Success Advice
The Two Most Important Words in Negotiation From a Former FBI Negotiator
Chris Voss has been a part of some tense negotiations. Unlike most negotiations however, when Chris was involved it was a matter of life and death. Currently the founder and CEO of The Black Swan Group, Chris spent 24 years in the FBI.
During his time there Chris acted as the FBI’s lead international kidnapping negotiator working over 150 kidnappings worldwide in some of the less forgiving areas of the world such as the Middle East and Haiti.
Recently, Chris appeared on The Science of Success Podcast with Matt Bodnar and shared the two most important words in negotiation. “The two greatest questions begin with what or how. It begins by inviting the other side to talk, encouraging them even. Allowing them to tell you exactly what it is they want, then ask them how to get that done or “what about this works for you?”. Voss has seen the magic of this tactic, “people love to be asked how to do something…what and how are the most powerful words because they make the other side feel good.”
“Make the other person feel important – and do it sincerely.” – Dale Carnegie
Not only do these two words draw out more information and begin to expose the other actual desired outcome, but they also cause the other side to step back and examine the situation. “One of my favorite ways of saying no is by asking, “How am I supposed to do that?”” reveals Voss.
“There’s two things about saying that. First of all, it’s those words but secondly and even more importantly is your tone of voice.” As with most statements it really depends on how you say it. People can either feel like you are asking for help or making an accusation.
“The exact sames words but completely different meaning… with an accusation I’m signaling that I don’t like what you want and maybe even that I don’t like you, which is bad for the communication”
Another benefit of open ended questions with “how” or “what” is that it can reveal holes in the other side’s tactics not only to you, but to them as well. By asking the right questions and allowing the other side to step back and reevaluate and articulate their ask. “Look, I can’t do that, and I need you to take a look at the whole context here and I need you to look at me when I say how am I supposed to do that?” demonstrates Voss.
Often times combining this question with the right tone of voice can throw the other side off guard. “It let’s you know that I want to cooperate with you but what you just put on the table just doesn’t work.” The last piece of the puzzle is once you’ve invited the other side to talk with an open ended “how” or “what” question, utilized proper tone of voice, you have to then listen. “You’ve got to show them that you are paying attention and that you just didn’t have a preset list of things that you want to say regardless of what their response is.”
“The single biggest problem in communication is the illusion that it has taken place.” – George Bernard Shaw
So the next time you’re in an intense negotiation remember what Chris and the experts at the FBI do. Invite the other side to lay their cards down by asking open ended “how” or “what” questions and use proper tone of voice to convey your intended meaning. By starting off the negotiation utilizing this road tested FBI strategy you’ll find yourself holding all the cards while the other side scratches their head wondering where their strategy went wrong.
Here, you can listen to Chris’s full hour long interview.
What negotiation tactics do you use in your business? Leave your thoughts below!
Success Advice
How to Choose the Best Affiliate Programs for Your Blog
If you follow these steps, you can create an affiliate marketing plan that makes money, fits well with your content, and connects with your readers
Picking the right affiliate programs for your blog is really important. It can make a big difference in how much money you can make and how much your readers get out of your blog. With so many choices out there, deciding which ones to go with can be tricky.
This guide is here to make it easier for you. It will give you clear steps and helpful tips to choose affiliate programs that fit well with what your blog is about, what your readers like, and what you stand for.
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Understanding Affiliate Marketing
Before you start picking affiliate programs, it’s important to really understand what affiliate marketing is and how it works.
Basically, affiliate marketing is when you promote a product or service on your blog, and then you get paid a little bit every time someone buys something or does something because you recommended it.
It’s great for both the person selling the product and the blogger, because the seller gets more sales with low risk, and the blogger can make money from their blog.
How to Choose the Right Affiliate Programs for Your Blog
1. Assess Your Niche and Audience
The key to doing well in affiliate marketing starts with really knowing what your blog is about and who reads it. Consider the following:
- Your blog’s content: What topics do you cover? Ensure the products or services you promote are relevant.
- Your audience’s interests and needs: What solutions are they seeking? Choose affiliate programs that offer products or services that solve their problems or enhance their lives.
2. Research Potential Affiliate Programs
Once you know what your blog is about and what your readers want, start looking for affiliate programs. Choose ones that are well-known for good products, great customer service, and helpful support for affiliates. Resources to find these programs include:
- Affiliate networks like ShareASale, Commission Junction, and ClickBank.
- Direct searches for “[Your Niche] affiliate programs” in search engines.
- Recommendations from other bloggers in your niche.
3. Evaluate the Commission Structure
The commission structure is a critical factor to consider. Look for programs that offer competitive rates that make your efforts worthwhile. Consider:
- The percentage of commission per sale.
- Whether the program offers a flat rate per action (e.g., per sign-up).
- The cookie duration, which affects how long after a click you can earn commissions on sales.
4. Consider the Program’s Reputation and Sureness
Join affiliate programs with a solid reputation for quality and sureness. This not only ensures that you’re promoting good products but also that you’ll be paid on time. You can:
- Read reviews from other affiliates.
- Check the program’s history and background.
- Look for any complaints or issues reported online.
5. Analyze the Support and Resources Offered
A good affiliate program gives you things like ads to use, training on their products, and helpful managers. Having access to these resources can really help you do a better job at promoting their products.
6. Understand the Terms and Conditions
Before signing up, thoroughly review the program’s terms and conditions. Pay close attention to:
- Payment thresholds and methods.
- Any restrictions on how you can promote their products.
- The program’s policy on affiliate marketing on social media platforms.
7. Test the Product or Service
If possible, test the product or service before promoting it. This firsthand experience allows you to offer genuine charge and build trust with your audience.
8. Look for Recurring Commission Opportunities
Some affiliate programs pay you again and again for subscriptions or services that charge fees regularly. These can provide a more stable income compared to one-time sales commissions.
Implementing Your Choice
After choosing the best affiliate programs, the next step is to smoothly include your affiliate marketing in your content plan. This includes:
- Creating valuable content that naturally incorporates affiliate links.
- Disclosing your affiliate affairs transparently to maintain trust with your audience.
- Tracking your results to understand what works best for your audience and adjusting your strategy accordingly.
Picking the best affiliate programs for your blog involves careful planning, research, and making sure they match what your audience likes and needs.
If you follow these steps, you can create an affiliate marketing plan that makes money, fits well with your content, and connects with your readers.
The real key to doing well with affiliate marketing isn’t just about the products you talk about, but also how much your audience trusts and values your advice.
With enough time, patience, and hard work, your blog can grow into a successful space that earns a good amount of affiliate money and helps your readers choose the right products.
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