General McChrystal and BP CEO Tony Hayward Forgot They Were Negotiating

Do you consider good negotiation skills to be important? If you don’t, you should. Do you realize that you’re always negotiating? Anytime you exchange information that gives insight into the way you think and/or the position you hold pertaining to situations, in reality you ‘are’ negotiating. General Stanley McChrystal, British Petroleum (BP) CEO Tony Hayward, and BP’s Chairman Carl-Henric Svanberg all forgot this valuable insight, and they paid the price for their forgetfulness.

You might not consider yourself as negotiating during a ‘normal exchange of information’, but the exchange of such information gives insight into your character and highlights your beliefs on stances that you’ve adopted, or might adopt on certain positions.

Consider statements recently made by McChrystal, Hayward, and Svanberg. You would think people with their level of experience and position would know, you’re always negotiating. Thus, McChrystal should have known better than to trust comments he made to a reporter, in thinking those comments would not be printed or find its way to ‘other’ outlets. Hayward should have thought about the ramifications of saying, “I want my life back”, after the accident caused by BP disrupted the lives of so many people in the United States. Svanberg should have given thought to how his statement of, “the little people” would cast him and BP as elitist, detached from those of less fortunes and the doubts people would have about BP being genuinely concerned about the oil spill. Even if you harbor such thoughts, you keep such views to yourself. Through your words and actions, you’re always negotiating.

In McChrystal’s case, since the Rolling Stone article in which he made his disparaging remarks has not “hit the stands”, a lot of the backlash that he experienced came about as the result of the perception his remarks cast. Those remarks painted a perception of him being a soldier that was ‘out of touch’ with the administration to which he serves.

From a negotiation perspective, there are times when it’s appropriate to allow people to draw their own conclusions from what you’ve said, without correcting them. In so doing, you still have to manage their perception of your thoughts, actions, and words. Once those thoughts transition into a negative sphere, in which they become detrimental to your position, it behooves you to correct their perception.

Even worse, when speaking, since people can ‘hear faster’ than one speaks, people will ‘grab’ sound bites. Thus, if you say something provocative, or something that is truly out of character with what’s considered the norm, you open yourself to possible retribution.

One thing that everyone should keep in mind is the fact that the more status you possess, the more media savvy you must become. In addition, one should remember that status is perceptional and thus one should always mind one’s tongue. One errant word can destroy a career, a future, a life. Therefore, as you go throughout your daily activities, remember, you’re always negotiating… and everything will be right with the world.

The Negotiation Tips Are…

· When negotiating, your spoken words express your attitudes. Watch the actions to which your words commit, in order to be framed in the most positive light.

· Like alarm clocks kill dreams, a lack of negotiation skills kill future opportunities. Be aware of the impact your words have on others. Become a better negotiator.

· If you use words appropriately during a negotiation, you won’t have to settle for what you get, you can get what you want.

The Real Estate Listing Presentation: 5 Steps For Handling Questions And Concerns

A wise man once stated, if no one asks any questions or expresses any concerns, it probably means, nobody is listening! Why, then, does it seem, so many real estate professionals, seem to be wary of (or, even, fearful), of receiving any types of challenges, questions, and/ or objections? Once an agent, begins with the attitude that any responses received, are good and positive, and combines that with the combination of good training and techniques, combined with self – confidence, this fact, should become obvious, and, even, fun! For four decades, in a variety of different industries and occupations, as well as in the personal development seminars, I have conducted, I have presented, what I refer to, as, The 5 steps for answering, and successfully overcoming, any objection. This article, will, however, focus predominantly, on the 5 Steps for Handling and Overcoming Questions and Concerns.

1. Step One: Repeat the Question: Before you rush to be defensive, or to respond, based on what you believe of feel, the potential client, is asking, repeat the question clearly, in order to be certain, you are responding to what the other person is concerned about. A simple way to do this, is simply by saying something like, In other words, you’re concerned about the commission, or So, you want to know, why you should choose me as your agent? Before continuing, however, wait until there is some positive acknowledgment, you have nailed the right concern, on the head! I called this using the ZTL (or zip the lip) approach, meaning don’t continue until you;ve gotten a response. A paramount rule of selling, is, the person who speaks next, often loses! Then, and only then, continue to Step Two.

2. Step Two: Empathy: Being empathetic is far different from saying you understand or sowing sympathy! Rather, it is how you will indicate, you truly can see things, from the client’s perspective. One recommended set of wordings, might be, I can perfectly understand how you feel. In fact, I felt that way, and so do most people I speak to, until they realized a few things. Now, seamlessly, continue to Step Three.

3. Step Three: Answer: You must be prepared, and ready to answer the question, fully, and to the satisfaction, of the other party! Do so slowly, with passion, and, clearly address and answer the concern, question and/ or objection! Be certain to make eye – contact, and attempt to elicit some positive acknowledgment, etc.

4. Step Four: Recreate the need: Hopefully, you’ve done a great job on the first three steps, but unless you perform these last two steps, well and convincingly, you’ve achieved very little! Recreating the need, can often be done, as simply as saying, In light of everything we’ve discussed, and your needs, concerns, and questions, have been addressed…

5. Step Five: Close: Are you merely a presenter, or are you a closer? There’s no deal, unless you close the deal! After completely step four, one’s closing statement, can be as simple as, Doesn’t it make sense, to take care of the paperwork, and move you closer, to your objective, of selling your home, for the best possible, available price, in the shortest period of time, with the least amount of hassle? Doesn’t it? Then remember, and adhere to the principles and discipline of ZTL!

A real estate agent is in the business of marketing and selling homes, professionally! How can you do so, if you can’t answer the questions, concerns and objections, of potential clients?

Do Your Presentation Work With A Laser Pointer

It’s downright incredible how cheap laser pointers are these days. Lit up 30 years, ago the laser diode is the basis of all of the world’s cheap lasers. You can get a decent one on eBay for less than 10$. A laser pointer is very useful, and one of its most popular usages nowadays is wireless laser presenter.

At some point or another in everybody’s working life, a presentation in front of one’s peers, colleagues, or customers is inevitable. Laser presenter offers a very nice alternative to remaining tethered to a PC while cranking through the PowerPoint presentation. In fact, as the product name so ably illustrates, the wireless laser Presenter not only gives presenters the ability to walk away from the PC showing their slides, it lets them highlight key information items on their foils with an intense spot of bright light.

Most wireless laser presenter combines office help functions to simplify the process. Functions like advance or reverse the slide deck, scroll page up, down and more. There are two kinds of technology – FR and Bluetooth wireless technology both enables 10 meters effective range. To handle it, simply plug in the USB dongle to the PC, then pairing the laser presenter with dongle, OK well done. Due to high efficiency, though powered by two or more battery cells, it can last for days to use.

Green laser pointers are nothing special these days, either. People think green laser is more visible because humans eyes are somehow 10 times more sensitive to green light than red light. Even the green beam can be seen at some high power green lasers, and the dot is clearly visible on bright surface even sunlit surface. Choose a green laser will helps your audience easily catching the dot and thereby, your points in presentation.