Category: business

Survival kit: advice for a lifetime!

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Stop wasting your time on self-flagellation! No one is perfect! You worth so much more than you think! There are 6 best pieces of advice for a lifetime. Print it and put it next to your eyes, so every time you’ll have some doubts, you’ll know what to do!

  1. Act on it now! Don’t wait for a perfect moment. The perfect moment is here and now! Proceed immediately! If you want to do something great one day, remember one day It’s today. – George Lucas.
  2. Invent as you go! Don’t wait till you become a pro into something. If you want to try something new, start businesses, or enroll some educational program – allow yourself to learn in a process. Studies show that the most talented interpreters are the people who start their businesses with a high level of motivation and persistence. Most of the knowledge they have now were gutted in the process.
  3. Just keep doing! Give your dream at least an hour of your time, but every day. Persistence is the key to your success. Stay humble and work!
  4. Cry inside like a winner! 🙂 Well, what can I say? no one likes people who complains. Everyone have problems. If you able to get attention from the other person, use it to learn, gain, or sail something. Never complain. No one’s care! 🙂
  5. Give the price of your words! If you can’t keep your promises what kind of impression you’ll get? Same about people who likes to talk just for shaking the air to look cool. Words mean nothing! Don’t overtell! And if you a promising something – give a price of your words! Make a “contract” and find a third party to prove it! If you are planning to achieve your goal by the end of this year what will be your punishment if you fail? This is actually very cool system. You’ll have not only natural motivation but also people who will watch your success and the feelings of losing something important/expensive for you. (By the end of 2016 I will lose 25 pounds! And if I’ll fail I’ll give away my new Iphone7! How about that? Motivating isn’t it? 🙂 One little remark here, when you a giving a price to your promise this price would be equal to your outcome. In other words, the feeling of losing should be equal the happiness when you’ll achieve your goal.
  6. Do it fast! Don’t spend much time on taking a decision. There are lots of techniques that can help you with making a difficult decision, for example, Descartes square:desc_1But if you still can’t make a decision., leave it and think about it tomorrow. Next morning is the best time for your brain to make a decision, it’s free from pressure and excitement.
  7. What hurts you now, leads the wisdom later! And this is literally about everything! Take it to your own personal situation in the past and you’ll see.

Hope this will help you and take care:)

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How to win negotiations: survival kit!

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Hi, guys! In our previous blog, we’ve mentioned about the way to disarm your partner who is seeking for a confrontation and the ability to have in a cool head. Now we’ll dig into the actual methods of productive negotiations. Use one this model according to your own personal situation, it works!

  1. All discussed questions should relate directly to the subject of controversy. According to this model, the negotiation process will be based, on a particular subject of your contention. Following the discovery of the underlying issues and sources of a conflict, you’ll consider possible alternatives which will help you to resolve the conflict.
  2. Positional based model. This model involves steps such as seeking of mutually beneficial alternatives for a both parties. Their assessment of the feasibility, adjustment to each other and dealing with their arguments for a certain point of views. This model will ideally fit you if you are a tough type of a guy/girl. Bcoz the only options here are – be tough or you will be nudged! If you know that you are soft hearted person, most likely you’ll take the opposite side position, even if you’re right. You’ll take it as a compromise just to avoid personal conflict. But compromise, as you know it’s a win-lose position. If you taking a compromise, you losing something. Always. The winner will be the side who will take this situation as a contest of will!
  3. Interest based model. Everyone has hidden interest. So, before you’ll negotiate, spend some time to thinks/find out the hidden interest of your partner. If you know what they want you’ll rule the game. This model will ideally fit you if you are an analytical and observing type of a guy/girl.
  4. Principled negotiation or negotiation on the merits.This model developed at Harvard University. According to this model, the problem will be solved on the basis of the qualitative properties of the problem. This method involves the desire to seek mutual benefit in the same issues where the interests of the parties being in a conflict.6This requires two conditions:
    • a hard-line approach to the consideration of the merits
    • a soft approach to the relationship between the negotiators

 And four distinctive features:

  • Separate the subject of controversy from the “people’s problems.” You need to deal with the problem and not with each other. So, the first recommendation will be to distinguish the action between the subject of negotiations and relations between the participants.
  • Focus on interests, not positions.
  • Develop mutually beneficial options for both of you. It’s quite difficult to give up on your own point of view when you taking the other side position.
  • Insist on using objective criteria. The decision should not depend on the will of each of the parties. It must show some equitable norms.

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At the end, I would like to add that your success of negotiations depends not only on your chosen model but also on the position you take.

If you’ll stay in the closed position, your partner will probably perceive you as a slimy type of guy/girl who will try to avoid their true interests. It may cause mistrust.  And as a result, you may get delays in your negotiations. Heighten the conflict situation is not conducive to openness between partners.

But if you will stay open about your fears, clear with position, and honest. If you will try to emphasize community between both of you and your positions, most likely you’ll cooperate and get a win-win position.

Take care and good luck! 😉

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How to win negotiations: their tricks, your mistakes!

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The goal of any negotiations is settlements the disputes between the parties. Not always it will cause a conflict situation. But this is what you want to know to be prepared.

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Every negotiation process has the same constant stages:

1. Clarification of interests.
2. Discussion stage.
3. Work on the agreement.

Progress in the negotiations depends on the approach to the interaction which will be chosen by each party. Basic approaches are confrontation (bargaining) and partnership (a joint analysis of the problem).

If you are dealing with confrontation, here are the tricks you’ll meet from the other side:

  • Pressure in order to force you to agree on the proposed decision from the other side
  • Extension of ultimatums
  • Overstatement of the original requirements
  • False placement of accents (in the tough situation could be a pure extortion)
  • Extension of the requirements at the last minute
  •  Increasing demand
  •  “Waiting” or “silence” methods
  • “Flattery” if the other side is in the weaker position
  • “Salami” technique. This is when the other side is giving you the information by very small portions ( “thin slices”)
  • “Double interpretations”. Double meaning formulations in the final documents.

If you are dealing with partnership, you may expect this:

  • Increasing alternative solutions
  • The most pressing issues will be put on a side. The decision will be made not on the full range of problems and controversial issues will be out of the question
  • One party  will offer the principle of partition (to cut functions, territories, powers) and the other party will have to choose between them
  • Increasing the complexity of the issues

You also can expect unethical methods that can be used against you by the other side. Such as:

  • Delay of negotiation
  • Contracts with hidden dual structure
  • Could be used various kinds of tricks
  • Failure of obligations
  • Emphasizing high self-worth
  • Downplaying the other side
  • Rejection of the agreements that have been achieved

The best way to disarm the partner who is seeking a confrontation is countered his own communicative competence. What that mean is basically you want to invite him to build a partnership with you by using appropriate methods of communications. 

There are several methods and models for the productive negotiations, which we’ll cover in our next blog. But now let’s talk about most common mistakes you can make.

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  1. “It’s all clear!”  When one of the parties thinking this way, the situation is overly simplified. After all, once everything is clear, then there is nothing to discuss. So, there is no problem.
  2. “You trying to seek a mote in other’s eyes when theres a beam in our own”. It’s easy to see other’s shortcomings. However, in a conflict situation, you can’t blame just one side. On the other hand, if you’ll try to doubt  your own previous actions, with the desire to look at the situation through the eyes of your partner, and to see your own mistakes you’ll contribute cooperation between two parties.
  3. “I see myself as a generous person!” In every conflict situation, each party will think  that the truth is on their side. Everyone feels right, and the opposite party considers unfair. But prejudice is not the best background for negotiations.
  4.  “Double morality”. It’s not even about using “double standards” which exacerbates the conflict. But in a situation of disagreement, each party perceives their own  actions, as a legitimate rule, and actions of the other side as impermissible.
    Cooperation in that case, as you understand can’t be achievable.

Lots of problems also coming from the personal characteristics of each party, such as their character (choleric and phlegmatic, extrovert and introvert, etc.); their tendency to temper, resentment, irritability; difficulties in the perception of information; inadequate communication technology (partner manipulation, inadequate communication role, communicating position).

It is crucially important to control your emotional sphere. When a person “overwhelm” with emotions, it is impossible to LISTEN to the other side and correctly  express your own thoughts.
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To be continued…

Don’t crush your ideas! Make it right!

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In 1957 C. Northcote Parkinson (British naval historian and author of 60 books, the most famous of which was his bestseller Parkinson’s Law) came up with the law of triviality. This is an argument that members of an organization give disproportionate weight to trivial issues.
He writes about a finance committee meeting with a three-item agenda: The first is the signing of a £10 million contract to build a reactor, the second a proposal to build a £350 bicycle shed for the clerical staff, and the third proposes £21 a year to supply refreshments for the Joint Welfare Committee.

So the first item, which is £10 million contract, passes in two and a half minutes.

Parkinson describes the second item as – “Discussion goes on, therefore, for forty-five minutes, with the possible result of saving some £50. Members at length sit back with a feeling of accomplishment.”

And the third item he is writing: “Every man there knows about coffee – what it is, how it should be made where it should be bought – and whether indeed it should be bought at all. This item on the agenda will occupy the members for an hour and a quarter, and they will end by asking the secretary to procure further information, leaving the matter to be decided at the next meeting.”

As we can see people are more willing to talk about minor issues and give it more time than talk about something big and important! This desire is connected to the point that we all have an opinion based on our knowledge about something wide and little, like coffee. And we are pretty confident to talk about that. But if we talk about something big/specific we feel insecure. Cause we may not be specialists on the topic. And we can’t share our thought freely about that. So most of us will think: I don’t have experience on that, I can’t talk about that freely, I don’t understand in detail, so I will agree with someone who looks more knowledgeable than me.

And before you represent yourself/your idea to another person/company you must be carefully prepared what you will say. Work on your content, do a lot of research, use a simple language, give a proof to your words, make it visible, so they can see it. They can understand it. Follow their reaction and give the other side time to response. And that’s really important because you if you see that they are focusing more on something little, that your content is blurred to them. That’s a lack of understanding. And a lot of people fail on that.

Be clear about your big things at any levels. And always give a solution for something little, so no one spent time on that.

Good luck! 😉

The material has been written for this course.

James Borg and his types of conversationalists… Part 2

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In our previous blog, we start to discover the types of people according to James Borg theory.  He explains that all people can be divided into 5 main types. And each type needs his own method of communication. We also taught how critically important for the great first impression the process of adjustment to your partner.

Not a secret that we are more open and respective to the people and information that we like. Subconsciously we always will choose people who are similar to us. And information which is sounds familiar. This choice is connected to the point that when we relate to someone or something we feel confident.

To be on a friendly footing with people you’ll need to take their own unique method of communication. So they will feel connected with you from the very first moment.

S0, let’s continue…

3. “The cool guy”. 

He would listen to you carefully on the phone and ask you to meet him in person. He will be fun and easy to talk with. He would ask you to be informal and to call by his name. If he interested in you or your ideas he won’t play with you in cat-and-mouse! He will let you know immediately.

 Сommunication tactics

With this type of individual, you always will feel nice and beneficial. So try to be as honest and open, as you can. And don’t abuse his sincerity and hospitality.

4. Meticulous type.

He usually thinks and talks slowly.  By the moment when he is ready to communicate with you, he gathered  enough necessary information about topics of negotiation, you and your company. He likes to dig into the topics before he will talk. And he takes things literally. If you said that your meeting will last 30 minutes, he will listen to you exactly for 30 minutes. Any extra time will be just waste of a time and the reason to complain about. When the meeting is over he will ask you to write and send a list of the issues which were previously discussed. Make a note that all the things you said, he can forget. But the contents of the letter will be remembered for a long time. Before making a final decision, take some time to think about these issues … and get the approval from a third party. This can require a few meetings more. So please be patient.

 Сommunication tactics

Be completely opposite to him. Speak an average pace, and only when it’s necessary. Be clear and answer to the questions without doubts. Never interrupt him and never be late. After negotiations, pay particular attention to the final summary letter!

5. Pig in a poke. 

This “character” will try to use you by wearing the mast of a “nice guy”. He is interested only in his personal gain, and what can you do for that. He will use the ostentatious friendliness. However, he would not come out of his desk. He will scrutinize your business card, trying to determine the status of its owner. Most likely, he’ll ask some general questions to make you arrange for a frank conversation. If he decides that you are an important person and can feed his request for a personal gain, then you will be offered not the only cup of tea but even the cookies 😉 Otherwise, your conversation will be very cool and short.

 

 Сommunication tactics

Be careful with what you are saying and don’t trust a pair of pretty smiles. Don’t gossip and don’t say too much.  Do not lose self-control. Remember that he is watching you and waiting “the moment”. Stand up proud and know your worth. Usually, this type of people respects this quality. 

Now you know all 5 main types of people according to J.Borg theory and your communication tactics. It should help you to make the process of adjustment to your partner easier.

Good luck with trying and take care!

Let me know how it goes 😉