Monthly Archives: March 2013

Why Seek Onsite Training On Negotiation Styles

There are lots of areas of importance in a negotiation, including the financial bottom line, your reputation, and the reputation of those on the other side. (In mutuality based win-win negotiating, we always care about how the other people are doing too).

So why get training on negotiating styles? Here are three reasons:


1. Increased Focus on Relationship

Professionals going into a negotiation most often focus on the bottom line dollar. The money piece is of course (usually) the main emphasis but, should not be to the exclusion of all the other factors involved in the negotiations process. In fact, money will suffer if you do not attend to the people aspect. Negotiators are human. People trade tangible concessions. The relationship between the negotiating parties absolutely influences how well the “trading” goes. So, deepening your ability to read the other party and work with them with more ease will positively impact how the process goes along with the bottom line end results. You can learn more by visiting or



2. Know Yourself Better

When you decide to get even better at working with the negotiating relationship, it makes sense to start with yourself. Yes, you think know your self well. But, knowing yourself in each and every negotiating relationship takes a bit more consciousness. None of us relate in a vacuum. The other party always has influence with us. You need to know ever more clearly what triggers you, what troubles you, what pleases you? What are your current blind spots (the other may very well see and exploit them)? What values do you need to have honored by the others? What personal as well as professional goals are at stake in the negotiating process?  Learn more by visiting or



3. Know Others Better

As we said, you do not negotiate in a vacuum. Nor do the others at the table. After getting clear that you need to lend more attention to the relationship side of negotiating, it is probable that those on the other side of the table have not yet learned this secret to success. So be prepared to do the brunt of the flexing work. Flexing? The key is to study the people you are negotiating with to see what makes them tick. Why? Not to take advantage of them (that can lead to win-lose which is truly lose-lose) but to support them in getting what they want too. If you can master the practice of flexing to be a bit more like them, they will see you as more familiar, therefore more of an ally. People work more easily with people they see as similar to themselves. This familiarity and ease brings both of you more success. Flexing takes LOTS of practice but it is well worth the effort once you have been trained on how to relate to the others at the table even better than you do now.  Learn more by visiting or



About The Author:

Jim Hornickel is co-founder of Bold New Directions, a transformational learning company that works with companies to transform people and performance through training solutions including seminars, webinars, coaching and keynote events. Bold New Directions specializes in training solutions that build leadership skills, communication skills and resilience at work. You can learn more about Jim Hornickel and the topic of Negotiations by visiting or




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Five Strategies To Grow Professional Resilience

Here are five top strategies to grow your professional resilience.  They also ground you as a person.  


1. Clarify Your Purpose

It’s easier to be passionate and energized when the work you do is in line with your purpose. Ask yourself important questions like “Why Am I Here?”, “What’s My Legacy”, and “What’s My Impact?”. Then check to see that at least some of your activities each day are in line with your purpose. If not, it’s time to consider how to increase your purpose-ful activities; if not at work, then how about through a hobby or volunteer mission.  Take a free assessment at or and boost your professional Resilience.


2. Find Your People

Most of us do better when we have a supportive team cheering us on. Who are your people? Where do they spend most of their time? Look around your workplace for strategic alliances and mentors.  Canvass your neighborhood for like-minded connections. It’s easier to feel positive and resourceful when you have good people around you to help you stay strong. To learn more about resources and training take a look at or to boost your personal Resilience.


3. Focus On Strengths

All of us come to this world with a mix of strengths and weaknesses; the trick is to utilize your strengths to positive advantage. Ask your family or colleagues about your top five strengths and then set out to ensure you are living life in a way that has you enjoying these activities – at work, at home, and at play! To learn more try the wheel of life assessment at or and boost your professional Resilience.


4. Change Your Perspective

All of us face trials along the road. What makes the difference is how we approach those ups and downs. Learn to try the “180 game”. If you catch yourself labelling something as a “Problem”, try to swing 180 degrees the other direction and instead call it a “Solution”; then really live from that Solution perspective for a couple of days. Over time, this new perspective will help you see advantages and opportunities that you may have missed! Visit or and schedule training that will help you change your perspective.  


5. Grow Your Appreciation

Take time each day to list 5 or more parts of life for which you’re grateful. It could be the roof over your head, the food on your table, the colleagues around the office. Focus on what is going well, what you would miss, and what you appreciate in others.


By practicing these 5 strategies on a daily basis you’ll grow your own resilience and find you’ve got more capacity to weather storms that come your way! There are many other tools that will help you thrive! To learn more about resources and training take a look at or  and boost your professional Resilience.


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Three Skills To Make Preparing For Your Next Presentation Easy

There are three key strategies that can help even the most nervous speaker prepare for their next presentation. These presentation skills are relatively straight forward and easy to implement. They include: 1. Setting A Vision of Success, 2. Preparing & Organizing in Advance, and 3. Taking Time To Breathe & Connect. By following these three strategies, professionals will experience much more comfort and success in their next stand up presentation.


1. Setting A Vision of Success

For many speakers fear is the number one reason they don’t enjoy presentations. Fear of failure, fear of disapproval, even fear of looking stupid. Unfortunately, once fearful thoughts get into the mind of a potential speaker they can take over and become a negative downward spiral of thoughts. Since many fears are just products of our imagination and never materialize, the wise professional learns to harness the power of their mind by redirecting it from fear-ful thoughts to success-ful thoughts. Think about it – if your mind can imagine all kinds of outcomes both negative or positive – why not direct your mind to really positive visions. You could imagine a group of warm and welcoming friends in the audience cheering you on while you speak. You might even envision the moment of completion when your remarks are met by loud and enthusiastic applause. Or see yourself leaving the podium with a smile and sense of great accomplishment at the end of your speech! By harnessing your thoughts in a positive direction you can set a vision of success that will radiate out to your audience. Now that we’ve explored the benefits of setting a vision of success, let’s take a look at the second strategy – Preparing & Organizing in Advance.


2. Preparing & Organizing in Advance

It is much easier to feel cool, calm and confident if you have taken time to prepare and organize your remarks in advance. By having a clear point of view, backed up by relevant analysis, facts and figures you will feel much more competent when speaking. Moreover, you will set yourself up to use your notes as reference material that requires only an occasional glance – rather than reading your presentation word for word. You can use any number of tools to organize; a bulleted list, a number of titles, or a series of themes ranked in order of importance. Make sure your organizing device is logical to you, and of course to your audience so that you both keep on track as you speak. By knowing your material well, and organizing in advance, you will feel much calmer when speaking to a group. Look for free tools to help your stay calm and organized at or at  Now that we’ve explored the benefits of preparing in advance, let’s look at the third strategy – Taking Time To Breathe & Connect.


3. Taking Time to Breathe & Connect

As we mentioned earlier, fear is a big challenge for many professionals who are unpracticed in public speaking. Often the inexperienced speaker imagines the audience as difficult, judging, or cold. However by taking time to breath deeply, center and connect with eye contact most speakers soon realize that the audience is made up of caring, interested, intelligent human beings. The trick is to make a habit of slowing down just before starting to speak to breathe deeply and establish rapport with the people in the room. Look out at the audience’s faces, smile, or make some introductory remarks. Share a quick story or tell them why you’re genuinely glad to be with them today. All of these “connecting” strategies will break the ice and enable you to connect with the real people who make up your professional audience. Once again you can get free tools to assist in your next presentation by visiting or


By practicing these three skill sets before each presentation, you will become more and more comfortable speaking professionally. You may even come to enjoy stand up presentations and seek out more opportunities to share your remarks in public settings. If you are interested in taking your presentation skills to the next level visit our web site to find out about presentation skills training or to get free reports on how to master your nerves. Visit us at or at 


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Management Success With Behavioral Styles

At the heart of every organization are its people. And, a manager-leader is charged with getting work done through other people. It can be very helpful to think of “managing” as this – you “manage” systems, products and services; you “lead” people.

Leading individuals for best results is a complex business at best. Human beings vary in so many ways. One way to simplify and ease the dynamics between a manager-leader and her/his team members is to study and work with information on behavioral styles.

Every human being behaves. You do and your staff members do. The bad news is that behavior styles differ. That doesn’t make relating to people any easier. The good news is that there are means to bridge the gaps for more successful relationships. And successful relationships are the foundation of every thriving business.

Some manager-leaders practice the Golden Rule – “Do unto others…or, in modern language, treat other people like you would like to be treated.” Sounds good at first look but the problem is, while it is a lovely intention, it doesn’t work very well. Most people don’t want to be treated like you. They have different needs, styles, values, tastes and preferences.

Using the Platinum Rule is when the magic between people starts truly taking place. “Treat other people like they want to be treated!” Would you appreciate it if people in your life took the time to get to know you? How you think and feel? How you like to approach life? From your needs, styles, values, tastes and preferences? You bet! And so will the people you lead if you meet them where they are.

It takes energy, time and commitment to find a good behavior style/personality traits tool (we recommend DiSC assessments – search Google), learn about varying traits and practice closing the relationship gaps between you and others. But a manager-leader’s ultimate goal is to create a positive and productive work culture. Higher morale leads to greater productivity and that, if managed well, powers stronger profitability. Getting to know your people via their behavior styles will go a long way toward achieving your business goals.

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Improve Negotiation Skills by Uncovering Tactics

There are lots of areas of importance in a negotiation. This article will focus on uncovering tactics and redirecting the negotiations back to a mutuality-based, win-win process.

A Tactic, by definition here, differs from a strategy. A tactic is intentional and, it is meant to get you to give up a concession without the other party giving anything in return.

This article is not written to encourage you to use tactics but instead to know when tactics are used against you. We want you to be able to neutralize tactics to preserve a win-win negotiating relationship.

Here are the three areas to consider for uncovering and neutralizing tactics:

Is it a Tactic?:

1)     A “strategy” used by the other party may be a tactic or it may simply be the way they do business. Let’s use “Higher Authority” as the tactic example. You move through a negotiations process with someone, thinking that person will make the deal with you. Then, when you have wrapped up the trading, they tell you that they do not have the authority to make the deal; they need to pass the information up through channels. Is this a tactic? It may be an attempt to put pressure on you and get you to change your offer.


But, it may not be a tactic. I know of a large energy company who runs negotiations this way; they have a two-step process by design. The negotiators who initially go out tell the company they are negotiating with about the process. They are the first line but do not have budgetary authority to make the size deals done at this level. They then bring all of the information to the next level of management for approval. Not a tactic; just the way they do business

Uncovering a Tactic:

2)     If you suspect that a tactic is being used against you, the best strategy to ascertain I fit is or isn’t is to ask questions. It is usually that simple. You probe. Let’s say the other party sets a deadline. How can you know I fit is a tactic or not. Test the deadline. Ask questions about it. Who set it? Why that time and date? What happens if the deadline is not met? Get conversational. Use objective criteria – the facts.

Redirecting The Negotiations:

3)     Lastly, when you learn that the other has truly been using a tactic against you (never with you), you need to tell the other party what the consequences are for dealing negatively; unfairly. Stay objective f you can. Judging the other party to be “wrong” may feel natural but all it will do is get their defenses up. Just call it for what it is from an objective place. Take the lead in returning the negotiations to a mutuality-based, win-win process. Be the enlightened negotiator; the model. That goes a long way in appearing powerful in a very positive way.

Remember, test and probe with questions when you think someone is using tactics. Be the leader. Go for win-win!


About The Author:

Jim Hornickel is co-founder of Bold New Directions, a transformational learning company that works with companies to transform people and performance through training solutions including seminars, webinars, coaching and keynote events. Bold New Directions specializes in training solutions that build leadership skills, communication skills and resilience at work. You can learn more about Jim Hornickel and the topic of Negotiations at Bold New Directions by visiting the company web site at