Three Strategies to Being Masterful When Negotiating With People of Authority

Negotiating with someone of authority can be tenacious. The negotiation can become more volatile when you also maintain a position of authority. How then can you negotiate successfully when negotiating with a person that possesses authority? Below are three strategies you can employ when you find yourself in such situations.

1.    Know the source from which the person with whom you’re negotiating derives her authority. In so doing you’ll gain insight into how she uses her authority (i.e. If the person is a judge, she may be of the mindset that people follow her commands without question. If you’re negotiating with a person of that ilk, be prepared to take them out of their mental realm of thinking you’ll blindly follow their every command. It would also behoove you to set the boundaries, whereby she respects your authority before the negotiation commences.)

2.    Set the stage. Inform the other negotiator, through your body language or verbal communications, that you will not be following his lead, just because he holds a position of authority outside of the current negotiation setting. Be very diplomatic in the way you communicate your intentions. In setting the stage, you don’t want to create planks upon which problems may lie.

3.    Always be cognizant of the fact that authority is transparent. It only exists to the degree you wish to acknowledge it. Thus, you set the limits by the degree you give authority importance in the negotiation. Set the limits appropriately in order to balance the level of attribution required to give it validity, as viewed by the person with whom you’re negotiating. Be cautious not to allow your setting of their authority to eclipse your position.

When dealing with people, always remember authority is positional. Someone that has authority in one environment does not have to have that authority transferred into an environment in which he has no expertise. Authority is also perceptional. If you choose not to recognize someone’s authority, to you, his or her authority is knoll. Perception becomes reality and thus, people only have as much or as little authority as you give them.

When negotiating with people of authority, determine ahead of time how much of their authority you’ll allow to come into the negotiation. In essence, while being respectful of their authority, set boundaries by which you’ll control the level of influence you allow their authority to have. By doing so, you’ll be better equipped to control the interactions that occur in the negotiation. You’ll gain more respect for your position of authority. You’ll also be able to ‘flow’ the negotiation towards a more successful outcome, in a shorter period of time … and everything will be right with the world.
The Negotiation Tips Are …

·       When negotiating, remember authority is positional. It only has the ‘power’ you give it in your current negotiation situation.

·       As you negotiate, you don’t have to transfer someone’s authority from one realm of their life to the environment in which you’re negotiating. If it’s not appropriate to recognize the authority of the other negotiator, don’t recognize it.

·       One strategy you might employ when negotiating is to make the other negotiator work to have you recognize his authority. If done so strategically, you can gain a mental chit to negotiate with during the negotiation. 

Paralysis by Presentation

Have you ever been hypnotised? You may not know it yet, but even if you think you’ve never been hypnotised it possibly happened whilst you were at work.

You may find this story of a coincidence enlightening.

I recently had the opportunity to participate in a group hypnosis session. It turns out I’m not particularly susceptible to hypnosis but after 20 minutes we were given a suggestion that we couldn’t move our arms. I wanted to prove I wasn’t hypnotised; I knew I could move if I really wanted to, but, somehow just didn’t drum up the energy to move – it was far too comfortable lying there without moving and I was effectively paralysed. This is apparently quite a normal experience of hypnosis.

Last week I found myself behaving in the same way but this time I hadn’t willingly or knowingly been hypnotised – and it wasn’t the intention of the ‘hypnotist’ either. At an economic forum update the room was comfortably warm, the seats were deep, the lights were dimmed for the slides and the speaker was familiar with his material.

After about 30 minutes he asked for questions. Nobody volunteered, so the facilitator asked some questions of the ‘expert panel’. One of them made a very interesting point with which I agreed wholeheartedly and wanted to voice my agreement, but I couldn’t rouse myself to say or do anything; I felt paralysed. And then I realised it was exactly the same physical and mental state as when I’d been hypnotised.

The conditions for this, and many presentations, are similar to those deliberately chosen for the hypnosis session; muted lighting, comfortable warm surroundings, lots of other people being still, and a voice talking to us.

And, on reflection, how often do speakers experience difficulty in getting the audience to actively participate or ask questions at the end of a presentation – are we regularly in a state of light hypnosis?

In a hypnotic state we absorb information quite effectively so this is one way way to present information to people. But a key feature of hypnosis is that the critical faculties are turned off – they stop evaluating what they see, hear or feel.

So if you need people to actively absorb information you present, and particularly if you want them to consider it, challenge it or engage with it, presenting it through the power of hypnosis is not the most effective way of doing it.

But that’s exactly what many, many presentations do.

Do you ever find that people said they were interested in your ideas before your presentation but then it’s really hard to get them to respond once you’ve got started; or you’ve told a group that you’d really like this to be interactive and they are to ask questions and then feel frustrated when nobody asks any. Even more frustrating is the experience when you’ve asked for a decision and then find people seem to be going against it when they are back in the office?

Then perhaps you may want to consider what state they are in when you present the information to them. Perhaps they are literally in no fit state to critically evaluate the information they’ve been given and respond. They can only do that when they’ve been reawakened by walking back to the office – by which time it may be too late.

So have you ever been hypnotised? Have you ever been a hypnotist yourself?

Timing the Launch of Your New Product

When you are getting ready to launch your new product timing can play an important part. In this article I am going to discuss the implications of timing your product launch to increase the number of sales.

The first thing to consider is where you are going to launch your product. This is important because depending on the platform that you use to launch a product, will depend what time you decide to launch it.

For example, if you decide to launch your product using a particular website platform such as a forum then your launch will be dependent on when the most people are most active on that forum. You will want to make sure that your launch reaches the biggest audience you can.

If you are using your own website to launch your product and you have a blog for example, then you would need to consider when your blog audience is most active and reading your blog. This might be dependent on if you send out a blog update to a subscriber list.

For example, if you send out your blog update every Saturday and that is when people visit your blog then it would make sense to launch your product on a Saturday because people are already expecting to receive your blog update.

If you are launching your product to your email subscriber list then you need to analyze when the most popular time is that people on your list tend to open your emails. You will probably find that on certain days the open rate of your email is less than on other days. Try to launch your product on the days that get the most email opens.

One of the great things about using an email campaign to launch your product is because you can get people ready for the launch. For example, you can build up a certain amount of anticipation about your product launch so that people are expecting it and looking out for it. This is especially effective if you offer a special discount to people who purchase very quickly.

Giving the timing of your product launch consideration is really about deciding when the most people will see your launch. It goes without saying that the more people who have visibility to your launch the more sales you will make. However, it is important to clarify that this is only the case if you know that your product is going to solve the particular problems that people who will see your launch want solved.