Successfully Perceive Deception Throughout Negotiations

When you negotiate, how do you detect deception? When negotiating, observing the body language of the other negotiator will give you insight into whether he’s being truthful, or intentionally attempting to mislead you (lying).

When people outright lie that’s deception, but they can also lie unintentionally by misrepresenting a fact they believe to be true. Would you know what to look for to detect lies in either situation? As you negotiate, take into account the following thoughts to detect when someone is not being forthright.

· The eyes may have:

o When questioning the other negotiator about a past situation that he’s not sure of, do his eyes tend to look up and to the left? If so, he’s trying to gain access to the area in the brain that stores past occurrences. In most cases, this is a natural reaction. If he looks up and to the right in the same situation, he’s more than likely in the process of concocting a story that’s born of deceit, or at minimum, he’s mentally contemplating the possibility of leaning in that direction.

· There’s something in the tone:

o Do you lend attention to the tone used by the other negotiator while negotiating? When it comes to deceit, the tone associated with the delivery of a thought or pronouncement will convey the level of conviction and belief that’s attached to it. That of itself will not be a definitive declaration as to whether one’s statement is deceitful. It will however give you a level of insight into how believable he wishes you to perceive it. If the other negotiator allows his tone to consistently trail off at the end of his statements, he’s displaying through the hidden insight of nonverbal, verbal (follow me on this) communications that he’s not sure about what he’s saying. To the degree that you astutely detect his level of uncertainty, you may consider probing further to uncover the ‘real’ story.

· Rephrase and paraphrase questions to seek detail:

o When people lie, by definition, they fabricate a story that’s not truthful. Thus, the more you probe, by asking for detail, the more extensive the lie will become. As you probe deeper, be aware of the other negotiator’s attempt to ‘waive you off’ and move to another topic. If an attempt is made to ‘waive you off’, that of itself will give you insight into the fact that the other negotiator feels uncomfortable and realizes you may be ‘on to him’. He’ll be ‘feeling the heat’ and you may observe him physically ‘tugging’ at his collar.

The above insights will assist you in detecting deceit, most of the time. While no ‘fool proof’ system is available to detect deceit in every situation, the more aware you are of gestures that occur around you during negotiations, the better equipped you’ll be at ferreting out deception. By being observant of body language, you will add another arrow in your quiver from which to defend yourself… and everything will be right with the world.

The Negotiation Tips Are…

· When it comes to detecting deception, be attuned to what you don’t hear and see and what’s not said or shown. The absence of information is information. It’s information you can use in the negotiation.

· Adept negotiators, that know how to read body language and detect deceit, possess more abilities to succeed when negotiating. If you want to become a more dynamic negotiator, increase your deception detection abilities, by improving your body language reading skills.

· When you detect deceit, don’t ‘jump on it’ immediately. Let the other negotiator continue in his dastardly ways. By doing so, you’ll receive insight into how he lies and what he’s attempting to accomplish.

Presentation Versus Communication

It is pretty hard to find anything traditional with the internet as it has really only been in common use for about 13 years. However, there are certain sales traditions that the old door to door salesman would use to increase their chances of a sale. A quick presentation and throw in some wow this works great, close the sale and off to the next home.

Some of you may even remember the door to door salesman, this was basically doing a cold call door to door through out a neighborhood day after day. The profitable ones would get repeat calls and referrals because of a good presentation, communication wasn’t an expectation or option due to the lack of technology. Remember there were no cell phones, email, websites etc…

Now the customer has the advantage through information, as they no longer have to take the word of the salesman in their house with the quick home presentation. Now they can look at something and simply type the product or service into Google and get all the feedback they need to decide if it’s what they want.

Don’t get me wrong, presentation is still important, but trust and communication are more important. With the technology we have in place, the customer should be given plenty of options within your presentation to reach you and ask questions because good communication can repair a bad presentation. Ultimately the goal is to have both, but how would you know you have a good presentation if there is no communication?

Business Presentation Skills: Lessons From Public Speaking Contestants

It was a public speaking contest for high school kids. It was held in a big room, in a big hotel, in a big city. The judges were professional speakers who make their living at this. The audience was full of parents, each thinking nobody could touch their child for speaking prowess. Lots of pressure on these young shoulders, but they rose to the occasion.

Presentation skills are vital to career success today, no matter what field you are in. No longer are presentations restricted to senior level people – today anybody could be asked to present at any time. But too many folks have just not developed the level of presentation skills they need to be successful.

The young people in this contest have already built competence in a skillset that will give them career advantages over their peers no matter what they do. Here’s why.

- They were highly articulate. The ability to express a thought clearly and concisely so that listeners understand it immediately will give them an advantage in a workplace world where this skill is not nearly as widespread as one might think.

- They were confident without being arrogant. When you speak confidently, people are more likely to buy into your message, but arrogance will turn your audience off. This fact seems to have escaped many adults as they make their presentations to management.

- They were enthusiastic. Whether the subject was funny or serious – and there were some of each type – they showed just the right degree of enthusiasm or intensity. Too many business presentations are boring, because the presenters deliver them in the same tone no matter the subject or whether the news is good or bad.

- Finally, they spoke clearly – they didn’t mumble! There seems to be a mumbling virus out there in the workplace today. People run their words together and drop the endings, so that what comes out is a meaningless jumble of sound. If your prospects are struggling to understand what you are saying, how likely are they to buy what you’re selling? Not very.

These kids were outstanding. They were judged on subject matter and delivery, and given points for tone of voice, volume, pitch and pace, humour and even audience response. It was hard to pick a winner.

I just hope these great kids don’t lose the skills and enthusiasm they have now, or they’ll sink to the level of way too many business presentations. And that would be a shame.