Speak the language of influence

First-rate negotiators are adroit influencers. They know how to subtly guide their counterparts’ thinking by making smart linguistic choices. These are word choices that prime a listener to give a positive reaction. Think about the most influential people you know. I bet they’re skilled in the art of priming. They keep others on-side by framing their messages in positive and collaborative language. This means they get ‘yes’ responses more frequently.

 

Read more

Beware the difference between collaboration and capitulation next time you negotiate

When you think of win-win negotiation, what comes to mind? Obviously, a key tenet of the win-win approach is the idea of winning together, or mutual gain. But in practical terms, what exactly does this mean? For inexperienced negotiators, striving too hard to show a co-operative approach can blur the line between collaboration and capitulation. What’s the difference? And why does it matter?

 

Read more

Resilient mindset: a savvy negotiator’s key advantage

What’s the difference between negotiators who cave in at the first sign of opposition and those who persist, are assertive and create win-win deals? It’s not just skill-set, it’s mindset. I’ve observed thousands of negotiation role plays. And I’ve noticed that people with positive, can-do attitudes tend to get better deals than those with less resilient mindsets. So what is resilience, and how can you apply it in your real-life negotiations?

Read more

6 things savvy female negotiators do differently to the rest of us

I love people-watching. As a trainer, of course, I have ample opportunity to do so. While groups are completing roleplays or activities, it’s my job is to observe their body language patterns and communication habits. Many years of closer observation have brought my attention to a problem which creates ‘glass ceiling moments’ for female negotiators. Here’s what I’ve noticed, when women step into senior roles, body language patterns that previously helped them in negotiation begin to backfire. For example, patterns of smiling frequently often can help a woman be successful in a junior role. When she’s attempting to negotiate as a leader, however, smiling too often will reduce her credibility and be perceived as an anxious habit.

Read more

Make your message stick

Want people to listen to you? Then you need to present a compelling message. Here are three ways to make a message take hold.

Speak their language

picPeople listen to what makes sense to them. This means you need to frame your message from their perspective. For example, there’s a big difference between the following two statements. Which would you be most likely to listen to?

  • Today I’m going to describe how the new computer program will streamline customer service processes in the business
  • Do you want a better way to close sales? The new program will help you do it!

 

Read more

Get your point across

When people won’t listen, you need to focus their attention. Use the Broken Record technique to do this.

This technique involves repeating your message until it is heard. The name ‘Broken Record’ refers to what happens when old fashioned vinyl records are scratched – the needle of a record player loops over the same section of the recording indefinitely. There are six steps involved in using Broken Record.

Read more

Workplace mobbing

Chris and Ross are furious. They’ve both applied for the team leader role. But the job has been given to Brett.

Brett is the youngest member of the team. To Chris and Ross, this means he wasn’t entitled to a promotion. Rather than expressing their anger openly, they resort to passive aggressive tactics. These include deliberately making mistakes, pretending to forget important deadlines and muttering ‘care factor zero’ when Brett talks to the team.

Read more

How to ‘call’ bad behaviour

Psychologists recommend ‘calling out’ passive aggressive people on their tactics. How can you do this without creating conflict?

There are four steps involved in calling out poor behaviour assertively and calmly.

Read more

Get active about passive-aggression

Passive aggression is way of covertly expressing anger. It involves using incongruent words, tones and body language to convey contempt. For example, someone might say the words “I don’t have a problem.” The meaning of these words might be totally undermined by the speaker’s voice-tone. This is a passive aggressive way of raising a problem.

Read more

Case study: Developing political skills

A team of scientists wants to motivate and inspire staff who are embarking on careers in health research. Challenges include developing political awareness and promoting a reflective approach to career development. Eleanor Shakiba presents modules on Conflict Resolution and Personality Types Working Together.

Read more