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A quality, superior, professional negotiator, doesn’t perceive of a negotiations, as being, adversarial, but, rather, realizes, the finest, most desirable results, come from using the win – win negotiating approach! While, one tries to articulate his position, in an inspiring, motivating manner, in order to attract, as many relevant concessions, as possible, and gain focused, LEVERAGE, which might beneficial, his group’s position, he does so, in an open, honest, integrity – based, manner, seeking a meeting – of – the – minds, where, all sides, come – away, satisfied, etc. With that in mind, this article will attempt to, briefly, consider, examine, review, and discuss, using the mnemonic approach, what this means and represents, and how it should be used, and considered.

1. Listen; learn; leading: Leaders must demonstrate they are, truly, leading, in these efforts, by effectively, listening, and learning, gaining genuine empathy, and a mutually beneficial, meeting – of – the – minds. When this is done, both, the terms of the contract, and the final result, nearly always are enhanced!

2. Energy; empathy; emphasis: A quality negotiator makes a connection, based on the positive nature of his personal energy. He demonstrates his understanding of the needs of his negotiating adversary, and places his emphasis, on proceeding with genuine empathy, and a meeting – of – the – minds!

3. Value; values; vision; views: One achieves negotiating success, when the agreement combines both, value, and an alignment with his group’s values. He must have a vision of real, and perceived value, and, articulate his views, in an inspiring, motivating way!

4. Excellence; endurance: There are often obstacles, to the negotiating process, and the negotiator must possess genuine endurance, and persistence. He must avoid, settling, merely, for good – enough, or the same – old, same – old, and strive for the highest possible degree of excellence!

5. Realistic; responsive; reasonable; reasoning: It serves little purpose, to proceed with rose – colored glasses, so negotiate in a realistic way! You must be responsive to your group’s needs, and priorities, while proceeding with reasonable demands, so the other side, understands and appreciates, your priorities, and what you seek!

6. Attitude; attention; aptitude: You have to believe, you can create the meeting – of – the – minds, so proceed, with a positive, can – do, attitude! Pay attention to relevant, necessary details, and ensure, you have the aptitude, and skill – set, which will improve your end – results!

7. Guarantees; growth: When negotiating any contract, always, include some types of guarantees, to ensure, you receive, what you’ve been promised. The effectiveness, and growth, of your results, often, depend upon, paying keen attention to all relevant details, and necessities!

8. Experience; expertise: Experience and expertise are often, significantly different, and sometimes, unrelated, unless/ until, one effectively learns from his previous experiences, in a way, which improves his judgment, and, hopefully, provides him, with more wisdom!

Smart negotiators develop the degree of LEVERAGE, which makes their agreements, most relevant, meaningful, and effective. Will you be, up to the task?

When you set deadlines in your negotiations, do you consider the good, the bad, and the possible ugly effects that might occur? Do you consider the path upon which you set the negotiation on once a deadline is imposed? Negotiation deadlines can be a catch 22 if not used and planned for appropriately.

This article gives insights to consider, regarding how you can use deadlines effectively in your negotiations.

Negotiation Tip: Never invoke deadlines aimlessly in your negotiations, and always attempt to have a plan in place to deal with the negotiation if the deadline passes without the action you seek being acted upon.

The Good:
When considering how to apply a deadline from a positive perspective, you can casually mention that another person, activity, etc. will occur at a particular point; that point being if the deadline occurs and a certain action is not met. You can also position the deadline as being out of your control, because a ‘higher authority’ is controlling it. By positioning your deadline in this manner, you’ve conveyed that you’re not the ‘power’ imposing it and you’re only following the directions you’ve been given. You’re innocent. You can also use this positioning to entice the other negotiator to partner with you to work on getting the negotiation completed before the deadline occurs.

The Bad:
The bad aspect of setting deadlines is what occurs if the deadline comes and goes without the action sought occurring. Then what do you do? First, never set deadlines so tightly that you leave yourself in a proverbial corner from which it’s hard to extricate yourself, if the deadline passes. Leave yourself some wiggle room. As an example, don’t state that an offer will be removed from the negotiation, if that offer is a pivotal part of what you seek from the negotiation. In essence, be selected about what you attach to a deadline and be sure it doesn’t hurt you if it’s not met. In addition, to gain more leverage with the deadline, associate it to something that the other negotiated needs/wants. The more he needs/wants what’s associate to the deadline, the greater your leverage will be.

The Ugly:
Deadlines create tension. The closer the deadline looms, the more tension is created and generated. This can raise the tension level in the negotiation. During such times negotiators can become unglued, uncontrollable, and unforgiving. As such, some negotiators may become steadfast and commit irrational actions that cause the negotiation to go in unforeseen directions. To the degree you have alternate plans in place to deal with such occurrences you can maneuver. To the degree you haven’t made such plans, call a time out and get away from the negotiation table. During such times, you need to let the tension level erode before re-engaging in the negotiation. The one thing you don’t want to do is appease the other negotiator during such times by capitulating to his demands. Doing so will only embolden him to use this ploy going forward.

Deadlines can be a strategic tool to employ during negotiations. Going forward, place yourself in a position whereby you use deadlines advantageously. By keeping the thoughts above in mind before setting deadlines in your negotiations, you’ll come out further ahead… and everything will be right with the world.

Remember, you’re always negotiating!

Lean manufacturing is a management philosophy which has its roots in the Toyota Production System and focuses on creating customer value while eliminating waste (in Japanese, “muda”). Building on the original 7 wastes that Lean identified, here are the 7 wastes that you should eliminate from your presentations:

1. Overproduction

Value is defined as what the customer is willing to pay for and overproduction occurs when you create more than your customer needs at that time. Applied to presentations, this means that first you must determine what the customer (in this case, your audience) really wants and then deliver specifically and exclusively that. Be clear about the purpose of your presentation and the message that you want to deliver to meet their needs; what is the one thing that you want your audience to walk away with from your presentation? Look at every example, detail and story you’d like to include in your presentation and eliminate any that do not directly relate to your message. Otherwise, you will “overproduce” and overwhelm the audience with too much detail while going over the time limit.

2. Lack of Confidence

Before you can command the attention of your audience, you have to believe that you have a message worth listening to and that you have the ability to communicate it effectively. Your self-confidence will allow you to tap into your background and your knowledge to deliver the best presentation that you can. And if something goes wrong during the presentation, self-confidence will help you think on your feet without self-destructing under the pressure.

3. Lack of Preparation

You cannot deliver value to your audience if you try to “wing it” and pull together the presentation at the last minute. Instead, take the time to prepare your material and practice it so you can deliver a focused, well-organized presentation within the time limit, answer questions with confidence and comfortably handle the room environment and logistics. And you don’t have to be perfect – if something unexpected happens or you make a mistake, acknowledge it with grace and humor and move on.

4. Filler Words

Filler words include “um,” “ah,” and words such as “like,” “so,” and “OK,” which you use to fill in space while you remember or think of something to say next. Overusing them can make you sound uncertain and unprepared. Instead of using filler words, pause and take a breath – and then move on to your next words.

5. Mismatched Body Language

Body language, or non-verbal communication, includes elements such as facial expressions, voice, eye contact, gestures, posture and movement. Your body language has to match the message you are conveying or it will confuse the audience and distract from your message. And making eye contact, smiling and varying your voice and body language will make it easier for you to engage with the audience and keep their attention.

6. Crowded Slides

First of all, think about whether you really need to use slides or not. Remember, you are the presentation and the slides are only there to assist you, not the other way around. If you do decide to use slides, make sure they are relevant, easy to read (even from the back of the room) and focused on your message. Cut out the endless bullet-pointed sentences and the columns of data in 6-point font. Think about how the slides will look to your audience and try using less text and more high-quality photos or images to convey your message.

7. Sloppy Q&A

Answering questions can be an integral part of your presentation. Set expectations at the start of your presentation by letting the audience know if, how and when you will handle questions. Be prepared for questions and have extra material that you didn’t use in your actual presentation available to answer questions. Be mindful of your body language while responding so you convey respect, confidence and energy. If you don’t know an answer, don’t bluff – admit that you don’t know. And keep control of the time by agreeing to handle off-topic or in-depth questions later.

Eliminating these 7 wastes will allow you to create, practice and deliver a presentation that will clearly convey your message and deliver value to your audience.