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Killer Negotiator 101 – Everybody is a good guy

Killer Negotiator 101 – Everybody is a good guy

A good negotiator wins the deal for himself. A killer negotiator creates a win-win!

My name is Captain D. Most of what I write are things which have come from my experiences in dealing with thousands upon thousands of people from all over the world and judging what makes them tick. I have loved to do that all my life, and it has helped me in countless ways- professionally and personally. Just a few days back I had a major inspection on my ship. The results were crucial for the performance of the vessel. Everyone was looking forward to it. There was a lot of ground to cover, and there were several things which could have gone wrong. The inspector was a very senior, matter-of-fact guy with no interest in chit-chat. Not everything went perfectly, yet in the end we all walked out smiling with a glittering report which made everyone happy! The inspector’s words as he left were, “I will remember you”.

Long story short, I know how to negotiate! It’s not difficult, and being a negotiator can surely take you places. Let us start with a basic concept which many fail to understand.

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    1. Everybody believes they are the good guys

    Whether you are Bill Gates or a New York City cab driver, you have a philosophy- an internal code of what is right, what is wrong, what is enjoyable, what is not, etc. It is your unique collection of beliefs and behaviors. It’s surprising that many people never understand that concept! When you meet someone, they judge you. Those judgments come from that person’s experience- the way he has seen his life unfold. That’s okay. However, to be a killer negotiator you must remember that often you may be trying to convince another person using the yardstick you have prepared for yourself. That may not work very well for you.

    Conflict of Concepts

    I recently completed a voyage from Iraq to the United States and met people from both countries. I get to chatting easily and often end up finding out information which someone would never hear about from a public source such as a newspaper.

    Ask an American, “Why was your country attacked on 9/11?” He or she will say, “They hate us because we are free”. Ever ask a person from Iraq why America is dropping bombs on their houses? I have. They say, “The United States wants to eliminate Islam.” These are both ideas planted in the minds of the masses by people with a certain objective which they do not disclose. Whichever side you are on, one thing is for certain. Someone born in America thinks one way and someone born in Iraq thinks another. Both have reasons to believe what they believe.

    How to use this as a negotiator

    Even a terrorist is a crusader to himself. Killing people makes sense to him. He can dehumanize people for a greater cause, just like a soldier on the battlefront. A thief is desperate and to him stealing seems a logical way out. We forget that our beliefs are just as strong in our minds as the other person’s ideas are to him or her. To be a negotiator, you must understand that. You cannot try to convince someone otherwise unless you understand his persona completely and unbiasedly.

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    Weird people around you

    You will find many people making decisions which may seem weird to you.

    • A company executive I know fired someone just so that he could put the blame for his mistakes on him.
    • People are married to those they do not love for years, but it makes sense to them to stay married.
    • A friend of mine has taken a job which is about half the pay of his last job, but he now can spend more time with his family.
    • Another friend left his family for a girlfriend he had twenty years back in Brazil and went to live there with her.
    • Your boss accepted a modification plan for your office based solely on the fact that it is cheaper to implement, regardless of how awesome your idea was.

    You may not agree with all this, and that’s okay. When you are a negotiator you need to follow the philosophy below.

    “It is the mark of an educated mind to be able to entertain a thought without accepting it.” -Aristotle

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    Killer negotiator

      Action Plan: Learn more than you teach.

      As a negotiator, you will face situations when the person on the other side differs with you.

      It’s not the time to teach; it’s the time to learn.

      Listen and be unbiased. Try to make sense of what the other person said.

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      Think:

      1. Perhaps there is a point in that idea!
      2. Maybe I can rethink my ways to accommodate these demands.
      3. I may have gotten it all wrong so I will consider this way.
      4. His idea seems bizarre to me, but let me find out how he came to it.

      If you consider the above, even though someone may differ with you, he or she will still agree that you are easy to work with and a great person.

      If you have a fight or an argument in your personal life hold back and think the above thoughts. They are all applicable! The moment you think of a situation from the other person’s point of view, you are instantly in a position to negotiate! Fight it solely with your logic, and you will lose that position. A negotiator hits the problem from the other side of the table!

      The way to fight resistance is not with resistance. The only way to disarm opponents is to understand their philosophy and figure out why they feel that way. You can counter the idea only when you truly understand it. That is the only way to be a master negotiator. Do not hit the person; hit the philosophy, and the person will agree with you.

      Featured photo credit: Free Images via freeimages.com

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      Last Updated on November 5, 2018

      20 Best Places to Work for a Great Career in 2018

      20 Best Places to Work for a Great Career in 2018

      Looking for a job? There’s no doubt to the fact you will want to work with a company that appreciates you for who you are.

      Well, good news. The labor market today is one that has peened up with more opportunities for advancement and personal employee improvement. This is partly due to the fact that a lot of companies have been made to understand the value of their biggest assets: the employees.

      To wit, here’s a list of companies- across a wide array of industries- that have been able to develop working environments that are healthy and accommodating to workers.

      Take a look at these 20 best place to work for a great career:

      1. Salesforce, San Francisco, California,

        Salesforce is in the information technology business and the company ranks highest due to their commitment to learning and innovation. They are ready to try new things and everyone with a new idea is always welcome to share it at the company. The company has also been known to exhibit an exceptional approach to alignment.

        Find out more about careers in Salesforce

        2. Wegmans Food Markets Inc.,Rochester, New York

          Based in Rochester, New York, employees have been known to enjoy a sense of purpose from working here. The company has been able to achieve an optimal level of engagement across all working tiers and they’ve been able to achieve great things together. They even do deliveries.

          Find out more about careers in Wegmans

          3. Ultimate Software, Weston, Florida

            Employees get amazing benefits here but that’s not the only reason why this place is so awesome to work. Whenever there is a need or a death of an Ultipeep or any of other family members, the company shows love and support like no other.

            Find out more about careers in Ultimate Software

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            4.The Boston Consulting Group, Inc., Boston, Massachusetts

              Development is at the center of anything that goes on here. The business is about people and employees are the company’s biggest asset. Employees are able to challenge the status and also leave impacts on clients.

              Find out more about careers in The Boston Consulting Group

              5. Edward Jones, St. Louis, Missouri

                Edward Jones is admired for their ability to acknowledge history without being mired down by it. The company builds on a solid foundation but there is also a level of flexibility that allows for innovation.

                Find out more about careers in Edward Jones

                6. Kimpton Hotels and Restaurants, San Francisco, California

                  Kimpton is a trendsetter in the hospitality industry. The company always strives to try something different and that perspective is welcomed there at all times. Enjoy the weekends with luxury rooms, conformable mattress, furnished and well dressed service staff. A great opportunity for job seekers.

                  Find out more about careers in Kimpton Hotels and Restaurants

                  7. Workday, Pleasanton, California

                    Newbies will find no issues with feeling welcome and at home here as this has always been a core culture component of the IT giant. Everyone is treated like family and this fosters a sense of oneness.

                    Find out more about careers in Workday

                    8. Genentech, South San Francisco, California

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                      Here, employees are encouraged to be themselves. There is a feeling of care, safety, and acceptance that you get here that you can’t get at many firms. The development of an all-inclusive environment has always been foundational.

                      Find out more about careers in Genetech

                      9. Deloitte, New York, New York

                        Deloitte is one of the biggest professional service providers in the world, noted for their focus on constant learning, development and improvement. They invest in their employees and are concerned about their well being.

                        Find out more about careers in Deloitte

                        10. Baird, Milwaukee, Wisconsin

                          Baird is a financial services provide that is known for adopting a “no asshole policy’ which guides the way people relate with and respect each other, regardless of their position on the company’s hierarchy.

                          Find out more about careers in Baird

                          11. Quicken Loans, Detroit, Michigan

                            At Quicken Loans, the views and opinions of everyone are respected and heard. The organization is revered for the amount of investment they put in their team members and everyone looks for ways to grow and be better.

                            Find out more about careers in Quicken Loans

                            12. Capital One, Mclean, Florida

                              Capital One has adopted a culture that encourages employees to take risks and try new things. They foster a healthy work-life balance and associates are challenged to live better lives.

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                              Find out more about careers in Capital One

                              13. Cooley LLP, Palo Alto, California

                                Cooley LLP is a law firm known for their ability to care about the company culture and being able to develop a working environment that is empowering and fun. Cooley is known to go for the best when it comes to their employees, regardless of the occasion.

                                Find out more about careers in Cooley LLP

                                14. Southern Ohio Medical Center, Portsmouth, Ohio

                                  The medical center has been known for their propensity to delegate so much to their employees, thereby providing them with the ability to grow and learn on the job. In the end, you get a workplace that is all-engaging and super fun.

                                  Find out more about careers in Southern Ohio Medical Center

                                  15. American Express, New York, New York

                                    American Express is a firm that celebrates wins, no matter how small. Everyone is made to share the same attitude towards service and the people they are to serve, thereby making people care about what they do.

                                    Find out more about careers in American Express

                                    16. Adobe Systems Inc., San Jose, California

                                      The culture at Adobe Systems is one that encourages employees to develop their own ideas and get a strong viewpoint. As opposed to encouraging competition, work-life balance is fostered everywhere here.

                                      Find out more about careers in Adobe Systems Inc.

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                                      17. The Cheesecake Factory Inc., Calabasas, California

                                        The Cheesecake Factory rewards dedication and hard work. Promotions come pretty easy, and there is always space for guidance to develop your experience and skills.

                                        Find out more about careers in The Cheesecake Factory Inc.

                                        18. Sap America, Newtown Square, Pennsylvania

                                          If you’re looking for a new career path, SAP might be the best bet for you. The company is adept at recognizing value and transferable skills. And you can always look for a new path while maintaining your employment.

                                          Find out more about careers in Sap America

                                          19. NVIDIA Corporation, Santa Clara, California

                                            NVIDIA is known for looking after even the smallest of things. With even a “pets allowed” policy this company accepts you for who you are, and helps you to work within your personality. Advancement is also fostered, and you are able to collaborate effectively.

                                            Find out more about careers in NVIDIA

                                            20. KPMG LLP, New York, New York

                                              Communication and progressive collaboration are the foundation of this company’s workforce treatment. Regardless of the level you are, someone is always at the ready to help and the company rewards extra effort with gratitude.

                                              Find out more about careers in KPMG LLP

                                              All in all, it’s safe to say that you will be able to find somewhere to apply your skills (whatever they are) that is all inclusive and highly accommodative. Companies today are being made to understand how much they can get when they treat their employees right and this has opened the door to an encouraging work environment for all.

                                              Happy job hunting!

                                              Featured photo credit: Pexels via pexels.com

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