Making a Professional Presentation With Wireless Laser Pointer Presenter

This is the age of electronics technology and it is forever advancing.

When making a presentation our objective is to create an impression on the minds our audience with the message that we are delivering. But the message on its own cannot have the effect that you would like to achieve if it is presented in a sloppy manner. That is to say you cannot have a good presenter, presenting with inferior equipment and expect to get the desired outcome that you intended in the first place.

In order for the message to be instill in the minds of the audience the entire presentation has to be flawless. Therefore, to create that ever lasting impression on your audience, you have to ensure that the tools are just as good as you; and the only way you can do that is to keep abreast with the times by using the latest electronic equipments that are available to you and do away with the cumbersome electronic technology of the past.

Wireless remote control laser pointers are today’s high tech electronic equipment for making a presentation that requires visual aid.

Wireless laser pointer presenter or wireless presenters are capable of handling Microsoft suite of software and are compatible with most operating system if not all. These modern laser pointer presenters give the presenter total control over his presentation without any assistance. The presenter has the ability to freely move about and interact with his audience. Whenever emphasis is needed you can easily draw the attention of the audience to that area of the screen/slide by using the laser pointer beam without obscuring the visual.

This is truly the modern way of making a presentation using state of the art electronics equipment.

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Message Based Presentation – Make Presentations Powerful and Memorable

When you stand in front of an audience to present, the first two minutes of your appearance are golden. Everyone is paying close attention, listening for that golden nugget they hope you will reveal. Don’t waste those high-impact minutes with the standard and instantly forgettable “Hello. My name is…Thank you for inviting us.” That’s what everybody does. And that’s what makes you look like just another ordinary member of the pack.

To stand apart and make your presentation both powerful and memorable, begin with your message.

Everyone agrees a presentation needs a message. And because your executive team knows a good message is key to results, they huddled, focused, work-shopped and visioned to create a memorable message. They thought it through, talked it to death, and succeeded in crafting a catch phrase that passes the elevator test — you can say it in 60 seconds or less. You even have a branding book that spells it all out. Yet surprisingly, when it comes to your sales presentations, everyone carries on the way they always have: selling by platitude.

What happened to the message? Where is it? Who, in your audience could repeat it? Do your presenters even understand what a message is and why it is important for your audience to hear it? You want your audience to know you are different from–and superior to–your competitors. And that’s what a message makes clear. Yet in the presentations I see–and I see thousands–there are consistent problems getting that message across.

First, there are presentations that have no message. They usually go something like: so the first thing is…and the next slide shows… and another thing is… Those presentations are problematic not only because they have no message but also because they are an information dump–which means you talk lots and your audience remembers little. Secondly, there are presentations where, if I listen hard, I can find a message, but it is so deeply buried in a mass of content, an ordinary listener would be hard pressed to dig it out with a shovel. And finally, there are presentations in which presenters save the big message hoping to dazzle their listeners at the end with something like, “So what I really want you to know is…” –by which time it is too late. The audience has either stopped listening, forgotten what the whole thing is all about or simply fallen asleep.

Your message is the one BIG thing you want your audience to remember even if they forget everything else. Your message is what you would say after you say, “What I really want you to know is…” A message is not a tag line; it is always in sentence form. It is the confident assertion you would make if CNN put a mike in front of you and said you have one minute to tell the world everything they need to know about you.

Last week I was working with a new client on a shortlist presentation. They have a huge opportunity and somebody suggested I could help them get their presentation right. I began our session by asking them to tell me their message. “It’s about our technology” Martin said. “Give me that in a message statement” I told him. He thought for a minute then said, “Our message is about our technology.” Martin clearly had no idea what a message sounds like. So this is what I told him: A good message is a strong statement of fact that intrigues intellectually and resonates emotionally. A powerful message gets the people in your audience thinking, “wow!”

A good presentation opens with a good message. Then, to make the message memorable, the presenter answers the “why should I care?” question. In other words, the presenter tells the audience what it means to them; don’t expect them to make that leap on their own. Tell your audience what you want them to believe, deliver content that supports or proves your message, and your audience will believe it. Of course, every presenter on the team must talk the same language–and it has to be language the rest of us speak.

Put another way, the best presentations are message based; everything that follows–all the details and explanations–are merely proof of that message.

Good presentations:

  • begin with the message
  • provide content that supports the message
  • end with the message.

In the first two golden minutes of your appearance, start with your message. Apply it to your audience. Repeat your message. Then–if you didn’t do so as people arrived–introduce yourself. And everyone will hear you. Even more impressive, they will remember you and your message. And that wins sales.

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5 Tips For Stuttering Your Way Through Presentations

Most of my comedy life is getting up on stage and telling jokes. Most of my professional life is getting up in front of people as a teacher or keynote speaker. All of my life is lived as a person who stutters. People who stutter (and even those who don’t) are surprised that an individual who stutters can command a room or have the “guts” to stand in front of people and talk. I enjoy it and with the exception of neck, back and jaw aches on some days, I am pretty unaffected by my speech. Of course, there was the one day when I stuttered and a piece of my breakfast flew out of my mouth and landed on one of the participant’s fingers but other than that, stuttering doesn’t interfere with my stand-up or when leading and training groups.

People who stutter email and message me all the time on Facebook and ask me how I can get up in front of people and talk and if I have any tips. I thought I would offer some suggestions that would help my stuttering brothers and sisters, but might also help a broader audience.

1. “I stutter and you are going to have to wait patiently for all my brilliant ideas.”

When do you tell a person that you stutter? Do you let it happen organically? Do you talk around the words that you think you will stutter on and strive for complete fluency?

These are all questions that I have asked myself. I remember being in high school Speech class and constructing speeches where I took out every word that I thought I would stutter on. Once I even did a horrible rap (on Doxidan – a popular laxative at the time) because I knew that I could be fluent if I rapped or put on a voice. Oh my God, it was just awful! Another time I had to work with a partner to review a movie. We chose “Strange Brew” and I spent the entire time talking like Bob and Doug McKenzie Canadian accent (“take off, eh?) to achieve fluency.

Through the years I have embraced my speech. Being around others who stutter has helped significantly, which is why I highly recommend finding a National Stuttering Association chapter or conference or similar organizations. Seeing and experiencing people who talk like you is validating and an important step in self-acceptance. With self-acceptance comes a level of comfort with how you speak and subsequently self-disclosure. I personally, disclose my stuttering in stand-up comedy or when doing presentations as early as possible. If I am doing stand-up, I do the first part of my set on stuttering. If I am doing presentations or even when I am on a job interview, I state early “just so you know, I stutter so you are going to have to wait for all of the brilliant things I have to say.” This usually breaks the ice plus I just told the people I am meeting with how I want them to respond to my speech and that I am a capable person. The reality is that most people don’t know how to respond to our speech since we might be the first person they have ever met who stutters. If we can mold their response to us it can save some awkward moments later on. If time allows in my presentations, I will go more in-depth and share more tips and even talk about the cause of stuttering (current research indicates it is neurologically based).

Everyone is going to disclose their stuttering differently. You should develop a way that you are comfortable with and even try it out on different friends and family to see their response. Remember, it is your stuttering, your presentation and your audience. So many times as people who stutter we feel our speech is out of our control. When doing presentations, you may not have control of your stuttering, but you do have control over your presentation because, you know, it’s yours! So seize it!

One more thing. Don’t apologize for your speech. Your stuttering is a part of you. Why would I get up in front of a group and apologize for having brown hair and my grandmother’s big butt that I inherited (in Italian they use to call her “culo.”) It is important that you stay in control of your speaking opportunities. This shows that you know what you are talking about and you have nothing to feel sorry for unless, of course, your breakfast comes flying out of your mouth and onto someone in the front row.

2. Be passionate about what you are talking about!

You know what I don’t do presentations on nor do jokes about? Things I don’t care about! As a person who stutters I know that what I want to say is sacred. I have not always been comfortable talking and when I have chosen to interject, it is because it is something I am so passionate about that I can’t keep quiet. When presenting on a topic, be passionate and knowledgable about it. If the thing you love is the civil war and the modes of transportation used during that time, then do your presentation on that (although make sure you have the right context to present). If you love the thing you are talking about then your audience will appreciate what you have to say and the excitement for the topic will be contagious. I always speak from my heart and try to relate to practical things in my own life. Through the years I have developed an arsenal of stories that I use on different topics. These stories can be planned into a presentation or, even better, may come up at spontaneous times, so it looks like you are speaking off the cuff when, in fact, it was already planned.

Loving what you talk about gives you context and expertise. Participants will be impressed with your knowledge and you will feel that you are in a zone to be successful.

3. “I just said three P words in a row. Try saying that if you stutter!”

There might be times where stuttering may get in the way or come to the foreground of your presentations. For example, in my stand-up, when I am quoting someone who said something awful about my stutter and I stutter on what they say, I will add “but they didn’t stutter when they said it, that is probably a key point.” I acknowledge that my stuttering is somewhat out of context. I poke fun at the process of speaking but I don’t necessarily make fun of myself. Another example from my stand-up act is when I say three P-words in a row (for the sake of keeping this article PG rated I will leave the direct quote out). After saying the sentence, I add “try saying that if you stutter, I had to practice that a lot in the car on the way here to say that fluently.”

The other day I was showing off Google’s speech to text software where you can speak into your phone and it appears in Google docs. One of the workshop participants said she wanted to learn about “hieroglyphics”, a word I would definitely stutter on, which I did when I spoke into my phone for the demonstration. The software butchered my word and it came out funky. I said, “Google speech obviously doesn’t like people who stutter.” This demonstrated that the software had some issues for people who might not have standard speech and that I could have a sense of humor about the process of talking, but I remained a good communicator.

4. Remember, good presenting isn’t all about you!

Not everyone gets this one, especially my university professors. When presenting, yes, you are the focus, but it isn’t all about you. I think sometimes, as people who stutter, we feel we have to command the room at all times and talk the entire time. It is more helpful to think of yourself as a facilitator rather than a speaker. Your goal is that your audience takes ownership of the topic you are presenting on. Helping them develop what this means for them is a big part of that. Some ways to do this include:

-Pair and Share: put people in pairs (sometimes I will have them find someone with the same sock, eye or hair color) and direct them on what to discuss.

-Walk and Talk Activities: have participants walk around the building or the block for a few minutes and discuss a topic that you give them. This involves them in the topic and rejuvenates their brains to be able to sit through the next part of your presentation.

-Small, medium, and large group discussion. People need to construct their own knowledge of a topic in order for them to buy into it. Just sitting there listening to you is not going to do that.

5. People who Stutter can be good communicators!

Many people who stutter have internalized the fallacy that we are bad communicators. One has nothing to do with the other. There are plenty of fluent people who could improve their communication skills and plenty of people who stutter who maintain strong communication skills. Strong communication skills for presenting, whether or not you stutter, include good eye contact, fluctuating the tone of your voice and/or body language, and using distance to emphasize your talking points. Using these techniques in a way that is authentic to who you are is key. I tend to be a silly, downright weird person at times and even in professional situations I try to remain true to who I am. Using different voices, hand motions, walking around the room and making eye contact with every single person in the room helps to convey my objectives.

Using multiple modes of expression (visual, auditory, and hands-on) also helps communication. Using PowerPoint slides with pictures, videos, and music can also facilitate what you are presenting. I even do an interpretive dance to describe the brain of someone with dyslexia. Using other modes of presenting is just good teaching and presenting. You are more than a speaker, you are orchestrating your audience’s learning and your mouth is just one of your instruments.

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Debt Negotiation and Debt Settlement – Can I and Should I Do it Myself?

Before getting down to the question, there’s a saying in my neck of the woods. “If you’re in trouble and you owe the lenders $25,000, you better worry… if you’re in trouble and you owe the lenders $2 million, then the lenders better worry.”

Okay, getting back to the question, it’s one that people frequently ask themselves when they find themselves suffocating under their debt load.

As a banker and lender, I’ve been the person on the “other side” of the desk, (you know… the one you negotiate with) more often than I care to remember. This is a bit of a unique a perspective compares to most, that has given me great insight into the pros and cons of do-it-yourself debt negotiation.

Here’s my take on this.

Before going further though, remember that no two cases are identical and so my comments, and any others that you read on the net for that matter, should only be relied upon for general information. Make sure that you consider all aspects of your situation and also investigate the legal framework in your area thoroughly before deciding to go it alone.

Technically and legally there’s no reason why you can’t do your own debt settlement negotiations. From a practical point of view though, is it desirable? It depends.

  • Are you good at negotiating?
  • Do you have assets that aren’t exempt under the laws where you’re located (how much do you stand to lose?)
  • How much do you owe in relation to your revenues?
  • Are you aware of what settlements have been negotiated by others in similar situations in the past? This is particularly important because this gives you some sort of yardstick by which to measure any proposed settlement. Is it good? Are you leaving too much on the table?
  • Can you approach the process in an unemotional and objective manner, or are you stressed out and emotional?
  • Do you still have credibility with the lender, or have you not kept past promises?
  • Have you considered the non-financial elements – reputation, length of the agreement, etc?
  • Can you prepare a realistic financial assessment and budget?

My experience has been that most people are understandably too subjective, emotional and optimistic to do a good job of negotiating debt relief on their own behalf.

Looking back at the comment at the beginning of this piece, remember that unless you owe the lender a ton of money, the lender doesn’t have anywhere near as much at stake as you do and thus negotiates in a more reasoned and impersonal fashion. He/she is also less likely to fold and more likely to call your bluff unless you’re very good at negotiating.

Some will tell you that you can roll into the lender’s office and threaten to declare bankruptcy if he/she doesn’t agree to your proposal. It’s totally irresponsible, and downright dangerous, for anyone to make such an offhand comment without knowing your specific circumstances.

Bankruptcy is a legal process that may or may not be appropriate in your situation. Unless you’re 100% sure that you’re on solid ground, and even then, unless you’re positive that it’s the best option, I don’t suggest using that strategy.

The last thing you want to do is hit a lender who for one reason or another is in a “Go ahead, make my day!” mood, or put him/her in one because of a negotiating faux pas. You just might find yourself with no option but to carry out your threat and that may hurt more than you thought.

We’re talking of one of the most important stages in life here, so don’t go off half cocked based on comments from a relative or friend (unless he/she is a lawyer in this field), or even from me or others on the net.

Ask yourself – Why do lawyers hire other lawyers to represent them in lawsuits? Why do doctors go to other doctors for treatment? Simple… because when it comes to ourselves, we’re usually not sufficiently objective to be effective and we’re usually better off in the hands of a professional.

Before you act, make sure that you have all the facts and know all the options. You can do this by getting information from a specialist. Some companies that offer debt negotiation services offer free personalized initial consultations.

Why not use them? It costs you nothing and, if you don’t like what you hear, there’s no obligation to go further, but at least you’ll come through the process with a better understanding of your position and options.

This, of course brings up another concern and that is….. How do I find a reputable company? I’ll address that in my next piece.

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Credit Card Debt Management – Negotiating Your Way to Financial Freedom

Credit card negotiation is something that the average credit card holder can and should do on a regular basis. Sure, there are numerous financial planners, tax lawyers, and debt consolidation companies that will gladly handle the negotiations for you; but if the idea is to put yourself in a better financial position, why would you pay someone to do what you can do yourself? This article explains how credit card companies make their money, why they are willing to negotiate, when to negotiate, and how to negotiate a better deal on your credit cards. There is even a bit of a script included, in case you are unsure of what to say in your first negotiation.

How the Credit Card Companies Make Money

A credit card gives you the ability to spend money that is not yours. Of course, you have to pay it back, and unless you pay off the entire balance within the first billing cycle, you will pay interest on the amount of your debt. That interest is one of the primary sources of revenue for credit card companies, but it is by no means the only source.

According to, the credit card industry took in a whopping $43 billion in late payment fees, over-limit fees, and balance transfer fees in 2004. That is enough to support the entire industry, though you will never hear the CEO of a major credit card company admit it.

Let’s talk about the people who do not incur late fees, over-limit fees, or balance transfer fees, and who keep their accounts in good standing. They usually have above average credit limits and below average interest rates. Why do credit card companies treat them so well if they are making so little money from these people? If they pay their balances in full each month, the credit card companies don’t even get to collect finance charges; the credit card companies make zero from these folks, right? Wrong!

When a business sets up a merchant account, which gives them the ability to accept credit cards, they sign a contract allowing the credit card companies to collect a small fee for each transaction. This fee generally ranges from five cents to half a dollar; but when you consider how many millions of credit card transactions are executed each day, you can see that it adds up! The fact that credit card companies have several methods of generating revenue is exactly what gives you the opportunity to negotiate with them. They are not one-dimensional with their finances, and neither should you be.

Why Credit Card Companies Will Negotiate

Credit card companies make scads of money from their worst customers through late-payment fees and over-limit fees. As we now can see, their best means to make money from their best customers is to entice those customers to use their cards more often. A savvy consumer can use that fact to his or her advantage.

When to Negotiate

First, be sure your account is in good standing. To be in good standing, your account should meet these criteria:

  • No late payments in the past six months
  • No over-limit penalties in the past six months
  • The account must be open for more than six months (obviously)

If you are not there yet, get there. If your most recent payment was a late one, don’t get discouraged. Buckle down, get organized, and start making those payments on time. If you have to wait six months before you can begin negotiating, remember that financial success is an endurance race, not a sprint.

Once your account is in good standing, you are ready to call up your credit card company, unless you have too recently negotiated a new deal. Here again, the rule of thumb is six months between negotiations. You may be able to get away with once every three months with some credit card companies, but do not call more often than that. If you call too frequently, the best that could happen is nothing, so don’t waste your time. Simply make a note in your calendar or planner to call your credit card companies twice a year.

How to Negotiate Your Credit Card Terms

Negotiating with your credit card company [] for better terms is easy, and there is no reason why every cardholder in good standing does not do this regularly. Even if you are neck deep in credit card debt, you can get a better deal as long as you make your payments on time and do not spend over your limit.

To begin, you will need your most recent credit card statement and your credit card number. Call the customer service number and push whatever buttons you have to push to speak to a human. Now, here is your script, starring “You” and the credit card company customer service “Rep.”

Rep: Hello, thanks for calling Acme Card Services, how can I help you today?

You: Hi. I was just reviewing my account, and I think my APR (Annual Percentage Rate) is a bit high. I would like to have it adjusted, please.

At this point, either the rep will begin reviewing your account, or he will transfer your call to the appropriate department. In any case, you will likely be placed on hold once or twice. It is a good idea to have twenty to thirty minutes free when you call.

Rep: Yes, I see you have been maintaining your account well, so we should be able to help you.

The rep will then make you an offer. Is it the best offer you can get? Probably not. Be prepared to make a counter-offer.

You: Hmm, 15.9 percent, you say? I was really looking for about 13.9 percent. Is that possible?

Your counter-offer should be aggressive, but not ridiculous. You may have a target number in mind before you dial the phone, or you may take whatever number the rep gives you and drop it by one or two percentage points. The worst-case scenario is that you will end up with the rep’s first offer; more likely, you will get a compromise offer that you will happily accept.

This simple, twice yearly procedure can save you several thousands of dollars in interest over the years. Knowing how the credit card companies make money helps you understand why they can give you a better deal. The script above, though simple in form, is all you need. It is your financial future. Don’t squander it – pick up the phone and start bending it to your advantage!

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Perfect Phrases For Negotiating Salary & Job Offers

Sometimes when you are negotiating for higher pay, more benefits, the best starting salary, or a promotion, you just don’t know what to say. Issues will come up that you have not thought about and you find yourself unprepared to respond with an appropriate answer. This is where “Perfect Phrases for Negotiating Salary & Job Offers: Hundreds of Ready-to-Use Phrases to Help You Get the Best Possible Salary, Perks, or Promotion” by Matthew J. DeLuca and Nanette F. DeLuca comes in. This book provides a wide range of examples to modify to your own situation and practice before you enter your negotiations. Proper preparation before a negotiation is crucial for negotiating success, and this book will help you prepare the right words for just about any salary or job offer negotiation.

The first part of the book focuses on preparing for salary negotiations. It contains advice on figuring out where you are in the negotiation process, why you should receive more money, how to determine your selling points, defining what compensation means to you, and some basics on how to negotiate.

The second part of the book deals with salary questions before and during the recruiting and selection process. This section gives you a number of model responses to various situations such as submitting a salary number versus a salary range, or responding to objections if you are a job seeker fifty years old or older.

The third part focuses on negotiating the total compensation offer, including salary, benefits, and perquisites. There are a lot of samples you can use when negotiating salary, bonuses, option, flexible hours, and other compensation related items. This part also contains advice on counteroffers and finalizing offers.

The fourth part contains examples of negotiating at your current job. There are phrases you can use when asking for a promotion, a raise, negotiating over severance, and other related items.

Part five deals with special circumstances such as per diem, working off the books, and when invited back by a past employer. Again, phrases are provided for all of these situations that you can modify to fit your own needs.

The appendixes contain information regarding how to determine your current level of compensation, sample letters for wrapping up negotiations, and other resources.

I found this to be a good little book for the person preparing for salary or job negotiations. It provides ample phrases to modify to your own situations to be better prepared to succeed when asking for the salary, benefits, or perks you want. If you are getting ready to negotiate your salary or for a new job offer, reading this book first will help with your preparations.

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How To Combat Fear Right When Negotiating

“How To Combat Fear Right When Negotiating”

Let’s face it, fear can be prevalent in anyone when negotiating, but everyone can combat fear and turn it into an ally when fear is combated right in a negotiation. To combat your fears when you’re negotiating consider the following.

  • Identify the source of your fear – Is the negotiation fearful because you haven’t prepared properly for it? Do you think the other negotiator negotiates better than you? Whatever your source of consternation, identify it. Not until you do will you be able to understand why you’re fearful. Once you identify the source of your fear, you can alter your perspective as to why the negotiation appears fearful. Remember, in a lot of situations, fear is nothing more than, Felse Expectations Appearing Real!

  • Consider how you can make fear an ally - Fear tends to heighten our awareness to the environment we’re in. In such a state, observe aspects of the negotiation process that you might not have been aware of previously. The goal would be to use your fear as a source of motivation and heightened observation. In so doing, fear becomes your ally.

  • Insulate your mind from stress – While fear can heighten our awareness, stress can put undue pressure on us. Thus, when fearful manage it so it does not become too stressful and lead to debilitation. If you sense you can’t think right, exit the negotiation and use any pretense to do so.

  • Fear of environment - Keep in mind that our level of fear can also be induced by what surrounds our perception of fear. Thus, if something reminds us of an occurrence that resides in our subconscious, subliminally we may be fearful in the current situation and not be consciously aware of why we have such feelings. Always ask why you’re fearful in a situation when fear occurs. Once you identify the origin of the fear, you can become fearless at altering your perspective.

  • Never fear walking away – When you find yourself on a potential negotiation agreement that doesn’t serve you, don’t be fearful of walking away from the deal. When confronted with fear, some negotiators will allow themselves to be trapped in a bad deal for fear of what the opposing negotiator might think of them if they don’t conclude the deal. That can be a double edge sword. If that’s the case, cut your loser and reserve your resources for a future negotiation.

Fear can be a disabler in any aspect of life, especially in a negotiation. The better you control it, the better you’ll be in control of yourself. Remember, fear originates in your mind. So, to the degree you control your mind, you control fear and the progression and outcome of the negotiation. Thus, by controlling fear, you combat it and break the hold it has on your psyche. Once control is obtained… everything will be right with the world.

Remember, you’re always negotiating!

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How to Concede To Get The Greatest Negotiation Impact – Negotiation Tip of the Week

How do you concede to get the greatest impact when negotiating? Do you concede quickly, or do you concede based on the flow of the negotiation? The latter should be the answer, and you should never concede without giving thought to where such action will lead.

The following are thoughts to consider before conceding in a negotiation.

Should you get something when conceding?

Some negotiators believe you should receive something for every concession you make. It sends a message to the other negotiator that he’ll have to give something to get something. If you subscribe to that theory, the question becomes, at what point do you ‘get something’? Should you do so at the time of the concession, or let your concessions accumulate, before cashing in your chits? The timing of your actions should be based on the flow of the negotiation and the style of the negotiator you’re negotiating with. That’s to say, if you’re negotiating with a negotiator that has a hard style of negotiating (i.e. I win, you lose), extract a toll for every concession you make. You’ll signal that you’re not a pushover, while indicating that he’ll have to earn what you give him. If you’re negotiating with a negotiator that has an easy style of negotiating (i.e. go along to get along), you can let your concessions accumulate. You’ll build trust with this type of negotiator. Just make sure that he reciprocates appropriately when you seek a concession. If he doesn’t, revert to a one-for-one ratio (i.e. get every time you give).

How to use numbers to influence concessions.

Quick, in three seconds, what’s the dollar difference between $2,100 and $1,990. At first glance, did it seem larger than $110? Therein lies the impact that non-round numbers can have on the perception of value. When negotiating, odd numbers, such as $1,990 versus $2,000, can have a profound effect on the mind of the person viewing the offer. The former sends the subliminal message that there may not be a lot of room to move past that offer. When making concessions, consider how you can influence the perception of your offers and counteroffers based on the numbers you use.

Think about how your concession will be perceived.

Understand how your concessions might be perceived before issuing them. Depending on the style of a negotiator (i.e. hard, easy, closed, open), what the easy/open negotiator might perceive as an attempt to further the negotiation, the hard/closed negotiator might perceive as an opportunity to take advantage of you.

How to use Red Herrings when conceding.

Red herrings can be irrelevant or relevant information. They can be used to divert attention from something you don’t wish to discuss, and they can also be used to project perceived value. In the latter case, use red herrings in the form of something that appears to have value to you that the opposing negotiator views as having real value to him; the stronger his perception of real value, the greater the value the red herring will be for him. At a point when you’ve been requested to make a concession, after great consternation, you can reluctantly give him the red herring. You will have lost nothing of real value, but you will have gained another chit that you can use later.

As you can see, there’s a lot of gamesmanship that occurs in a negotiation. You can enhance the probability of winning the game by utilizing the insights above… and everything will be right with the world.

Remember, you’re always negotiating.

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