Buy Greg s Latest Book Negotiate: Afraid, Know More

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1 Buy Greg s Latest Book Negotiate: Afraid, Know More Table of Contents Negotiate Like a Savvy Politician.. pg. 3 Negotiate Smarter by Using Passion to Disarm Your Opponent.. pg. 7 Negotiate Sincerely but Know When to Bailout pg. 10 Greg Williams The Master Negotiator Page 1

2 The benefits of this booklet to you This booklet was assembled to give you quick and decisive insider information on how to use negotiation tactics and strategies to create negotiation outcomes that are favorable to you. In this booklet, you will discover how easy it is to become a smarter, savior, more stylish negotiator. In the process, you will acquire new skills that will allow you to make more money, earn more respect, and get more of what you want out of life. As you learn and implement the tactics and strategies in this booklet, you will feel the surge of confidence pulsating through your veins. When it s time to negotiate, you will be a dynamo! Good luck and remember, You re always negotiating! MMIX Greg Williams All rights reserved. Greg Williams The Master Negotiator Page 2

3 Negotiate Like a Savvy Politician Have you ever observed politicians when they negotiate? You don t think politicians negotiate? Everywhere I speak or train, on the subject of negotiation, I tell people, You re always negotiating. As such, every time you give insight into your character, mental makeup, or thought process, you give insight into how you negotiate. Politicians are always trying to persuade people to do one thing or another. As such, they are negotiating. Good politicians, like good negotiators, are better at persuading people to see, adopt, and follow their point of view. Observe the following similarities between a good politician and that of a good negotiator. See if you can enhance your negotiation skills by imitating some of the tactics politicians employ. 1. Politicians are very adroit at not answering questions that would put them in a bad light. a. A good negotiator knows how to answer questions with questions, thus changing the direction of the conversation, while not divulging information that might be harmful to his position. 2. Politicians are very good at reframing a question or statement to position them in a more positive perspective (altering a question from its initial meaning to one that has a more positive perspective to the politician.) a. A savvy negotiator is astutely aware of the inherit value of reshaping a conversation to lead in the direction she wishes to have the negotiation flow. Greg Williams The Master Negotiator Page 3

4 3. Politicians are adept at reading body language to give them insight into hidden meanings. a. When a smart negotiator negotiates, she observes clues that give insight into what the person she s negotiating with might be thinking. That insight gives her an additional advantage while negotiating, because she s able to tap into unspoken words that could give more insight than that which is spoken. 4. Politicians know how to use a technique I call, Block and Bridge. Block and Bridge occurs when acknowledgement is given to a question or point. In essence, the question you don t want to answer is blocked, while using it as a bridge to a point you would like to discuss. a. Like a politician, a good negotiator knows when and how to appease his negotiation partner. By giving a cursory response to the other negotiator s point, the perception is given of having the point addressed. After that, a good negotiator shifts the conversation to the point he wishes to highlight. This is a very powerful tactic that good negotiators use time and time again. Try to use it in your negotiations and you ll discover the value of this tactic. 5. Sometimes politicians talk ad nauseam (surprise, surprise). a. When you negotiate, initially this may appear to be a turn off, but used in the right negotiation situation, this can be a tactic that wears the other negotiator down. Eventually, he becomes so desperate to escape the negotiation environment that he ll agree to almost anything to be free. Note: You have to be cautious when using this tactic, because it can also turn someone off so much that they leave the negotiation environment without giving you what you want and refuse to negotiate with you again. Greg Williams The Master Negotiator Page 4

5 6. A smart politician develops a campaign strategy before he begins the campaign. a. A smart negotiator develops a negotiation plan and gathers background information on the subject with whom he ll be negotiating to get insightful information that will be helpful during the negotiation. 7. A good politician knows how to stay on point. She knows how to advance her cause and employs others to increase the overall potential of success. a. A proficient negotiator, while developing her plan accounts for potential detours that she might encounter while negotiating. In so doing, she takes into account the maneuvers, strategies, and tactics she might have to utilize in order to reach the goal of the negotiation. Watch politicians when they re running for office, or being interviewed. The good ones know how to spin situations to match their message and campaign platform. If they re wrong, or proven to be on the wrong side of an issue, in some cases, they re able to reshape, or reframe the discussion in order to enhance the acceptability of their position. In essence, they control every aspect of the negotiation, to the degree that they keep their constituents engaged. Mind you, the kind of negotiation they re doing is that for the hearts and souls of those they lead. Nevertheless, they re still negotiating. You may not like the political process, or that which politicians engage in to get things done, but there are valuable negotiation lessons to be gleaned from observing how they go about doing so. If you add some of the tactics politicians use when negotiating, you will increase your negotiation skills and everything will be right with the world. Greg Williams The Master Negotiator Page 5

6 The Negotiation Lessons are Never forgo the knowledge you can garner from someone that uses questionable negotiation tactics. At bare minimum, you can learn how to combat such tactics if someone tries to use them on you. Always pay very close attention to your environment when negotiating. By doing so, you ll catch nonverbal nuances that will give you additional insight into what your negotiation partner may be thinking, but not disclosing. Never forget the value of a good negotiation plan. If you put in the effort to create a good plan, you ll save yourself potential grief during the negotiation. You ll also be better prepared to deal with unforeseen circumstances. Special offer: If you would like to increase your negotiation skills by learning more about how to read body language/nonverbal signals, send an to Greg@TheMasterNegotiator.com and ask how you can receive the new video DVD titled, How to Read and Use Body Language When Negotiating Greg Williams The Master Negotiator Page 6

7 Negotiate Smarter by Using Passion to Disarm Your Opponent When you negotiate, do you negotiate with passion? When negotiating, the display of passion can be a strong weapon, if used appropriately. When I speak of passion, as a weapon during negotiations, I do so from a positive perspective. After all, a weapon can be used to defend or advance your position. The question then becomes, how do you use passion, and when should you use passion in a negotiation? The following are a few questions I ve received related to when passion should be used in a negotiation. 1. How can you disarm a negotiation opponent by using passion? a. In order to use passion to disarm an opponent, you need to understand the mental makeup and the value system of the other negotiator. By understanding his value system, you have insight into which negotiation buttons to push. Then, you have to determine the right time, based on what s occurring in the negotiation, to push those buttons. 2. How can you determine when to display passion in a negotiation? a. Sometimes the entry of passion in a negotiation is natural. To the degree that it can be controlled, it can be used to move the negotiation in one direction as opposed to another. As you observe the flow of the negotiation, observe the changes in the pace of speaking, the shifting of one s body position, and the reaction to offers and counter offers. Take note of the shift that occurs in yourself and the other negotiator. If you ve planed how you ll inject passion into the negotiation, you ll be able to detect the appropriate time to do so. Greg Williams The Master Negotiator Page 7

8 3. Is it true that displays of passion can be used to lead the other negotiator away from your true feelings about your position? a. It is true that displays of passion can be used to motivate movement from your true negotiation position. Passion can be used in this manner, but make sure your passion is perceived to be genuine. If it s not, it could be viewed as a manipulation tactic. If it s viewed in that manner, you ll lose credibility and run the risk of having your negotiation position come under attack. When you use passion to disguise your true position, you should display a nonchalant attitude about the outcome of the point being discussed. 4. What risks do you run when allowing passion to become involved in a negotiation? a. If passion is allowed to flow at will during a negotiation, you run the risk of losing control of the negotiation. In order to control the flow of passion and thus the negotiation, you need to observe certain words that might incite the other negotiator during the negotiation. In some situations, mistaken body gestures can have a pronounced effect on the negotiation. So, understand how your body gestures might be perceived and understand what you re trying to convey through your nonverbal gestures. When you negotiate with passion, understand that it can be a double edged sword. Displaying passion when negotiating with the right negotiator can gain advantages for your position. Conversely, displaying too much passion in the wrong situation can cause you to lose momentum for your position. If you use passion at the right time, in the right situation, with the right negotiator, you ll definitely enhance your negotiation position and everything will be right with the world. Greg Williams The Master Negotiator Page 8

9 The Negotiation Lessons are Some negotiators feel empowered when negotiating with someone that displays too much passion, and thus they seek to enhance their own position. They do so by using the other negotiators passion as a weapon against that negotiator. Before allowing your passion to enter into a negotiation, assess how it might influence the outcome of the negotiation. Passion plays a role in every negotiation. To the degree that it does, every negotiator should plan how and when to inject passion into the negotiation. By doing so a negotiator will be better prepared to take the negotiation in one direction versus another. Good negotiators look for opportunities in which passion can be injected into a negotiation. They determine how, when, and to what degree, passion will be used during a negotiation. In essence, they use passion as another tactic or strategy to employ throughout the negotiation. Special offer: If you would like to receive the Negotiation Lesson(s) of the Week in an audio format for $9.97 per month (new audio lessons come out every Friday), or $97 a year, for an additional savings of $22.64, send an to Greg at Greg@TheMasterNegotiator.com and insert into the subject line, Audio Lessons. Plus, you ll receive free negotiation goodies throughout the year. Greg Williams The Master Negotiator Page 9

10 Negotiate Sincerely but Know When to Bailout When you negotiate, if the negotiation is not moving in a direction you like, look for signs that indicate you should end the negotiation. Too many times, people put too much time and effort into a negotiation that s going nowhere. There are inheriting problems in putting too much time into a negotiation that s not moving in the right direction. The more time and effort you put into a negotiation, the more psychologically committed you become in seeking a successful outcome. In the process, at some point, you ll run the risk of making decisions with a clouded perception. How then might you know when to exit a negotiation that appears not to be progressing in a meaningful direction? The following are insights Negotiation Situation: You re accommodating when it comes to making concessions, but find the more concessions you re asked to make, the more concessions you re asked to make. Be aware of the negotiator that attempts to continuously squeeze you. In a negotiation situation of this nature, be aware of the negotiation road upon which you re traveling. When making a concession, get a concession. Concessions don t have to be on a one for one basis, but don t get too far out of sync. If the other negotiator consistently asks for concessions and you don t get concessions in return, you could be setting yourself up for a lot of wasted effort. The other negotiator could simply be pushing you in order to make you exit the negotiation so he can save face, or for some other unforeseen reason. He may be in a position whereby he can t deliver on what you re seeking from the negotiation, or tying to maximize his return at your slanted disadvantage. Greg Williams The Master Negotiator Page 10

11 Negotiation Situation: You attempt to highlight the benefits of your position, as it relates to the negotiation, only to find the other negotiator constantly interrupts you and goes off onto tangents. This type of negotiator may be pompous, self centered, egocentric, or more interested in imposing his will on you. He may also be trying to impress you with his position, compared to taking into account the value your negotiation proposition holds. Whatever the situation, find a way to alter his demeanor. Then, inform him of the fact that you feel he s not being considerate of your thoughts or position. If he becomes upset, so be it. It s better to bring the situation to a head than allow the other negotiator to pontificate and take you down a road to nowhere. When it s all said and done, it will be better for you to get out of the negotiation sooner than later. Negotiation Situation: You observe the progression of the negotiation is moving slightly in a positive direction, but something doesn t feel right. Many of us have senses that we don t tap into when we negotiate. If you perceive something is out of sorts in the negotiation, you may be picking up subliminal signals from the other negotiator, indicating something is not right with the negotiation. Don t dismiss these feelings before examining their source. When you re negotiating, if words and actions (body language) are not synchronized, observe the actions more than the words. If the lack of synchronization between words and actions persist, seek an exit to the negotiation. Always remember, during negotiations or any aspect of life, if it doesn t feel right, don t do it. Greg Williams The Master Negotiator Page 11

12 When negotiating, words confuse as often as they explain. When there s doubt as to the reality of what you perceive, trust your instincts. Do so to the point that your instincts are replaced by a feeling of foreboding. Then you ll truly know in which direction your body is telling you to move. If you observe the body language of the other negotiator and you detect a separation from his words and his body language, follow the language of his body. In most cases you ll find, the language of the body needs no speech. Once you become instinctively accurate at determining the meaning of someone s body language, you ll have better insight into what their true intent is for the outcome of the negotiation. When negotiating, some people are as open as sunlight, while others are as closed as darkness. Seek to deal with those that will negotiate in the sunlight and let those that would negotiate in darkness stumble in the dark by themselves and everything will be right with the world. Greg Williams The Master Negotiator Page 12

13 The Negotiation Lessons are In negotiations and indeed in life, some people will waste your time and steal your energy. If you sense the negotiation is not flowing in the direction you d like and realize your attempts to alter that direction may be futile, exit the negotiation. Don t let your time, energy, and mental attitude be drained when negotiating with someone that is either incapable or unwilling to give you what you want. When you sense doubt about the viability of successfully completing a favorable outcome to a negotiation, test your feelings. Do so by creating situations containing red herrings ( pushing the buttons of the other negotiator that causes him to disclose some hidden agenda he has for the negotiation) and noting the outcome of such a tactic. There will be times when the timing is not right to negotiate. If the time is not right for the other negotiator, for whatever reason, the time may not be right for you. If the other negotiator is hesitant to consummate the deal, gesture in the direction of letting the negotiation dissolve and observe his reaction. If he displays a nonchalant attitude, and he s not doing so to position for a better outcome, you ll know, more than likely, you re wasting your time. Move on! To receive your F-R-E-E 15 minute negotiation consultation, please present your negotiation situation, in 100 words or less, along with your contact information, and send it to Greg at Greg@TheMasterNegotiator.com In the subject line place, Negotiation Consultation. Greg will contact you. Greg Williams The Master Negotiator Page 13

14 Notes Greg Williams The Master Negotiator Page 14