Negotiate Shrewdly by Using Misdirections

Recently, I watched a colleague make a presentation. At the beginning of his presentation, he pulled a small red foam ball from his pocket. He then said a few magical words as he placed the ball from one hand into the other, opened the hand the ball was placed in only to have the hand absent of the ball when he opened it. Everyone in the audience suspected a sleight of hand had been used to create the illusion. That could have been the end of the ‘red ball trick’ had my colleague stopped at that point, but he went on to ask a gentleman sitting several rows from the stage to look in the top outside pocket of his jacket. A hush came over the audience as everyone anticipated the red ball appearing in the gentleman’s pocket. When the gentleman, with hesitancy, felt the pocket and exposed its content, he extracted a cell phone, but no red ball. Everyone laughed and my colleague continued with his presentation, with a much more attentive audience.

‘Misdirections’ throughout a negotiation can prove to be very beneficial if used appropriately. It thus behooves savvy negotiators to know when and how to use ”misdirections’. Questions might come to mind such as …

When should you use ‘misdirections’? What value can be achieved from the use of ‘misdirections’? What are the pitfalls to using ‘misdirections’ in a negotiation? Below are ways and answers that will give you insight into how this dynamic tactic can be applied and how its use as a strategy can be employed during a negotiation …

· Planning the use of ”misdirections’ in the development of your negotiation plan

- By now, if you have been following these lessons for some time, or if you’re several levels into becoming a savvy negotiator, you’re aware that you should always plan any negotiation before entering into it. In your plans, you prepare for ‘what if’ scenarios and the path upon which you envision the negotiation traveling. As you contemplate that path and weigh the ‘what if’ scenarios and the influence they may have on the negotiation, consider how you might misdirect, redirect, the negotiation, if it goes in a direction that is unfavorable to your position. In essence, give consideration to how you will respond to ‘what if’ scenarios by providing the perception of a more favorable position for your opponent, if he follows your suggested path. That path should be one that is advantageous to the negotiation and your position. As an aside, a good ‘misdirection’ creates the impression or facade of being more advantages to the other negotiator and to the overall outcome of the negotiation, without giving the appearance of being advantageous to your position.

· ”Misdirections’ in the form of red herrings

- Red herrings are ‘things’ that have real perceived value to the other negotiator, but marginal value to you. In order to use this tactic effectively, you have to convince the other negotiator that the red herring has immense value to you. To use a ‘misdirection’ coupled with a red herring, you should first give value to the red herring by making a ‘big deal’ in your desire to acquire it. Then, momentarily direct the attention of the negotiation onto another point. As you go about agreeing on the other point, revert back to the red herring and raise the stakes; do so by making a bigger deal about the other negotiator conceding on the point of the red herring. When he begins to protest, couple the immediately agreed to point with this new request. To the degree you can couple other agreed to points, to the red herring, the concession on the point of the red herring becomes more tolerable to the other negotiator. You run the risk of creating animosity, anxiety, and breaking rapport with the other negotiator, which could be detrimental to the negotiation. So, be cautious when using this tactic.

· Answering questions with questions is a form of ‘misdirection’

- By answering questions with questions, you can redirect, and thus misdirect, your responses to an informational gathering tool. In general, when negotiating, the person asking the questions is the person with the greater degree of control. By asking questions with questions, you continuously gather information, while not divulging information. The more information you gather, the more information you’ll have to improve your negotiation position. The next time someone asks you a question, respond by asking them a question, instead of replying with an answer. Try this tactic in a ‘fun’ environment and observe how much more information you gather. Then, when it’s time to use this tactic in a negotiation, it will feel like the fit of a hand inside a perfectly sized glove … and everything will be right with the world.

The Negotiation Lessons are …

· When you’re in the midst of a negotiation, sometimes things will become hectic, people will become angered, and they’ll be times when impasses will appear. By applying the strategy of ‘misdirection’, you can alter the other negotiator’s perception, change his opinion, and get the negotiation moving in the right direction. Never overlook the value of this tool.

· The use of ‘misdirections’ in a negotiation can be a very powerful tool. One of the ways to enhance its use is to use it when it’s least expected. Then, build upon the ‘misdirection’ by taking it a step further than what is expected, by misdirecting the negotiation in yet a different direction. If you wish to employ this tactic in an even more demonstrative manner, alter between the two ‘misdirections’ as the other negotiator thinks he’s closing in on settling one of them.

· ‘Misdirections’ in a negotiation can be powerful, but be cautious not to overplay your hand. If used too much, you run the risk of giving the other negotiator the perception that you’re playing games with him. If he senses such intentions, he may become belligerent, ambiguous, and unreceptive to other offers you might make. In essence, you will have created the impasse in the negotiation that you were trying to avoid.

How to Create Effective Presentation Slides

At some point in your professional career you may be called upon to make a presentation. Fortunately there is presentation software that is available that makes giving those presentations a fairly simple process. The key is in knowing how to create effective presentation slides.

In learning how to create effective presentation slides you need to put yourself in your audiences seat. Many presenters get so caught up in all of the bells and whistles of the technology that the heart of the presentation gets lost. These tips will help you keep your focus so your audience gets the most out of the presentation.

Text

Unless you are presenting a slide show of your latest vacation pictures you are going to be using text on your presentation slides. You will need to make sure that the text you use is easy to read for the people that are viewing your presentation.

The size of the font will depend on how large the room is, how far away the audience is, and how large the screen you are projecting on. You need to make sure that the font you choose is easy to read for the people in the back row of the room.

You also need to make sure that you do not overload your slide with text. It is a natural tendency of people to read the slide that is on the screen. If they are reading the slide while you are speaking, they will miss what it is you are saying.

The other danger of too much text is that you may fall into the trap of reading your slides. It is much better to include bullet points or short lines to highlight the major points you are making.

The final thing you absolutely must do is check your text for spelling and grammar mistakes. You do not want your audience to be so focused on small mistakes that it distracts them from your presentation. Read the text on your slides several times, and them ask someone else to proofread your work.

Background

Use a simple background to add interest to your slides. A subtle background can make your presentation look more professional. If there is a design on your background, make sure that it is consistent across all of your slides. Using too many different backgrounds looks amateurish, and can appear as if you are just showing off your ability to find different backgrounds.

Your background should compliment the text you are using. If the background is too “busy” it will detract from your text. You also want to make sure that the shade of the background enhances the text and does not mask it. Make sure your text is easy to read. If your audience has to strain to see what is written they will stop paying attention to the presentation.

Graphics / Animations

Graphics can add interest to your slides, and if done well they can really enhance the presentation. However, if you do not choose your graphics wisely they can turn your professional presentation into a mess.

First, your graphics should be appropriate and relevant to the topic. If you are speaking on a new product line, it would be appropriate to include images of some of the products. It would not be appropriate to have your slide cluttered with photos of dogs and flowers.

If you are presenting data, a graphic of a bar graph or a pie chart is much preferred to using a table of raw data. The graphics will make your point, while the data chart will be hard to read, and you will end up losing your audience.

Layout

In general, when you lay your slides out, remember the axiom that “less is more.” Keep your slides simple and uncluttered. Make sure that everything that is on the slide serves a purpose and is easy to understand. Look at your slides not only as the presenter, but also as an audience member.

Learning how to create effective presentation slides is a skill that can enhance your professional reputation. By learning to do professional quality presentations you will be perceived as an expert in the area you are presenting on. Continue working to refine this skill and watch your reputation grow.

Delhi – A City With a Glorious Past and a Magnificent Present

Delhi is a city that bridges the past and the present. The old city that was once the capital of Islamic rulers, still presents a picture of those days with its narrow lanes, with collapsing old havelis and age old Mosques. The new city is also known as “Lutyen’s Delhi”, with respect to its architecture, tree lined government avenues and buildings, modern malls gardens and parks.

However the modern city itself dates back to over a century ago when the British shifted their capital to Delhi from Calcutta The city’s importance lies not just in its age old glory but also present day’s rich cultural diversity.The capital is known for its fascinating ancient monuments, museums and art galleries, fabulous eating places and busy and economical markets which gets the eye of overseas tourists.

Delhi has been the political hub of the country since time immemorial. The city was the capital of Pandavas and was known as “Indraprastha” at that time.In the present scenario, all the political activities of the country have their roots in this city. The capital houses the residents of many political dignitaries and also the embassies of various nations.

The mughal era monuments of Jama Masjid, Red Fort, Humayun’s tomb, Purana Quila are the major tourist attraction of the old city. Besides this India Gate, Rashtrapati Bhawan, Parliament House, North and South Block are marvelous examples of British architecture. Various Museums, temples, parks and gardens provide an insight into day to day lives of the residents.

The Lakshmi Narayan Temple built by the Birlas, Lotus Temple which is in the shape of a blossoming lotus and Akshardham temple are some of the architectural marvels that have defied the conventional architectural standards. The Akshardham Temple is the world’s largest Hindu temple complex.

These temples not only hold religious significance but also attract a lot of tourists to Delhi. Iskon (International Society for Krishna Consciousness) Temple has a vegetarian restaurant, library, animatronics center and an upcoming museum which attracts overseas tourists.

Delhi also has memorials of freedom fighters and National leaders. Amar Jawan Jyoti was built in the memory of soldiers who lost their lives during World War I. Raj Ghat, Shanti Van and Shakti Sthal are the memorials of Mahatma Gandhi, Pandit Nehru and Indira Gandhi.

The city buzzes with tourist activities round the year. Delhi offers vast accommodation options from luxury five star and business hotels to budget hotels and Guest houses. Staying in budget hotels is an inexpensive accommodation option for economy travelers who do not want to burn a hole in their pocket.

The budget hotels provide standard, deluxe and family accommodations. The rooms are aesthetically done with the best amenities at the most pocket friendly prices to suit the needs of mid range travelers.