🤝 Leading Negotiation Advisor
👥 #1 on Reading & Influencing People
✍🏼 Bestselling Author & Forbes Contributor
🤵🏻 Stanford & MBS faculty
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What do you prefer working on - your strengths or your weaknesses? Of course, it’s important to work on the things we aren’t great at.
However, it is absolutely crucial to keep improving our strengths! By strengthening your strengths, you will ultimately come closest to reaching your life goals.
#nasher #author #advisor #competence #convinced
Fairness is one of the major components of any negotiation. People from all cultures and origins tend to reject deals that appear unfair - even when it would be irrational to do so.
Personal gain is less important than fairness. But: What we perceive as fair is not so much determined by the outcome, but rather by the process of how things are done.
#nasher #author #deal #advisor #negotiation #reading #people
The Power of the Written Word - Presenting certain facts in writing greatly strengthens your negotiation position. Let’s say you want a raise. Telling your boss how great you are won’t be enough.
Instead, present him or her with E-Mails of clients thanking you, with excel sheets showing an increase in sales etc.
Never underestimate the power of the written word.
#nasher #negotiation #author #convinced #reading #people
You don't always get what you deserve. You get what you negotiate. Many of us are aware that fairness is not necessarily part of life.
It much rather depends on what and how you negotiate. Even if our inner voices keep trying to convince us of fairness, the truth is that results will ultimately be determined by what we negotiate.
#nasher #negotiation #deal #author #advisor #reading #people
Taking fairness into consideration when negotiating is indispensable. Whenever a deal is perceived as unfair by your counterpart, this feeling will last until after an agreement has been finalized.
In this scenario, people will feel betrayed and treated unfairly. But fairness is not what it seems… To find out what fairness means exactly, keep your eyes and ears open for my next posts.
#nasher #negotiation #deal #advisor #reading #people
Don’t complain but ask! We're experts in complaining about all sorts of things. Imagine a group of people sitting in a restaurant, looking forward to enjoying some after-work drinks. However, your table isn’t ready. What’s going to happen? Common reactions could include complaining to the waitstaff or the management, ruining the evening.
Wouldn’t it be better to simply ask for what you want? What you want is an enjoyable evening with your colleagues and that’s what you should ask for.
Why not approach the manager of the establishment and propose the following: “We have to wait for our table for quite some time now. We were thinking you could serve us some cold drinks at the bar while we wait.”
On @forbes I published the article about the 'Top 10 Negotiations Of 2018'.
It was really difficult to decide which ones to include at all and which ones to put in the top 3.
The link to the article is in my bio.
Enjoy reading and let me know your favorite negotiation of 2018!
#nasher #forbes #author #negotiation #convinced #advisor #deal
Back to “disharmonies”: ‘Asymmetrical facial expressions’ become evident when dividing a face in its upper and bottom halves. A good example is a fake smile – the corners of the mouth indicate genuine joy but the eyes remain emotionless. So keep looking at the entire face.
The ‘wrong order’, can also indicate fake emotions. If someone tells you he is upset and only then shows anger in his face, chances are that it is fake. Real emotions are felt before talking about them!
#nasher #author #reading #people #detecting #lies
The ability to distinguish unnatural facial expressions from natural ones rarely lies in human nature.
We are therefore good to fool others even with facial expressions that show strong disharmonies.
Disharmonies, as shown by ‘asymmetry' or a 'wrong order' are strong indicators of deception. In my next post, you’ll find out what this means exactly.
#nasher #reading #people #detecting #lies #author #convinced
When an image sends a different message than the words it comes with, the image is stronger!
That is why our body language often has more effect than the words we say, simply because people know how easy it is to control our words.
And yet, paradoxically, we often underestimate the impact our own body language and don’t spend any effort on it.
The great thing is that your mere awareness and an understanding of it can lead to an immediate improvement in your perception!
#nasher #reading #people #detecting #lies
The majority of people believe that liars use a nervous body language. This is not true. In fact, liars tend to develop a relatively tense & stiff body language.
They are stiff because they are controlling their behavior and are afraid to communicate too much. Brain imaging shows us that lying is predominantly controlled by the upper hemispheres of the brain which leads to a decrease in gesture rate.
#nasher #author #convinced #reading #people #detecting #lies
Suppose a fortuneteller tells you that you will gain 20 pounds in the next few months and you believe it! You would give up your diet because it’s pointless anyway. By quitting, you’ll end up gaining weight, causing the fortuneteller’s prediction to come true. This phenomenon is known as the ‘self-fulfilling prophecy’.
It works universally: Patients recover better if they consider their doctor to be competent – with the similar treatment. In fact, in some cases patients can fully recover if they only believe in a treatment, despite its ineffectiveness. Who hasn’t heard of the placebo effect? A patient is given a pill without any actual medicinal substance whatsoever, and yet it works because the patient believes in it, the pill’s effectiveness being influenced by absurd factors such as size, color, price, and shape. Beware of it!
#nasher #convinced #author #reading #people
When it comes to conflicts, we tend to compromise rather than cooperate. During our early childhood years, we are taught that it is decent to compromise for the sake of peace.
However, it remains a win-lose situation. If you dig deeper into what’s behind both parties' desires, there's often the possibility of discovering a completely new approach. Both needs can be satisfied while creating a win-win situation.
#nasher #convinced #author #reading #people #negotiation #dealtime
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