|
|
|
"Bankers' Banks"- The Role of Central Banks in Banking Crises
Central banks are relatively new inventions. An American President (Andrew Jackson) even cancelled its country's central bank in the nineteenth century because he did not think that it was very important. But things have changed since....
Debt Management
Debt management. To be sure, the phrase has been in use for some time now and the Federal Trade Commission reports that there is a fast growing area of complaint involving the so-called Credit Management or Debt Management industry. But what is...
Scots Beat Yanks In China Bank Deal
With visions of an ATM in every neighborhood in China, foreign banks and investment firms are queuing up to join the “China Club.” Moneybags Communism The initiation fee for the “China Club” is straightforward and pure moneybags communism: invest...
What is a Business Analyst? (Part 1)
What is a Business Analyst?
Today the term Business Analyst is synonymous with a career in
the IT industry but the most successful and valuable analysts
are those who understand the "business" rather than those who
understand IT.
So...
Why Men Lie and Women Cry
I've just finished reading a great book by Allan and Barbara Pease entitled "Why Men Lie and Women Cry". A true and humorous account of the differences between the sexes and full of practical ways to communicate effectively.
I've enjoyed the...
|
|
| |
|
|
|
|
|
|
How Can EQ Help You Win the Negotiation?
“Don’t ask your father the minute he walks in the door,” my Mom used to tell me. “Wait till he’s in a good mood. Let him unwind a little.”
Then some time later, she would alert me that “the good mood” had arrived, and it was time to ask him. It was a mystery to me, but gradually I began to pick up on what indicated a “bad mood” in my dad, and what indicated a “good mood,” and how to use it to my advantage.
Eventually I became adept at putting him in a good mood; like most girls, I learned to work my dad over pretty good, and at least some of the time I got what I wanted. At other times he would say, “That’s not going to work on me young lady.”
Like playing “Hot Cold” it helped me refine my people skills, and be more subtle.
While it wasn’t always easy to judge “mood,” it was pretty easy to tell when Mom or Dad was angry and, like most kids, I learned to head for hills at such a time. Not only wasn’t it a good time to ask for anything, it wasn’t a good time to be around at all. If you want to win, you have to know when to fold them, as well as when to hold them.
Most kids learn how to gauge the moods of their parents pretty well because it’s important to their survival, figuratively, if not literally.
Knowing when Mom’s in a bad mood and staying out of her way at those times makes life easier, and approaching her for something when she’s in a good mood makes it more probable you’ll get it. We also learn that we can sometimes wear a parent down when they’re tired and they’ll give in, and that sometimes kisses and compliments will work where reason and logic don’t.
Kids are pretty good little negotiators, and the ones who read social cues the best, and are most attuned to the emotions of those around them, do the best.
So when we grow up and enter the work world as sophisticated adults does all this become irrelevant? Quite to the contrary. There are always people we want things from, just as there are people who want things from us, and while there’s a prevailing myth that business runs on logic, reason and analysis, it is about relationships and negotiations, and emotions quite often determine the outcome.
It’s an old adage that people do business with people they like and trust. However you define those words, and how you separate out the components, it is an emotional response, not an intellectual one.
Cognitive intelligence is important – knowing the facts, getting the figures, and doing the homework – but emotional intelligence can be the deciding factor. Whether you want a promotion, a million dollar contract, a new partner, information from someone, or their cooperation, your success depends upon how well you understand and manage the emotional force field around the situation.
My Mom was right. Studies show that people do react more favorably when they’re in a good mood, so timing is everything. Do you know how to tell when someone’s in a good mood? And what if they’re not? Do you know how to put someone in a good mood?
Great salespeople know how to bring the good mood with them. They arrive with a good story or positive anecdote, a gift, a joke, or even food. Their intuition, an EQ competency, tells them what will work on each person. Maurice E. Schweitzer, professor of operations and information management at Wharton, calls this “non-task communication.”
He has researched this phenomenon, and says, “In negotiation, we have always known that non-task communication – discussion that’s not directly relevant to the negotiation process – is important for closing a deal.”
In recent research,
Schweitzer and associates induced emotional states in subjects and found that angry people trusted the least, and happy people trusted the most, and sad people were in between. They found that “emotions which are irrelevant to the judgment task … influence trust judgments in predictable ways.”
“Predictable” is the key phrase here, because it gives us power. When we’re negotiating with someone, we want to control as many of the variables leading to a “yes” as possible.
Because decisions are not based solely on reason and logic, emotional intelligence is clearly important to success. There are two things for sure: there is never enough data, and the data is always ambiguous. Let’s say you have $100,000 to invest. Is real estate the best long-term producer, or is the stock market? It depends on who’s talking to you, what they’re selling, and what chart they show you. I’ve seen it “proven conclusively” both ways. And for each of you readers who silently mouthed “But it’s real estate, because …” there was another mouthing “stocks, because …”!
And who was at fault when the patient died on the surgery table? Was it the hospital, the internist, the surgeon, the anesthesiologist, the nurse, the manufacturer of the shunt, or the HMO? There will be an expert witness for and against each position.
We like to think we’re making a rational decision based on the facts, but studies show, and common sense affirms, that emotions play a role, and one that you can’t afford to ignore. How can developing your emotional intelligence help you succeed? Here are some examples:
·The savvy businessman across the table wears a mask to conceal his emotions so he’ll have the advantage in the negotiation. Can you read the telltale nonverbal signals? Some nonverbal reactions that are very informative, such as the Adam’s Apple Jump, are beyond conscious control.
·You must choose one of two candidates for the next head of regional sales and their ability to perform will make or break your company this year. Can you keep a clear head about their qualifications and expertise and not be swayed by the subtle and not-so-subtle maneuvers they perform to induce you to choose them?
·You’re a fundraiser and you know who you want to ask for the funds, and how you’re going to do it, but do you know when? Can you tell when they’re in the right frame of mind?
·Time has run out and you must go in right now and ask for the raise. You know your boss is angry because your associate just lost a contract/sad because her son just got turned down at Harvard. Do you know it’s important to change her mood, and do you know how to do it?
·He’s trying to sell you the car and you’ve had the best hour you’ve had for weeks. He’s made you laugh, he’s complimented you, and you’re feeling great. In other words, he’s a master at “non-task communication.” Are you aware of what’s going on emotionally? Are you able to hold the line on the good times and make a rational decision about this car and this price? Studies show that if you’re aware of the emotional factors you can manage around them.
You’ve got the degrees, the credentials and the experience. Is your emotional intelligence competitive?
About the Author
©Susan Dunn, MA, The EQ Coach, http://www.susandunn.cc . Coaching, business programs, Internet courses and ebooks around emotional intelligence for your personal and professional success. I train and certify managers, HR personnel, therapists, coaches and trainers who want to teach EQ. Mailto:sdunn@susandunn.cc for information on this fast, affordable, comprehensive, no-residency program.
|
|
|
|
|
| Negotiation - Wikipedia, the free encyclopedia |
| The first step in negotiation is to determine whether the situation is in fact a negotiation ... The book's approach, referred to as Principled Negotiation, ... |
| en.wikipedia.org |
|
| Negotiation Seminars Negotiation Training Negotiations Consultants ... |
| Negotiation and alternative dispute resolution seminars, negotiation training and video presentations with available keynote speakers. |
| www.negotiation.com |
|
| Program on Negotiation at Harvard Law School |
| Negotiation training, research, and publications from the world's foremost authority on negotiation and dispute resolution. |
| www.pon.harvard.edu |
|
| PON: Harvard Negotiations Project |
| Please visit the Harvard Negotiation Project website for complete information and ... The Harvard Negotiation Project's mission is to improve the theory, ... |
| www.pon.harvard.edu |
|
| The Negotiation Skills Company, Inc. |
| www.negotiationskills.com/ - 3k - Cached - Similar pages |
|
|
| Global Trade Negotiations Home Page |
| The Global Trade Negotiations Home Page at the Center for International Development at Harvard University - a centralized information resource on global ... |
| www.cid.harvard.edu |
|
| Principled Negotiation |
| Principled negotiation is the name given to the interest-based approach to negotiation set out in the best-known conflict resolution book, Getting to Yes, ... |
| www.colorado.edu |
|
| Salary Negotiation and Job Offer Tutorial |
| Job-seekers: Learn the basics (and advanced techniques) of the art and strategy of salary negotiation (getting the salary you want) in this tutorial. |
| www.quintcareers.com |
|
| Salary Negotiation and Job Offer Tutorial -- Map of the Tutorial |
| Site map to an expert (and free) tutorial on the art and strategy of salary and job offer negotiation. A guide to assist every job-seeker with salaries. |
| www.quintcareers.com |
|
| Win-Win Negotiation - How to reach a fair compromise - Negotiating ... |
| This article and free worksheet help you negotiate fair compromises with people whose goodwill you need. It highlights the importance of good negotiation ... |
| www.mindtools.com |
|
| negotiation journal |
| www.springerlink.com/link.asp?id=102591 - Similar pages |
|
|
| Apache Content Negotiation |
| Apache's support for content negotiation has been updated to meet the ... Apache 1.2 supports 'server driven' content negotiation, as defined in the ... |
| httpd.apache.org |
|
| JobStar--Salary Negotiation Strategies |
| JobStar is a public library sponsored guide to information for the job search. Sections useful for California are: 1500 job hotlines, calendar of job and ... |
| jobstar.org |
|
| Eric C. Gould's Negotiation Site |
| Subscribe to newsletter with negotiating tips and techniques. |
| www.batna.com |
|
| free negotiation training for sales, debt, contract, salary ... |
| Free negotiation skills training for sales, contracts, debt, salary and contracts, negotiating with creditors, negotiation skills and techniques, ... |
| www.businessballs.com |
|
| Monster.com: The Negotiation Coach |
| Salary Negotiation Advice from HR Managers · Negotiating Your Future Salary Today · Overlooking Their Interests -- A Big Mistake in Salary Negotiations ... |
| midcareer.monster.com |
|
| Negotiation Articles |
| Negotiation articles for the busy entrepreneur written by a diverse group of experts, speakers, professionals, consultants, and marketing companies. |
| www.pertinent.com |
|
| CareerJournal | Negotiating Tips - Salary Negotiation Tips ... |
| Salary Negotiation Tips - When it's time to negotiate salary changes, trust Career Journal to give you the best and most current career salary information. |
| www.careerjournal.com |
|
| PON Clearinghouse |
| Welcome to the Program on Negotiation Clearinghouse, a resource center for people interested in learning and teaching about negotiation and alternative ... |
| www.pon.org |
|
| :: Negotiations Affairs Department :: |
| Information on the issues, history, developments and positions regarding Palestinian-Israeli peace negotiations. |
| www.nad-plo.org |
|
|