Archive for: May, 2023

Bring a Smile to Someone’s Face With Great 60th Birthday Presents

May 30 2023 Published by admin under Uncategorized

60 is a big birthday, so it’s only right that it’s rewarded with some simply sensational 60th birthday presents. It can be great fun choosing presents for someone turning sixty, especially when there are such fantastic options open to you. Read on to find out more about some of the very best 60th birthday presents that money can buy.

By the time you turn 60, it’s likely that you’ll already have most of the things you need so your 60th birthday should be a time for indulgence with some cool and unusual presents. For example, any 60 year old is bound to love being seated at the chef’s table at the Maze Restaurant. The restaurant is located in Mayfair and the package involves dinner for 6 and a menu created especially for your event, so this could be a fabulous way for a family or group of close friends to celebrate a loved one’s sixtieth.

Another fantastic option would be dinner and a show for two, which is a great way for the person in question celebrate their birthday in style. A helicopter ride for two would be another really fun 60th birthday present, letting the birthday boy or girl see some spectacular sights while enjoying a really cool ride.

Personalised gifts are also a really good choice as it lets the person you’re buying for know that you really thought about them when you were choosing your gift. For example, you could get them a personalised bottle of wine, champagne or whiskey depending on their preferences. This is a great option for any budget and you could even go for a package that includes a newspaper from a date of your choosing to help them commemorate the occasion in style. Also as a personalised gift, a fun option is to get a star named after the person whose birthday it is so every time they look up into the night sky, they’ll remember this thoughtful and unusual gift.

Turning 60 is also a great opportunity to have some time away, so if you’re stuck thinking of fabulous 60th birthday presents, why not buy your loved one a hotel break? If they love their food, there are some fantastic gourmet breaks available, where they’ll be treated to fantastic meals as part of their stay. There are hotels in every part of the UK to choose from, so this could be a great chance to send them somewhere they’ve never been before, or perhaps send them back to somewhere they’ve always loved and have been longing to revisit.

No matter whom you’re buying for and no matter what their taste or your budget, there are so many brilliant 60th birthday presents available, you’re sure to find exactly what you’re looking for.

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Online Powerpoint Presentations – Taking Education To Your Home

May 29 2023 Published by admin under Uncategorized

Since the time of its inception, the Microsoft PowerPoint has captured the imagination of millions of people worldwide. It has never been easier to make as well as present presentations in gatherings, parties or seminars. Added to this are the features like animation styles, images as well as the templates that the PowerPoint suites provide. One could use any design template, add pictures to it and assign animation to text to make the presentation look attractive. All these features, though very enticing and attractive, result in overheads on space and processing time for the computer. This is where one would realize that making online PowerPoint presentations would be much more cumbersome and time consuming than presenting it directly.

Though online PowerPoint presentations have their disadvantages, they are really helpful to people who don’t have any other option or people who don’t mind consuming bandwidth over it. Coming to the disadvantages that online PowerPoint presentations cause are numerous but can be solved easily. For example, the first problem is that while making an online presentation, both the parties should have Microsoft PowerPoint installed on their computers. The second problem is the sheer size of a well made presentation and the resources needed to download it and save it on the computer in turn. In case of broadband capacity bandwidth, it is easy to stream the files without delay but in case of dial up connections, the direct download of files becomes downright impossible.

Looking on the brighter side though, online PowerPoint presentations are a very powerful tool in the education industry. Teachers sitting in a corner of the world, equipped with an Internet connection and Microsoft PowerPoint can design presentations and teach students in another corner of the world, equipped with the same 2 things. This is the founding principle of all online educational courses, which enable students to pursue their education online.

While preparing an online PowerPoint presentation, one should try to keep the number of slides to a bare minimum, pack the slides with facts and add, if none, frugal extraneous information. Animation effects on text should optimally not be used for best performance and pictures should be scaled down to a size where they are visible and understandable and yet do not occupy a lot of space. For the purpose of narration to accompany the speech, Microsoft PowerPoint provides options to record speech over the slides, thus ensuring that the speech moves along with the text and no one is required to control the presentations.

Microsoft PowerPoint also provides various other plug-ins which enable the user to convert the .ppt (general PowerPoint file extension) to a .doc, .txt or a .html file (Document, Text and HTML extensions respectively). This helps in using only the textual outline of the presentation which requires much lesser space than a normal .ppt file. In the worst case, one could also take snapshots of their slides and use them instead to make the presentation.

While creating an online PowerPoint presentation one has to keep in mind that the end product is to be distributed over the internet and thus should be easily downloadable by anyone who wants to use it. Another thing to remember would be to provide only necessary and important information along with the slides. This not only ensures ease of use but also saves time and space.

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Property Presentations – How to Use a Computer in a Sales Pitch for a Listing

May 28 2023 Published by admin under Uncategorized

As technology advances there is a tendency to use computer tools and technology in a real estate listing presentation or sales pitch. Yes computers do have a place in sales pitches and presentations but make sure you use the technology well and in the right way. When used poorly they will destroy your presentation, your momentum, and your credibility.

Here are some rules to help your sales pitch and presentation when you have to use computers and other similar technology:

  1. The computer is a secondary tool to use in the presentation and not the main tool that presents your marketing and listing strategy to the client.
  2. You are the main focus point in the presentation, and on that basis you should be drawing in and keeping the attention of the prospect or client through what you say and what you do. When you direct their attention to a computer screen you are actually disconnecting them from you. It breaks your momentum, so do not do it often. You will never close a prospect on a point from a computer screen.
  3. Whilst it should go without saying, any computer technology you use should be handled with confidence. If you really do not really know how to use it, then don’t.
  4. Use mainly images in your computer presentation and not words on slides. Adult clients rarely bother reading the words on a computer screen even when it is used in a presentation or sales pitch. Pictures tell a story and will keep their attention much more effectively.
  5. Any computer presentation should be short and direct to the point. Make sure that the client’s needs and property features in 100% of the presentation.
  6. You can productively use the computer for examples of marketing on properties locally. Have a selection of adverts and PDF formatted flyers in your computer for just this very purpose.
  7. You can use the computer for internet access to a variety of internet marketing portals for property and other online resources such as other properties for sale, database reference, and calculation of sale costs.
  8. Use pictures of comparable properties as talking points on your computer screen. Examples of properties that have sold in the local area are also useful.
  9. Have a sample of a ‘dummy property’ that is password protected on your website so you can access it and talk the prospect through a series of sample marketing campaigns and how the website will assist their marketing process.
  10. Do not under any circumstances have or take the prospect through generic computer slides or presentational material about you, your office, or your staff. The client is just not interested; too many agents do it and it kills their presentation. Remember that the presentation is totally about them and their property, and do not shift from this focus.

So here is the main rule. Clients and prospects are not impressed by a computer used in sales presentations, but they are impressed by you and your ability to connect with them. If your computer presentation is about the property and the client, then and only then it will have relevance to the listing sales pitch and therefore keep their attention.

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Beat the Challenge of a Short Notice and Still Have a Great Presentation

May 27 2023 Published by admin under Uncategorized

Did your boss ever tell you on a Friday afternoon that …”Oh, by the way…you’re on the agenda for next week’s staff meeting,” …now a whole whopping 3 days away?

Right after…you’d just been thinking about how great it was going to be to get away for a fun week-end, with arrangements made to use your friends’ lake cabin…just you and your significant other?

And did the boss mention that you’ll have 30 minutes to cover the material, including a Q&A section?

How many of you have been in that situation? I know I have.

Well…what if you…don’t panic…and still…have a GREAT presentation?

At this point…while you’re biting your tongue and baring your teeth in a grimace/smile; you can actually consider the following choices:

1) scrap the week-end plans and toil over a presentation;
2) scribble a couple of notes and do the presentation on the fly next week…not a good idea…but a choice, or;
3) put together a great presentation in an hour or less…and go enjoy the week-end!

If you’re thinking about now …”Yeah, right…a great presentation in an hour or less”…

After years of struggling in this situation, I developed a program I’d like to think could make your life easier as well…one that helps me cope with not only quickly putting presentations together…but getting into the mindset of knowing I can present something of value…without having a nervous breakdown!

I call it “The 2-Minute Presenter’s Exercise Routine”

The first thing I do is think about how much material is actually required. Not a lot!

Done right, with a 30-minute slot, your presentation time is between 15 and 20 minutes, with 10 to 15 minutes for Questions and Answers.

So now that I know I don’t need a lot of material, what, exactly do I want to present…and how?

Here are the ABC’s of the Program:

A. Begin by spending about 5 minutes doing a mental set-up for the basics

Who’s the audience?
What is their position(s) in the company, backgrounds, ages, roles?
What’s the knowledge level? …on average… in the group?
What specific benefit can they gain from your presentation and what is the take-away that you can give them that can really make a difference in what they contribute to the organization?

By setting this framework in your head first, you set the tone. By knowing the audience, you can determine what they can absorb. When you spend a few minutes focusing on what you know that they can use to make their jobs easier…the benefit you alone can provide…you will have –the beginning… and the end.

B. With your context set, now all you really need is the middle… your content…and where you start your 2-minute exercise routine.

Determine what your content will be and write 7 to 10 main points.
Organize the points by their priority.
Write 3 to 6 detail headlines.
Find appropriate visuals that explain, clarify, or emphasize.

C. Open PowerPoint or whatever other similar media you choose, and go to work.

Use large font – 32 point or larger for the title, generally 24 or more for text.
For contrast, use Times Roman or other serif font in the title.
Use a sans serif font like Ariel for normal text.
Use good grammar and correct spelling.
Be consistent and correct with capitalization.
Check your colors; don’t use primary colors together — i.e red lettering on a green background. Best…yellow or white on a dark blue or black, or vice versa.
Add visuals and …if at all possible determine where, how and when, a little humor can be added to the presentation to maintain interest.

Determine several points where audience participation is possible; preferably somewhere in the first 3 slides. A reference to a particular experience someone you know will be in the audience will tie them to you, and keep them listening…participating…just in case you might mention their name again. If you can do this for several in the group, the balance of the group will also be hoping for a name mention.

Review your slides, then do a dry run;for a live pre-presentation audience if at all possible. If not, a video recording is good, or even just a voice recording, so you can share it (either before or after you head off for your great week-end) with someone else at least once or twice before the actual event.

Remember “The Presenter’s Formula”: Tell them what you are going to tell them; Tell them; then Tell them what you told them — emphasizing how your information can benefit them!

On average, each slide should take about 2 minutes to cover the content.

With 7 to 10 slides, that’s approximately 14 to 20 minutes;leaving 10-15 minutes for questions.

Think about what questions might come up, and if your audience seems a little shy to start, be prepared to throw in something like: “Several people have asked me recently about . . . . . . . . and I’m not sure I covered it in the presentation. So just to add a little more detail. . . . . . Has anyone else had that experience, or something similar?” And/or… “To give you the most benefit, I want to make sure I answer any question you might have on any area we covered today. “

That will frequently get the audience involved. And…remember…if someone asks a question and you don’t know the answer…say so. Let them know you’ll find out and get back to them.

Then Do it! Promptly! Believe me, you’ll get kudos for that.

Now, just a quick “In Presenter Mode” review:

Dress appropriately. Dress to look professional. A suit and tie may not be necessary, but slightly more formal than your audience adds instant credibility.

Look at your audience…not your slides…during your presentation. Establish eye contact throughout the audience on a regular basis.

Don’t read from your notes…nor speak in a monotone.

Move around during your presentation, but not too quickly…or slowly.

If your audience starts to get a glazed over look, pause! Have a couple of refresher tricks in your pocket…a quick, appropriate story that you can throw in…a quick question, etc. Get them back on track and engaged.

If you use a pointer, make it a laser pointer. Use it selectively and put it down when it’s not in use!

Most importantly here…finish in your allotted time. If there are more questions that you haven’t answered, be sure to catch up during break, or ask for e-mails so you can respond.

This is it — The 2-Minute Presenter’s Exercise Routine.

A workout program that even those who dread presentations can easily handle!

Each slide…2 minutes…7 to 10 reps!

Anybody can do 2 minutes at a time…7 to 10 times in a workout program…including…and especially…YOU!

An exercise program that will allow you to prepare a presentation of value; in about an hour…take advantage of the lake cabin for the week-end… and return to give a professional, well-received presentation…”two minutes at a time.”

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Present Simple Vs Present Continuous (For Learners of English)

May 27 2023 Published by admin under Uncategorized

It can be difficult to choose when to use the present simple vs. the present continuous tense in English. Both, of course, talk about the present. But they are used in different situations.

First, we use the present simple to talk about permanent or long-term situations in our lives, such as our usual job, or where we live. We don’t feel these situations will change very soon. On the other hand, we use the present continuous to talk about temporary situations, such as when we are on holiday, or doing a job just for a few weeks or months. We know that these situations will end soon.

For example:

I work as a teacher (present simple)
I live in Mumbai (present simple)
He studies Engineering (present simple)

vs.

I am working in a bar for the summer (present continuous)
I am living in Madrid for a few months (present continuous)
She is studying French this term (present continuous)

Second, we use the present continuous to talk about a temporary action which is happening now. It’s often when we tell someone what we are doing at the moment we are speaking. For example, you are reading this article now. This is in contrast to the present simple, which we use to talk about what usually happens, or what we usually do. This describes our habits or daily routine.

For example:

I eat toast for breakfast every day (present simple)
I take a shower every morning (present simple)
He often goes to the cinema (present simple)

vs.

I am eating toast now (present continuous)
I’m taking a shower at the moment (present continuous)
He’s going to the cinema now (present continuous)

Third, we use the present simple and the present continuous to talk about the future. We use the present simple to talk about future timetables (for trains or planes for example, or for classes or the cinema or theatre). On the other hand, we use the present continuous to describe definite future arrangements. A definite arrangement is when we are 90% sure it will happen. If I say ‘I’m going to the cinema tonight’, then probably I have already booked the tickets, or at least decided on a film, checked the time it starts, and called the friend I am going with.

When we use the present tenses to talk about the future, we generally put in a future time word to help make the sentence clearer (like ‘tomorrow’ ‘at 3pm today’ or ‘next week’)

For example:

The train leaves at 8pm tomorrow (present simple)
The film starts very late (present simple)
My Chinese class finishes at 3pm (present simple)

vs.

I’m meeting my friends later (present continuous)
She’s working tomorrow (present continuous)
What are you doing tonight? (present continuous)

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The Secret to Success in Negotiation

May 23 2023 Published by admin under Uncategorized

Negotiation is a part of life. From the time we are born we are negotiating to have more time to play to when we are much older and negotiate to pick up a bargain at a garage sale. We either learn through our own efforts to negotiate and come out a winner or we are out- negotiated and nine out of ten times do not even realize it. There are many tips and suggestions to help negotiate better, but there is one that has been immortalized by a very powerful person who commands respect.

When Vito Corleone was having an important business meeting, his business associates, as well as his son Sonny, were present. While Vito was listening intently to what his adversary was suggesting, Sonny blurted out what his thoughts were, and what he was thinking. Vito immediately apologized for his son’s interruption. After the meeting, Vito told his son something that everyone can benefit from when negotiating. “Never tell anybody outside the family what you are thinking again.” He said this in a way that showed he meant what he said. It was the words of a powerful man giving his son valuable advice.

Marlon Brando has had many great roles, and this line has to rate up there with some of his best. The leverage you have in a negotiation is the information you know and have that the other party does not. It does not even have to be information per se. If you let the other party know how you are feeling, he may use this to his advantage. If, for example, you say you are hungry, he knows he has you right where he wants you. He will try to delay things as long as possible until you cannot stand to be hungry any longer, and you are willing to give in to some issues so you can go eat.

You can express that you are optimistic about achieving a resolve in the matter. Everyone wants to deal with someone who is optimistic, as opposed to a hardhead who just refuses to budge. Negotiation is a matter of give and take. When you give, look for something that you can take to even things out. Some people like to state their bottom line up front to save time. When the other side hears this, they may not interpret this as a bottom line. To them, this may just be a starting point. Everyone always thinks the other side has more to negotiate with. Even if you say this is your bottom line, make sure that you are holding something back, for that may be the deal maker.

Remember to always be an informed real estate investor, and don’t forget that your biggest negotiating tool is in your head.

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How to Relax and Put Your Negotiations on Auto-Pilot

May 22 2023 Published by admin under Uncategorized

You are in the middle of an intense negotiation for a big contract with a large company. If you are able to come to an agreement, you will make one of the largest commissions you’ve ever made. You are almost there, and then your negotiating opponent throws you for a loop by asking for a last-minute concession on the price.

What do you do?

If you have a proper system of negotiation in place, it will be easy for you. You will just react based on pre-defined rules that you’ve already set for yourself before starting the negotiations.

You do have a set of rules and a system in place, don’t you?

If not, it’s time to put one into place.

First, you will need to define the desired outcome of the negotiation. What is your ultimate mission and purpose? What does a successful outcome look like for you?

Within that framework, there will be plenty of smaller agreements to come to before the big agreement is made. So, you will need to draw out a map, at least in your mind and preferably on paper.

Start at square one and list all of the potential forks in the road. What decisions could you possibly have to make during the course of the negotiation? If you are offering consulting services for example, you may think of some of the following:

How many hours will you be expected to dedicate to this client?

Will you be working on-site or off-site?

Will you be the only one working on the client’s project or will there be a team available?

Are you offering a guaranteed level of performance?

Are you going to bill up-front, after the work is done, or in small increments throughout?

For each one of these questions, you should already have an answer. Once one of these items comes up in the negotiation, you won’t even have to think about your approach to it, your system will kick in and the answer is right there for you.

The same applies to a fighter pilot. If the pilot has lost control of the plane, there will be a certain protocol to follow that will eventually lead to the pilot ejecting from the plane. Because the pilot has trained beforehand and knows the sequence of events that lead up to this decision, he is able to eject calmly.

If you or I were in that situation and had never trained and thought of our system of evaluating when to eject, we would panic. We wouldn’t know if ejecting is the right thing to do or not. We would question our own sanity. What’s missing is a simple and automatic decision-making protocol.

So, before going into your next negotiation, consider all possible scenarios and decide beforehand how you will handle them. Will it be something you can continue on with, or will it be a roadblock that will prevent the continuation of the negotiation?

Once you have this system in place, your negotiations will be on auto-pilot.

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Credit Card Debt Negotiation – A Simple Way Out of Debt

May 21 2023 Published by admin under Uncategorized

Credit Card Debt Negotiation is not as difficult as it seems. With the insurmountable debt problems America is facing today, getting better terms to make your monthly debt payments more affordable is well worth your while.

Many Americans are experiencing debt problems nowadays and credit card debt seems to be the most common problem facing the nation. Eliminating debt may not happen overnight but going through a credit card negotiation with your creditor to get better terms can be a very effective way to pay your debt off faster. With a successful negotiation, you can be approved for a much lower interest rate that will help making your monthly debt payments more affordable.

But before anything else, if your debt problem is getting heavier each month, it would be wise to start considering easing up on the use of the plastic. If you deem it necessary to keep one or two credit cards, make sure that you do not bring it with you at all times. Use these cards only for emergency purposes. This way you stay away from the temptation of swiping the card for any useless purchases.

Nowadays, debt negotiation is not as easy as it used to be. However, it is always well worth a try. If you have a good credit standing with your bank and if you have never defaulted on any of your monthly payments, it usually just takes one short phone call to your creditor to be approved for better terms. With one phone call, you may be able to negotiate a lower interest rate on your existing APR. Even a slight decrease in the interest rate payments will surely help out in the affordability of the monthly payments and it will considerably reduce the total amount of debt owed.

As mentioned earlier, negotiating debt is not as easy as it used to be. Creditors are presently dealing with so many clients who are applying for negotiation, debt settlement, debt consolidation, etc. that they may have a pretty hectic schedule in their hands. So, in the event that you are let down by an employee of your credit card company the first time you try to negotiate the terms of your debt, don’t give up just yet. Call again. Better yet, it you get denied over the phone, give them a personal visit. Be persistent until you get the results you desire. Be as assertive as you can but remember to be polite at all times. Just as the old saying says, “You can catch more flies with honey than with vinegar.”

A lower Interest rate is not the only item that you can try to negotiate for. Some creditors can be quite lenient when you try to negotiate for late payments and cash advance fees. Especially, if it is only your first or second offense, it is possible to ask your creditor to eliminate such fees. These fees when accumulated can eat up a big portion of your monthly budget. So if you are charged with these fees for the first time, try to negotiate with your creditors to get rid of the charges and try as best as you can to pay in time and never use your card for ATM withdrawals or cash advances again.

In the event that you are dealing with more complicated debt problems, it is advisable to seek for professional debt settlement services. Professional debt settlement services have the know-how and ample experience in successfully negotiating credit card debt. They know exactly what creditors want to hear, the documents you need to provide, and they are well-seasoned negotiators. Look for a company or individual who has a proven track record and a history of rave client reviews. You need not flip through the yellow pages and call each debt settlement company listed, researching online would be sufficient resource to find a great debt settlement company that can help you out get out of debt problems so much sooner.

Not all credit card companies are easy to deal with when it comes to debt negotiation. If you have a number of credit cards to your name, keep track of the credit card companies that are willing to extend a hand to help out their clients. Close your accounts with creditors that just don’t budge when it comes to negotiation. If you still have a balance in that account, transfer it to the credit card company whom you feel most comfortable with and one that provides the best customer care to their clients.

Once you have negotiated the terms of your credit card debt, try to keep up to your end of the bargain. With more affordable monthly terms granted to you after the negotiation, you may find yourself out of debt sooner than you would have imagined.

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Real Estate Negotiating – 4 Steps to Success

May 20 2023 Published by admin under Uncategorized

“Let us never negotiate out of fear. But let us never fear
to negotiate.” (American 35th US President (1961-63), 1917-
1963) Even the most famous recognize the need for the art
of negotiation. To be able to make a good real estate
deal, you must develop the art of good negotiation or find
someone who can do the negotiating for you.

The real secret of being a successful negotiator is to
help both parties obtain their goals. To do this you must
present your case in a businesslike way and close the
transaction. This can be accomplished in 4 steps.

1. The first step in any negotiation is to know your
goal. If you have someone else negotiating on your behalf,
make sure they understand what your ultimate goal is. If
your goal is to get the property at the lowest price, make
sure you understand exactly what is involved to achieve
that success.

Don’t be afraid to reevaluate your goals. If during the
negotiation process new details come to light that may
allow you to obtain your goal by a different means, allow
yourself the ability to explore the new details, don’t get
stuck in your negotiations by being to rigid.

Once you are comfortable with your goals, and understand
how far you are willing to go to obtain the property, you
are ready to move to the next step. However, even when you
are comfortable with your goals, you must be flexible.
Remember there are two parties involved and the other party
may present an option that could get you to your goal
faster. In real estate there are several ways to achieve
the same desire.

2. There are two types of negotiations: Blind and Open.

In a blind negotiation you don’t know anything about the
other party. You do all the negotiation via an agent or
third party and don’t meet the sellers. Keep in mind you
may be dealing only with the other parties agent and they
have their clients interest at heart.

In this type of negotiation your homework is very
important. Know the property, know the market, and know
values so you are able to negotiate the deal that is best
for you, or be able to walk away. Blind negotiations can
be handled, but they are a bit more time consuming.

Open negotiations are a bit easier, but require you do be
good at your homework. In an open negotiation you may be
working with the for sale by owner. In this way you have
access to a bit more information.

If during your negotiations you begin having problems on a
particular point, such as price, do your homework. Find
out why the other party is buying or selling. Knowing the
other parties motivation can give you the upper hand. For
instance, if you know the seller or buyer needs to move
quickly, you will then have a bit more leverage to work
with.

What homework will help you in your negotiations?

a. Why does the other person want to buy or sell?

b. Who is the other person trying to impress?

c. Know the timing aspect of the transaction.

d. Verify the facts.

3. In the art of negotiating, it is critical to get
started on the right foot. Do not try to antagonize the
other parties to the transaction. Be very neutral about
the entire deal.

a. Don’t praise or criticize the property.

b. Don’t try too hard to buy or sell the property.

c. Don’t criticize the other parties to the
transaction, including any agents involved.

d. Explain motivation without disclosing too much
information.

e. Meet all deadlines or better yet be ahead of the
deadlines.

f. Do not lie, rather say nothing.

4. Communication is the key to negotiation. However, too
much talking can kill your negotiations. Make your offers
in a written contract and let the other party do the same.
Remember “lose lips sink ships.”

When you begin talking to the other party you will give
away too much of your motivation. You may think you can
better obtain information from the other party about their
motivation, but keep in mind it works both ways.

Now that you’ve learned the 4 basic steps to negotiating
you are ready to go out and get the property you desire.
You must also keep in mind that not all negotiations turn
into real estate deals. Don’t be afraid to walk away from
a deal that is not to your liking. Otherwise you may well
find yourself making very bad deals and wasting your
negotiation skills. Good luck and good negotiating.

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\”Influence – How To Surprisingly Win More In A Negotiation” – Negotiation Tip of the Week

May 19 2023 Published by admin under Uncategorized

During a negotiation, you, and the other negotiator attempt to influence each other. Thus, you should always place a high value on using influencing strategies. You can increase the value of your negotiation outcomes by using the influence techniques that follow.

Psychologists have identified six forms of power that you can use as sources of influence in your negotiations. They are:

  1. Coercive power (threats & punishment) – With this form of power, you can force the other negotiator into a position of acceptance. But you should be mindful that you’ll more than likely not make a friend of him. Plus, by using threats and punishment as incentives for acquiescence you may become perceived as a bully – this may heighten your opponents need to seek pay-back. If that’s not a concern, recognize when this source of power is a viable influence tool. Just be aware of its blowback danger and how you use it.

  1. Reward power (ability to offer incentives) – Reward power can be very temporary. Its value will decline as the perception of the reward devalues. When using rewards as a source of influence, do so from two perspectives.
    1. Positive – “This is what you’ll get, something pleasant if you give me what I want.”
    2. Negative – “This is what you’ll lose if you forego my offer.”

  1. Legitimate power (influence based on your position or title) – The challenge with legitimate power is, one must accept it before it has authority. Therefore, if you have a position or title that’s not perceived as being valid, you’ll have little influence when attempting to use it in a negotiation. When using this source of power for influence, be sure to cast it in the light of perceived validity before the negotiation. That will enhance the respect and appeal of this power.

  1. Reverent power (influence based on your likability or admiration) – People that possess an affable personality tend to become better received by others. While reverent power has its place on the influence scale, some negotiators will dislike you for possessing this attribute. To have this influencer serve you better, balance it based on what’s occurring in the negotiation. When it suits your position, be reverent. When it doesn’t, discard it.

  1. Expert power (influence based on your knowledge and skills) – The perception of expert power can be fleeting – because, it’s situational. It lasts for the time that your knowledge is needed. In a negotiation, if a seller or buyer can acquire what she seeks from another provider, your power erodes. When using expert power, be strategic. Use it sparingly in situations that are warranted.

  1. Informational power (not tied to your competence) – This can be power derived from ideas, opinions, access to thought-leaders, and influential people you meet and have access to. This form of influence is most powerful when the other party wants access to the information you possess. Its power becomes enhanced when you’re the only source that can grant access to what’s sought.

As in any negotiation, the manner of influence you use should be determined by the personality type that you’re negotiating against. Thus, to be more influential, you must know what will motivate that individual. One way to determine that is to evaluate whether the person is a giver or taker – the giver seeks power for the sake of helping others – the taker does so for the benefit of himself.

Once you have that knowledge in hand, you’ll have the key to which combination of influence to use. That will lead to more winning negotiation outcomes… and everything will be right with the world.

Remember, you’re always negotiating!

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

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