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3 Ways To Handle Negotiations With Difficult People

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Negotiating with difficult people

From the boardroom to the car showroom or simply rescheduling a flight, we negotiate every day. Really, any time we want something from someone, whether it’s money, an act of kindness, respect, or anything else, we are negotiating. And some of the people we negotiate with seem to have “make my day” written all over them.

But, while you really would like to make their day; you also want to persuade them to make your day. And to achieve that kind of win-win outcome requires something a little more subtle than the .44 magnum Dirty Harry relied on in Sudden Impact.

Here are three types of phrases you can add to your arsenal to help people become more receptive to your suggestions:

1. Leading phrases that defuse

Your typical difficult person isn’t just being difficult with you. It’s their default modus operandi.  So while leading with phrases such as, “It seems to me …”, “This is just my opinion …”, “I may be wrong about this …” may seem counter-intuitive, even “weak,” it really accomplishes two things.

First it surprises them, because that isn’t how most people handle them, and it soothes their ego. As you know, a person’s ego will often stand in the way of their being receptive to another’s idea. These phrases act as softeners to their ego.

You’re not saying, “I’m right and you’re wrong.” That’s what they’re used to. Instead, you are allowing for the definite possibility that you might not be correct. Quite opposite from causing the other person to doubt the truth of your statement, it will actually cause them to drop their guard and become a lot more open to it. Counter-intuitive? Yes. Effective? Absolutely.

Second, it will open your mind. You’ll not only be asking if you are right, or in the right, these phrases program your subconscious to be open to other solutions and resolutions. So you might end up with a better situation (think two cupcakes instead of one) than you were even negotiating for.

“Communication is the fuel that keeps the fire of your relationship burning. Without it, your relationship goes cold.” – William Paisley

2. Seek first to understand

I don’t think anyone phrased it any better than Dr. Stephen R. Covey in his book, The 7 Habits of Highly Effective People when he wrote, “Seek first to understand, then to be understood.”

Difficult people are often behaving the way they do because they need to be heard, they’re trying to cut you off at the pass, so to speak, by being insistent on their position right from the beginning.

Try another type of softening phrase like “for my own clarification …” and “I’m just curious about …” which suggest that you are sincerely interested in their point of view (even though you may not agree with it.)

Of course, if it leads to your difficult person being less defensive and explaining their point of view in more rational terms it also gives you a better chance of speaking to their real objections and working toward a resolution that is a win for everyone involved.

 

3. Offer to do your part

You might not expect a phrase suggesting that the other person tell you what to do would put you in the power seat, but it does.

In non-manipulative, or what we call “positive persuasion,” a phrase like, “What can I do to help?” or “Is there anything I can do to make it easier for you?” both defuses their firepower and puts the ball in their court to offer constructive feedback. It’s similar to the tactic used by hostage negotiators who will come right out, whether by bullhorn or telephone, and ask the hostage-taker, “What is it you’d like to have happen?” or “What is it you want to accomplish through this?”

You may not be negotiating a life or death situation, but keep your cool, present a calm, self-controlled front, and simply ask the question. Typically, they will be happy to give you the answer, and the conversation will tend to take a much more mutually beneficial direction.

“Always do your best. What you plant now, you will harvest later.” – Og Mandino

Just as a professional boxer uses the parry which, properly executed, allows the fighter to deflect an oncoming jab with the slightest flick of the wrist, these phrases take the force that your difficult person is throwing your way and defuses it. Often you’ll find that using these phrases even gives you the advantage.

Have you personally used any of these phrases? Did they help? Please give us your feedback in the comment section below!

Bob Burg is a world-renowned speaker and best-selling author. His book, The Go-Giver, coauthored with John David Mann, is a Wall St. Journal Business Bestseller which has sold more than 500,000 copies. Their newest book is The Go-Giver Leader. Burg hosts “The Go-Giver Podcast. www.thegogiver.com

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How Your Friends Determine Whether You Succeed or Not

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Can anyone do without having friends? We all have our friends, we share ideas with them, talk together, have fun, and fight. Yes, that’s the baseline of friendship. But, do you know that aside from you, your friends can determine whether you achieve success or not?

There are two things in friendship which are the ability to ”love” and the ability to “influence”. This means you are loved and you are influenced. How do your friends affect your success in life? How are they one of the biggest deciding factors of your success? Let’s find out.

What type of friends do you keep? 

First, what type of friends do you keep? Who do you call your best friend? There are two different kinds of friends, good friends, and bad ones. A lot of people have lost their pathway to success and some have also found their road to success all because of the friends they keep, the people they mingle with. 

Who is your best friend? Answer carefully. Having a best friend means you find each other compatible and understanding. Analyze who your best friend is. If your best friend has not motivated you to do something positive, if who you call your bestie has never given you positive advice, lastly if your best friend has never informed and advised you on your shortcomings, then you don’t have a best friend.

This quote tells us “birds of the same feather flock together”. Countless people have changed from their good nature into a bad one all because of friends. One thing to note is, “negative people move with negative aura”. If your best friend is filled with negativity inside-out then you will surely be affected by his/her negative aura.

They influence your success with positivity or negativity 

The friends you keep can either influence you with positivity or negativity because your friends have the power to change your kind of person completely. 

This is how your friends influence you:

  1. They influence you indirectly with what they do
  2. They influence you directly by teaching and giving you advice 

Yes, that is how they influence you. For instance, you watch a movie and you like the way the actor walks. The question is if you truly like the way the actor walks, won’t you try to imitate the actor? Of course, you will.

Just the way you imitate the actor is the same way your friends can influence you with their character. However, the funny part is, they don’t have to teach you to do things like them. You just find yourself imitating and copying them gradually.

An important question to ask is, are you imitating a good friend or a bad one? If you imitate a good friend then you will be good, but if you imitate a bad person, you will surely become a bad person.

Everyone wants to succeed, a good friend will always teach, enlighten, and motivate you for success. A bad friend will only motivate you to do evil things (smoking, drinking, fight, envy,).

And you should know that things like that are a great enemy of success and even of God. So, if you have these bad elements in your life, how will you achieve success? There is no way!

And also, they can teach and advise you directly. But, what do your friends teach you? When you ask them for advice do they inspire you positively or teach you the bad stuff.? A lot of people have regretted lifelong decisions just by listening to the advice of friends. 

The company you keep has the power to influence and change you. Never forget that a positive influence will teach, motivate, and brush you up for success. While a negative influence will inspire you to become a bad person, change your good nature, and leave you with regrets in the end.

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The 3 Step Process to Building a Profitable Pitch

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As a communication coach, one of the top questions entrepreneurs ask me is how to deliver a winning pitch to potential investors. They want to know if there’s a magic formula to get an investor to say yes and buy into their dream and their business. (more…)

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The 4 Pillars of Wealth and Abundance

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Have you ever wondered what the formula for a wealthy and abundant life is? Many people have. Lots has been written about the subject of wealth creation and living an abundant life. It was a breaking point in my journey and pursuit of success when I found out that there is a clear path to achieve success in life. Thanks to those who have shared their journey, we can clearly see and follow the principles of prosperity. (more…)

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Here Are 4 Reasons Why You Should Have a Podcast, Youtube Channel or Online Show

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why you should have a podcast
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Confidence comes from a place of strong understanding of self. After close to three years on radio, I’ve grown from a shy introvert to a shy introvert with an extrovert persona. When the mic is turned on, I can channel a version of myself that some say is attractive, strong, and of course, confident but it wasn’t always this way.

What I want to share with you is what I discovered on this journey into broadcast that you can apply to your life, your ventures, and your personal development. This doesn’t require any fancy gear. It does require a leap of faith on your part because once you go down the road of media; it can change your life.

1. Perceived Expertise

When you go to a doctor, you expect their knowledge will guide them to a solution to your problems. When you have a show, you become your listeners’ doctor. For all the multiple thousands, maybe millions, of YouTube channels, podcasts, and user-created content in the world, each person that gets behind a mic takes a position on their passion, their opinions, and their themes.

They challenge the status quo for the benefit of their listeners in hopes to entertain and educate. With consistency on your side, those fans place you on a platform and give you permission to influence them.

2. Global Acknowledgement

One of the benefits to increasing confidence is when you receive thank you notes from people you may never meet. The feeling of enriching someone’s life from halfway around the globe, provides validation you’re enhancing someone else’s life with your wisdom and your wit.

The very first time I was told I was making a difference in someone’s life in a country other than my own, I felt like I caused massive impact that transcends my circle of influence. When you experience just how much you can cause impact and it comes back to you, it’ll change your worldview.

“Be grateful for what you have and stop complaining – it bores everybody else, does you no good, and doesn’t solve any problems.” – Zig Ziglar

3. Backed By Numbers

One of the most exciting ways to measure success is to quantify your growth. It’s not enough to just broadcast. Having subscribers and downloads helps to know, numerically, how well you’re doing. Word of caution. This can be a way to set yourself up for distress because of number envy but if you understand what the numbers mean; you can control the narrative of the numbers.

The major number that makes most people smile is 10,000. I’d advise it to be 1. Here’s why. As you grow in your industry, so does your reach. If you learned that the one person that subscribed totally changed for the better because of you, wouldn’t that be worth the effort?

4. Effective Communication

While it’s not talked about much, having a show is documentation. You create a dynamic account of your life, your industry, and the pulse on what’s important simply by having a show. When you find a channel to improve your communication skills, you demand attention and people will listen to you. You become more trusted as a leader and people will follow you once they believe you can lead them to their wants and needs.

“To effectively communicate, we must realize that we are all different in the way we perceive the world and use this understanding as a guide to our communication with others.” – Tony Robbins

These insights have helped many people become leaders and, ultimately, move others to their best selves. It’s worked for me and I hope it works for you. At the end of the day, it’s all about showing up and showing out.

Have you ever thought about having a radio show? If so, what would you talk about? Let us below!

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