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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 July 29, 2020

19 Best Mac Apps for Productivity You Need in 2020

19 Best Mac Apps for Productivity You Need in 2020

Whether you use your Mac for work or just for your personal projects, you’ve likely found yourself wondering how to improve your productivity. There are only so many hours in a day, and so much mental stamina you can muster before you run out.

There are dozens of tricks you can use to improve your own productivity and outlook, but if you’re looking for a more objective, comprehensive fix, the best thing to do is equip your Mac with productivity apps designed to help you do more in less time.

This Lifehack-exclusive list has some of the best productivity apps to help you feel less tired, improve your energy, and ultimately help you get more done every day:

1. Todoist

    Available for all iOS devices, Todoist is a note-taking and organization app that can keep you on top of all your projects—both personal and professional.

    Its best features are all free to use, including browser extensions, task creation, and interactive boards you can use to organize all your notes.

    If you want to pay the optional $29 yearly fee, you can get even more advanced features like backups and automatic reminders. Even with the free version, you’ll stay far more organized.

    Download: Todoist

    2. 1Password

      You may not realize it, but you probably spend a ton of time recalling your passwords, especially if and when you forget one to an app you use on a regular basis.

      1Password is an app for Mac that saves and remembers all your passwords for you in one place, so you can access all your favorite sites with a single click.

      You’ll save time and keep all your accounts secure simultaneously. A personal plan is $2.99 per month.

      Download: 1Password

      3. Bear

        Bear is a unique kind of note-taking app designed to make it easier for Mac users to jot down notes on the go. With it, you can create to-do lists, give yourself reminders, and outline concepts for future brainstorming sessions.

        It comes with many different inline styles so you can customize your notes to your personal preferences, and remember the context in which you wrote them. The core version is free, with a $14.99 per year version available as well.

        Download: Bear

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        4. Hazel

          Hazel by noodlesoft is an automated organization tool designed for Mac that will help you automatically organize your files based on any custom rules you want to create.

          For example, you can set it to move untouched items from one folder into another folder labeled “action items” if they haven’t been addressed within a week. It can save you hours of organization over the course of a few weeks. A single license is a flat $32.

          Download: noodlesoft

          5. Alfred

            Alfred is an all-in-one app designed to save you time with Mac shortcuts and convenient custom actions. You can use it in a variety of ways.

            For example, you can access Alfred’s clipboard memory so you don’t copy and paste the same material over and over, or set up custom workflows to automate some of your most repetitive tasks.

            It’s a paid app, with multiple price points based on the features you desire.

            Download: Alfred

            6. TextExpander

              TextExpander does exactly what the name suggests; it allows you to type a short snippet of text, and expand that text automatically.

              For example, you can create a custom expansion that allows you to conjure a full paragraph you type repeatedly by simply typing a unique abbreviation. Once you get used to your custom combinations, you’ll spare your fingers from typing thousands of words.

              An individual account is $3.33 per month.

              Download: TextExpander

              7. Backblaze

                If you’ve ever experienced a crash, or theft of your Mac, you know how much time a system restore can cost you. You’ll spend hours replacing the files you lost, and lose thousands of files that are irreplaceable.

                Backblaze is an automated, inexpensive way to back up your entire Mac for just $5 a month.

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                Download: Backblaze

                8. Keyboard Maestro

                  Keyboard Maestro is an older app that still has the power to make your life easier. With it, you can automate any number of tasks based on a certain trigger (such as a hotkey combination, or an event like connecting to a wireless network). A single license only costs $36.

                  Download: Keyboard Maestro

                  9. Snagit

                    There are many applications for a good screen-capture app, whether you’re trying to illustrate a tech problem you have or just want to make an interesting meme. Snagit makes it easy, with built-in editing for both still images and video. A single license covers two machines, and costs $49.95.

                    Download: TechSmith/Snagit

                    10. Bartender

                      Bartender is the cleverly-named app that helps you clean up and organize all your menu bar icons. You can also access them quickly with keyboard shortcuts.

                      If you’re like most Mac users, those icons get cluttered quickly and stop you from working efficiently. It’s free to try for 4 weeks, after which you’ll need a $15 license.

                      Download: Bartender

                      11. Otter

                      Otter is the Mac app for the note taker who hates typing. It’s an intelligent voice-recognition system and note-taking app that will help you transcribe your conversations, keep notes during meetings, and even take contextual notes to yourself in your own time.

                      Best of all, it’s free to get started!

                      Download: Otter

                      12. Flux

                        Do you often find yourself feeling tired throughout the day, or feeling unable to get to sleep after a day of staring at your computer? That could be because of the unnatural blue light that radiates from your Mac.

                        Flux naturally adapts your display to emit light that matches the time of day, so you can sleep better and feel less tired. It’s also free!

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                        Download: Flux

                        13. PDFpen

                        If you deal with PDFs on a regular basis, you probably find yourself wishing for some kind of tool that can let you mark up those PDFs however you want. Without a dedicated app like PDFpen, this can be difficult.

                        PDFpen lets you edit PDFs in almost any conceivable way, giving you more power and saving you time. A single license is $74.95.

                        Download: Smile Software/PDFpen

                        14. OmniFocus

                          OmniFocus is all about task management. It has a clean interface that allows you to tag your tasks, schedule events, and even automate certain features.

                          It’s one of the most comprehensive solutions on the market, so there’s a bit of a learning curve to get the most out of it.

                          A standard license is $39.99, while the pro version is $79.99.

                          Download: OmniFocus

                          15. Franz

                            It’s tiring to switch between dozens of different chat programs like Facebook Messenger, Slack, and WhatsApp, whenever you want to have a conversation with a different contact.

                            Franz’s solution is simple; offer access to all these apps in one convenient package. And best of all, it’s completely open source.

                            Download: Franz

                            16. MindNode

                              If you’re the brainstorming type, you need an app like MindNode to help you efficiently organize your thoughts. There are dozens of tools you can use to connect ideas in a mind map, or simply jot down notes for future reference.

                              The core app is free, with in-app purchases available.

                              Download: MindNode

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                              17. Focus

                                The internet is a wonderful thing, but it can be awfully distracting. And if you’re like the majority of us, you’ve interrupted work on a project because of some attention-grabbing site or bad online habit. That’s where Focus comes in.

                                This app allows you to block the worst offenders with custom time limits and other constraints, so you can focus on the task at hand. A single license is $19.99.

                                Download: Focus

                                18. CleanMyMac

                                  Chances are, your Mac isn’t working as fast as it could, thanks to gigabytes of clutter and unnecessary files on your system. CleanMyMac helps you scan your Mac, monitor its health, and ultimately clean it up—so you can handle all your tasks that extra bit faster. A single license is $39.95.

                                  Download: CleanMyMac

                                  19. Grammarly

                                    A spelling error or grammatical mistake can cost you big time. It could be the source of a worse grade on a big paper, or compromise your credibility in the workplace. Thankfully, Grammarly can help you.

                                    This Mac-integrated writing assistant monitors all your writing and makes live corrections, so you’re alerted to your potential mistakes before they become permanent.

                                    A free version exists, but the premium version will cost you between $11 and $30 a month, depending on how you pay.

                                    Download: Grammarly

                                    The Bottom Line

                                    These productivity apps should help you squeeze more productive hours out of every day, but they aren’t the only tools you’ll have to help you find success.

                                    Make the time to learn about and experiment with all the life hacks that can make you more productive. By improving your devices as well as your outlook and focus, you’ll be able to get far more done in a day, and feel better doing it.

                                    More to Boost Productivity

                                    Featured photo credit: Patrick Ward via unsplash.com

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