Archive for the ‘Negotiation Dynamics’ category

Appreciate The Deeper Level Of Negotiation…

July 31, 2009

Training overseas has always been an exciting experience for me. The days before traveling are filled with a sense of anticipation. At the same time, I get to read up and prepare more to adapt to the customs and cultures of that country I am traveling to. This also gives me an opportunity to further customize my trainings and talks in accordance to the practices of the locals. I enjoy it thoroughly. Besides, who would turn down the chance to make more friends from other countries?

 

I was in Indonesia recently for an intensive training on “Effective Negotiation with Neuro-Linguistics Programming (NLP)”. This program was specially designed for the staffs of a major international bank. This time round, I incorporated plenty of important negotiation concepts into the updated version of this essential skill.

 

And I was very pleased with the participants. Ranging from the eager learners to the sincere appreciators, they made my trip to Indonesia feel welcome and the warmth was undeniable. The sharing included a part of their culture, one that embraces service quality. I am deeply impressed by their commitment to customer service excellence.

 

We moved into discussing on the deeper concepts of negotiation. The exchanges and enquires were filled with fervor, reflecting the innate desire to acquire negotiation comprehension, fast and rigorous. I was up to the task, for I loved such interactions. It was negotiation-in-training at its best.

 

As a result, these were some of the in-depth negotiation concept discussed:

 

1. Negotiation is a skill you cannot do without in life. It happens almost everywhere.

 

2. Negotiation requires knowledge of human psychology and behavioral understanding.

 

3. The better you can negotiate; the sooner you will attain your life goals.

 

4. The outcome of negotiation is sometimes already determined before you meet the other party.

 

5. Negotiation is often an art too, not just merely scientific procedure of technical transaction.

 

6. Negotiation exists because of our primary emotional nature.

 

7. Negotiation is at times, not what it seems.

 

 It does take reflection, application and close observation to further appreciate what these concepts mean. Yet when one sees beyond the fundamentals and include the strategies, the ways to get your intended outcome through negotiating become clear as sky. I encourage you to contemplate on these reasoning and integrate them into your daily practices as a negotiator of life.

May you Excel Beyond Excellence in your negotiations!

 

 (Source: wekie.com)

What You Can Do To Boost Your Sales, Negotiation and Persuasion Techniques

January 6, 2009

What I truly love about full day trainings on Sundays is that the streets are so peaceful whenever I travel to the workshop venue. And it always gives me newly energized perspectives to share differently. Hence for the recent Sunday training, I decided to add even more value to provide more concepts taught.

This was a customized training on “Selling Skills and Persuasion Techniques” for a major company in the industry. The large group of audience was highly participative and massively added to the fun and laughter. While sales techniques were practiced, I was also glad when I showed them how to further create more strategies that work.

Let’s explore how you can boost up these vital techniques of yours:

1. Be willing to experiment with different variations

Understand that there are no absolute fixed techniques that will work perfectly. You have to mesh the techniques with your personality and your mannerisms. As a result, varying circumstances do call for an invented strategy sometimes. While impromptu techniques may not work all the time, it adds to the fun of selling and negotiation.

2. Learn to be observant of your potential customers

Your customers, when you are observant, will give you plenty of clues to know how to sell to them. There are always signs and cues that will somewhat provide you hint as to whether you are ‘colder’ or ‘warmer’ to getting the sale. However, your part is to train yourself to be observant enough to detect these all-important, profit-generating, quota closing signals. Experience through interaction does count very much in this case.

3. Work with a persuasion mentor by sharing your encounters

Your mentor for persuasion should be competent enough to detect, highlight and analyze your various blind spots during your interaction with your customers or colleagues. This will certainly help to accelerate your learning curve on this skill. In addition, your sharing allows you to further encapsulate your thoughts through your expression, giving in greater reflection and learning.

When you conscientiously work on these pointers, you will, over time, experience a greater sense of understanding towards applying addition sales and persuasion techniques. These hence, become an integral part of you eventually.

Wishing you the results that Excel Beyond Excellence in this New Year!

(Source: wekie.com)

Ignore Them At Your Own Risk! Exploring The 5 Essence Of Managing Your Conflicts Without Making Them Worse

November 12, 2008

As I approached this training topic over the past 2 days, I’ve derived even more ways of handling conflicting situations and tough people. What I’ve always liked about “Conflict Management” workshops are the freshness and renewed challenges that keep presenting themselves.

What did I do? I basically encouraged the participants to explore the tough conflicts with me.

And throughout these interactions, I helped them to design the different approaches that they can use whenever the conflicts arise. It’s never a quick hit-and-run solution if you want to get to the root of the issue, but there are truly some words and approaches that can put you in a more positive light.

Do reflect and consider the following essence of conflict management:

1. When people get angry, they are exhibiting a inner set of conflicting values. These values often, though not always, have been accumulated over time. You want to recognize that in you.

2. Conflicting people want to be heard, and seriously do not appreciate receiving any condescending treatment.

3. They are also seeking support of some kind for their points of views. Notice when the areas of similarity might be for both your viewpoints.

4. These people have either an overly high or overly hurt ego of some kind and want to assert it unto people around them. Handle their egos with care!

5. Avoid getting too carried away to prove yourself right, because that’s exactly what conflicts can get you to do — get carried away and your conflict escalates.

(Source: wekie.com)

5 Useful And Proven Ways To Start The Next Round Of Your Negotiations Excellently

October 26, 2008

After a few days of heavily packed seminar sessions, I’m updating this blog again. However, the next round of super intensive training is just about to come up soon. Nonetheless, I know that my life is just about to get even more exciting and the ride has just become more sensational. *Wink 😉

I was pleased that the participants remembered what I taught them a week ago. This particular run of “Effective Negotiation Skills” training was slightly different from the usual in the sense that it had a one week break. Both sessions were conducted on Saturdays, full day. Hence, with the one week break, participants were requested to review and practice their skills. I glad they had displayed how to apply the negotiation skills and strategies taught in my training.

And since negotiation can, from time to time, take more than one meeting; it becomes imperative that we understand how to restart the negotiation talks effectively and excellently.

Here are some proven ways you can begin your next round impressively:

1. Rebuild the rapport.

2. Review the previous agreement with tact and diplomacy.

3. Attribute credits to your counterparts when credits are due.

4. Start the session with sincerity.

5. Promote the sharing of long term views for mutual benefits.

(Source: wekie.com)

5 Truths You Must Know About Winning The Inner Game OF Negotiation And Deals Making

October 18, 2008

Yesterday saw the completion of the 2 day Negotiation and Conflict Resolution training for a very popular multi-national corporation. I’ve always enjoyed conducting such trainings and handling the questions because they are usually challenging, tough yet so prevalent in our lives.

It’s never an easy task especially when negotiation skills seem to be needed almost at every turn and nearly every facade of our life. This requires us to raise our game of bargaining to a much higher level, especially for the ambitious. For it is through negotiation that many productive and profitable deals can be made. Progress is therefore dependent on your bargaining success.

To set you on a winning negotiation advantage, you’ve have to know the truth in playing the inner game:

1. Negotiation is a test of your mental strength and dexterity.

2. Negotiation requires you to compete on thinking speed and pushes creativity limits.

3. You have to possess superior sensory awareness and acuity to win the game.

4. Negotiation demands of you to attain emotional balance.

5. The one who can exercise greater linguistic fluency wins the game.

(Source: wekie.com)

When Your Negotiation Gets Tougher: 5 Ways To Turn The Tables In Your Favor

October 12, 2008

Two days ago, I wrapped up another session of the very rigorous “Effective Negotiation Skills” training. This training on Negotiation directly addresses the urgent needs of today’s working professionals regarding their personal lives and work careers. Checking on my schedule and bookings, there are already more runs of Negotiation training on the cards in the coming weeks.

It is often likely that the negotiation and the flow of communication will get tougher before it gets better. In this case, fret not. (You better fret not.)

Here are some of the ways to turn the tables in your favor:

1. Always remain steadfast whenever the situation gets tougher.

2. Clear your mind of negativity. You cannot afford to have these thoughts at all, certainly not at this moment.

3. Listen out for the incongruence in the other party’s communication. These provide clues to the ‘cracks’ on their stand.

4. Highlight to increase or decrease their values as your bargaining chips. The more of such ‘chips’ you have, the better your position is.

5. Get the firm assurance and commitment. A nodding of head will not suffice.

(Source: wekie.com)

7 Simple Steps To Negotiate And Network Your Way Through Life And On To Success

September 28, 2008

While yesterday was Saturday, I applaud the commitment of the different department managers who attended Day 2 of the in-house “Effective Negotiation Skills” training. We explored and discussed the various negotiation strategies and specific concepts that will take them further at work and in life.

I thoroughly enjoyed working with them and training them as everyone were highly responsive and interactive. There were laughter galore and lessons were imparted. They also took notes as we related real life experiences and examples.

And it’s obvious that in life, we do negotiate and interact with our network of friends. In the midst of all these interaction, we can take the opportunity to negotiate our way through life and on to success with the following steps:

1. Pay attention to what you are looking for in life.

2. Establish what you can offer to others that will benefit them, the greater the better.

3. Build up rapport and relationship with them as you interact and contact these people.

4. Request for a mutually beneficial collaboration with them.

5. Seek compromise on what both of you can agree on.

6. Put an agreed plan into place.

7. Keep each other updated and in contact for further refinements and continuing partnerships.

When you work on your negotiation skills, you can enhance your network to better benefit others and yourself to life’s success. Hence your life becomes one that Excels Beyond Excellence!