In Sales Negotiations, It’s All About Power

One of the big challenges to doing a good job of negotiating is that often you don’t feel in control of the situation – you believe that the other side has all of the power. This of course is not true, because if it was then they would not be preparing to negotiate with you. They would just tell you what to do and you would do it. See? Now doesn’t that make you feel better?

So here’s a secret: power is not real. It only exists in your mind and so it is what you think it is. If you think that you are powerful, then you are. If you don’t think that you are powerful, then you won’t be. Sales people have known for a long time that negotiation is a process of information discovery. During this discovery process you learn what your sources of power for this particular negotiation are.

A long time ago, a researcher named Dr. Chester L. Karrass discovered that power is simply a state of mind. Those who think that they are powerless will negotiate weakly even if in reality they do have power. Those who think that they have power will negotiate from strength even if they really don’t have any power.

The take away here is to get yourself in the right state of mind BEFORE you start to negotiate. Once you start the negotiations make sure that you keep your ears open so that you can discover your real sources of power. Then go out and make it happen!

Put Your Fears to Rest and Become a Masterful Presenter

I think just about everybody’s heard that when asked what their greatest fear is, most people answer “public speaking” – ranking it higher than DEATH! Now I don’t know if it’s really true that most people would literally rather die than speak in public. But having conducted numerous presentation skills seminars, and coached countless individuals on their presentation style, I do know that many people are pretty shaken up when asked to make a speech or a presentation.

The question I hear most in my work is, “How can I get over my fear of public speaking?” Well there are actually lots of things you can do to minimize or even eliminate the jitters. But before I get to them, let’s consider for a moment just what fear is.

It’s important for you to understand that fear isn’t actually real. You’re probably thinking, “It sure feels real to me, when my palms start sweating, my mouth goes dry, my heart starts racing and I forget my name.” But fear is nothing but anxiety or concern over an imagined outcome of some yet-to-occur event. The thing we fear hasn’t happened. And there’s a pretty good chance it never will. Some self-help gurus have even created an acronym to explain this:

F.E.A.R. – False Evidence that Appears Real.

There’s a story about an old man who was chatting with his grandson. “Grandpa, you’ve lived a long time,” the younger man said. “Would you say that life is hard or easy?” “Life is very difficult,” the older man answered. “Over the years, I’ve endured thousands of horrible experiences. And one or two of them actually happened.” Of course, while they exist only in your head, lots of fears are reasonable. The fear of getting hit by a bus racing towards you, for example. But when it comes to speaking in public, you just IMAGINE that you’ll stutter. You IMAGINE that you’ll forget what you’re supposed to say. You IMAGINE that your words will sound foolish or your accent will come through or you’ll perspire too much or tongue will get thick or, or…and all that imagining freaks you out!

In fairness, there are lots of variables when we speak. We feel like most of these things are out of our control; so it’s understandable that we might obsess about all the ways disaster can strike.

So just what can you do to stop yourself from all that destructive imagining, or at least keep your worrying down to a manageable level?

Simple: get rid of the variables.

In other words, PREPARE.

I tell my clients this all the time: I wish I could give you a magic bullet. “Imagine your audience in their underwear.” “Breathe deeply and exhale hard one-hundred times before you begin.” “Rub your head and pat your stomach for five minutes.” But there’s no such solution. If you want to stop being afraid, you must take responsibility for creating a situation in which the things you fear won’t happen. Like I said, get rid of the variables.

Afraid you’ll forget what you’re supposed to say? Spend adequate time learning and understanding your presentation. As a member of the National Speakers Association, I had the opportunity to meet and observe some of the best professional public speakers in the business. Their styles varied, but they had one thing in common: they knew their material cold. They could give their presentations anytime, anywhere, under any circumstances. It takes that kind of preparation to ensure a professional result every time.

Worried your mouth will get dry? Make sure you have water nearby and bring along some lozenges or hard candies.

Concerned that your presentation will sound unimpressive, take the time to develop and organize your content thoroughly. Write it out. Rewrite it. Test it on others, people who can offer honest, valuable suggestions for improvement.

Then practice. When you’re done, practice again. And when you’re finished with that round, practice some more. Practice out-loud, not just in your head. Practice exactly the way you will present – standing (if that’s the case), using PowerPoint or flipcharts or whatever. I wrote earlier that there was no magic bullet. Well the closest thing to one is practice. I’ve seen it hundreds of times. The people who practice most are the most at ease – and give the most polished and professional presentations. Practice is the one thing that can turn the deadliest public speaker into a master presenter.

Finally, public speaking is no different from any other skill. The more you do it, the better you get. If you are only called upon to speak in public once a year, how can you possibly hope to become accomplished, and thus, more confident? Look for opportunities to present. Volunteer (perish the thought!) to speak at the local Chamber or community organization, your kid’s school, place of worship, family gatherings, etc. Work your public speaking chops, and before you know it, presenting will be second nature.

Public speaking really isn’t rocket science. Think about it. You stand up, open your mouth and say what you have to say. Most of us can speak quite eloquently – as long as it’s a casual conversation with family, friends or co-workers. Put us in front of a roomful of strangers or worse, business colleagues, and we freeze. Take the time to prepare your content. Anticipate any potential complications and plan accordingly. Practice, practice, practice. And seek out opportunities to gain more experience.

And before long you’ll push your imaginary “fear of public speaking” way down to the bottom of your list. After spiders, maybe. A final thought… Pretend you’re surrounded by one hundred hungry tigers. What would you do? I don’t know about you, but I’d stop pretending.

Avoiding the Present Experience

It is fairly common to avoid what we experience, specifically if we don’t like what the experience brings with it. Often, dare I say always, it is the emotional component that is disliked, unaccepted or denied.

I don’t like anger

I am aware of this right now. Today marks what would have been my mother’s 70th birthday, if she had not chosen to end her life prematurely in January this year. Today is a heavy day for me and I struggle with the mixture of anger at her decision to leave, her not being physically present and celebrating with her and her one year old grandchild, the feeling of missing her and on the other side the desire for me to be compassionate, accepting and seeing the positive in everything. Right now, the anger is much more prevalent and in my head I hear the screaming voice saying: ‘What the hell is there positive in this???’

I just want to feel better

I’m reminded of one of my client’s session this week where my client said: ‘I want to feel better, I don’t like feeling the way I’m feeling and it doesn’t make sense anyway.’

As a starting point, the desire to change isn’t wrong. It might just be premature to want to change from anger to joy in one step. There is a good reason for the emotion in the moment, whether we like it or not. There must be, otherwise why were we as a human emotional being constructed this way? Beside the obvious, the release of the various emotional responses help us deal with what is and release tension. Tears help you heal. So do the emotions that are present, with or without tears.

Charge versus memory

If you look back along the timeline of your life you will notice that there are memories that have little or no emotional charge. These are the events that you have dealt with and emotionally released. No matter how far back in time, those which still hold some negative emotional charge have not been fully released. These are the topics for therapy or self-awareness and processing.

Present situation, past charge

Often we are reminded of past charges when something happens in present daily life that is somehow connected. This does not have to be logically understandable. All that matters is your awareness of the past memories coming up and relating to the present situation. This is your invitation for release and allowing.

I feel so bad

The other end of the scale from avoiding the emotional experience is prolonging it. If you enjoy ‘feeling bad’ or have some secondary gain attached to drama, then you’re living the other extreme. It’s not better than avoidance; it’s just another strategy to get what it is that seems more desirable. In the case of a drama queen it might well be what others avoid.

What to do in the present moment?

Coming back to my present situation of the emotional components of my mother’s 70th birthday – what shall I do? I don’t like the anger as it alienates people, I’m short tempered and impatient with my daughter and husband. These are behavioural projections of the anger, whereas I’m reminding myself to stay with it, without needing to express it beyond informing my husband: ‘I’m angry today and if I might project please don’t take it personally.’ His response, knowing of the effect of the date: ‘It is totally understandable that you’re angry’.

There again, I’m reminding myself that acceptance of what is, is paramount. Not just from others, but from myself first and foremost.