How To Negotiate Using Spin To Win More Negotiations

Have you observed how good negotiators absolutely spin their points and counterpoints to win more negotiations? You can do the same when you negotiate in solo and team environments in which all of the negotiators are not at the negotiation table (i.e. negotiating behind the scenes). All you have to do is understand the principals of spin and how to employ it.

To increase your negotiation outcomes in solo environments and when all of the opposing negotiators are not known (i.e. not at the negotiation table), incorporate the following insights and spin your negotiations to higher outcomes.

Negotiation Spin is the perspective you place on any aspect of the negotiation to give it an appeal that favors your position. It can be an opponent’s point or yours. It’s also a way to gain influence during the negotiation and have a point viewed as being more acceptable, as long as it supports your position.

The following are a 7 ways to utilize negotiation spin.

  1. Make the other negotiator the foil to his supporters/backers (i.e. those not at the negotiation table). This can be accomplished by making him appear to be out of alignment with their positions/perspectives.
  2. Understand the vulnerabilities of the other negotiator. To understand an opponent’s vulnerabilities, you must understand his network. That entails understanding the level of communications that occurs in the network, the key figures in the network, and what they deem important for the network. Once you’ve made that discovery, you’ll have insight as to what and how to spin content.
  3. Disrupt the other negotiator’s energy. Seek ways to constantly attack his position as being out of the mainstream and spin his position as being unreasonable. Do this to wear him down and to disallow him from going on the offensive.
  4. To create a rift between your opponent’s position and his supporters/backers, spin his positions as being more beneficial to your supporters. Be doing so you’ll weaken his negotiation position as viewed by those that support him; they’ll wonder on whose behalf he’s really negotiating.
  5. Use spin strategies that will back your opponent into a corner and/or leave him with less than stellar options (e.g. a leading politician threatened to hold a competing event the same night as a major debate. He also planned to give proceeds from his event to an entity that was beloved.)
  6. Spin your positions to be more appealing to the logic of the majority. The more you and your position(s) appear to be aligned with the masses, the less appealing will be the other negotiator’s positions.
  7. Once you have spun the opposing negotiator’s positions as being intangible be temperamental and incontinent. Don’t allow him to frame your positions by negatively spinning them.

When using spin in your negotiations do so when appropriate and as needed. You should not overuse this tactic or be haphazard with it. The purpose of doing the above is to make the other negotiator appear weak, out of touch with reasonableness, and to place him in an untenable position from which it’s difficult to negotiate. If nothing else, you’ll improve your negotiation position while weakening his… and everything will be right with the world.

Remember, you’re always negotiating!

How to Drive More Business With Presentation Skills Training

Looking for a simple and easy way to motivate employees and drive more business? Offer fun and entertaining presentation skills training.

Whether you are a small business owner or a manager in a global organization, it’s important to help your employees think and act like business owners.

But how?

Some consultants advise creating complex compensation plans and sales incentive packages. This may help some employees. But in my experience, there is something more basic – and less expensive that you can and should do first.

Provide fun and useful specialized training.

I’ve worked with Fortune 500 training departments for the last 14 years. Time and again I see the same pattern: employees feel valued, motivated and prepared when they get the proper training.

I’m not talking about business training with spreadsheets and business acumen terminology. I’m talking about the foundational skills to be able to present with confidence and authority.

Your employees are already skilled in their critical business functions. That’s why you hired them in the first place. But what they don’t have are the interactive communication skills to engage clients and prospects. They don’t know the precise steps to take the reins and present your brand offer with impact.

I’ve often wondered why communication literacy, presentation literacy and rules of visual storytelling are not taught earlier. In grammar school. In high school. Or at least in college or business school.

But, except for rare cases, these skills are not taught.

When I teach the basic visual mapping skills such as mind mapping, selling at a whiteboard, and drawing process sketches – most people are amazed. It’s not so hard to learn. If you have the right instruction and support.

And often my clients tell me; “I wished I’d learned this in high school!”

If you want your employees to get motivated and drive more business, give them the training and skill development to do the job. People are willing to break through the ‘it’s just a job’ attitude – if you help them with specialized training.

The good news is, now presentation skills training are not such a costly item in your budget. With online video tutorials and e-learning courses, your staff can get the training they need at a fraction of the cost of on-site seminars. Live training costs in the ballpark of $12,000 per day per class – with additional costs of travel, meeting facilities, hotel costs and time out of the office.

However, online training courses are attractive for the fixed low monthly cost as well as instant access from anywhere. This makes it a viable alternative, and an effective strategy for providing professional development.

Keep in mind the real reasons why this works so well. Employees feel valued as key members for a successful business. You are building good will and good skills. And you’re creating a consistent standard of excellence in client and prospect presentations.

As if that wasn’t enough, you are also pleasing your CFO — who will no doubt be delighted at a radically low cost, and fixed ticket item for professional development.

Now is the time. Pick the easy and simple way to motivate employees and drive more business.

Get exceptional results by investing in your employees and providing online training. With the right skills, employees can think like entrepreneurs and drive more business. 

Michael Jackson King of Pop: Past, Present, and Future

Michael Jackson – Pop music past present and future With all the change in pop music through the years there has been one constant name through 1966- 2010 and beyond. Michael Jackson “The King of Pop” amazingly has survived nearly 5 decades of music. His name has certainly been tainted through the last decade of court trials and tabloid magazines but his imprint on pop music will have an everlasting effect.

I don’t think the average music listener understands what “the gloved one” did to change the music scene as a whole and that is why I am writing this article. For example: Michael was the first to start singing his own background vocals on his albums. Before the hit record “Off the Wall” Motown had a union of backup singers that would sing on everyone’s albums. It turns out he was a genius because no backup singer would blend better with his voice than his own. He continued to push the envelope with creating his unique sound by stacking his vocals on everything from leads to harmonies.

It was said he would stack up to 50 vocal tracks on one song to create the overall sound of the final recording. The one thing that still stands yesterday, today and forever is Michael Jackson’s performance of “Billie Jean” on a 1983 television special produced by Suzanne de Passe for Motown Records, to commemorate Motown’s twenty-fifth year of existence. If you have not seen this ground breaking performance I urge you to visit and watch it! It is still one of the coolest things to see when Michael broke out the moonwalk for the very first time for all to witness the magic of this dance move. There was a collective gasp in the audience as MJ seemed to defy the laws of physics. The song and that moment is timeless and still gives me goose bumps today.

Michael did something else that night that was not done in Pop music before. As he stood in the spot light posed like a manikin with his Seagram’s jacket and high water pants while holding his James Dean hat with one diamond bedazzled white glove. Everyone was wondering where his band was. Michael Jackson once again had broke proto call and decided he could carry the show all by himself. There was no one else on stage but the magic of MJ. This had not been done before, not like this. He wrote history that night.

Michael was also the one who started to produce his own beats and turned music videos into a seismic epic event. Now that it is normal to stack vocals on recordings and perform without a band we forget who was the one who set the bar so hi. Today’s pop star still has a difficult time comparing to the glory days of “Off The Wall” and “Thriller”.

If you take a look at the documentary of “This is it” you will see the dynasty of Jackson was going to break ground again. Revolutionizing the way we would perceive live music with 3D cameras, light shows, and an interactive experience for the audience not to mention the electric outfits that were designed for Michael the tour he didn’t end up doing. In this case electric is not a figure of speech.

In my closing thoughts I would like to include this little piece of trivia concerning my all-time favorite song in M.J’s catalog “Billie Jean”. Did you know that Quincy Jones and Michael had some serious disagreements on the track? Quincy originally did not like the song and it was almost removed from the album? The tune was mixed 91 times by audio engineer Bruce Swedien before he finalized the song with the second mix. Let’s just say they explored their options and usually the first ideas are the best. Pop music is Michael Jackson past, present and future like it or not.