Archive for: May, 2023

Annoy Your Audience: Read Your PowerPoint Presentation Slides

May 30 2023 Published by admin under Uncategorized

If your goal is to irritate your audience during your next presentation, read your PowerPoint slides to them. According to several audience polls and business surveys, the number one presentation complaint is “The speaker read the PowerPoint slides to us.”

Two things about this complaint might surprise you. It is the most common complaint about business presentations therefore you would think that business presenters would have heard this feedback. The second point is that this observation would seem to be intuitive. People don’t want you to put words in front of them and then read the words to them. Do you think that they can’t read? Are you implying that they are stupid?

Remember the last time that someone put printed words in front of you and then read them to you? That was probably when you were about six years old and your teacher or parents were teaching you to read.

At that young age it might have been exciting because you were entering new territory. But, just imagine how you would have felt if your teachers did that to you when you were 10, 16 or 20. So just imagine how an adult audience will feel when the presenter reads their PowerPoint slides to them.

It’s boring, annoying and insulting.

Imagine shopping for a house. As you walk through the house the real estate agent boldly announces, “This is the kitchen. This is the bathroom. This is the garage.” How would you feel? Would be you tempted to ask, “Are you sure this is the bathroom?” “Is that a real toilette?” “How do you know that this is a garage?”

Now imagine sitting in a presentation where the presenter is reading the PowerPoint slides to you – word for word. If you are keenly interested you might be trying to decide should you read and ignore the speaker – or should you look away or close your eyes and listen to the monotone voice of the reader (not a speaker)? We know you can’t do both at the same time. We can read or listen.

Your attention is not focused on absorbing and analyzing the content. Instead you are absorbed with how best to tolerate this annoying and distracting presentation delivery.

If you are bold enough you might pose the question, “Are you sure this is the bathroom?”, “Is that a real toilette?” or “Could you read that slide again? I didn’t hear it the first time.”

Notice and enjoy the confused look on the speaker’s face when you pose that last question. Fight back. The speaker is assaulting you with their painful delivery.

If you are really annoyed and bold, you might state aloud these inner thoughts, “Are you going to read every slide to us? Do you think that we can’t read?” “If you plan to read every slide, please leave your slides behind and go.”

Reading your PowerPoint slides or any other type of slides to your audience is the dumbest thing a business presenter can do. It’s annoying, demeaning and boring. In a separate article we will look at simple alternatives to this presentation plague.

Share this article with your friends. Save them and their audiences from “Death by PowerPoint”. Don’t show this article to your competition. Let them die the presentation death they deserve.

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How Does PowerPoint Play in a Great Presentation?

May 29 2023 Published by admin under Uncategorized

“Four score and seven years ago…”Abraham Lincoln’s famous Gettysburg address.

“Ask not what your country can do for you, but what you can do for your country.” John F. Kennedy’s famous address to the nation

“I have a dream…” Martin Luther King’s inspiring and memorable speech.

These are three speeches that we all remember to some extent. Why? What do all those speeches have in common?

Was it their style?

Abraham Lincoln gave his speech in a bumbling low-key manner that caused people to even wonder if that was his speech. John F. Kennedy had smooth charisma and flow while Martin Luther King had intensity and drive.

No, their styles were as different as could be.

Was it their visuals?

Not one of these speeches came with any visuals. Imagine that, no PowerPoint!

Why then are they so memorable and what can we learn from them about the role visuals should play in our presentations today?

As a society we have gone overboard with PowerPoint. It started out as a tool to help presentations yet today for most presentations it hinders them.

How many times have you seen a person just stand to the side and read their presentation to you? Does that engage you and make you want to buy? No. So many sales people I work with are frustrated by the continually hearing, “Great presentation. I think we have all we need to make a decision. We will get back to you.” after every presentation.

So what has gone wrong and how do we get back on track? Should you use PowerPoint?

Possibly. It depends on your message AND on your audience as to what is the right delivery. I find that so many executives have moved so far from the audience that they don’t know what visuals would be best to get their message across.

Let’s go back to the three speeches we started with. The reality, as the three speeches above prove, is that the power is not in the visuals nor is it strictly speaking, in the style. It is in the one underlying ingredient that all three of these men had….PASSION.

They took their passion and wrapped it around THAT AUDIENCE that day and spoke from both their head and their heart. They understood the one crucial element of a great speech that most people miss entirely-the proper mix of logic AND emotion.

You see most people don’t understand that logic makes you think and emotions make you ACT. You can NOT have a powerful presentation that only addresses one of these.

If you are all emotion people will see you as, at best, “fluffy” and at worst, “a raving lunatic.”

If you are all logic people will see you as, at best, “detailed,” and at worst, “cold and wordy.”

To truly be a good presenter is not something you are born with; it is something that you need to practice. Yet most presentation classes focus on where to stand and to “not jingle your change” and how to create your PowerPoint.

All elements that are important for theatrics but miss the very key point- it is not about staging but rather about bringing YOUR AUTHENTIC style to life so others can wrap their arms around your message and rally behind you and your product or service.

Outcome Thinking takes you far beyond presentations to the fundamental core of communication. It is the only communication style out there that marries both the logic and the emotion so you can move people to action. It is the only program that addresses the crucial element that makes a presentation fabulous.

Think of logic as being all the key components and emotion being the stream that carries those components along and makes them memorable.

The ability to read your audience and then delicately balance your message so it winds in to both their heads and their hearts is both a science and an art. You need to make sure you understand how you are viewed, what they need to hear, and then wrap it in to a message that is short and concise.

So it is not about PowerPoint at all.

I see too many people that have beautiful graphics that actually dilute from the message and I see others that are using PowerPoint to be a “read” presentation. No one wants to have you stand and say something that they could actually read faster on their own. That is what causes disgust and anger at wasted time.

I conduct two-day programs that help people grasp our four step process and change how they communicate and present. During these two-days people marvel at how few PowerPoint slides I use and more importantly, how little they need them.

I have actually gone a full day with NO VISUALS and seen people get charged. Why? Because the presentation AND THE AUDIENCE is the message, not the PowerPoint.

PowerPoint should be a leaping off point and a way to anchor your message, not your message by itself.

You AND the audience are the message. You need to be there in the moment with them before you can ever move them.

So how do you test if your PowerPoint is helping or hindering? It is hindering if you have to read it, if you have too many words on one page, and if you have to say, “We’ll just skip over this so I can get to your questions.”

It is helping if you can speak about 5 minutes or more per slide, if you have condensed to just the few key things you want them to remember, and if it moves your message from their heads to their hearts.

A good rule of thumb is, if in doubt, leave it out. Remember you are not there for the audience to see you as “intelligent” but rather, to make your audience feel intelligent.

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How to Let Go of the Past and Move On With the Present

May 28 2023 Published by admin under Uncategorized

I was once told the following by one of my mentors: regret lives in the past, fear lives in the future, so live in the present. On any given day, we live our life shaped by the experiences of our past. Positive or negative, the past shapes who we are today. How we choose to live in the present is determined by our perspective of the events from the past. We can either choose to view it in a positive light or we can choose to view it in a negative light. We can choose to be empowered by our past or we can choose to be disempowered by the past. The choice is ours.

The following are some tips on how to deal with letting go of the past and moving on with the present.

Acceptance

In order to let go of the past and move on with the present, it is important to recognize and accept the fact that the past is the past. It is over! There is nothing you can do about the series of events that have occurred up until this current moment. Although you cannot control what happened in the past, you CAN control how you view the past and how you choose to react to it today.

Surrender

Once you have accepted that the past is the past, the next step is to surrender. Take a deep breath, raise the little white flag of surrender, and make the decision to move forward. Make the decision to let the past go and commit to accepting it for what it is, as a learning experience that shapes who you are today. As you do this, you ought to feel a sense of relief; like a ton of bricks have been removed off your back.

Forgive

Forgiveness is crucial to moving on. Often times, we are plagued by guilt concerning situations and mistakes from the past. This guilt can quickly lead to anger, resentment, depression, and so forth. It is important that you forgive yourself and/or others who have either hurt or angered you.

Forgiving yourself and/or others does not mean that you completely forget the events of the past. However, doing so allows you to let go of all the negative emotions that you’ve held onto, allowing you to experience positive emotions such as peace and joy more intensely.

Make a Commitment

Letting go of the past and moving on with the present will take commitment on your end. In order to change the results of your past, you must be committed to reacting differently in the present. When negative feelings arise or memories from the past arise, be present and recognize what is happening. Don’t try and block out the negative feelings and memories from the past. Accept them for what they are, say “thank you for sharing”, and then move on to the present.

A simple technique to move on to the present is to take a deep breath and focus on your breathing. When you focus on your breathing, you automatically become centered and brought back to the present. When you are in the present, you can analyze your current situation and react accordingly to make the right decisions that will shape your future. Another great strategy to implement is to have a list of positive declarations handy in order to train your mind.

Some sample declarations include the following:

I live in the present; here and now.

Everything happens for a reason and that reason is there to serve me.

I focus on what I want, not on what I don’t want.

I forgive myself and I forgive others around me.

My past does not dictate my present and future.

Nothing is anything until I make it something.

I choose to live with elegance and joy.

Letting go of the past and moving on with the present takes commitment and persistence. It is a daily journey, but a worthy one. Your past does not equal your present. Therefore, don’t let it shape your future. Each and every one of us has a special gift to offer to others. By letting go of the past and moving toward the future with elegance and joy, you can impact the world through your thoughts, actions, and results.

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Theater Rehearsals – What Executive Presenters Must Know

May 27 2023 Published by admin under Uncategorized

One of the most common excuses that executives use before they deliver presentations is that they are not prepared. The board of directors are filling up the meeting room before the annual strategy review session. The financial director comes up and says he doesn’t think he is prepared for the presentation. What impact does this have on his credibility? Business presenters often spend hours preparing PowerPoint slides only to deliver a low-energy dull presentation in front of the people who will be deciding their promotion prospects later in the day. Executives can learn from the theater world with these five steps to guarantee a winning presentation:

Script read through

At the start of rehearsals, actors read through their scripts, first alone, and then with the other actors. Script mastery is just the first step in their performance preparation. Most business presenters struggle to get to this step, often unable to have a coherent presentation on the day of delivery. The presentation must have a clear overall message, and the content clearly separated into distinctly different ideas. An opening that sets the context and engages the audiences by addressing their most pressing concerns. A body that divides the content into separate sections or to use a theater word “scenes”. A closing that brings all the content together into a clear outcome, reinforces the overall message and moves the audiences into the next part of the meeting, often the question and answer session. An important tip to remember is that at this stage the script or outline does not need to be perfect. There is still opportunity to modify during the next steps.

Run – throughs

With an outline in hand it’s time to have a run through. This should be rehearsed until the content is memorized. Find blocks of rehearsal time. Instead of going to a restaurant at lunch, grab a sandwich and take a walk in the park. While walking around, talk through the presentation without looking at notes. Speak it out while driving into work, or book a meeting room to practice the delivery. The key here is that it should be spoken aloud as new ideas will arise while the delivery becomes smoother. Don’t use a computer or any slides at this point. The aim is to be 100% comfortable with the flow and content.

Cue-to-Cue

Always plan a technology check for all types of presentation. For smaller conference room presentations, go at least a couple of hours before to connect your computer to the projector, test the sound and video and ensure the mouse clicker works. For larger settings, arrive the day before and work with technicans in the venue. Spend time on the stage and walk around planning where to start, how to move on the stage and where to finish. Rehearse a couple of sections of the presentation with a microphone to hear what vocal volume is needed to fill the room.

Tops and Tails

The two most important parts of a presentation are the opening and closing. Both parts attract the greatest audience attention and are the best opportunities to deliver a takeaway message. They are often delivered at a higher level of authority and punch. Take the opening two minutes and rehearse as a stand-alone section. Record it and while listening to the recording, look for ways to make the delivery more impactful. Use crisper and sharper words. Make a closer connection to the audience with words they relate with. Likewise, repeat this approach with the closing. This is the final chance to convey the message and leave the audience with a positive impression.

Dress rehearsal

On the day, regardless of what time the presentation is due to start, schedule a time for a dress rehearsal. Rehearse in the same room if possible using all the technology planned and microphones needed. This final run through boosts confidence for the live version. The second delivery of the day will be smoother and appear more natural.

Better presentation skills enhance executive credentials. Executive presenters can learn from these five techniques employed in the theater to make their presentations more powerful.

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The 5 Ws Of Effective Presentation

May 26 2023 Published by admin under Uncategorized

Making a presentation or speaking in public can be a daunting task if not impossible. Even professional public speakers talk about incertitude, nervousness and anxiety every time they have to address an audience. If people who have adopted presentations as their main occupation feel nervous before every presentation, then for the first timer getting the creeps should not be surprising. Most of the uncertainty emanates from what the reaction of the audience will be.

Find below my 5 Ws for making an effective presentation. Indeed there are different ways for calming oneself down before a presentation. This write up however, is not meant to teach you about handling your nerves before a presentation, this is meant to help prepare adequately for the presentation. The objective is to help boost your confidence and indirectly calm you down for a killer presentation.

The Why:

The first question to ask every time you are asked to make a presentation is to ask why. Why am I making this presentation? You should take time to explore and to understand why you have been asked to speak. There are different reasons for making a presentation. So stop and ask yourself, why you? It may be because it forms part of your work- Job description or that you are an expert in a subject area and so you need to impart knowledge. Answering the why question provides you with a context to which you tailor your presentation. Do you need to inform? Do you need to persuade? Do you need to sell? Maybe you need to teach! Do you need to entertain? Etc. This question must be very clear in your mind. Once you tackle this question you should be able to structure your presentation to suit the request. This way you are very clear about the agenda and then you can adequately research to reflect the expectations in the request.

The Who:

To most people, ‘the who’ part is the most important W among the lot and it is the one that bothers them. Indeed, ‘the who’ determines to a large extent how successful or otherwise a presentation is. One important question to ask when asked to make a presentation is to ask who your audience will be. Who am I speaking to? One can have the right words, the right atmosphere, even the right presentation equipments but the effectiveness of the presentation would only be measured by the reaction of the audience. Your presentation must be pitched at the right level for the right audience. The language must be well structured to the understanding of your audience. A typical example is where a University professor presents two different papers on the same subject to two different audiences. A presentation to his peers on the same subject will differ significantly from a presentation to his students. The who question also determines the approach and the tools used in the presentation. The underlying principle is that, a presentation is a two way affair, from the presenter to the audience and from the audience to the presenter. A well designed presentation, delivered with expertise and skill, crystal clear style, with wit and humour, with the most comprehensive visual aid delivered in the most serene atmosphere will be as dull as dishwater if presented to the wrong audience. Therefore to adequately prepare for a presentation you have to consider the recipient of the message. Ask yourself; who am I speaking to? Who will be in the audience? What do they know about the subject? How many are they? Then tailor your presentation to suit your audience. Research into their background and as much as possible speak to their understanding, not above their heads, neither should you talk down at them.

The What:

The what question addresses your objective. What do you want to achieve with the presentation. It allows you to customise your presentation to address your objectives and the end results. To give a good presentation you need to define what you want to achieve. You can only measure the success of your presentation when you have an objective to which you aim your presentation. It means, giving yourself a goal to measure yourself by. Your objective should be your central message to which other points go to buttress. Defining your objectives also guides the details of your presentation and you can personalise it to draw out the end results. Your objective in a presentation may be to provoke an emotion, to a sales team that has not met its sales target- you inspire, to appeal to your audience for them to release funds, to promote a discussion etc. Set out your objectives within the four pillars of communication; to inform, to request for an action, to persuade and to build a relationship. The what part provides the framework within which you set out your presentation and it gives you a yardstick for measuring its effectiveness. What do you want your audience to do when you finish your presentation. That is your end results. Your end results must be specific; it must be clear in your mind and must be set out right at the beginning when you prepare for the presentation.

The Where:

The where part of the preparation is pretty self explanatory. It has to do with location; the arrangement and structure of the venue. You should have a clear picture of what the venue and the arrangement will be. Will you be expected to address the audience in a classroom format, is it arranged to encourage teamwork among the audience, is it arranged to encourage question and answer sections etc. You also have to research to be sure about the equipments at the venue. Would you have access to a public address system or not? What about a projector, a flip chart etc? The nature of the venue also affects your presentation style. You should therefore have prior knowledge of the arrangement before the actual date of the presentation. Make a checklist of your needs and make sure that the location can cater for those needs. Where they can’t, strategise effectively to address your needs. Surprises right before the presentation can unnerve you and make you disoriented.

The Words:

The words part has two options. Firstly it has to do with the content of your presentation. You must make a conscious effort to structure your words effectively to reflect your research and to fit the requirements of the presentation. You have to research and come up with the best. Arrange your presentation in a structure that you can easily remember. Use words that are easy to understand and you can easily remember. Make sure that you are comfortable with your presentation and as much as possible limit yourself to what you know and can explain better.

The second part is more of an advice. That, words are not enough. Make use of visual aids. This also means that your speech must blend with whatever visual aids you have to provide a clearer understanding. Pictures they say paint a thousand words and using visual aids reduces the monotony of your voice. You can lecture but make room for visuals and take time to explain. You can also use sound or even video to add some variety or better still, to engage your audience.

In all of the above we realise that one theme shines through and that is preparation. You have to prepare adequately and make sure that all the bases are covered. You only get one shot, you can either dazzle your audience or put them to sleep. Perfect your act like the magician and revise your work until you are very satisfied. The last thing to do is to pray….

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Three Key Negotiation Tactics for Salary Negotiation

May 23 2023 Published by admin under Uncategorized

Alright, you have gone in and made the grade with your resume, cover letter and interview. Now the company wants to begin talking about your compensation package. You are now in the driver’s seat with respect to negotiating your salary and compensation. Make sure you understand some negotiation tactics so you don’t make any mistakes.

At this point you should remember they are very interested in you and they need you. That doesn’t mean you should go in with your confidence guns blazing, but rather confidently appreciative about the offer. Let’s talk about three key factors that will help you in your salary negotiations and potential offer acceptance.

First, do your homework. If you go to Salary.com you can find out for your job title and location what the average salary will be for that area and function. You need to temper your desire to make lots of money with the going rate of the job title. Beyond that make sure you have a good understanding of what you uniquely bring to the position others may not. You will want to appropriately convey that in your conversations with the other party. Also, you need to have a very good understanding of what you need to live on. Don’t accept a salary lower than you can live on, no matter how bad you need the job.

Secondly, calm your mind down. Don’t feel that you need to fill every space of silence with words. Many people get into that trap because they feel uncomfortable with pauses and quite moments in the middle of a conversation. Take slow and deep breaths to make sure you take time to think about what you are going to say next, or how you will answer a question. If you don’t do this, you may end up moving too quickly and accepting something without thinking about it first.

Thirdly, no matter what do not get frustrated or mad if you don’t get exactly what you want in terms of your salary. Remember there are other currencies that are very valuable you need to consider when you are accepting a package. Examples of some other currencies you should consider asking for a gas card, a car, increased paid vacation time, clothing allowance, cell phone, etc. The list goes on and on. A few years ago when I accepted a position with a company I actually negotiated an apartment. So the moral of this story is while you do need to consider the amount you make when you are negotiating, you also want to consider the amount you can save through reduced normal expenses the company will pay for.

One last thing I want to expand on here. It can be so easy to run in and accept an offer less than you really want, especially if you are looking for a job and need to get one fairly fast. Just remember that the easiest time to negotiate a better offer is before you accept it. Don’t go in with the attitude you will re-negotiate 6 months or a year down the road. Most likely it will not happen and you will be in a position of being very disappointed.

If you get into a position where the offer is just way too low just politely say you will need to think about it and leave. Give them a time frame you will call back and honor that commitment. It is better to politely and gracefully turn an offer down than accept one that you will be disappointed with 6 months down the road. Good Luck.

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Debt Negotiation Tax

May 22 2023 Published by admin under Uncategorized

There are several ways of sorting out your tax obligations especially when you are under pressure. You think of any possible ways to solve your tax issues with IRS trying to ensure they do not end up in litigation but the most appropriate way is used to take care of them amicably. One of such ways of ensuring that a tax debtor pays their tax debt amicably and conveniently is through negotiation. Debt negotiation can be very stressful especially when it is not done by a professional. There is what can be described more or less as debt negotiation tax which can be said to be a kind of a levy on the tax owed that ways of paying it is being negotiated.

Whenever a debt is being negotiated, it is always imperative that the persons involved should be very knowledgeable about the nitty gritty of tax laws and provisions. This is because whenever this is not the case, the debtor may end up getting into more trouble with tax agencies since they are already struggling with paying their tax. Debt negotiation tax also can be beaten down by the debtor or their representatives, since the whole idea of negotiations is to help mitigate the huge tax burden the debtor has been grappling with. Most of the time, when the negotiators do a good job, it end up saving the debtor from so much trouble as the negotiated debt payment plan that will be arrived at will be of a big advantage.

Whenever a tax debt burden is negotiated, there are usually several options that the negotiators pursue in order to achieve the purpose of reducing tax payable by the debtor. The various options that are available for tax debtors to pursue and pick which one to use all have their pros and cons. It is always better to evaluate the situation of the debtor, look at all the available options, and find out which of them will be most useful, easy to use, and help the tax debtor save more money both from debt negotiation tax and even income that will be used in paying outstanding tax. This is really important, because most of the debtors are eagerly expecting the negotiators to do a good job where they may not have to spend so much money again offsetting their already accumulated tax burden.

A whole lot of the times, quite a huge number of these tax managers or professionals do not leave the negotiating table where they represented their client with good news the client should be excited about. Most times these negotiators that try to get good tax debt payment deals for their client do not even know that some of the options they end up arriving at for the client contain clauses for payment of debt negotiation tax only to be discovered when the agreement has been signed and the deed done already. That is why it is always important to handover or hire really experienced people only for issues relating to tax debt payment.

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Why It’s OK For A Sales Negotiator To Be Wrong

May 21 2023 Published by admin under Uncategorized

When you become the best sales negotiator in the world you’ll be right all the time. However, since you’re not there yet, you should expect to be wrong – not all the time, but at least some of the time. There are a lot of different ways to handle this, what’s the right way?

Why You’ll Be Wrong

Wait a minute, if you are a good negotiator then why would you still be making mistakes? I mean, if you take the time to prepare for the negotiation, understand the other side of the table and what they are hoping to get out of the negotiation, and are up on your negotiating tactics, then there’s no way that you can end up making mistakes, right?

Wrong. At the end of the day we’re all human and that means that we’re going to end up making mistakes. Negotiations are high-pressure communication sessions in which a great deal of information can flow back and forth over the table in a very short time. Your position and the other side’s position can change in a heartbeat and keeping up with it all can be too much for even the best of us.

At any point in time during a negotiation you may find that you’ve made a concession that you should not have. Or perhaps you’ll discover that some of the information that you presented in order to support one of your points was flawed in some way that the other side was able to point out to you. No matter the cause, the end result is the same – you find yourself being wrong.

What You Can Do When You Are Wrong

Unless you’ve successfully built yourself a time machine that you can step into whenever something like this happens, once you’re wrong, you’re wrong. This means that you’re going to have to either ignore it or take some action.

The incorrect thing to do, in most cases, is to ignore it. If you’ve given something away, made a concession that you should not have, or if you’ve said something that you wish that you could take back, then you need to undo it. This means that you tell the other side that you’ve made a mistake. You own up to your error.

A negotiation is not like carving a stone – you can undo things that have already been done. What’s even better is that you have options: you can undo things or you can ask the other side of the table to help you undo it.

No matter what, a deal requires both sides to come to agreement. If you are not happy about something that you’ve done, than this is not going to happen. Therefore, if you need to change something that has already been done just go ahead and do it. Yes, the other side is not going to be happy about this because it is going to delay the negotiations, but that’s ok. Speaking up and correcting an error is how you are going to be able to reach an agreement that you’ll feel comfortable living with.

What All Of This Means For You

Nobody is perfect and negotiators are no different than everyone else. This means that we’re going to be wrong some of the time. It’s what we do when we discover that we’re wrong that separates the adequate negotiators from the great ones.

The reason that we make mistakes during a negotiation are many and varied. It’s a high-pressure, fast moving environment and so the possibility that we’ll do or say something that we don’t mean to is very real. When we make a mistake, the best thing for us to do is to speak up. Tell the other side that you you’ve done or said something that you didn’t mean and “take it back”. A negotiation is not set in stone, you can hit rewind at any time. The other side might not be pleased, but you will feel much better for doing it.

As with all such things in life, being wrong during a sales negotiation is going to happen to all of us at probably more times than we care to admit. Realizing that it has happened is the first step to fixing the situation. Having the courage to correct it is the key to ending up with a successful deal in the end.

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5 Ways the Great Sales Negotiators Build Super Bargaining Power

May 20 2023 Published by admin under Uncategorized

Having some bargaining power when you are involved in a sales negotiation is a good thing. Have super bargaining power is much, much better. Most of us do a few things to prepare for a negotiating session, but are we doing enough? The answer in most cases is no. Let me tell you what you can do to fix this…

The following tips for how to gain more power for your side of the table during a negotiation come from the professional negotiators who do this for a full time living and who have been doing it for many years. Read on and learn from their experiences.

Prepare To Hear A “Yes”
All too often as sales negotiators we can spend all of our time focused on the deal being negotiated. Since any agreement that we’ll be able to reach will be between two people, we need to spend some time focusing on making the other side of the table comfortable enough to say “yes”.

This has nothing to do with what’s being negotiated and has everything to do with the negotiating environment: is there plenty of food and drink? Have you taken the time to get to personally know the other side of the table? These things may seem small, but they can play a big role in making the other side more comfortable in saying “yes” to you.

Take Many Notes
If you’ve ever seen an expert negotiator working, you’ve seen a pen in their hand and a notepad in front of them. The reason for this is because they know that one of the unspoken secrets to doing a good job of negotiating is simply remembering what has already been discussed. Writing everything down will allow you to remember what concessions have been made by both sides and will allow you to move forward instead of just spending time chasing your tail.

Dress Appropriately
One point that is easily overlooked by most negotiators we prepare for a negotiation session, but not by the great negotiators, is that how we look will play a big role in determining how much power the other side will be willing to give us. Normally this means that we should try to dress like the people who are two or three levels higher in our organization than we are. However, if you are trying to convince the other side that your funding is limited, then “dressing down” would send the appropriate message.

Bring A Friend
Being the only person on your side of the table can not only be lonely, it can also be dangerous. Having another set of eyes and ears is invaluable in collecting information about how the other side is reacting and how things are going. Negotiations can move so fast at times that there is no way that a single person can stay on top of everything that is going on.

Fortify Yourself With Published Material
This is almost a variation of the “defer to a higher authority” tactic, but if you have well accepted external material that you can refer to during the negotiation, then issues that pop up can be quickly resolved (hopefully in your favor).

What All Of This Means For You
The difference between a good negotiator and a great negotiator is not that the great negotiators have access to some secret powers. Instead, it comes down to the simple fact that through experience they’ve learned lots of small details that when taken together serve to strengthen their bargaining position.

What this means for you is that you can move from being a good sales negotiator to being a great sales negotiator simply by taking the time to learn what these details are. Once you’ve mastered them, you’ll be that much closer to being unstoppable!

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Negotiate Successfully By Stopping Your Negotiation Secrets From Being Leaked

May 19 2023 Published by admin under Uncategorized

With Wikileaks leaking U.S. government secret and sensitive communications, the question becomes, how susceptible to leaks are your negotiation plans, strategies, and secrets?

Governments and corporations around the world guard their secrets before a negotiation. The reason being, the more adept they are at creating a negotiation plan that’s not encumbered by outsiders knowing their strategy, the higher the probability that they’ll achieve a successful negotiation outcome.

Like governments and corporations, when you negotiate, the plans and strategies you create determine how successful your outcome might be, too. Thus, if the other negotiator is aware of your strategy, he can thwart your efforts, while enhancing his own.

How can you protect yourself, your business and/or corporation before and during a negotiation, to keep your negotiation plans a secret? Consider the following:

1. You can prevent your negotiation secrets from being leaked by restricting those that have access to the information and the flow of information that stems from the negotiation, once it begins.

2. When contemplating how you might protect your negotiation secrets, consider all of the environments in which such information might be compromised and put safe guards in place to prevent it.

3. You can also prevent leaks of your real plans by creating misdirection. This entails creating a false negotiation plan that’s strategically placed in areas that the opposing negotiator might frequent. In essence, allow your negotiation plans to be left in places where the other negotiator can be find them. Having thought they’ve uncovered your negotiation strategy and plans, the other negotiator will more than likely create a strategy to combat yours. Such an act will put them at a disadvantage, due to the misguided input upon which they’ll base their strategies.

4. Prior to the official negotiation, dependent upon how sensitive the information that you do not wish to have disclosed, you can negotiate with the other negotiator for what can and can’t be used during the negotiation. Be aware that you may have to pay a high price for such consideration, but if you’re in damage control mode, the price you pay may be worth the outcome. As an example, with the U.S. government and Wikileaks, the U.S. government could have requested that Wikileaks not leak sensitive information, had that been an option prior to information being leaked.

Suffice it to say, if you’re astute at creating your negotiation plans and protecting its content from peeking eyes, you’ll be much further along the path of a successful negotiation outcome… and everything will be right with the world. Remember, you’re always negotiating.

Negotiation Quote:

“Only an unwise man allows others to see what is of true value to him, when he knows that true value should be hidden.”

The Negotiation Tips Are…

· You can never be too cautious with your negotiation plans. The better you conceal your real negotiation efforts, until the proper time to disclose them, the better positioned you’ll be throughout the negotiation.

· One way to gain insight into the other negotiator’s plans is to use misdirection. Misdirection occurs when you give the impression that one covenant of the negotiation has more value (that which you’re less interested in) than that of your real goal.

· If your negotiation plans become compromised, due to leaks, consider postponing the negotiation until you’ve created a new plan that alters your former strategy. Don’t be dogmatic and forge forward with your compromised negotiation plan. If you do, you may be walking headlong into dangerous territory.

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