Christmas Presents in Times of Crisis

You want to give nice Christmas presents to your loved ones, but at the same time keep an eye on the money you spend, and keep the total as low as possible. Sometimes you may feel it is hard or almost impossible. All you need is planning, ideas, imagination and some time. When it comes to saving money, planning is essential. That’s why I suggest you to start your Christmas shopping right away even if you think it is too early. By starting now, you have time to get organized, look for convenient sales and even make presents yourself. I have written the following tips to help you see how you can still give your loved ones very nice presents while not spending lots of money.

1) Planning is essential

The first step is to plan for whom you will be getting presents this Christmas. Try to make the list as accurate as possible. It is not the same to get presents for ten people than thirty.

2) Decide on a Christmas presents budget

Think of the total amount you will be able to spend. Be realistic. This should be the maximum you intend to spend on all your Christmas shopping. For safety, deduct a 10% of it. For example, if your budget is $200, deduct $20 which is ten percent, and use $180 as your budget. This will cover for later if you finally spend a bit more than you intended to.

3) Divide your budget

Now it is time to divide this total budget amongst all the presents you want to get. This is not straightforward, since you will probably want to allow more money for your kids presents than for other people, for example. Write a number close to each of the names you included in your list. Adjust the numbers until they all add up to your total budget. So far, this is an “indication”, because it will be difficult for you to spend exactly that amount.

4) Look for sales

This is why you need to start well before Christmas comes. Now you have an idea of the presents you need to get, and also an idea of how much money you are allowed to spend on each one. You can visit shops, find nice items on sale, and start getting some of your presents. If you are like me and enjoy picking presents for others, this will extend the Christmas shopping fun for months! Sometimes, for certain presents you may even be able to spend less than the amount you specified on step 3. As you buy presents and store them away until Christmas, update your list writing the exact amount you have spent on this presents. This will allow you to keep an eye on the real money you’re spending on Christmas shopping, and whether you are staying on budget or not.

I should add a last but important tip here. A personal note. Don’t focus on all those presents you cannot get because they are expensive. Be positive. Focus on the items you are allowed to get, and pick the ones you like best within those. It will make a big difference on how you feel and whether you enjoy your shopping or not. In times of crisis it is important to adjust to the situation and keep a positive attitude.

5) Make some presents yourself

This is possible even if you think you cannot do it. A great idea that applies to both adults and kids is to follow this procedure: buy a container people can keep (like a jar), fill it in with something nice (like sweets), decorate it (even with just a red bow) and wrap it up using some nice gifts paper. This idea allows you to buy the jars in quantity and thus pay less for each, and also buy the sweets in quantity. Some sweets look really good inside glass jars and even adults love sweets. When it comes to decorating the jars, you can use stickers, or you can paint them (even painting some small details on glass looks very nice). If you are doing this for kids, you can get plastic jars or even decorated boxes they can later use to store small toys. If you like baking, you can bake some Christmas cookies and give them as presents inside decorated cans.

If you make presents yourself, don’t forget to keep track of the total amount you spend on materials and keep your Christmas shopping list updated.

6) Enjoy!

When Christmas comes, enjoy giving your presents and also enjoy your success at planning it.

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Business Presentations: Why Being Confident When Presenting Is Not Enough

Chances are that whatever your business at some stage you will be have to do some sort of business presentation and this happened to the wife of a friend of mine recently. Sue was promoted and told that from now in her new role she would be expected to present to their CEO on a regular basis. She expressed her trepidation to her line manager and asked if she could do some presentation skills training and was given this advice ” You don’t need presentation skills. You just need to be confident, that’s all. And if you’re not confident just do it and the more you do it the more confident you will be.”

If only this were true! because if confidence was the only thing needed to be successful then every young man I have ever taught would now be an international footballer and everyone would be a winner on the X-Factor.

Now you may have been given advice similar to this or heard others say it…. (and by the way it’s usually men who give this type of advice).

And I’m sure you will have come across speakers/presenters who are very confident but are actually really boring to listen to, who ramble on because they’re so taken up with what they have to say.

Does it stem from arrogance or ignorance? I’m not sure.

What I do know is that confidence by itself it will only get you so far. Yes, you do need to be confident to stand up in front of a group of people. You also have to be able to deliver your message in a way that connects, engages and excites your audience because if you don’t, all the confidence in the world won’t make it a success.

There is so much untapped potential in many of the business presenters I see and they don’t realize that just by tweaking a word here, a gesture there, they could make so much more of an impact. They often don’t realize that they are actually self sabotaging by giving off mixed messages.

One of the biggest obstacles there is to becoming outstanding at business presenting and public speaking is this failure to realize that you need to learn the skill set to do it effectively. There’s a lot more to it than simply standing up and talking.

And no matter how good you are, or think you are, there is always room for improvement, there is always something else to learn.

The key to becoming an outstanding speaker, in the same way as becoming outstanding at anything, is to become more self-aware.

And the first steps to doing this are:

1. Know which things you do really well when you are presenting.

2. Identify which elements you need to improve.

(To help you to do this ask someone you know and trust to give you honest feedback. Better still ask an experienced presentation skills trainer).

3. Learn how to make these elements better by working with an experienced presentation skills trainer or coach

4. Put what you have learned into practice.

and in that way you will develop and hone your skills because being an outstanding presenter is simple when you learn and develop the know- how.

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The Best Presentation Strategy For a Job Interview

Nearly everyone would like to know the tips that lead to a successful job interview presentation. It is really no surprise since the presentation could decide if you are to get this job or any other because the labor market is so tight these days. Because you are taking the time to read this article it is obvious that you are searching for these tips as well.

The big secret that leads to a great job interview presentation is that there is not really a big secret! Every endeavor that is competitive, being prepared is all that is needed to in the way of luck and it will surely help you do well in the presentation and could lead to you getting the job.

The preparation should defiantly start with presenting your personal information clearly, concisely, and completely and you must think logically and strategically and should present a strong connection to the particular job that you are applying for. You should remember that if you present them with excellent information they are likely to ask more questions about your skills, abilities, and talents that you have developed in your previous experiences that will result in making you a good candidate for the job.

You may be thinking that this could be a difficult thing to do, and you are absolutely right. Because of this you should start with writing, researching, and rehearsing the items that you will present so you can have a much better chance to get the job that you have wanted for a long time.

Research Until You Are Sure To Know More Than They Believe You Will

The applicant that has no idea about the responsibilities of the job, the expectations of such a position, or no knowledge about the culture in a corporate environment is sure to be passed by as they seek to get a position at a company. This is why research taking the time to do the research listed above is so crucial to the successes of the applicant.

After you have gathered all necessary pieces of information you should then turn your attention to putting it into a presentation that will make the interviewer believe that you are the right choice for the position that they have open. You should begin by listing all of the requirements that are necessary for the job and connecting them with your personal qualifications, skills, and previous work experiences. Once this is complete, put them in order into one complete presentation.

Take Advantage of Visual Presentation and Use It Well

Pictures can tell a thousand stories. While it does sound unconventional, it very well could be one of the most valuable pieces of advice that you will ever get in regards to an interview presentation. Studies have actually shown that using visualization is far more effective than using bullet points in the presentations and it also adds a piece of uniqueness that will make your interview stick in their minds as they review the applicants.

You cannot choose just any picture, though. You must use a picture that shows off your talents, skills and abilities that fit into the requirements of the job. As an example, if you presented a picture of your hands because they ask for someone that has knowledge about open handed management, it would not be a good thing. A more suitable picture would be of you leading a round table group if they are asking for someone that has participative leadership styles.

Make Use of the Rule of Three and The Rule of Less is More

The ten minute rule, maximum of ten minutes for a presentation, should be adhered to for your interview presentation. While the time is much longer than the typically elevator conversation, it is much shorter than the entire time you will spend in the interview so you will have to take advantage of every minute of it. This is where the “less is more” rule comes into play.

To make the best of the “less is more” rule you will also have to apply the rule of three. You can see the fascination with the number three as it applies to communication when you look at Winston Churchill (Blood, Sweat and Tears), Julius Caesar (Vendi, vedi, vici), and as a recent example, Tony Blair (Education, education, education).

Alright, back on track. It is recommended that you find your strongest three abilities that relates with the position that you are applying for and put emphasis on them in your presentation. As an example, you may decide to focus on the quote of “Participation, Passion, and Perfection”, in regards to the job.

Rehearse, Rehearse, Rehearse

Once your final draft has been written you should spend some time in front of a full length mirror rehearsing your presentation. You will see any rough patches in the presentation and will be able to make adjustments. You can also spend some time adjusting your body language so that you appear to be very confident.

Be sure that you take the time to memorize the presentation that you prepare. If you put all the time and effort into researching and writing your presentation and then do not rehearse it you have done nothing but left yourself looking unprepared in front of the interviewer. It is a commonly known fact about what happens to a person if they show up for an interview and they are not prepared.

It is defiantly better to be prepared for the job interview presentation. You will be able to answer the tougher questions and have some impressive questions lined up to ask of the interviewer. You will then give the impression that you are intelligent and that you are ready to take on the challenges that the job will present, no matter what they are.

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PowerPoint Presentation Help

For businesspeople and academics, PowerPoint presentation help can be an invaluable resource. A presentation using PowerPoint presentation slides can provide data and ideas efficiently. Even those, unsure how to create PowerPoint presentations can benefit from PowerPoint software. It is beneficial to own this sophisticated and easy-to-use presentation tool because you can learn or hire a PowerPoint creation service. Considering that PowerPoint features vary from easy to advanced, developing presentations that demonstrate expertise is now already achievable, especially with professional Microsoft PowerPoint presentation help

People have distinct ways of doing a presentation. With Microsoft PowerPoint presentation help, you will notice that PPT has a multitude of selections and features and can cater to unique presentation approaches and needs. Microsoft PowerPoint can be an extremely helpful application. Students’ functionality in educational institutions, where teachers make use of Microsoft Power Point presentations, has been drastically enhanced. The majority of both students and business people understand lessons better when making use of a well made Power Point presentation. Slides use more senses and can be entertaining more entertaining and memorable, increasing retention.

Poor PowerPoint slides will result in a dissatisfied audience. With PPT presentation help, the information may not be easy to read, organized, or professional. Bullet points make information easier to understand. It’s essential to select photos meticulously due to the fact they affect the presentation’s impact towards the audience. You will be able to discover a variety of free images once you make use of Microsoft PowerPoint. This way, you can abstain from violating people’s lawful rights which normally occurs the moment their pictures are employed in other applications. Power Point presentation help and services can also help because the professional can create a custom presentation to your specific requirements.

Corporate professionals consider Microsoft PowerPoint presentation help a critical element that contributes to their organization’s achievement. Successful presentations have the ability to serve a variety of objectives for example, instruction goals, hiring, advertising and marketing and assessing overall performance. It is a critical issue for any corporate professional if he or she is short of presentation skills.

As soon as you learn to manipulate distinct features of PPT presentations effectively, the target audience will surely find them interesting. PPT presentation help can offer details on how you can develop presentation slides and turn them into appealing resources capable of keeping the audience focused. A presentation is definitely an opportunity for a person or company to differentiate their selves from others. It is crucial to the presenter to make use of consistent color schemes plus a template style that reinforces self-assurance and credibility.

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Settlement Negotiations – How to Settle Your Debt

Winning a debt settlement negotiation is about knowledge and skill. If you know what to say and how to say it, you can get any creditor or collection agency to cut your delinquent bill or bills in half. Before you contact the creditor, know how you want to negotiate your credit rating, what should be in the agreement, how you should pay them, what happens if you default on the agreement, how to stop the lender if they try to collect the difference, and how is the IRS involved.

Settlement negotiations – How do I negotiate my credit rating?

For exchange of your payment, ask the creditor to delete the negative item on your report. If you can’t get a deletion, go for a paid as agreed, current account or unrated status. Avoid negative listings like account closed, paid, paid charge off, settled or repossession. In addition, you want paid in full with no further collection on this account indicated in your agreement. If the creditor does not agree with any of your requests, don’t pay them.

Settlement negotiations – What should I include in the agreement?

First, have a lawyer review your agreement, and make sure all of your terms are in the agreement before sending any money. You can draw up the settlement or wait for the creditor to send it to you. Send your agreement out and wait for the lender or collection agency to sign it before sending it back. Ask the financial institution to send the agreement by fax followed by a letter.

Settlement negotiations - What about paying them?

Once the lender signs the agreement, you can send the payment with a copy of the settlement agreement by a wire transfer, quick collect, overnight mail or Fed Ex. Please do not use a check because the creditor will obtain your checking information and start taking out payments. Instead, use a cashier’s check, money order, or a prepaid credit card with the exact amount. Make sure you keep and store your receipts in a safe place.

Settlement negotiations - What if I don’t keep my agreement? What can happen?

If you don’t meet your obligation, the creditor will reinstate your original terms and add late fees and over the limit fees. In addition, your interest rates will go up and you can possibly even be sued.

Settlement negotiations - What if they try to collect the difference in my settlement?

In some states, these actions are illegal, and you will have to write the creditor and let them know that. Other states allow collectors to come after you for the difference. If this is the case, you will find that the creditor has written or stamped the words “under protest” or “without prejudice” on your check.

Settlement negotiations - How is the IRS involved in the debt settlement?

When a creditor settles a debt for less than what’s owed, they have forgiven the difference on what you owed. The creditor must report any monies forgiven over $600 to the IRS for tax purposes. The creditor will also send you a 1099-c indicating the amount you saved in the settlement. Because you got a deal, the IRS considers the money as a gain to you and therefore, income. By law, you are required to pay taxes on this gain.

Concluding, always stay in control when it comes to negotiations, so that you can achieve your ultimate goal, which is protecting your credit rating and saving money. Now that you are empowered with more information, go out there, and take action.

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Negotiation Win-Win

Finding the win-win deal

Freight negotiations don’t need to be like poker games, where only one side can win the pot.

Negotiation is something logistics professionals will be called upon to conduct many times throughout their careers. It comes with the territory. Successful negotiation is essential in business – especially when the economy is struggling. Everyone strives for the best value and the lowest costs when obtaining the best service possible.

Unfortunately, however, when it comes to freight negotiations, many companies specialize in the “win-lose” approach – a positional or distributive negotiation whereby one party’s gain is another party’s loss.

In win-lose bargaining, both parties are in direct competition and there can be only one winner.

Understandably, many people look at win-lose as a kind of game. Indeed, it can be compared to poker in that it is adversarial in nature, with both side trying to win the pot through keen observance of an opponent’s weaknesses, and a strategic use of bargaining chips. The big difference, of course, is that win-lose negotiations are not a game. And the stakes are very real.

Poker players like to play their cards “close to the vest,” careful not to share information or reveal too much to their opponent. The same is true in win-lose negotiations, where there is minimal disclosures to the other party. Furthermore, buyers avoid giving any clues (or “tells”) that would reveal their true position. In fact, good negotiators are known for their poker faces. They ‘hold’ and ‘raise’ as necessary with pressure tactics and they pressure their opponents through delays, walkouts, and threats.

How effective is this approach to negotiations? Not very. In fact, it is often counterproductive and does not have any long-term sustainability.

Even when you win in this confrontational style of business, you still lose because the relationship with your counterpart is irreparably damaged. If you win enough your opponent will eventually stop playing the game. No one likes to lose, and they certainly don’t appreciate being bullied. As the relationship deteriorates, the winner can expect the tables to turn when their opponent gets even by providing substandard service at lower cost in an effort to recoup losses.

In win-lose negotiations, logistic professionals are taking a short-term view, potentially locking their companies into a narrow range of positive outcomes. Win-lose does not serve the long-term interests of the winner, even in if short-term objectives are achieved.

“Win-win” negotiations, on the other hand, involve integrative bargaining or interest-based bargaining, where the parties collaborate to find a mutually beneficial solution.

In the win-win approach to freight negotiations, both the shipper and carrier are engaged in finding the best solutions to move freight economically. It yields a freight agreement that each party is willing to fulfill.

Successful logistics buyers looking to achieve best outcomes use win-win techniques where both parties in the negotiation walk away with the sense they have accomplished their objectives. Relationships are developed that have a foundation of trust because they are mutually beneficial. At the heart of the negotiation is true cooperative problem solving, cost cutting, customer service, and mutual profit.

This kind of collaborative takes additional work on the part of the logistics buyer.

1. Preparation

This is the most important element in achieving an agreement… and it starts long before you sit down at the table. It involves a lot of data gathering.

First, understand the shipment. What is the size? The weight? The average cube per shipment? What kind of commodity is it? Is it dangerous? Does it have special requirements? Will it need temperature controls? Additional security? Dunnage?

Next, you have to know your customer’s requirements. How much will be shipped? How often? What are the delivery locations? What about the dock-side requirements? Unloading equipment at consignee? Dock? Tailgate? Pallet? Hand bomb?

Now, what kind of equipment will be required? Dry van? Reefer? Heated service? Flat bed? Tridem? Tandem?

And finally, what is the service cycle time? What is the best mode of transportation?

Proper preparation will help you understand the implicit costs. Use benchmarking, historical data, industry associations, and the Internet to map out what you need. Based on this information, the shipper can set flexible objectives. They’ll consider what would be the ideal situation, the very best that can be achieved. They’ll also get a sense of the biggest challenges they’ll face.

Preparation also involves finding the right transportation suppliers to negotiate with. Research and qualify the carriers that can provide the services you required. Find out as much about the companies as you can, the lanes they service, their service objectives, their response to damages, their reputation in the market place, the corporate culture they have fostered… anything that will help with the discussion.

2. Exchanging Information

At preliminary meetings with potential partners, a frank and open discussion is the best way to meet objectives. Shipment data is shared and service requirements are discussed. Where the sides differ, their expertise will be needed to improve the cost and service.

3. Making a Deal

When you’re close to an agreement, have the carrier provide the full cost and service proposal electronically in advance of the meeting. This allows you to prepare for the meeting. Analyze the quote against current shipping data to understand the value proposition. The meeting agenda should consist of a discussion to understand services, rates, fuel surcharges and ancillary charges, and process improvements.

There is no room now for misconceptions. Don’t be afraid to ask the carrier representative how rates can be lowered. Talk about what needs to be done. Never assume the amount quoted is the final price. Most carriers’ rates have some “wiggle” room.

The steps you take to improve the transportation deal are important blocks to building a solid relationship. Some concessions may have to be provided, to get lower costs, but it is worth it. Problem solving must be done jointly.

Focus on the issues at hand, don’t take positions, and be flexible, using fair business practices. Most important, use reason not control, pressure, or power. Listen to what is being said. Find ways to make your freight attractive to the carrier.

This is true win-win negotiating, and it ensures that in the long run, everyone wins.

Sam Kopytowski is the Principal at XCD Logistics Solutons Ltd. He can be reached at [email protected].

By Sam Kopytowski

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Salary Negotiation – The Art of Negotiation

Not very many people agree that negotiation is actually a skill, until they end up in a situation where they have difficulty negotiating. When negotiating, it is important that both parties come out as winners. If you want something from the other party, you have to be able to show what you can offer them in exchange for what you want. Same goes for when you want to negotiate for your salary, you have to be able to show the company why you deserve to be paid a higher amount. Discover all about the art of salary negotiation right here so you can have that pay you want and deserve.

Communication is the most important thing when learning the art of negotiation. This involves speaking clearly, listening, and understanding the situation. When applying for a new job, or asking for a raise, it is necessary that you follow this by communicating to the company why you deserve that salary from your experiences as well as what you have to offer to deserve that salary.

Being prepared is another step to the art of salary negotiation. You need to do your research well about the right salary for your position and experience and also have a list of all your achievements in the past. Think of yourself as a product that you are trying to sell because this is the time to brag about why you are an asset to the company and why they should hire you.

Of course, it is also important that you know if you have a right to negotiate or not. The salary that you will be given is dependent on how well you perform and what you bring into the company. If you have been performing poorly, don’t expect to get a raise or get a high salary in a new job. To get paid well, you actually need to work your butt off to show you deserve that compensation.

When negotiating, you also need to show that you are confident and know exactly what you want. It is important that you now your worth and that the company sees that. There’s a difference though with confidence and aggressiveness so you need to make sure that you aren’t crossing over to the latter.

Salary negotiation is not the only time that you may need negotiation skills. You may not even realize it but you negotiate in day-to-day activities not only with business, but possibly with bargains as well. If you want to be successful in getting a good salary, simply keep these skills in mind.

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Training For Sales Negotiation

It’s important to have good sales negotiation skills in order to survive in today’s dog-eat-dog, take-no-prisoners show-no-mercy global business environment. This is especially important for those who own and operate their own businesses. Such a person literally needs to be a “jack-of-all-trades,” because there is so much to do and keep track of, all of which require many skills – including negotiation skills. This is an important skill set to have when dealing with partners and employees, but is even more vital when dealing with outsider – such as suppliers, contractors and more. Good sales negotiation skills will put you in charge of the situation while enabling you to find solutions that satisfy all parties involved.

The Importance of Sales Negotiations in Business

Anyone who shows reluctance or inability to participate in business negotiations is perceived as one who lacks flexibility and strength. In today’s global business environment, it can even mean disaster. Not all cultures do business the same way; for example, in most Asian countries, it is considered rude to simply start a business negotiation without a fair amount of what we in the US consider “small talk;” asking about one’s health, family, etc. In fact, most Asian businesspeople will not do business with someone until a personal relationship has been established on some level. As you can see, training in sales negotiation not only improves your business skills, it can improve your image and status among colleagues.

Improving Your Negotiation Skills

In order to build one’s sales negotiation skills, one must first take a personal inventory of one’s own strengths and weaknesses, as well as those of the company and its personnel (if applicable). This is where any qualified provider of negotiating training starts when designing course materials and training programs for your company. If you would make yourself and each of your employees a skilled negotiator, it’s also helpful to take stock of your personal goals as well as those of your business.

The best sales negotiation training courses are those in which students have opportunities for practical, real-world experience. Qualified negotiating training experts are able to set up scenarios that students will actually face when down in the proverbial trenches, developing their negotiation skills by actually using them in the kinds of situations encountered in the “real world.”

One would say that a concert pianist, a master woodworker and one skilled in sales negotiation have little in common, but in fact, they do; in all three occupations, constant practice is necessary in order to succeed. While some rare individuals are born with the ability to sell nearly anything, for most it is an acquired skill that must be learned. Sales negotiation training is the best way to help your company and its employees reach its full potential.

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Negotiate Sincerely But Know When to Bailout

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.

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.

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.

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