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How To Negotiate With People Who Have More Sway Than You

How To Negotiate With People Who Have More Sway Than You

The workplace can be an intimidating environment, especially when you land the task of negotiating with people with more sway than you. We are not going to lie and say that negotiating with powerful people is easy, because unfortunately it isn’t. However there are a number of things you can do to improve your argument and make yourself more confident in your approach to negotiating.

1. Prepare what you are going to say

There is no such thing as over-preparing for a negotiation. Do your homework to ensure that you not only have enough knowledge of the subject of your negotiation, but also the person you will be negotiating with. The more effort you put into preparing for a negotiation, the more confident you will be. The other person will be able to pick up on your confidence and knowledge and is likely to take you much more seriously.

For example, say you are negotiating with a higher-level colleague about the appropriate action to take with your campaign, in order to drive successful results. Preparing your argument and why you believe you should take a specific approach, over their approach (with facts and figures to back up your points) will show the other person that you have done your homework and help them to see things from your perspective.

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2. Anticipate what the other person wants from you

Part of your preparation process should involve thinking about what the other person wants. Predicting their argument and any objections they may have to your argument, will allow you to find facts and statements to back yourself up with. Thinking about what the other person wants from you will allow you to incorporate how you are going to meet their needs in your argument, making it stronger and harder to say no to.

Say for example you were asking for funding to hire an assistant. You would need to anticipate what the other side requires to justify the additional expense. This would involve proving that you required an assistant and how it would benefit them e.g. increased productivity levels, better efficiency, more profit.

3.  Keep calm

It is natural to feel intimidated when negotiating with someone with more sway than you, but the key is to keep calm. Whether you are negotiating a pay rise or funding for your project, it is important to remember that although the other person is more powerful than you, you have earned the right to converse with them.

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Think positive and tell yourself and others that you are feeling confident and have a great case to make. Telling other people that you feel nervous about your negotiation can make you feel more nervous. Taking a few deep breaths will also help to calm your nerves and focus your mind.

4.  Think positively and aim high

Always think positively and aim high. That way, you won’t be disappointed when the person you are negotiating with meets you somewhere in the middle. In order to aim high you need to understand and believe that you and the case you are making are of value to the other person.

Aiming high works particularly well when it comes to negotiating a pay rise. If you ask for more money than you believe you will get and have facts such as successful projects you have worked on and your experience to back you up, it is more likely that your manager will meet you in the middle and you won’t leave disappointed.

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5.  Listen carefully

While anticipating what the other side may be arguing is essential when preparing your argument, it is still important to listen carefully to what they are saying during your negotiation. You never know, they may not ask for as much as you predicted, allowing you to tailor your comeback accordingly.

Listening to the person with more sway than you will also show you respect them and in turn command far greater respect for yourself. Show you are listening to them by asking the right questions, preferably open-ended ones that will allow you to gain more information as to what they require of you.

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    6.  Don’t be afraid to ask for what you want

    There is little point in negotiating with someone if you compromise on what you want from the beginning. Enter the negotiating knowing exactly what you want to achieve from it and do not be afraid to ask for what you want. Providing you have points to back up why you deserve a pay raise, funding, job or whatever you are negotiating, will show that you are assertive and have self-worth.

    7.  Remember that you can always walk away

    Always enter negotiations knowing that you can walk away if the other side is unwilling to compromise. If your negotiation is going nowhere and you are unwilling to walk away, you may appear desperate. Showing you are prepared to walk away if you cannot negotiate a satisfactory will with show the other person that you mean business.

    Although these techniques may seem simple, following them will go a long way in helping you to achieve your goals. Even if you have less sway than the person you are negotiating with, using these techniques will show that you are knowledgeable and have a valid case to make. Keep calm and positive, listen carefully, back up your points with facts and remember that you always have the option to walk away.

    Featured photo credit: Fotolia via financefox.ca

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    Last Updated on February 11, 2021

    10 Secrets of Making Every Presentation Fun, Engaging, and Enjoyable

    10 Secrets of Making Every Presentation Fun, Engaging, and Enjoyable

    Not a lot of people are good at public speaking. You could even say that virtually everyone needs to get some practice, and preferably good guidance, before they can learn to stay calm when facing a room full of people. Having all eyes on you is an uncomfortable experience and it takes time to get used to. However, even if you can manage to control your stage fright and stay focused, it doesn’t necessarily mean that your presentation won’t put people to sleep. This is usually the case with long presentations on a very dull subject, with the presenter speaking in a monotone voice and dimming the lights to play a PowerPoint presentation.

    You have to work hard to develop the right skills

    If you want to be remembered and actually get people engaged, you need to make your presentation fun and enjoyable, without coming off as corny or desperate to please. I know, it doesn’t sound that easy at all! A good presentation during a promotional event or given to an important client can be a game changer for your business, so it is easy to get stressed out and fail to perform all that well. Luckily, giving an interesting lecture is something that can be practiced and perfected. There is plenty of advice out there on the topic, but let’s look at the most important aspects of giving a memorable and fun presentation.

    1. Make your presentation short and sweet

    With very long, meandering speeches you tend to lose the audience pretty early on, and from then on out it’s just a test of endurance for the few bravest listeners. Not only will people’s attention start to drop rapidly after sitting and listening to you talk for 30 minutes, but you also risk watering down your core ideas and leaving your audience with little in the way of key phrases and important bits of information to take away from the whole ordeal. Famous speakers throughout history have known the importance of condensing the information by using well thought out sentences and short phrases loaded with meaning.

    JFK’s famous: ”It’s not what your country can do for you, but what you can do for your country,” expresses so much in very few words and gets the audience thinking. Ancient Spartans, for example were famous for their quick, dry wit, often demolishing their opponent’s argument with a single word or phrase. You’ll want to channel that ancient spirit and be as concise as possible when preparing your presentation.

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    2. Open up with a good ice breaker

    At the beginning, you are new to the audience. There is no rapport, no trust and the atmosphere is fairly neutral. Even if some of the people there know you personally, the concept of you as an authority on a particular matter giving a speech will be foreign to them. The best way to encourage a warm and friendly atmosphere is to get some kind of emotional response out of the audience right at the beginning. It doesn’t matter what emotion it is, you just need to connect with them on a more personal level. It can be shock, curiosity, laughter, knowing smirks, nervousness – whatever gets them out of that initial feeling of indifference. There are different kinds of effective ice-breakers, but generally speaking, the most successful ones utilize one of these tactics:

    • Joking
    • Tugging on their heart strings
    • Dropping a bombastic statement
    • Telling an interesting and relevant anecdote
    • Using a metaphor or drawing comparisons

    You can make a small, self-deprecating comment, stir the presentation one way and then suddenly surprise the audience, use sarcasm, open up with a short childhood story that taught you a lesson, quote a famous person and elaborate on it from personal experience, use an inspirational anecdote or hit them with a bit of nostalgia. Just remember to keep it short and move on once you’ve gotten a reaction.

    3. Keep things simple and to the point

    Once you’re done warming up the crowd you can ease them into the core concepts and important ideas that you will be presenting. Keep the same presentation style thoughout. If you’ve started off a bit ironic, using dry wit, you can’t just jump into a boring monologue. If you’ve started off with a bang, telling a couple of great little jokes and getting the crowd riled up, you have to keep them happy by throwing in little jokes here and there and being generally positive and energetic during the presentation. You need a certain structure that you won’t deviate too far from at any point. A good game plan consists of several important points that need to be addressed efficiently. This means moving on from one point to another in a logical manner, coming to a sound conclusion and making sure to accentuate the key information.

    4. Use a healthy dose of humor

    Some of the best speeches and presentations in the world, which have been heard and viewed by millions, all feature plenty of humor. No matter the subject, a great speaker will use natural charisma, humor and beautiful language to convey their points and get the crowd excited about what they are saying. A great example of building rapport with the audience through the use of humor is Barrack Obama talking about the government building Iron Man.

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    It is silly and fun, and absolutely not something that you would expect from a man in a position of power speaking in such a serious setting – and it’s exactly why it works. The more serious the situation and the bigger the accent on proper social behavior, the harder your jokes will hit.

    5. Try to tell a story instead of ranting

    Some people can do all of the above things right and still manage to turn their short and fun little presentation into a chaotic mess of information. You don’t want your speech to look like you just threw a bunch of information in a blender in no particular order. To avoid rambling, create a strong structure. Start with the ice breaker, introduce the core concepts and your goals briefly, elaborate on the various points in a bit more detail, draw logical conclusions and leave your audience with a clear takeaway message. You want to flow naturally from one part to the next like you are telling a big story chapter by chapter.

    6. Practice your delivery

    Standing in front of the mirror and practicing a speech or presentation is a technique as old as mirrors – well, come to think of it, as old as human speech, since you can see yourself reflected in any clear and calm body of water – and that means that it is tried and true. The theory is incredibly simple, yet the real problem is actually putting in the effort day in and day out. Work on your posture, your tone of voice, accent, pauses between sentences and facial expressions. The most important thing is to talk slowly and loudly enough to be heard and understood clearly. Many famous speakers, such as Demosthenes and King George VI, overcame speech impediments through hard work.

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    7. Move around and use your hands

    Although you won’t instill confidence in your project if you are very jittery, moving around erratically, not knowing what to do with your hands and making fast movements, standing dead still can be just as bad. You shouldn’t be afraid to use your arms and hands when talking as it makes you seem more passionate and confident. The same goes for moving around and taking up some space. However, try to make slower, calculated and deliberate movements. You want your movements to seem powerful, yet effortless. You can achieve this through practice.

    8. Engage the audience by making them relate

    Sometimes you will lose the audience somewhat in techno-babble, numbers, graphs and abstract ideas. At that point it is important to reel them back in using some good, old-fashioned storytelling. Make comparisons to events from everyday life that most people are more than familiar with. By making things look simple, not only will you help your audience get a better understanding of the subject by enabling them to visualize the information more clearly, you will also draw a connection between you. After all, you are all just regular people with similar experience, you just happen to be performing different roles at the moment.

    9. Use funny images in your slides

    Although slides are not really necessary at all times, if you do need them to make your point and present your information more effectively, it’s best to liven them up. They say that facts aren’t always black and white, and your presentation should reflect this. Add a bit of color, make the information stand out and use an interesting animation to switch from slide to slide. You can use the slides to add some more humor, both in terms of the text and the images. An image that is used to elicit a positive response needs to be funny within the context of what you are discussing. For example, if you are discussing the topic of authority, an image of Eric Cartman from South Park in a police uniform, demanding that you respect his “authoritah,” is a nice way to have a bit of fun and lighten things up.

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    10. End on a more serious note

    When all is said and done you will want the audience to remember the core concepts and keep thinking about what you have said after the presentation is over. This is why you should let things naturally calm down and end with an important idea, quote or even a question. Plant a seed in their mind and make them think. Let us turn to Patrick Henry for a great way to end a speech: “Is life so dear or peace so sweet as to be purchased at the price of chains and slavery? Forbid it, Almighty God! I know not what course others may take; but as for me, give me liberty or give me death.”

    As you can see, there is quite a bit to learn when it comes to giving a good presentation, one that is both memorable and fun. Be sure to work on your skills tirelessly and follow in the footsteps of great orators.

    Featured photo credit: Austin Distel via unsplash.com

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