Guide to Successful Negotiations – Get the Results You Want and Grow in Confidence

For those who lack confidence, business negotiation creates anxiety or panic. But negotiation is a merely a discussion (or a series of discussions) used to resolve disputes, or to create and approve agreements/ contracts. This article shows how you can negotiate successfully if you keep a few key rules in mind.

To be an effective business negotiator, consider three key points: you must be able to communicate effectively and listen carefully. If you can do both you’ll find the process of negotiating will be much smoother and more fruitful. Thirdly, be well organised;a lack of thorough preparation is the most common reason why people come unstuck during business negotiations.

Before you begin your next negotiation, reflect on the following guidelines:

1. Do your homework. It’s essential that you’re fully prepared before discussions begin. Know the background and cover the implications for all the parties involved. Discover the other participants’ situation and goals so as to anticipate problems or objections and prepare counter-solutions.

1. Never enter negotiations until all parties know what’s being negotiated and agree to discussions. This speaks for itself but as a precaution, have the moderators or the lead negotiator announce what everyone is there for and make sure all are in agreement.

1. Set some ground rules. As above, setting ground rules for the sessions avoids potential conflict as well as creates an environment where people can concentrate on the discussion at hand.

1. Be prepared to offer something that the other party will see as a benefit. Anticipating the other party’s goals & objectives gives you an opening to offer a concession or opportunity which is genuinely of value to them. A win: win approach allows both parties to feel they have achieved gains and thus be open to further concessions. Listening well will help you discover what your fellow negotiators need and want so you can make an appropriate proposal.

1. Don’t commit anything to writing until you fully understand it and can live with it. Avoid written commitments unless you are willing to be held accountable. Don’t feel pressured to put something on paper. After all, you may not have the full information or knowledge to know whether such commitments are the right option for your business.

1. Agreeing to disagree. It’s quite normal to find that during the course of the negotiation, one party or all parties will have areas of disagreement. Your prior research should have anticipated areas of concern in advance. If the solutions or alternatives being offered aren’t acceptable, or if you feel you’re unsure of the implications, declare this without rancour so you can work through it.

1. Behave with dignity and respect. Never allow negotiations to get personal in nature – it’s a business meeting, so there’s no need for antagonism. Treat all participants as you’d wish to be treated; your personal and business reputation will be damaged if you don’t behave respectfully and with good manners during negotiations.

1. Know when to take time out. If necessary, ask for more time to think about things or work out figures, or to find more information. You don’t have to say yes immediately; it’s okay to review and consider the new ideas on the table. Feeling under pressure to confirm or to please won’t help you come to the right decision for your business.

1. Walking away or saying goodbye. Occasionally, neither party can reach an equitable agreement. Ultimately, if the deal isn’t right for your business the consequences can be damaging. Be open to other solutions or alternatives but if none are acceptable then calling the negotiation to a graceful close is acceptable practice. Either way, you’ll have learnt a great deal during the negotiating process so put the experience to good use in the future.

1. Always clarify the result of the negotiations in writing. Tie upthe discussion so there is no misunderstanding. This also provides the chance for final minor modifications with minimal risk. Once the principles are accepted all consenting parties, a group signature will make the conclusion official.

1. Remain professional to the end. Do maintain decorum after discussions conclude. If all parties feel that they had a good outcome, then celebrations can be appropriate “to seal the deal”. But, if ending a dispute or conflict, then be mindful of the feelings of all involved and do not appear self-congratulatory or indignant depending on the outcome. Behave well and your own reputation will be enhanced, not diminished.

Negotiations are opportunities to explore new avenues or directions, or to resolve difficult situations. Enter negotiations with a clear head, be prepared, be respectful and feel confident of your ability to discuss the key issues which affect your business. I hope you find the guidelines of use and I wish you good fortune in your future negotiations.

An Easy Guide to Creating Powerful Presentations – Grow in Confidence and Reputation!

Are you stressed about an upcoming presentation? Would you like to create powerful presentations that are both effective and interesting? This article helps you create inspiring presentations which will boost your standing as a public speaker.

From the start, treat your presentation planning as a specific project. As a project, the process order will be: Think, Plan Your Story, Design, Optimise, and Present. Following these guidelines will help you strengthen your weaker areas so you approach the task with more confidence.

Think

Set goals for your presentation. For example, consider the following: What is the point of my presentation? Why does my audience need to hear this? What are the outcomes or benefits they will experience as a result? Have I provided value?

Next, think about your audience…

What do you know about your audience profile? What are their education level, age, profession, job title, attention-span, their level of existing knowledge and experience of the topic? A good understanding of your audience will help you develop appropriate content.

Also, bear in mind any restrictions you might face when presenting your presentation (time limits, technological, logistical, language, space and even time of day). Weigh up additional materials or resources you’ll need (hand-outs, projector, laptop, memory stick, business cards, laser pointer, etc.) and how to get them in place for the event.

Remember: Goal, Audience, Restrictions, Resources

Plan Your Story

Firstly, create the right mental and physical setting to concentrate on the task in hand. You must be able to work without interruption or distractions. Many of the best presenters insist that the best and most successful approach is to begin with pen or paper/post-it notes/white-board to jot down ideas and link them using arrows and lines.

A diagrammatic approach with additional rough notes gives you an unparalleled sense of the entire presentation through its key ideas and concepts. This can later be organised into more understandable whole. This initial thinking and creating process cannot be done as effectively on your computer so don’t be tempted to start here thinking you’re saving time!

Lastly, when thinking and creating this way, don’t forget to cross-check this rough draft against your planned goals so your ideas remain focused. Your points must be pertinent, relevant, and concise as well as offer value as defined by your goals.

Design

A presentation is used as a means of communicating with your audience. A good presentation is simple/easy to follow and it gets the point across in a way that they understand. An excellent presentation does so in a way that they actually enjoy the experience.

Now having scoped out your ideas and put them into a logical progression, you can use the computer to create the documents, slides, images, or spread sheets which will illustrate or enforce the points to be made. When designing visual material, avoid an abundance of content or you’ll end up with an overwhelmed audience fatigued from information-overload.

Your visual material should be simple, informational, elegant, and pleasing to the eye. Use entertaining images, uncomplicated diagrams and other visual tools that neatly summarise or highlight the point you are making. Remember the audience can contact you directly for more detailed information so show your contact details at the start and at the end of the presentation.

Be aware of consistent formatting (font type, size, colour, etc.) and keep your business branding visible without detracting from the information presented. Let the slides flow coherently and as a complement to your narrative. It is always worth watching the finished presentation on a similar screen if possible before the event to iron out any deficiencies.

Optimise

Key to your performance on the day is practise! Proofread for any errors or incoherence, cross-check against your stated goals and objectives to confirm that the presentation is still on track. Then practise until the material seems natural and familiar – this helps the audience retain the key information you want them to hold.

Timing yourself to keep you on track of time restraints and if need be, set appropriate timing protocols on your slide show to match your narrative. If producing hand- outs, allow time to create, print, and package them to a good standard.

Present

It’s time to present your masterpiece presentation. Using your resources checklist, you’ve all the equipment and materials you need. Remember you’ve planned, prepared, and practised – trust now in your ability to perform with confidence!

Maintain regular breathing, keep an eye on time, keep it simple and remember that you do know your material. By focusing on three or four individuals in the audience (in the front, one in the mid-distance, and one each in the right/left far distance), you can reduce a large crowd into a more intimate group. Smiling at these key faces both relaxes you and increases audience rapport.

By planning, preparing, andpractising, you’ve the ability to become an authoritative and entertaining public speaker. I wish you all the best in your future presentations and I’d love to hear feedback on your success.

Teleseminars or Webinars: A Quick and Easy Guide Reviewing the Best Virtual Event for Your Business

Like many business owners, you want to offer and conduct webinars or teleseminars but are unsure of the processes involved. You may be confused by the terminology and want to know the key differences. This article will help explain some core features to help you decide which virtual event is best suited to meet your business needs.

The word webinar is actually a short way to say web-based seminar (web + seminar = webinar).

A webinar is a free or chargeable lecture/ presentation conducted and transmitted solely over the web. Webinar programmes such as GoToWebinar or Go To Meetings are free to download and use for attendees, but moderators (i.e. you, the host) will have to pay a small subscription fee.

All anyone needs to conduct and/or attend a webinar is a computer with speakers/headphones, and an internet connection. The webinar autoresponse system sends attendees a link and prompts them to register for the event (allowing you to build your list). Later, a reminder is issued. Using a link with a unique ID number sent by the webinar software, attendees are taken to the virtual “conference hall”.

There they see an introduction screen which you’ll be able to set up, outlining details of the event you’re hosting. During the event, you will be able to present slides, screenshots, video, and other documents. Attendees can type questions, raise virtual hands, and when invited, talk directly to you, the moderator.

Attendees can not only hear you and other attendees but they can see your high-quality presentation too. They can type questions which moderators can read and respond to directly. For convenience, attendees’ mics are muted unless the moderator allows them to speak on air.

Webinars allow you to speak to a large number of people in attendance at once, presenting key information remotely across the world at any given time. Businesses save on time, travel & accommodation costs as neither the presenter nor attendees have to be at a specific location at a specific time. Bear in mind however, your attendees will need access to a computer with an uninterrupted internet connection.

A teleseminar on the other hand, is just another way to say conference call. The advantages to holding a teleseminar are the same as conducting a webinar.

Teleseminars are used to launch products and services and/or provide training whilst providing the business an opportunity to build up a list of contacts that show an active interest. They have become one of the most effective and economical ways for businesses to increase sales and visibility. It is similar in set up to webinars but being less complex, are a cheaper option.

Many newcomers begin with teleseminars before deciding whether to use webinars to interact with their audience. Ultimately many find that they prefer the ease and convenience of teleseminars. Teleseminars have the moderator and attendees to dial into a bridge line for interaction and calls are often recorded to leverage future sales and marketing opportunities.

To conduct a teleseminar one can use software such has GoToMeetings or Intercall. The software is free to download and use as an attendee, but moderators pay a small subscription fee. If attendees use free VoIP packages like Skype, their call is free. If an attendee misses a live call, it can be made available as a replay, thus increasing the opportunity for list-building as new people sign up to listen.

With a teleseminar there’s often no presentation to see; attendees just listen and talk to the moderator and other attendees. However, teleseminars offer greater reach in that all the attendees have to do is use a phone to dial a number (they don’t need access to computers or the internet). The ability to record teleseminars means that you can leverage further income and list-building opportunities.

So, in the end, what’s the difference? Well, actually not very much…Teleseminars also help businesses reach a large audience plus save time and money.

Your choice will reflect your budget, and your need or preference for more functionality. Your decision will also be based on the degree to which your content requires a presentation to make it more attractive or accessible to your listeners.

Such considerations also influence pricing decisions. Learning techniques that ensure you create teleseminars/webinars which brings in revenue and list building are themes that I regularly share with clients. The processes involved have proven results. I do hope that this short article has helped with your own decision making – I look forward to hearing your feedback.