How To Successfully Negotiate In Writing

When you negotiate in writing, compared to face to face, do you change your negotiation style? If you don’t, you should consider doing so. After all, cues you would otherwise pick up in a face to face negotiation, you’ll miss, because you won’t be able to discern nonverbal signals and other cues you’d gather in face to face negotiating. How then do you gain an advantage when you negotiate in writing? The answer, you have to be more aware of the meaning of the words in the communications. You must pay very close attention to the placement of the words, and understand how the author expresses and states his position; you should also observe how your opponent interprets the words you use. In essence, as you express your negotiation position, you need to determine the impact your words will have on your opponent. You’ll also have to take into consideration the culture of the other person/people and the meaning that some words have in his/their culture.

There are some things you need to do regardless of whether you’re negotiating face to face, over the phone, or via written communications. You still have to go about gathering background information on the subject you’re negotiating with. In so doing, in addition to the ‘normal’ information you’d look for, when negotiating in written form, you also need to retrieve written samples of that person’s writing style. The purpose of this exercise will become extensively more valuable as you go deeper into the negotiation process.

In my live presentation, I talk about ways to gather background information on people, such as using the Internet, speaking to other people they do business with, people in organizations that they belong to, etc. I also expound on the fact that you should always verify the information you receive, because your strategy, the course of action you will adopt to reach the goals of the negotiation are directly tied to the input you receive from your background gathering activities.

It’s easy to capture written samples. Before the negotiation is due to officially begin (the more lead time you have the better), communicate with the subject of the negotiation and inform him of a circumstance or situation that you’d like his opinion or input on. When he replies, observe his writing style. Continue down the same path until you’ve received what you consider to be sufficient writing samples; that will allow you to get an insight into how he uses different phases to convey his meanings. Once you enter into the official negotiation, match his negotiation writing style against the style he used when he didn’t consider himself to be negotiating. Take note of any word difference, to the degree that the implication of words used before the negotiation takes on additional or different meanings. By noting the conveyance of different meanings, you’ll gain insight into how he might be changing his manner of negotiating; you should also be able to detect when he’s switched from a pleasant mode to one that is sterner.

In the end it’s the change from what you’ve perceived to be a nice and meaningful flow in the negotiation that will indicate the acceptance or level of uneasiness with your position. Nevertheless, by paying attention to how he manipulates phases and the manner by which he conveys his position, you’ll be able to determine how he might respond to additional offerings you ‘put on the table’. By having this insight, you’ll know upon which path to take the negotiation and in the end, you should have an easier path to a successful negotiation outcome … and everything will be right with the world.

The Negotiation Lessons are …

· When you negotiate in writing, raise your level of awareness to the degree that you are highly perceptive to the manner specific words are used by your opponent.

· If you’re not sure of the position your opponent is trying to stake, communicate your lack of understanding to make sure both of you are on the same page.

· Make sure you get what you perceive to be a sufficient number of writing samples from your opponent. The purpose of this exercise is to highlight the idea of being able to compare the style of his writings in a nonthreatening environment compared to one that he might feel pressure. By doing so, you’ll gain insight into when your opponent is becoming stern compared to accepting your position.

Do You Make These 5 Mistakes During a Sales Presentation Too?

We’ve all seen it. The presentation from hell, and often part of the reason is that they’ve made all 5 mistakes that I’ll cover in this article. And these mistakes don’t just cover those who make presentations on big platforms, you can see them in countless sales presentations.

So without further ado, lets look at the 5 mistakes and what you can do about them:

Winging The Talk Is Mistake #1 Any rehearsal that is under rehearsed, or worse not rehearsed at all, comes across as slow and a little awkward because the presenter is making it up as they go along and searching for the right word or an appropriate analogy or story to illustrate a point they’re making.

The solution is simply to rehearse. How much to rehearse depends on how important the presentation. The more important the more rehearsal is needed.

Starting Wrongly Is Mistake #2 By wrongly I mean with something that has no interest at all with your audience. For example I’ve sat through long, featureless sales presentations where everything that comes out of the salesman’s mouth is about their company, their product, their importance.

After all, unless you are going to buy the product why do you need to know about the company’s solid financial basis over the last 10 years, do you actually care that they have 100, 2000 or 5 employees? Are you even interested in how the founder started it and a brief (but too long) potted history of it so far? The answer of course is no!

The solution, cut out everything that the audience isn’t interested in. Move the company information to the back of the presentation and only present it if asked to do so.

Looking Away From The Audience Is Mistake #3 I’ve given up counting the times presenters look away from the audience, either at their notes, or more usually at the projector screen. Breaking eye contact with the audience loses a little bit of rapport each time it happens. As rapport evaporates an audience becomes restless, they begin to discuss the presentation amongst themselves and without the presenter to notice and react the whole energy of the presentation disappears and any likelihood of getting the point across goes too. Lack of confidence from lack of rehearsal can be one cause for this mistake.

The solution is to make sure you rehearse and remember to always look at the people in your audience, after all you’re trying to persuade them to your viewpoint.

Reading Something The Audience Can Read Themselves Is Mistake #4 As the presenter drones through the text on the screen they’re losing rapport and losing the fast readers in the audience who have finished reading everything on the screen and are now talking to their neighbour or looking around the room, or doodling.

Whatever, you’re losing the audience. Nobody I know likes being read to once they’ve left home. Reading text from a screen is simply a waste of both yours and your audiences time.

The solution to this is to make your presentations less text heavy and to add value to each slide that you talk about. Avoid using the words on the screen, summarise the slide, your position in the presentation, give a story or analogy.

Letting The Audience Have Material Before Your Presentation Is Mistake #5 When you’re given a handout what do you do? Open it! So your audience will do the same. When that happens you’ve lost them. Rather than paying full attention to the pearls that fall from your lips they’ll be leafing through trying to find the points you’re making in your presentation and missing other points while they do.

The simple solution is don’t hand out any material unless it’s simply to hand around the audience and which will be back in your hands before the point you’re making is finished.

Critical Thinking: Do We Stop Thinking When Information Is Presented By An Authority Figure?

When one wants to find out about something there is a strong chance that they will look for someone who has an understanding of what they want of know. They could believe that the most important thing is to find someone who has the right qualifications.

And once this has taken place, they will be able to listen to what they have to say. It is then as if one needs to tick off a box, and once this box has been ticked, they will be able to open their mind.

Closed

Therefore, unless one is able to find someone who has the right qualifications, their mind is not going to open. Based on this, it could be said that one needs someone to give them the all clear.

This would then show that one is not going to think for themselves and that they want someone else to do it for them. One way of looking at this would be to say that one has a sensible approach.

For Example

If one had a physical problem, it will be important for them to get the right diagnosis, and once they know what is wrong with them, it will allow them to get the right support. The alternative might be for one to ask a friend and to end up being given the wrong advice.

By paying a visit to health care practitioner, they will be with someone who knows what they are talking about. And the reason they know this is because they have the right qualifications.

The Next Step

So when one’s appointment has come to an end, they will be able to walk away knowing that they have received the right advice. What they do to their body is likely to be the result of what they have been told to do.

However, while this approach could be seen as the right one when it comes to physical problems, it doesn’t mean that it is always the best option. It could be said that in most cases, the best approach will be for one to think for themselves.

Half and Half

Now, this is not to say that one shouldn’t pay attention to what other people have to say; what it means is that they should take the time to reflect on what they hear from others. One is then playing an actively role in their life as opposed to allowing other people to define it for them.

For one thing, human beings are not infallible, and this means that there are times when they get things wrong. They can then be completely convinced that they are right, but this could be far from the truth.

Deception

Along with this, there are also people in the world who have an ulterior motive, and this means that they don’t have other people’s best interests at heart. The image they present is then not in alignment with their true agenda.

When one is in a position where they only pay attention to people that have the right qualifications, they could believe that it is only normal people who are out to deceive others. The people who haven’t got the right credentials are then going to be the ones that need to be watched.

Wide Open

Through being this way, one can question (or ignore) what is expressed by someone who is not qualified to say what they are saying, and they can accept everything that is expressed by someone who is. One could say that as these people know what they are talking about, there is no reason for them to question (or ignore) what they present.

What will add to this is that there are likely to be plenty of people around them who have the same approach. So as it is human nature to look towards others when it comes to how to behave in any given moment, it could be said that it is to be expected that one won’t feel the need to change their behaviour.

Authority Figures

One is then doing what other people are doing and they will continue to look towards authority figures to inform them on anything and everything. It could be said that the reason one sees authority figures as having all the answers is because of what took place during their early years and their time in the education system.

During these years, one would have been taught up trust other peoples judgement and to overlook their own. They might not have even been shown how to think for themselves; with the focus being on what to think and not how to think.

Worthless

And through placing these people on a pedestal, it can then be normal for one to dismiss the information that is presented by people who don’t have the ‘right’ qualifications. What they offer can be seen as having no value, and while they could believe that this is the best option, there are going to be times when they will be limiting themselves.

While these people won’t have initials after their name, for instance, what they will have is the freedom to form their own conclusions. Whereas when it comes to the people who are part of the system, they often have less control, and they may also lack the ability to think for themselves.

Approval

At the beginning of their lives, they may have had to jump through all kinds of hoops in order to get to where they are. But through doing the right thing, they would have been able to rise to a position of authority.

Yet even though they have been able to rise up, it doesn’t mean that their hands are not tied. This is because there is a strong chance that they still have to please others people, and if they don’t do or say the right thing, they could soon lose their position.

There is also the chance that being in a position of power allows them to compensate for their own lack of self worth. Being seen as someone who has all the answers is then something that stops them from having to embrace how they truly feel.

Conclusion

What this emphasis is how important it is for one to think for themselves, and through doing this; it will be a lot easier for them to make the right decisions. If they don’t do this, they will be setting themselves up to be taken advantage of.