MUTUAL Trust Is Key To Effective Negotiating!

In their vane attempt, to, gain some advantage, over their negotiating adversary, many pseudo – leaders, try to hard the truth, and shade certain facts/ realities, in a hope, to obtain better results! Unfortunately, few, who, either, are elected, selected, or ascend to positions of leadership, are professionally trained, experienced, and expert negotiators! After more than four decades, of involvement, in hundreds. if not thousands of negotiations, I have discovered, the best approach, is, win – win, negotiating, which must be based on focusing on MUTUAL trust and understanding. With that in mind, this article will attempt to, briefly, consider, examine, review, and discuss, using the mnemonic approach, what this means, and why it’s such a relevant, essential concept.

1. Meeting – of – minds; motivated; motivates: The objective of negotiations should be to obtain, a meeting – of – the – minds, for the common good! Each side must feel motivated, and believe, there are benefits for/ to, them. A great negotiator focuses on the common good, and way, thinking – outside – the – box, in order to produce, the best set of circumstances, agreements, and mutually beneficial concessions, which help both sides.

2. Unique; uses; urgent: One should clearly articulate, whatever unique contributions, their side offers, which would benefit the other side! They must consider the best uses, and address the most significant, urgent needs, and necessities, in negotiating the best terms, not, merely in the short – term, but, also in the longer – run!

3. Time – tested; timely; trends: When one has considerable, quality experience, and relevant expertise, he realizes the time – tested needs, for successful results. He never procrastinates, but proceeds, in a well – considered, timely manner. One must understand, the trends, which might make a difference, for the better!

4. Usual; unusual: Every discussion, and situation, brings about a somewhat, unique set of circumstances, needs, and requirements. Expert negotiating addresses all the usual possibilities, while visualizing, and preparing for the unusual ones, by having a quality, contingency, back – up, plan!

5. Attitude; attention; action; accurate: One must clearly, accurately, describe his needs, purposes, and possibilities, from the start! Instead of thinking of every obstacle, as a problem, one must welcome challenges, with a positive, can – do, attitude, and pay attention to details! Begin with a strategic plan, and perceive and conceive of, create, develop, and implement, the finest, action planning!

6. Listen; learn; lessons: Professional negotiators must learn important lessons, from their past experiences! They must never assume, but be prepared to effectively, listen, and learn, the best way, to achieve, a meeting – of – the – minds!

MUTUAL trust is essential to effectively negotiating, and achieving the finest results. Are you ready, and prepared, to proceed, in this disciplined manner?

Presentation is Everything – Part I – (The Presentation of Your Business by Others)

The way you present yourself and your business is just as important as how others present your business. Word of mouth is the most powerful marketing tool that exists. Do you know what others are saying about your business? It is important to ensure that the buzz around your business is positive and that all begins with you. People will present your business to others as you present it to them. If you’ve written your name and number on a “post it” note, that presentation style will inevitably be replicated.

When you promote your business during networking events or trade shows, consider what is being translated to the person on the other end of the table. What will they take away from their interaction with you and your company? The opportunity to present your business to another is a gift and a tool that should be used to show people the value of your product or service.

Whether it is your shining personality, amazing promotional materials or a special service you offer, you must provide a catalyst for buzz. For someone to want to talk about you or your business positively, you must exceed their expectations. Decide how you will exceed expectation and present yourself and your business around that concept. Everyone has strengths, find yours and play on them. If you do not know what yours’ are ask someone. Know what makes you and your company special and make sure every person you meet gets a glimpse at it. Not only will it intrigue them to know more about you, but they will want to tell others of their discovery.

When this happens, the presentation of your business will be left in the hands of others. Make sure they are well equipped to represent you as you wish to be represented. Remember, it is not whether or not you have something valuable to offer that is in question. It is whether or not people take it away from your presentation and can replicate it.

Humor As A Negotiation Tool, Or How Humor Saved The World

OCTOBER 1962 – The world held its breath as America and Russia went to the brink, with nuclear weapons at the ready. Russia was installing nuclear missiles in Cuba-a mere 90 miles from the Florida coast. The 13-day crisis played-out in real time on TV around the world.

As American and Soviet delegates came together to negotiate, tensions were high, and they soon became deadlocked. And then… a Russian delegate told a joke: “What is the difference between Capitalism and Communism? In Capitalism, man exploits man. In Communism, it is the other way around.”

Delegates on both sides laughed, and this created a bond among all of them. (Hey, ya gotta start somewhere!) With the tension eased for the moment, talks resumed, and eventually a deal was struck that avoided blowing up the planet-no small feat!

Whether you’re negotiating for world peace or for which movie to go to, humor can play a crucial role in your success.

According to a recent study on business negotiations, humor has numerous functions in the negotiation process. It can put the negotiators at ease; it can introduce a difficult issue; it can foster togetherness and team spirit; it can help the other negotiator save face; and it can be a way of being cooperative in spite of disagreement.

Additional studies show that if you can inject humor into your negotiations, you’re more likely to get what you’re negotiating for.

Once when I was negotiating with a potential client over the phone, it became obvious that budget was a delicate topic. I could feel the tension rising, and when he posed the question: “How much is this going to cost me?” I wanted to reduce the tension.

I paused and said, “Are you sitting down??” He laughed, and from that point, the conversation about money went smoothly.

Those four little words, spoken in just the right tone of voice, have helped me close dozens of deals over the years.

Think strategically. Who do you negotiate with? It might be with a colleague, a competitor, a customer, an employee, a boss, a colleague or even a family member. (You do understand, I hope, that getting a child to go to bed is not something that you command, but rather something you negotiate. Some of those rugrats make Johnnie Cochran look like an amateur. And don’t even get me started on teenagers!)

What are you negotiating for? Examine it and look for an opportunity to weave in a little humor-like a humorous and relevant anecdote, a funny comment or gesture. You probably want to start with something whimsical. Something short. Something that relates to the situation at hand. Negotiations are often important and intense, so use humor wisely, cautiously and professionally. (No “sharp jabs” like Don Rickles is famous for!)

The ability to successfully negotiate is a helpful skill for everyone, but it’s an essential tool for anyone who plans to sell or lead. You may not be called upon to save the world from nuclear war-but I guarantee that sometime soon you will be called upon to save a deal, or make the sale, or advance your agenda in some manner. Humor, used strategically, can make you a more powerful and effective negotiator.