committed to the present moment distractions are greatly reduced and our ability to concentrate and focus on what is at hand is enhanced. We think more clearly.
  • Gain Peace of Mind – When we are free from worries about the past and the future we are much more comfortable, peaceful and at ease.
  • Improve Our Mental Health -Anxiety releases adrenalin that prepares us for a fight or flight response to perceived threats. Prolonged states of anxiety interfere with our ability to properly assess situations, and inhibit sound judgments that are necessary for a balanced and healthy mental outlook.
  • Improve Our Relationships -Negative expectations and holding grudges from the past creates barriers between us and those around us that make cooperation difficult. Teamwork becomes nearly impossible, and the functioning of the entire organization suffers whether it occurs in a relationship, a family, a sports team, a business, a government, or a country.

“We have stopped for a moment to encounter each other, to meet, to love, to share. This is a precious moment, but it is transient. It is a little parenthesis in eternity. If we share with caring, lightheartedness, and love, we will create abundance and joy for each other. And then this moment will have been worthwhile.”

~ Deepak Chopra

Often the greatest challenge to staying present, and moving beyond past grievances and bad feelings, is the ability to simply let go of them. Letting go means that we will not allow negative thoughts about past events to become the current focus of our attention and experience. Our ego, our often inflated sense of our importance, can be a huge stumbling block to our ability to let go. The ego says “but they did xxx which really made me angry”.

Anger is a reaction to a stimulus or event outside of you. Even if the anger was “justified” the unresolved hostility can become an open sore that can only be a source of ongoing anxiety and bad feeling. Perhaps our “pride” will not let us forget.

If there is an action that we can take to resolve the situation, develop an action plan and a timeline that will let us address the problem. If the situation can be addressed right now, then do so. If not, come back into the present moment and pay attention to whatever is happening around us right now.

The present moment sanctuary is not an escape. Living in the present moment sanctuary will not solve all of your problems. However this sanctuary can be an oasis from which we can more clearly perceive the challenges that confront us without the excess baggage of negative thoughts about the past and the future. The present is all that we truly have and effectively utilizing the present moment increases our chances for success in all of our pursuits.

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How Does Being Present Change Your Life?

May 30 2023 Published by admin under Uncategorized

What is the big deal about being present? I get this question, in one form or another, quite often.

The answer is being present is one of the most empowering things you can ever do for yourself.  Seriously.

Answer me this, where do you live your life?  Do you live it yesterday?  Do you live it tomorrow?  Or do you live it today?

OK today.  So let’s take it a step further.  Do you live your life an hour ago, twenty minutes from now or right here in this moment?

Excellent.  So now that we have all agreed that we live our lives in the moment it makes sense that the most powerful place for our awareness to be is present in this moment with us, right?

Here is an example:  I am writing this blog sitting by a creek on a beautiful Spring day with the warm sun on my face and the breeze blowing through my hair.  Now if I have my awareness here with me in present time I get to appreciate all these things.

If, however, I did not have my awareness with me in present time, then I probably would not even notice these things.  I could have my awareness on the meeting I have in a couple of hours, or the trip I am taking at the end of the week or even on the fight I had with my friend last night.

All these distractions from being present, and others like them, don’t help us in any way.  If anything they sidetrack us from receiving all the gifts that are available to us every day.

Here is the bonus reason why being present is so valuable.  Present time is the only place in which you can create.

Consider this, right now, this instant, can you go back and make a cake yesterday?  No of course not, yesterday is past so you clearly cannot create in the past.  You may as well call all that energy you have focused on the past back to you in present time, so you can create with it.  I will offer you some guidance on how to do this in just a minute.

Now that leaves us with the future.  Right this instant; can you create a cake tomorrow?  Nope, can’t do that either.  You certainly can create a cake tomorrow, but then when it is tomorrow and you create the cake you will be in present time as you create it.  Makes sense right?

There you go, the only place in which you can create is present time.  This is the bonus for being present.

So having your energy in present time is a good thing, a very good thing.  It allows you to have 100% of your considerable abilities to manifest with you to create with.  It is kind of like going from having one arm tied behind your back to having both arms free.  There is so much more you can do when you have both of your arms free to assist you.  But how do you do it?

Try this.  Take a minute and bring your attention to the center of your head.  This is where your awareness resides when you are being present with yourself.  First let’s magnetize the center of your head so it draws in your energy from wherever it may be.

Now call all of your energy that is lingering in the past back to the center of your head so it can be with you right here, right now.  Visualize the energy being drawn back to you with no effort.  Just like a magnet draws metal to it with no effort.

Then do the same for any energy that is projected out in the future.  Call it back into the center of your head, where it can be with you right here, right now.

Next call all of your energy that is in present time, but not where you are physically and bring it back into the center of your head.  Perhaps your attention is on a meeting you are missing because you are delayed at a doctor’s appointment, or wondering if your spouse’s flight got in on time or wondering how your child is doing on the exam they are taking right now.  Allow that energy to come back to you in the center of your head.

You don’t have to identify where your energy is, just know that when you call it back to you it returns.  Much like if your dog has run off.  You don’t know where your dog is right now, but you know you prefer for him to be with you.  You call him back and he returns.  This is exactly what you are doing with your energy.

Notice what it feels like to be present in this way.  Are your thoughts clearer, are your senses heightened, do you feel different, more in your power?  Just give yourself a minute and check in.

Making note of what you experience when you have your awareness and your energy in present time will help you notice when you have slipped out of present time.  Then all you have to do is repeat this process, or the version of this process that resonates for you, and feel yourself return to power.

This is a practice.  It may take time to feel confident that you are doing it correctly.  Relax and trust your instinct.  If it feels right to you it is right for you.  As you practice this more and more, it will become more comfortable to do.

Enjoy being present and fully experiencing the life you are living.

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5 Tips to Make This Your Year for Successful Presentations!

May 29 2023 Published by admin under Uncategorized

Your enthusiasm attracts people to you, whether you are giving a presentation to one thousand people or one client. Enthusiasm and energy are the magic attractors that pull in your audience and makes them listen to what you have to say.

If you’re not enthusiastic about the information you’re sharing, if your passion doesn’t shine through, no one else will care. You set the tone and create the atmosphere through your irresistible energy. And here’s a secret: Enthusiasm doesn’t have to be loud and over the top to gather an audience, but it does have to genuine.

Here are my five favorite tips for making sure your enthusiasm shines through.

#1: Let it go! All too often, when we’re about to make a presentation, whether it’s a PowerPoint for a small group or a talk on stage, we pull back our emotions because we don’t want to embarrass ourselves. We’re afraid that if we show how passionate we are about an idea, a product, or a cause, people will laugh or look down on us. Yet people can be worldly-wise and successful and still be passionate; in fact, the most successful people never lose their passion.

Don’t be afraid or embarrassed to be emotionally invested in your presentation. Your passion is a good thing, and when you are authentic with your audience, it feels right and they will respond. An audience senses real passion as easily as it catches on to false enthusiasm. They’ll be engaged with your message because you’re engaged. They’ll feel your commitment and passion for your subject and they’ll listen to you.

#2: Have a goal. Go into your presentation knowing what your goal is. What do you want to achieve? What do you want to have happen? Once you have an outcome in mind, you can be personally invested in making that outcome a reality. You need to be clear with yourself on your goals for the presentation and you need to communicate them to your audience so they can take action. For example, you might want to inspire your audience to:

· Buy your book

· Sign a petition and volunteer to join or help your organization

· Engage your services

· Inspire and motivate others to begin looking at their perspective on life and prospects more positively

Craft your speech so that you build enthusiasm in your listeners, making them receptive to action and wanting to know-’what can I do to make that happen?’

#3: Make a call to action. All too often, speakers give their presentation and then fail to clearly give the audience an action plan. A call to action doesn’t have to mean selling something. It can be literally asking your audience to take a step-action-and move toward whatever outcome you have inspired them to seek.

Many people suffer from too little enthusiasm, purpose and passion in their lives. They may be mired in a rut, stifled by boredom, disinterest, negativity and doubt. Your enthusiasm and passion can provide the power they need to overcome inertia and get things moving. It’s your energy that pulls other people along and helps to make a change.

For example, you might encourage your audience to go back to school, get a degree, start a business, give money to a non-profit or vote for or against an issue. Or, you might make a call to action to get your listeners to buy your book, hire you, or buy your product. In both cases, your audience is waiting for you to give them the next steps. Make it easy for them to take action!

#4 Make a presentation people remember. Think about all the presentations you’ve heard in your life, in school, at organizations, on TV, at work. Out of all those, there are probably only a handful-and maybe just one or two-that have been memorable. Those few presentations may have even changed your life. What made them different from all the others?

Presentations we remember speak to something that is already deep inside us something that has been unexpressed, maybe unacknowledged. A speaker will recount something from their personal history that was a turning point or hardship that led to bigger things. Before and after stories are also common, as are poignant stories that create listener identification with the speaker and bring emotions to the surface. Those are the kinds of things people remember, because the speaker made them think, question, identify and feel.

A memorable presentation helps the listener see himself/herself in a different way and feel empowered to make a change for the better. That change may be self-acceptance, a willingness to move forward toward a goal, or trying something new.

#5: Realize that every audience is different. Audiences directly affect your presentation, and you will be affected by events that took place immediately prior to your turn to speak, or that are coming immediately after your talk. Every presentation you make will be slightly different because you are presenting to different people.

How do you deal with so many variables? The key is to stay connected to your audience so you can adjust your energy level to where they are. You can do this by making eye contact with different people throughout your speech, by calling on individuals or getting audience participation, by telling stories with different types of main characters, and by being accessible after the presentation for those who want to approach you one-on-one.

Put these five tips to use in your next presentation, and see what a difference it makes!

“I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” Maya Angelou

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Using an External Sales Presentation Company for the Sales Bidding Process

May 28 2023 Published by admin under Uncategorized

For any company preparing a sales presentation to be shown during the sales bidding process is a very important activity and should be given due importance. Customers put a lot of emphasis on sales presentations and the person making the presentation. Both these are extremely important for the bid to be successful.

There are a few options available for the company in preparing these presentations. They could either prepare the presentation internally or can take the help of external presentation design companies who provide quality services at economical prices. More and more companies are opting for outsourcing their presentation to external vendors. This is due to the fact that there is no need to hire design specialists from the market. The company, by outsourcing the presentation design task to an external vendor, actually benefits by the low cost spent on the presentation material of a high quality. Due to these major advantages, more and more companies have started to follow this model.

For a presentation to attract the attention of the client, it should contain plenty of graphics and visuals in addition to the usual chunks of text. The customer will lose interest if the presentation is contains too much text without any attractive visuals or videos. The third party company which creates the material performs a thorough review of the existing market for the product and the way that competitors are marketing their products. The third party company, after analyzing these facts, will arrive at an overall plan for the preparation of the presentation. Then they proceed to the execution of the plan, during which phase the company actually prepares the presentation content by combining animation, graphics, live sounds and pictures.

After this, the company reviews the content created along with the external presentation creation company. The business owners will give their views to the content creator. Based on the comments given by the business owner, the designers will incorporate the suggestions into the presentation and then share the final draft with the business owners. The presentation thusly gets reviewed many times and becomes refined to a quality product sure to impress upon the client.

After the delivery of the presentation to the business owners, the presentation creators also provide services such as the selection of media through which the presentation will reach the target audience. In addition to across-the-table presentations, designers may suggest the latest marketing platforms such as blogging sites and social networking sites which include the Facebook and Twitter.

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Five False “Truisms” in Negotiation

May 24 2023 Published by admin under Uncategorized

I continuously make an extensive study of the negotiation literature to prepare and update my “Best Practices in Negotiation”(TM) seminars that I conduct around the world.

As you might expect there is a lot of consistency among the authors, consultants, professional negotiators, and coaches that weigh in on this topic.

But I’ve noticed that some of these common practices are certainly not “Best Practices.”

In fact, I believe they are questionable generalizations that you need to scrutinize very carefully before following their advice.

Five of them leap out from the literature:

(1) “Nobody likes having their first offer accepted.” If you are selling and the first offer you hear is far and away ridiculously stratospheric, why wouldn’t you want to accept it, and fast? Those that say we’re disappointed if someone accepts immediately operate from these assumptions: (a) We should have bid higher or lower because they would have given-up more; (b) People like haggling and they’re disappointed if they don’t get a chance to put some moves on another party; and (c) Even if they’re immediately pleased, they’ll experience “negotiator’s remorse,” and be tougher adversaries in the next negotiation. I disagree with each of these supports.

(2) “He who offers first, loses.” Again, if a party has done his homework he’ll make a very favorable offer which allows him flexibility. I’ve heard a variant of this adage in selling circles, where they say the first person to break a silence, between seller and buyer, loses. Baloney! All you have are two increasingly edgy people who are wondering why a silence has lasted so long. If you’re too quiet, you’ll seem unduly strategic and needlessly threatening.

(3) “Never stick with an issue that isn’t working. Move onto the next.” You might want to argue long and hard for something of absolutely zero value, because later by conceding the point, you’ll gain something big.

(4) “Deadlocking,” not consummating a deal, is a failure. Horse feathers! Sometimes you enter a negotiation simply to learn the other person’s position, or to dramatize that you’re TRYING to negotiate, when in fact you won’t budge unless you’re offered the moon and the stars. Or, you’re negotiating with A, simply to gain leverage over B, a party that is your preferred source.

(5) “Win-Win” negotiating is the best kind, and it is possible to achieve in all contexts. Not so. When there is one party with disproportionate power, the other party is more like a beggar at the table than a fully enfranchised partner.

Are you looking for “best practices” negotiation, sales, customer service, or telemarketing training? Contact us.

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Domain Names – Negotiating Tips For Buyers of Valuable & Premium Internet Domains

May 23 2023 Published by admin under Uncategorized

If you plan to buy a valuable Internet domain name (typically one worth US $25,000 or more) there are rules that work to your advantage. Some are more obvious than others.

Rule 1: Know who the owner (seller) is

This involves understanding ‘WHOIS’ records. The WHOIS records give you some contact information for ‘Registrant’. Most of the time this is the owner of the domain. Exceptions are where the domain is held indirectly e.g. through a trust, holding company, legal firm.

Rule 2: Browse the site

It is amazing the number of people who don’t bother to do this – something likely to mark you out as a complete amateur buyer immediately. Open the site in a Web browser and see what is there. The content will give you a good guide as to whether the domain is for sale. If you don’t know what you are looking at (e.g. how to determine if the site is ‘parked’), get some advice.

Rule 3: Negotiate direct

For high-value domains, I personally think you should avoid using a third-party like a domain broker. Rather deal with the seller (owner) direct. The seller will often welcome sincere direct approaches.

Rule 4: Understand domain name valuations

The market for valuable domain names is like the market for fine art i.e. is cyclical, subjective and narrow. The seller hopes to find a buyer who can build a good long-term business (brand) using the domain. The seller will always consider the price of alternatives. For example if you are negotiating with a seller for the domain name, then both you and the seller can think about alternatives such as,, etc.

An additional approach to valuation is to look at the income stream – if any – the domain name currently generates. You can also try sites on the Internet (such as that attempt to value domain names. But all these factors will still not get you to a definitive valuation of a domain name. There is no such thing. But they are factors the seller will be thinking about – so you need to think about them as well.

Rule 5: Understand how the deal will be concluded

The sale is concluded with change of registrant (the owner changes from the seller to you the buyer) and often with change of registrar (the company that manages the registration of the domain). Both changes should be complete before the seller receives the money. For high-value domain names, this typically involves the use of a 3rd-party escrow company. Pick one that is well-established and not necessarily the least expensive. Their fees tend to be very reasonable for high-value domain name purchases.

I suggest you never take verbal or email agreements as definitive offer to buy/sell. If you panic the seller “But you already agreed in email – you must honor the deal otherwise I sue”, they can just disappear the domain temporarily elsewhere. Make it clear right up front – in initial contact with seller – that you propose to use a 3rd-party escrow company to seal the deal and that discussions prior to that you expect to be taken seriously but do not view as legally binding. That way, you are far more likely to get relaxed negotiations and a seller who does not feel you are trying to trick them.

Rule 6: Do not hide who you are

Understand that the owner of a valuable domain name will get *lots* of unsolicited inquiries about the domain. Often these are blunt one-line emails “Do you want to sell ?. How much ?” using public email addresses like Yahoo, Hotmail and Gmail. Avoid that style of communication. If you genuinely want to be anonymous, negotiate through a lawyer or someone else you trust. Either way, make the time to do a proper business introduction up front. Otherwise the seller views your contact as just another waste of time.

Rule 7: Make it personal

People often say things in email that they would never say in direct negotiations (face-to-face or over the telephone). Be careful with email. It is very easy to write something that causes genuine offense.

When you approach the seller, offer to talk to them personally over the phone if that is more convenient for them. Beware of time zone differences – do not give them a ‘friendly’ unsolicited telephone call at 3AM their time. Be cautious about language differences – some domain name sellers can cope with email in their non-primary language but would hesitate to speak over the phone in that language.

Rule 8: Understand what drives the seller

Very simple advice in any negotiating situation. Some sellers own a portfolio with hundreds or thousands of domain names, other sellers may only own a few domain names. There may be widely different motives for selling – some sellers may have bought a domain at quite a high price and simply want a modest profit or just want their money back. Other sellers may have a firm view on the profit they expect on a domain name they bought quite cheaply. Some people are distressed sellers interested in a quick deal, others are prepared to sit on their domains for the long-term.

In short, reasons for selling – and the price sellers put on their domain names – vary widely. The seller will frequently tell you the factors behind their domain price thinking if you ask politely.

Rule 9: Establish a price range

It is often better if you start by asking the seller for a price range rather than a specific price. You may end up with a wide negotiating range, but at least you know roughly what the seller is expecting. Sellers are often uncomfortable quoting a single specific price up front. When it comes to valuable domain names, that is just the nature of the market.

Rule 10: Never close the door

Be patient. If the first round of negotiations doesn’t work out, leave the contact amicable. You may be closer to a deal than you think. The seller may come back to you in a few weeks/months to reopen negotiations.

Rule 11: Be reasonable and polite

The final and most important rule. Do not negotiate abrasively. Owners of valuable domain names may not get “serious” offers very often. They may only refine their position as negotiations with you progress. Give them time to think and express their thinking. Don’t set arbitrary deadlines in stone. Always be polite – particularly in emails.

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How to Negotiate a Good Car Price

May 22 2023 Published by admin under Uncategorized

When you’re buying a car, negotiating with your car dealer can be intimidating – but it is important! If you don’t negotiate, you can end up paying more for your car! Negotiating can actually be easy provided you know a few simple tricks. Use these tips the next time you are negotiating car prices and make sure you don’t pay more than you have to for your car.

Do Your Research Before You Negotiate Your Car Price

The best way to negotiate a good car price is to arrive at the dealer with research in your hand. If you can show the dealer the car is being sold for a better price somewhere else, it will be hard for them to turn down your offer. Your research doesn’t have to be time-consuming; just looking around online for a few minutes will make a big difference when you negotiate your car price. Check out the value of the car you’re interested in – whether new or used – in the Kelley Blue Book as well as at other local dealers. The dealer won’t want you going somewhere else to buy the car, so they’ll probably try to work with you if they see the car going for less at another location.

Know Exactly What You Want When You Negotiate Your Car Price

Be sure to arrive at the dealer with a clear idea in mind of exactly what make and model car you’d like to buy and how much you want to pay. If you aren’t sure exactly what you want, this makes it hard for you to negotiate a good car price. This also makes it difficult for the dealer to work with you, since cars come in all different makes and models with varying add-ons, so you’ll want to be as specific as possible to provide the salesperson with a starting point for negotiating car prices. The more specific you are, especially in terms of add-ons like heated seats or Bluetooth connectivity, the better you’ll be able to handle any curveballs they try to throw at you. Add-ons usually cost more money, so you’ll want to know exactly how much they will cost so you won’t end up paying more for a car that is customized to your specifications.

Walk Away if You Can’t Negotiate a Good Car Price

If the car dealer isn’t willing to negotiate a car price with you, it may be necessary to find another dealer. It would be better for you to find a dealer who will work with you to find a price that better meets your needs and budget, rather than spend time arguing with one who will not. Just because you’ve found a car you like, if the price isn’t right (and you can’t negotiate a car price that is) try looking at other dealers. It can certainly be frustrating to walk away when you’ve found a car you really like, but the money you’ll save somewhere else will make leaving worth it.

Of course, when you negotiate your car price with a reputable car dealer you are more likely to get a better deal. Be sure to research around your area to find a new and used car dealership that has good reviews and will work with you to come up with a good price. If you use these tips, you can get the car of your dreams without emptying your bank account!

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Conflict Management – Using Principled Negotiation to Resolve Workplace Issues

May 21 2023 Published by admin under Uncategorized

Negotiation is a Fact of Life:

Negotiation is a fact of everyday work life. Whether for a company of one or one thousand, negotiations take place all day. Some negotiations take place with little or no notice such as when you and a co-worker decide where to eat lunch. Many negotiations, however, especially those with higher stakes, such as compensation issues, can be fraught with anxiety. Salaries, commissions, cash bonuses, the division of work among team members must often be negotiated in order to reach good agreements.

What is a “Good Agreement?”

A good agreement is more than just getting to “yes.” A good agreement is one which is wise and efficient, and which improves relationships. Wise agreements satisfy both party’s interests and are fair and lasting. With most long-term clients, business partners and team members the quality of the ongoing relationship is more important than the outcome of the particular negotiation. In order to preserve and hopefully improve relationships how you get to “yes” matters.

Getting to Yes:

In 1983 Roger Fisher and William Ury, wrote a ground-breaking book entitled “Getting to Yes: Negotiating Agreement Without Giving In.” This book, now a classic, describes four principles for effective negotiation and the problems with “positional bargaining.”

The Problem With Positions:

Negotiations commonly follow a process of “positional bargaining.” Positional bargaining represents a win-lose, versus a win-win paradigm. In positional bargaining each party opens with her position on an issue then bargains from the party’s separate opening positions to eventually agree on one position. Haggling over a price is a typical example of positional bargaining, with both parties having a bottom line figure in mind. According to Fisher and Ury, positional bargaining does not tend to produce good agreements for the following reasons:

1) It is an inefficient means of reaching agreements.

2) The agreements tend to neglect the other party’s respective interests.

3) Ego tends to be involved.

4) It encourages stubbornness thus harming the parties’ relationship.

Principles Over Positions:

Principled negotiation offers perhaps a better way of reaching good agreements. This process can be used effectively on almost any type of conflict. Fisher and Ury developed four principles of negotiation.

Four Principles of Good Negotiation:

(1) Separate the PEOPLE from the Problem.

(2) Focus on INTERESTS, not Positions.

(3) Invent OPTIONS for mutual gain.

(4) Insist on using objective CRITERIA upon which to base agreement.

These four principles should be employed collaboratively at each stage of the negotiation process.

FIRST – Begin with an analysis of the situation or problem, of the other party’s interests and perceptions, and of the existing options.

SECOND – Plan ways of responding to the situation and the other party’s interests.

THIRD – Finally, the parties discuss the problem trying to find a solution on which they can agree.

I. Separate the PEOPLE from the Problem:

Because people tend to become personally involved with the issues and their respective position, they may feel resistance to their position as a personal attack. Separating yourself and your ego from the issues allows you to address the problem without damaging relationships. It will also allow you to get a more clear view of the substance of the conflict.

The authors of [the book] identify three basic sorts of people problems:

(1) different perceptions among the parties

(2) emotions such as fear and anger

(3) communication problems.

Running from these very human issues will not help you overcome them. Instead challenge yourself and do the following:

· Try to understand the other person’s viewpoint by putting yourself in the other’s place.

· Do not assume that your worst fears will become the actions of the other party.

· Do not blame or attack the other party for the problem.

· Try to create proposals which should be appealing to the other party.

· Acknowledge emotions and try to understand their source (understand that all feelings are valid even if you do not agree or understand them).

· Allow the other side to express their emotions.

· Try not to react emotionally to another’s emotional outbursts.

· Symbolic gestures such as apologies or expressions of sympathy can help to defuse strong emotions.

· Actively listen to the other party (give the speaker your full attention, occasionally summarizing the speaker’s points to confirm your understanding).

· When speaking direct your speech toward the other party and keep focused on what you are trying to communicate.

· You should avoid blaming or attacking the other person, speaking only about yourself. Try using “I” statements, such as “I feel” or “I think.”

· Think of each other as partners in negotiation rather than as adversaries.

II. Focus on INTERESTS, not Positions:

When a problem is defined in terms of the parties’ underlying interests it is often possible to find a solution which satisfies both party’s interests. All people will share certain basic interests or needs, such as the need for security and economic well-being. To identify, understand, and deal with both parties’ underlying interests you must:

· Ask why the party holds the positions she or he does, and consider why the party does not hold some other possible position.

· Explain your interests clearly.

· Discuss these interests together looking forward to the desired solution, rather than focusing on past events.

· Focus clearly on your interests, but remain open to different proposals and positions.

III. Invent OPTIONS for mutual gain:

Fisher and Ury identify four obstacles to generating creative problem solving options: (1) deciding prematurely on an option and thereby failing to consider alternatives; (2) being too intent on narrowing options to find the single answer; (3) defining the problem in win-lose terms; or (4) thinking that it is up to the other side to come up with a solution to the party’s problem.

The authors also suggest four prescriptions for overcoming these obstacles and generating creative options:

(1) separate the process of inventing options from the act of judging them

(2) broaden the options on the table rather than only look for a single solution

(3) search for mutual gains

(4) invent ways of making decisions easy.

To invent options for mutual gain:

· Brainstorm for all possible solutions to the problem.

· Evaluate the ideas only after a variety of proposals have been made

· Start evaluations with the most promising proposals, refining and improving proposals at this point.

· Focus on shared interests, and when the parties’ interests differ, seek options whereby those differences can be made compatible or even complementary.

· Make proposals that are appealing to the other side and with which the other side would ultimately find ease in agreement.

· Identify the decision makers and target proposals directly toward them.

The key to reconciling different interests is to “look for items that are of low cost to you and high benefit to them, and vice versa” (Fisher & Ury, 1991, p. 76).

IV. Insist on using objective CRITERIA upon which to base agreement:

When interests are directly opposed, the parties should use objective criteria to resolve their differences. Allowing differences to spark a battle of egos and thus wills is inefficient, destroys relationships, and is unlikely to produce wise agreements. The remedy is to negotiate a solution based on objective criteria, independent of the will of either side.

Parties must first develop objective criteria that both parties agree to. Criteria should be both legitimate and practical, such as scientific findings, professional standards, or legal precedent. To test for objectivity, ask if both sides would agree to be bound by those standards.

Three points to keep in mind when using objective criteria:

(1) Frame each issue as a joint search forobjective criteria. Ask for the reasoning behind the other party’s suggestions.

(2) Reason as to which standards are most appropriate and how they should be applied. Keep an open mind.

(3) Never yield to pressure, threats, or bribes – only to principle. When the other party stubbornly refuses to be reasonable, shift the discussion from a search for substantive criteria to a search for procedural criteria.

In closing, remember negotiations do not have to be overly contentious or personal. Also, the person you negotiate with today may be your close business partner tomorrow. Additionally, your reputation in your business community may be shaped by your reputation as a negotiator. Therefore, think big picture and be rational and reasonable in your negotiation applying the principles of PEOPLE, INTERESTS, OPTIONS, and CRITERIA set forth above.

Material adapted from Getting to Yes: Negotiating Agreement Without Giving In (Fisher & Ury, 1991)

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Negotiations – 7 Characteristics of a Bully Why You Should Care – Negotiation Tip of the Week

May 20 2023 Published by admin under Uncategorized

“He will lie to your face, and not give a damn if you know he’s lying!” Those were the exasperated words of one member on the same negotiation team to another.

Do you know anyone that possesses the following 7 characteristics? If so, they just might be a bully.

When involved in #negotiations with someone that’s overly aggressive or someone that’s an outright bully, you should take note of the following characteristics to identify who he is.

  1. Bullies tend to be egocentric. They have to be the center of attention in order to satisfy their need to appear superior to others. Thus, they will belittle, demean, and put others down to maintain the appearance of their superiority.
  2. Observe a bully’s associates. Bullies tend to bring like-minded people that are weaker and like himself into his fold; he uses the former as foils in the plots he perpetrates against others. The caveat being, the bully needs to be the leader and will only allow those in his immediate sphere that will subjugate themselves to him. Therefore, be mindful of the fact that unknowingly you’re also negotiating with his minions when you’re negotiating with him.
  3. Bullies alter facts to make them fit the situation. Doing so is his attempt to psychologically arrest the logical thought process of others, in an attempt to bend their outlook to his will and perspective. When negotiating with him, be selective about the points you choose to address and be mindful of the retorts you offer to refute him. Facts may be viewed as demonic objects that cause you to lose sway with him.
  4. Loyalty between a bully and his associates is good as long as there are no threats in his camp. Once threats occur, loyalty loses its two-way appeal; the appeal is revealed as nothing more then a tool he employs to trick others into following him. He will throw supporters under the bus and find blame with them to account for his short-comings!
  5. A bully seeks constant praise from others because that feeds his ego and his need for self-aggrandizement. It serves as validation that he’s superior to others. Therefore, seek ways to praise a bully in a negotiation. That will endear you to him. Just make sure not to fall into his attempts to pull you closer to his views than is necessary.
  6. Bullies lie incessantly because their view has to be the predominant one. Thus, they attempt to alter the outlook of others to make others conform to their perspective. This action of the bully is very dangerous because one never really knows what to believe when a bully speaks.
  7. The only way a bully can rise to his perch is to do so by keeping others under the spell that he casts. Once he loses any appeal that makes others bow to him, he can become more aggressive in his attempts to reacquire the power he’s lost. That’s when he’s most dangerous. During such times, he may engage in activities that are very far outside the realm of rationality.

Dealing with bullies is always a dicey proposition. Being oblivious to his characteristics can lead to a stressful negotiation, one in which you may lose before you realize what has occurred. If you use the 7 traits above to identify with whom you’re dealing, you’ll have an idea of what you’re up against. From there, you can be on guard as to how you engage him in the negotiation… and everything will be right with the world.

Remember, you’re always negotiating!

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