Archive for: May, 2023

Are You Just Presenting or Truly Engaging?

May 31 2023 Published by admin under Uncategorized

As a presenter, you can no longer rely on just a PowerPoint presentation – no matter how good – to engage your audience and keep them engaged. Modern audiences expect more – much more – and it’s up to you to deliver your presentations using a variety of tools and techniques.

Even school children nowadays are exposed to a variety of “presentation” tools – including video games, iPhone apps, hand-held tablet computers, and even interactive electronic whiteboards in their classrooms. These might not all be tools you’re familiar with, but your audiences and clients might be using them every day. Granted, you might not have any school children in your audiences yet, but many others do have that same level of technology competence.

This is particularly true of Generation Y (increasingly the people in your audiences), who love technology, love presenters who use technology well, but are very intolerant of those who don’t use it well.

Even if you’re using PowerPoint or Keynote, is that the best you can do?

Your audiences want more.

These aren’t the people who get their news from newspapers, the radio or even the 6 o’clock news. That’s all one-way communication, and modern audiences and clients want more engagement. They live on Facebook, YouTube, MySpace, Blip.fm, iTunes and Flickr. Places where they can participate, not just “download” stuff.

Are your presentations just a “download”, or are you truly engaging your audiences?

Here are ten things to think about – just to get you started:

  1. Do you have a Twitter back channel open when doing a keynote presentation?
  2. Do you offer follow-up teleseminars and webinars to reinforce your message?
  3. If they Google you before they arrive, what will they find?
  4. If they Google your topic, will they find you as the expert?
  5. Are you combining face-to-face learning with e-learning?
  6. Where does your presentation fit into an overall learning package?
  7. What technology are you using to foster collaboration and teamwork during your presentation?
  8. If you send them a copy of your slides afterwards, is it just a PDF file or a more engaging slide show with audio narration?
  9. How will you take advantage of them using their iPhones, Blackberrys and laptops during your presentation?
  10. What technology are you using to keep the conversation going after your presentation?

Of course, you don’t have to do all of these in every presentation. But if you’re not doing any of them, you’re falling behind.

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8 Tips for Giving Your First Presentation Before a Live Audience

May 31 2023 Published by admin under Uncategorized

There was no danger of me seeing the audience. My eyes had glazed over from the tears welled up in them. The two spigots that I called underarms were dripping like a leaky faucet. Rivulets of water cascaded down the shirt now plastered to my sides. In a few moments I’d have to speak. Speak? My jaw muscles had chosen just this moment to go on strike. Nothing was going to move anytime soon, except for my bowels of course, which were planning a prison break. “Is this how it is just before the firing squad pulls their triggers?” I asked myself.

I survived and so will you.

If I can speak before an audience, then believe me, so can you. All it takes is some knowledge of your topic – which you DO have, don’t you? A bit of technique, which you’ll be getting some pointers on now. Some guided practice beforehand and you’ll do just fine. Here are eight tips for giving your first presentation before a live audience.

Preparing the presentation

1. Outline your main topic points

There should be 10 to 15 main points in your presentation which essentially define the content. Create three to five support statements which elaborate on or clarify the main points of each topic.

2. Create an audio-visual slide for each main point

Make a bullet point for each support statement as a key word or short phrase that can generate your thoughts in that area. Use a picture, graphic, photo or illustration with each main point if using Power Point or audio-visual slides. You can add color, audio, or a short video clip to the slide if using a multi-media presentation program like Power Point for your presentation.

3. Prepare a title and concluding slide which can include:

o Title of presentation

o Organization name

o Photo or graphic

o Presenter’s name and affiliation

o The date

Don’t make the opening title slide too crowded though. It should be pleasant to look at but informative. The concluding slide should also contain your contact information.

Practicing the presentation

4. Monitor your presentation time

Timing is critical so you should pay close attention to it. Here are some quick numbers to help guide you. At about one minute per support statement there are 3 to 5 minutes per main point Then 10 main points at five minutes each is 50 minutes, and adding in pauses, interruptions, questions, etc. will bring you to about a one hour presentation time. So 15 main points at five minutes each is one hour twenty five to one hour thirty minutes.

5. Do at least three complete practice run-throughs before P-day

Five practice run-throughs is better though, if possible. Practice presentation run-throughs can be done in a number of ways. Here are some commonly used ones:

o Reciting it off at your computer

o In front of a mirror

o Tape or video record yourself

You should always at least audio tape record yourself then review – yes, listen to or watch yourself doing the presentation. You’ll wince at the sound of your own voice on tape, but it closely approximates what you sound like to the audience. Get over the shock, then adjust whatever you need to in your presentation.

6. Do a full dress rehearsal a day or two before the big event

Physically and mentally prepare yourself; your mental attitude is extremely important. Be groomed to the point of being precise (Think of a bullfighter getting ready to face “El Toro” – and yes, there are lady bullfighters). Dress for success. You want to look and feel your best.

Presenting

7. Make final preparations

Check the equipment you’re using well before the presentation begins to avoid any nasty little surprises. Be sure to use equipment that is familiar to you or check it out thoroughly well in advance. Do tension-busting exercises, deep breathing, and mental relaxation techniques – whatever you’ve learned works for you. If you don’t know what works for you, find out NOW. Do not wait for later or later will come – after the presentation.

8. Relax, you’re on!

On the big day remember to keep a positive mental attitude. You may need it more than you know. Here are a couple of experienced speaker’s presentation tips that you should consider:

o Pick out three people in the audience (an attractive woman, a handsome guy, an interesting face, a family or friend look-alike) One should be to your left, one straight ahead, one to your right about a third of the way back from the front

o Look at (not stare) and talk to each person as you “talk” from left to center to right casually and slowly swinging your view from one person to the next. First from left to right, then back from right to left. Pause for a longer period while looking straight ahead. Few people are uncontrollably nervous when talking to only ONE person.

Not only did I survive my first presentation but went on to give dozens then scores more over the next few years. Remember these eight tips; with proper preparation, practice and perseverance you too will speak with confidence. And one last thing: Be generous with the antiperspirant.

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Tips & Ideas for Presentations

May 30 2023 Published by admin under Uncategorized

Computers and laptops have fast replaced writing materials like paper and pen. The technology has touched and changed our lives in many ways. It has changed the way companies function too, pamphlets, whiteboards have now taken a back foot and now people use power point as an effective tool of communication especially in corporate world.

Sales and marketing is now tech savvy and it relies on PowerPoint presentations; be it an internal meeting or a client presentation, all use presentation as a medium. At times, it is easier to present stuff visually than putting it in words and this is where power point comes in handy for companies and businessmen. With the use of variety of tools and features of power point they can accomplish a variety of goals and objectives.

Though an effective tool, not all are acquainted and well versed with it and times are unaware about using the right method or approach in presenting things in a way that will highlight the product and be informative as well. The slides are just an aid or cue to help the presenter with his lecture; mostly main points are listed on the slides and the speaker elaborates on it.

If you want to give successful and meaningful presentations, do keep in mind the following things:

Color: you may like a particular color or love a shade but do ensure that it doesn’t look gaudy or childish. Use of basic and lighter shades gives a professional look to the entire presentation. The main objective is to keep a clean, clear and easy on eyes look to the slides so that the audience can read the text without any hassles or issues. Contrast is also important; selecting the font and backdrop color is important. The idea is to please the eyes and not turn the slide into an eye sore.

Minimal Colors: Keep the colors basic and use only 2-3 colors throughout the entire presentation. This results in giving a consistent look to it and also doesn’t disturb the audience and helps in maintain the flow. As mentioned earlier, the main aim is to keep a professional and clean appearance.

Graphics: Want to avoid being too wordy or boring? Simply replace text with images, graphics, charts and graphs. Images take the presentation forward without disturbing the flow and are a welcome change especially in the case of technical or longer presentations. Also, people tend to forget words but graphics have excellent recall value and are effective than textual content. Do ensure that the images are place appropriately and do not hamper or take the focus away from the main content. You can also take help of experts in case you are confused with the placement and use of images.

These things may seem minor, but they play an important role in making the presentation in sync with professional standards. If applied and included in your presentation, this will give your presentation an added edge and your audience will surely appreciate and applaud your presentation.

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Effective Presentations – 5 Surefire Tips to Make You a Better Presenter

May 29 2023 Published by admin under Uncategorized

Often, the main thing most presenters overlook is that making a presentation should not be a one way thing. Many presenters simply get up, put on the PowerPoint slide show, run through 20 slides talking about the bullet points and then summarizing, leaving themselves 10-15 minutes for a question and answer session. Is this what presenting is all about? And more importantly is this what a great presenter does? The answer is no. A great presenter connects with the audience and eventually moves them towards his desired goals and objectives.

Let me give you 5 sure fire tips to improve your presentations and audience relationships.

1. Come out fighting!

I am sure that you have heard it before, but first impressions really do stick. The first 3 minutes of your presentation are the most important. In general, an audience wants to like a presenter, and they will give you a few minutes at the beginning to engage them, but if you miss this opportunity, you may not be given another. Most presenters fail here because they ramble for too long about background and other uninteresting information regarding their personal/ professional history, etc. If your audience wants a CV then leave them one, do not read it out to them

2. Be passionate

Be passionate about your topic and let that enthusiasm come out. You need great content, yes, and you need to be professional, and you need well designed visuals. But none of these things will be worth anything if you do not have a deep, heartfelt belief in your topic. I would say that arguably the strongest criteria that separates a mediocre presenter from a great one is their ability to connect with an audience in an honest and exciting way. Do not hold back. Be confident, and let the passion for your topic be evident for all to see.

3. Do Not hog the podium

Many presenters get on stage and hide behind the podium. Try to move closer to your audience by standing in front it or away from it. A podium is a barrier. It separates you and your audience. The goal of your presentation is to connect with the audience. Removing physical barriers between you and the audience will help you build rapport and make a connection.

4. Short and Sweet

We humans have a very short attention span. When it comes to passively sitting and listening to a speaker, this span is even shorter. Audience attention is greatest at the beginning of your presentation. So, evaluate your presentation. If you have 45 minutes for your presentation, make sure that you are finished in 35 minutes. It is better to have the audience wanting more of you than to feel that they have had more than enough. Hence, it is better to finish 10 minutes early and have the audience hearing what you have to say, than to have them watching clocks for the last 10 minutes of your presentation and pretending to listen to you.

5. Practice really does make perfect

The old saying, “practice make perfect” is spot on in this instance. One of the biggest problems an audience has with any presenter is the “ums…” and the “errs…” nothing puts an audience off more than someone who clearly has not prepared for the presentation, and has not cued up their slides properly, or is fumbling about for cue cards, or visual aids.

It should almost be routine. As a presenter you are asked to perform. And again, as any entertainer will inform, often the final take is the easiest. The preparation, the rehearsals, and the practice, this is where the hard work really lies. So make sure that you put in your effort if you wish to receive response to it.

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5 Tips to Help You Structure Your Presentation

May 27 2023 Published by admin under Uncategorized

This article is the final in a series of three dedicated to presentations.

The previous article was concerned with overcoming presentation jitters by understanding the three sources of presentation anxiety. If you missed it, you can find under the title “The 3 Main Reasons We Get Nervous About Presenting”.

The second article looked at presentation delivery techniques with five tips to help you stand up and speak confidently. It is entitled “5 Tips to Help You Present With Confidence”.

In this third and final article on the topic of presentation challenges, I am turning my attention to how to structure your slides and your talk for maximum impact.

I am dealing with presentation structure last because, for most of us, it is the public speaking aspect which is most challenging. That being said, a dull slide pack will represent a challenge even for a gifted speaker. So here are five tips to make sure you design your talk to enhance rather than detract!

Tip #1: use images the right way!

In terms of the kind of visuals I recommend you invest in for an important presentation, let me suggest you steer clear of ClipArt which simply does not look professional and polished enough. Copyright free images are available on a number of sites but they may lack the gloss of paying photos. If you find a powerful image, don’t hide it in a corner of your slide: make sure it has prime of place. It could even cover the entire slide with text on top. Or, give it half your slide for good measure.

Many of us use our slides as speaker’s notes and so they are full of text which makes the slide look very unattractive. If you need reminders, use actual notes, cue cards or even a teleprompter but not your slides. Bring out your main message. Build a strong contrast between text and images, text and data charts, and images and graphs. If you don’t, your audience will spend a little time trying to figure out what the slide’s message is but will quickly struggle, lose patience and… give up!

Slide design is NOT akin to slide decoration so watch your use of font types and sizes, as well as colours (or your slide will be reminiscent of a geographical map). Good slide design is simple. It looks brilliant, effortless. And speaks loudly.

Do you know that people remember only 10% of what they hear but recall 65% of what they both see and hear? That’s why slides are important as the right kind of complement to your presentation.

Tip #2: tell stories

In the preceding article concerning how to deliver your presentation confidently, I encouraged you to tap into and bring forth the animated self you become when you are having a conversation about a topic you are enthusiastic about. And when you are dialoguing, you are usually telling a story. Story-telling is the way we humans communicate most often through. Stories resonate: a story helps you to be conversational even in a setting which does not appear so and establish rapport with your audience.

Stories are wonderful because they allow you to:

  • establish your credibility without bragging,
  • demonstrate success if the success is about you overcoming challenges your audience also faces,
  • add humour without being odd. If nobody laughs it’s not a disaster: it’s just part of the story! and
  • gently raise controversial issues.

I read that “presentations are state-of-the-art but stories are state-of-the-heart“. Indeed, even the sleepiest audience will perk up when you say “I’ll tell you about a time when this happened to me.”

Tip #3: ask questions

Most of the people I work with on presentation know that it is usually a good idea to let the audience ask questions as the presentation unfolds because this brings a liveliness to the proceedings which keeps the audience engaged. However, very few ask questions of their audience. There are two kinds of questions in a presentation speech: the rhetorical questions and the real questions. A rhetorical question is one you don’t expect an answer to. For example, you could introduce a slide with “Did you know?” When we use the question mode, we raise our voice at the end of the sentence and this catches our audience’s attention so questions are helpful in keeping the flow of your speech varied rather than monotone.

Real questions serve a number of purposes but let me flag only one here: you create a feedback loop. If your presentation is about raising awareness of the lack of clean water in the world, you may want to hit your audience with both heart-wrenching stories as well as hard-core data to substantiate your point. And when you’re doing that, how do you know that it’s working, that your stories and data are reaching them? Well, ask. So show them the glass slide and then ask: “Are you shocked by this piece of data?” If you get several nodding heads and wide eyes, then you know your emotional approach will be effective.

Tip #4: ‘prep’ your points

Because most of us present in a work and business context, let me share with you a formula to help you structure your thoughts as you structure your presentation slides and the overall talk.

PREP = Point – Reason – Example – Point

Here’s how to use ‘PREP’:

  • Point - you make your point such as ‘Speaking up can enhance your career’.
  • Reason - you explain that people who speak up are perceived as competent and intelligent.
  • Example - you share that David Jones has just been promoted for the second time this year. He speaks up a lot – but he’s no more competent than the rest of us (note: fictional example).
  • Point - you make your point again that ‘Speaking up can enhance your career’.

Have a go and let me know if PREP worked for you!

Tip #4: Oreo-cookie your presentation

Building up on ‘PREP’ which applies to the individual points you will make in your presentation, let me close by offering a simple yet powerful presentation structure, as follows:

1. Set the Scene

2. Share your Main Message

3. Make your Points

4. Share your Main Message

In this setup, each point you assert is clearly made twice as per ‘PREP’ and supported by an explanation and an example providing evidence. You need to order your points in some fashion – maybe chronologically, maybe building up the intensity. What is fundamental is that all your points support a main message which you will share twice – hence the Oreo cookie image and the consistency with the ‘PREP’ approach. This structure is also simple so you won’t lose your audience! It may look a bit dull but try it out and see how it helps you builds a powerful presentation!

There you have it. To structure your presentation for impact, be sure to use images in the right way relative to the text on display, share stories and ask questions, and use a simple structure to both your overall presentation and to making the points which back your main message. Does that sound like it might benefit you?

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Using Creditor Negotiation to Get Out of Debt

May 23 2023 Published by admin under Uncategorized

Dealing with serious debt is one of the most difficult problems that Americans face today. Fortunately, you do not have to face the hardship alone. Companies focused on debt relief exist to help people pay their bills and stay financially afloat. The United States Organization for Bankruptcy Alternatives is interested in improving bad situations for both creditors and lenders. Even if your back is up against the wall, there is help to be found if you know where to look. Creditor negotiation in the form of debt settlement is a great solution for many people facing debt. With the right help, a third party company can create a resolution that makes everybody happy.

Creditor negotiation is such a valuable tool because it actually reduces the amount you have to pay. With a smaller burden each month, you can pay back your creditors over time with confidence. By negotiating a payment plan that meshes with your budget, you can pay your bills without worry and live a life you can truly enjoy. Eventually, by following your payment plan, you will be debt free. What a feeling!

The benefits of debt settlement are clear. So what is the downside? If you are forced to settle your debts for less than their original value, you become a greater risk for future lenders. Creditors naturally prefer lending money to people with a history of full repayment, so debt settlement may make it difficult to acquire low interest loans in the future. Of course, it is better to bear this risk than to face bankruptcy, which will damage your credit score anyway. The other main concern with debt settlement is that not everyone qualifies. Creditor negotiation is not for people who just want a little relief with their medium sized debts. You must have a large amount of debt to qualify. In addition, you must be having difficulty making minimum payments. Basically, debt settlement exists for people who critically need help paying their excessive bills. Finally, you must have a regular income in order to make monthly payments over a period of time, often several years. If you are unsure whether you meet the qualifications for debt settlement, seek financial consultation with a trusted institution in your area or online.

Tactical creditor negotiation is a complicated and intense process. To get the procedure started, find a third party firm that is a member of the United States Organization for Bankruptcy Alternatives. You want a company that will work for you to reduce your payments as much as possible. By working for you, their client, good companies can eliminate up to half of your total debt. Be sure that the company you choose is one you trust with these important negotiations. Perform as much research as possible before coming to a final decision. The creditor negotiation process works because serious debt puts both debtor and creditor in a tough position. If the situation does not change, the creditor may end up with nothing due to the debtor’s complete inability to pay. Most creditors would rather work with a trusted financial intermediary in order to secure a portion of their money instead of dealing with the risk of receiving nothing.

You want to find a company with a history of success to negotiate on your behalf. Companies differ in their payment schedules, accreditations, fees, and reputations. Spending the time to shop around is the best way to ensure that you make the right choice. Look for companies that offer unbiased financial consultation that doesn’t try to impress you with monthly payments that seem too good to be true. Be wary of companies that make creditor negotiation seem simple. Debt settlement is a complex process, so you need a deep analysis of your individual situation in order to fully understand what is happening with your debt. Good luck, and remember to make a careful, calculated decision concerning your debt!

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Why Negotiating Is An ART And SCIENCE?

May 22 2023 Published by admin under Uncategorized

Have you ever thought about how many aspects of life are related to, or involve negotiating? Isn’t it a fact that nearly everything we do ends up more successfully if we are capable negotiators? However, despite the fact that it is so important, whether we are involved in selling, leadership, contracts, any business aspect, as well as in our day – to – day interpersonal dealings, very few individuals ever fully explore the needs, requirements, components, techniques, or nuances that are so relevant. Unlike many other techniques, effective negotiations must be understood as both an ART, as well as a SCIENCE!

1. The A, R and T of ART should help propel us towards creating the best opportunity for success. Of course, it begins with the right attitude, which must be positive, proactive, and one that willingly cooperates. When this becomes the opening mindset, the negotiations are approached to bring forth a win – win scenarion, rather than an adversarial beat you opponent one!

2. Never go into a negotiation unless you do so by seeing reality the way it is, rather than merely the way you might wish it to be! This requires a commitment and search for actually understanding needs and nuances, and going forth with an open mind, rather than prejudging.

3. No negotiation, no matter how well trained or qualified the negotiator may be, will bring forth the results you desire unless you understand that there must be mutual trust between negotiating parties. However, one can’t just hope for, expect or ask for this type of trust, but rather must earn it, by a combination of his actions, empathy, and commitment to absolute integrity.

4. As essential as the ART is to this activity, it must also be understood that there is also a SCIENCE involved. This must always begin by focusing on your search for agreement. How can this go anywhere meaningful unless both sides commit to, and seek agreement/ meeting of the minds?

5. It is important to aim towards some degree of common ground, where neither side feels he is merely winning or losing.

6. While you can use all your efforts and best intentions towards achieving these necessities, one can never control what others do or how they may behave. Therefore, it is important to proceed with ingenuity and absolute integrity.

7. Listen effectively, and view needs from the eyes of the other party. Only when there is a focus on empathy can progress be made the way you desire.

8. Remember that things are rarely simply black and white! Effective negotiating requires mastering the various nuances.

9. You must have a certain degree of clarity and consideration, if you want to end up with a contract where both sides feel resulted in a fair and reasonable manner.

10. Is your energy level maintained at a the highest possible level, in a positive, meaningful and significant manner? Lethargy and negativity are generally the cancers to successful negotiations!

The better you understand what negotiating involves, the more effective you will be. The combination of a variety of skills, perceptions and attitudes, used in a synergistic manner, will usually get you to the point you wish to be.

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How To Fight The Negativity Of Cyberbullying – Negotiation Tip of the Week

May 21 2023 Published by admin under Uncategorized

“He constantly picked on me by posting untruthful things that he said I engaged in. Then, he made unflattering comments about my mother. I found that of particular distaste.”

You may have thought the words above stemmed from two friends in their teens. The statement did come from two friends, but they were CEOs of major corporations. They were discussing the cyberbullying effects targeted against one of the CEOs in cyberspace.

Anyone can come under attack in cyberspace. The reasons for such don’t have to be valid. Do you know how to fight the negativity of cyberbullying? Continue reading this article to gather a few tips that you can use to combat a cyberbully.

Prevention:

Keep your guard up.

Be on the alert for those that might attack you. Some will do so because of the assets they perceive you to have. They may also do so because of the industry your business is in, your ethnicity and/or gender. Some people may just be mentally challenged, which causes them to seek out a target to bully.

None of this is to say that you should become paranoid. It simply means that you should be alert about how and why someone might attack you in cyberspace.

Turn yourself into a small target.

Know that some people engage in cyberbullying for pleasure. Others may do so as the prelude to extortion; extortion can be in the form of gaining leverage to achieve a goal, especially when negotiating.

To thwart a bully’s efforts, turn yourself into a small target. Don’t flaunt your assets in the manner that would attract and invite a possible attack. If you become a victim, keep a prepared set of documents that show you may not have what the bully wants. To do this, you must know what his ultimate goal is. You don’t want him to turn your perceived lack of assets against you and use that to enhance his position. Remember, it’s harder to hit a small target, but you must know what to morph that target into before it can be effective.

Fighting back:

Why me?

Bullies tend to target those persons or entities that they sense as being vulnerable. So, project strength when responding to the bully. You can do this by having others come to your defense and responding on your behalf. You can also respond by hitting the bully where he’s most vulnerable; it’s obvious that you’ll have to know his vulnerabilities to do this, which may require research.

I used the above strategy in an online forum in which someone attempted to bully others in the group. I asked the group if anyone knew that the bully had done the same thing in other groups. Someone said they did and that individual took the bully head-on. The bully retreated and was never heard from again. As an aside, I and the cohort that I used to fight the bully had already discussed this tactic before my ally engaged him. The bully had perpetrated the same tactics in a different forum that my ally and I were in.

Depending on the severity of the cyberbullying, you can get law officials involved, private detectives, etc. Regardless of the countermeasures you engage in, use them strongly enough to arrest the bully’s activities. Crush his will to engage you further so he dares not return to his former activities against you… and everything will be right with the world.

Remember, you’re always negotiating!

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Negotiating Attitude And Behavior

May 20 2023 Published by admin under Uncategorized

In the more than three decades that I have been involved in a variety of different negotiations, I have observed and witnessed a variety of different negotiating styles, attitudes and behaviors. When an experienced negotiator is involved, he understands that negotiating is actually both an art and a science, and requires doing one’s homework, understanding human nature, being firm and tough but fair, treating other parties with both respect and honesty, etc.

Far too often, someone who thinks they can negotiate, and get a “better deal” takes a negotiating stance that might actually initially “win” certain points that a more experienced and expert negotiator would not. One of those reasons is that an expert understands that most negotiations are not “one shot” situations, and require developing a working relationship, over a period of time. Expert negotiators will therefore generally prioritize “demands” so as to “give back” a little on less important points, in order to be in a stronger position on more essential points.

When this process is not done on a “win-win” basis, there is almost never a realistic chance that the agreement will be maximally successful over time. The art of a negotiations is predominantly a human relationships study, where both sides must walk away from the agreement feeling they did alright, and that the negotiation and the result was both fair and equitable. However, let me make perfectly clear that one should negotiate every point and gain maximum benefit, but that those that make demands that will “hurt” the other party, are doing both sides an injustice. The experienced negotiator will study his opponent and know the strengths, weaknesses and needs of the other party. By doing this, he will be able to know where there is more bargaining or “wiggle” room, and where the other party has less room. The best way to maximize results is to openly discuss how both parties can reduce their expenses, and maximize their situation (either profits or costs), without adversely impacting the other. This may require compromise on both sides, or “thinking outside the box,” to arrive at different ways to achieve certain needs and requirements.

Often, when I have negotiated on behalf of an organization, some individual in a leadership role decides that they could “do better” if they got involved. Not only has that never been the case, but on the occasions that an inexperienced person got involved, the results were adversely impacted. No organization can ever enhance their negotiations by negotiating “with two heads and two voices.” Both parties to a negotiation must know that they feel comfortable with the other individual, and that they appreciate the full picture. Unfortunately (or perhaps fortunately), there is no shortcut to gaining this type of experience or expertise. As in so many other things, it is essential to remember that merely having some experience does not make someone an expert.

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Professional Negotiators Should Always Be Doing The Negotiating

May 20 2023 Published by admin under Uncategorized

Having been directly responsible for hundreds of negotiations in several fields over the last three decades, I have come to realize that negotiations invariably go best when handled by professionals. Many individuals portray themselves as negotiations savvy, but very few really have the skills, experience and expertise required, and even fewer consistently obtain best possible results.

If your organization has access to someone with these rare skills, I strongly advise turning your negotiations over to that individual, and leaving him to do his thing. Leadership of the organizations should clearly explain what they are trying to obtain via the negotiations, as well as their priorities. Negotiators must also be given all necessary information and background regarding financially relevant issues.

When organizations follow these rules, they obtain optimum results. However, all too often, there are individuals within the leadership of some organizations who believe that they know best, and get involved, often inadvertently sabotaging the negotiation’s effectiveness. Negotiations rarely work when one side speaks through various parties, because it generally sends confusing and negative signals to the opposite side. All sides to a negotiation should enter a negotiation with the intent of getting the best possible deal for his side, while understanding the needs of the opposite side. If a negotiator either asks too much, or too little, the negotiation is not optimum!

When negotiations are win- win, both sides walk away satisfied, feeling victorious. They will then tend to work together in a far more relaxed, comfortable, amiable manner, than if there was an adversarial feeling to the negotiation.

Negotiation is a combination of many factors. It begins with a negotiator doing his homework, and fully understanding the needs, priorities, and limitations of both sides. Negotiators also need people skills, to effectively communicate with the other side, and make them feel comfortable. Negotiators must always confirm and reconfirm all details, so that there is no confusion, and there is a written record of all details. Effective negotiators neither over-ask, or under-ask, and always strive to make the other side feel like their idea is really the other sides. If one party to a negotiation cannot “win,” or feel satisfied with the agreement, it will invariably break down, either at the negotiating stage, or when it comes to the implementation.

An organization’s leadership training should include a section on the basics of negotiations, but should emphasize that negotiating is a highly specialized endeavor. An effective, professional negotiator can finalize a good negotiation in a far shorter period, with far better results, than most other individuals. Leaders do not have to be specialized negotiators, but must understand what the objectives and realities are. Negotiators get it done!

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