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The Killer Formula to Make Your Argument Convincing

The Killer Formula to Make Your Argument Convincing

What do you expect when you enter into a negotiation? Do you expect to win, lose, or settle? One thing you can expect is to expect the unexpected. Many of us think we enter a negotiation thinking we must settle, but what if you knew a strategy to increase the likelihood of winning every time?

Think of this in the form of an analogy. If your emotions were the buttons on a remote control, would you give the remote to the person you are negotiating with? If the person does possess the remote control, then you better know the buttons. [1]

Let’s take a look at the strategy to win in every negotiation and how you can use it.

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The Winning Formula = Emotion + Logic + Repetition

What tactics would Aristotle have used during a negotiation? Well, he actually told us what he would use. They are The Modes of Persuasion: Aristotle referred to his ethical strategy as Ethos + Pathos + Logos (Appeal to Authority + Appeal to Emotion + Appeal to Logic). Similarly, Maria Ploumaki informs us that the elements to the art of negotiation include: Emotion + Logic + Repetition. She says that cold facts and evidence alone will not be as appealing as presenting your ideas within a emotional appeal. [2]

Ploumaki sees negotiation as a combination lock, where we have 3 rotating dials (Emotion + Logic + Repetition). By understanding these elements, we will have a better chance of remaining calm when we find ourselves in a defensive position. She compared this to someone pushing us from the side as we are walking toward a destination. When this happens, we are typically forced off our destination. What we should do is immediately stop, stay calm, and reposition ourselves toward the original target.

Let’s look at each of the elements in details:

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1. Utilize emotions for a successful negotiation.

Chris Voss is a former negotiator for the FBI and author of the book Never Split the Difference. Voss developed his negotiating skills in tense situations, situations where lives were literally on the line. Where most people liken negotiating to keeping a poker face, Voss uses a different approach and strives to influence people’s emotions. In his view, emotions are not obstacles, they are the means to a successful negotiation. Here are 5 techniques he uses to win every negotiation and get what he wants. [3]

  • Mirror words selectively. Simply repeat the last one to three words your counterpart says. Additionally, use what Voss calls the “late night FM DJ voice” and slow the conversation down.
  • Tactical empathy. Voss recommends we list the worst things that the other party could say about you and say them before they can.
  • Get to No. Pushing people to a “yes” makes them defensive, so trigger a “no” instead. Voss recommends using no-oriented questions, such as “Is now a bad time to talk?”
  • Get to That’s Right. Voss recommends trying to trigger a “that’s right” response by reaffirming how your counterpart feels. He says the moment you have convinced the other person you understand their feelings is when breakthrough happens.
  • The illusion of control. If you want to gain the upper hand in any negotiation then you must create the illusion of control. Voss recommends forcing the other person to use their mental energy to figure you out. He recommends using questions beginning with “How?” or “What?” in order to elicit this type of energy drain from the other person.

2. Logically approach the situation and make your arguments presentable.

Logic alone will not work. It’s not just the facts, perception changes the way we see things. I am reminded of a quote from Albert Einstein

“Not everything that can be counted counts; not everything that counts can be counted.”

Let’s take a look at 4 actionable steps in order to get what we want during a negotiation. [4]

  • Assess. We must first assess the situation by conducting a cost/benefit analysis. Ask yourself if you have any influence over the final outcome.
  • Prepare. Before starting any negotiation, first try to understand what you are attempting to achieve. Then try to understand your counterparts’ true interests.
  • Engage. Every dispute or negotiation involves information. Neale encourages us to look at disputes as opportunities to negotiate as we have information they want.
  • Package it. Always package your issues. Do not negotiate issue by issue; instead, propose alternative solutions to your counterpart through packages. Neale recommends using If-Then language, such as: “If I give you this, Then I get…”

3. Never allow your buttons to be pushed and repeatedly bounce back.

People are eventually persuaded if something happens often enough. This is the repetition principle and it works. Our brains are awesome pattern-matchers and repetition creates a pattern.[5] Let’s take a look at how Ploumaki uses repetition.

  • Expect the unexpected. It doesn’t matter how many negotiations you have been a part of, they will all be different. Always enter a negotiation expecting the unexpected to occur, because it will.
  • Leave your comfort zone. The moment you feel comfortable is the moment you get in trouble. This is also when you stop developing. You will never win in your comfort zone.
  • Never be left without options. Be willing to back away from any negotiation. There might exist constraints limiting the other party; however, these may change over time. What’s not negotiable today may be negotiable tomorrow. [6]
  • Always act, never react. Prepare for tough question during a negotiation and don’t hide from them. Most importantly, remember what people do is their choice, how you react is your choice.

To consistently make the formula work, separate a good deal from a bad deal.

Stanford Professor Margaret Neale provides a way to win in any negotiation through accessing the situation. She informs us that the goal of negotiation is not to get a deal, but to get a good deal. We must know what separates a good deal from a bad deal. To do this, we need 3 pieces of information. [7]

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  1. What is the alternative? Think about what would happen to you if the negotiation fails. The person with the better alternative will typically win.
  2. What is our reservation price? Neale says that this is our point of indifference or our bottom line. You must know what yours is.
  3. What is our aspiration? Neal informs us that this is the most important, yet the most overlooked piece of information. This is our optimistic assessment of what we think we can achieve during the negotiation.

If you remember anything from this formula, always remember the importance our emotion plays in any negotiation.

“I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” – Maya Angelou

Lastly, think of your negotiation as a deck of cards and ask yourself one simple question… Who holds the high card?

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Featured photo credit: Flaticon via flaticon.com

Reference

[1] TED x Talks: The art of negotiation TEDx Talks
[2] Maria Ploumaki: The art of negotiation TEDx Talks
[3] Time.com: 5 tactics to win a negotiation, according to an FBI agent
[4] Margaret Neale: Negotiating getting what you want
[5] Changingminds.org: Repetition principle
[6] Harvard Business Review: 15 rules for negotiating a job offer
[7] Margaret Neale: Negotiating getting what you want

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Last Updated on August 13, 2020

12 Essential Apps for Entrepreneurs To Be Highly Productive

12 Essential Apps for Entrepreneurs To Be Highly Productive

If you are an entrepreneur, then you are aware of the importance of time management. There are only 24 hours in a day, which means you must manage your hours properly to be able to get a lot of work done.

With so much on your shoulders, you need to get organized. How do you achieve that? You do it by becoming tech-savvy and incorporating productivity apps to help you remain on the right track. Below are 12 essential productivity apps for entrepreneurs.

1. Evernote

    Evernote makes it on the list because of one simple reason, besides being your little note book for scribbling your thoughts: Its freeware version is available for Web, iOS and Android. Stay organized across all your devices. Sync files, save Web pages, capture photos, create to-do lists and record voice reminders. What more do you need? Apart from all this, you can also search your tasks on the go.

    2. DropBox

      DropBox delivers instant connectivity and enables the sharing of photos, documents and videos with any laptop or mobile device through the free cloud-based file-storing service. This app is extremely handy for sharing files with your team, which prevents back-and-forth emailing. With the version control feature, you have a convenient way of sharing the latest version with your team.

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      3. Audible

        Ever wondered where entrepreneurs get their ideas from? Surely, they aren’t born with them! Any established entrepreneur you come across is probably very well-read. Hint: Take a chance at reading books and gaining knowledge to spruce up your mind. To help you do just that on the go, try Audible. It lets you listen to books without having to actually focus on reading while you are out travelling or just doing chores.

        4. TripIt: Travel Planner

          Being an entrepreneur means a lot of travelling. It gets hard to keep track of travelling schedules and bookings. With TripIt you no longer have to worry, because it organizes your travels by forwarding your booking confirmations to an email address.

          5. Lastpass

            “Errr…so what was the password?” With so many things on your mind, it can be cumbersome to remember passwords that are usually a combination of various letters and numbers. With a freeware version available for PCs and Macs, Lastpass is your personal-password manager, and form filler, that frees you from remembering your passwords. It costs $12 for the premium version that is available to download on your mobile device.

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            6. Any.Do

              Want to enter tasks on your iPhone? Use Any.Do. With its simple interface, you can add tasks either by speech or typing. If you’re logged on to your Facebook account, you can even share tasks with your contacts. Want to be alerted about a task? Add an alarm, and highlight it so that it takes precedence over other tasks. You can also add further notes and put them in a personal or work folder. The app also allows syncing with other devices to make sure you are always at the top of your game.

              7. CamCard

                Entrepreneurs attend several conferences during the year where they meet useful contacts. Exchanging business cards is the norm in conferences, but it is also very easy to lose a business card and, ultimately, a  business prospect! Don’t let this happen to you. With CamCard, you can take a picture of your business card and have all the details automatically uploaded into your phone contacts and other email accounts. Because of its accuracy, you can be assured of flawless scanning. The best part is that you can sync data across other devices too. The app is usually free for iPhone, but its cost on other mobile phones is $3.26.

                8. Flowdock

                  A mix of chat and inbox tools, Flowdock is a convenient way of collaborating with team members on various projects. The best part is that the app works on most browsers and mobile platforms, and it gives you features such as drag and drop, file uploads and activity streams. Your team members can get instant updates about any change on the project to which they can respond through chat messages.

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                  9. Instapaper

                    The Internet is filled with blogs and articles. Amp up your creativity by reading new posts at a time that suits you. Through Instapaper, you can save an interesting article to read at a more convenient time and in a reader-friendly format.

                    10. Expensify

                      While travelling, you probably want to keep your receipts to claim office expenses once you get home. But why go through the hassle of keeping all these receipts when a smartphone can do the same for you? By using your phone’s camera, you can take pictures of your receipts as a digital record in chronological order. Expensify also lets you log mileage, meal expenses and other business-related travel costs.

                      11. Upwork

                        Screening through resumes and tracking applicants can be cumbersome. You want to hire the best possible people for your company without wasting too much time scanning resumes. So use Upwork to help you perform these tasks; the app helps you manage the entire hiring process. This allows you to spend more time hiring instead of doing manual paper-work sorting out resumes.

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                        The app is also online so it receives all resumes in one place and tracks each candidate’s progress through application stages.

                        12. Zoom

                          Probably the most effective method for remaining in touch with all your employees, Zoom has become an office norm for instant communication and connectivity. With its app version available for mobile phones, connectivity has taken a new form by allowing entrepreneurs to schedule and attend important business conference calls on the go.

                          Bottom Line

                          By using these productivity apps, you have a better chance of organizing a systematic approach for performing tasks. There are many entrepreneurs who are striving for success. However, only a few stand apart on the basis of their work ethic and capacity to grow by incorporating smart apps in their routine.

                          Allow yourself a competitive edge by incorporating these handy productivity apps to enhance your company’s growth.

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