Category Archives: Communication

How To Improve Negotiation Skills by Uncovering Tactics – Part 1 in a 3 Part Series

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.

There are three  areas to consider for uncovering and neutralizing tactics – This series will explore the topic of uncovering tactics in three short articles. 

 

Is it a Tactic?

 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.

 

To Learn More

To learn more about uncovering tactics please visit us at http://www.negotiationstraininginstitute.com   where you can download a free report with more tips on how to Improve Your Negotiations.  Or if you have an interest in organizing an onsite negotiation skills training course please contact us at https://boldnewdirections.com

 

About The Author

Jim Hornickel is Director of Training at Negotiations Training Institute and the co-founder of Bold New Directions,  https://boldnewdirections.com ,  a transformational learning organization that offers corporate  learning programs including Leadership Training, Communications Training, and Resilience Training Solutions.  Bold New Directions faculty work with Fortune 500 companies, mid-sized firms and educational institutions to grow people and performance. Find out more about Jim Hornickel and Bold New Directions at https://boldnewdirections.com or visit our specialized negotiations training site  via http://www.negotiationstraininginstitute.com

Personality Adds A Punch To Presentations – Part 5 in the Series on Vocal Variety in Presentation Delivery

Personality

Personality refers to the color, warmth and meaning that comes from hearing your voice. The personality of your voice will dictate if people are “turned on” or “turned off” when listening to you. Certainly adjusting the pitch and volume will help the quality of your voice. Adding emotion will give your voice color and warmth. So too will a smile which softens and warms up the vocal tones that people hear. Personality can vary from passionate, to bored, to serious, to light. What personality are you going for when you speak on a given topic? Give it some thought and choose a word that captures the tone you want your voice to convey. Write that word at the top of your notes so that you consciously strive to imbue your voice with the personality that will help you make the most impact.

Using the 5Ps of Vocal Control Together

When you’re just starting out you may want to focus on one P at a time then add in more until you are able to stretch your voice to reveal all 5 P’s in a given presentation. By playing around with each aspect of vocal control you can imbue your voice with interest, warmth, and personality! Utilize each of the P’s, including Pitch, Pace, Pause, Projection & Personality to actively engage your audience and keep them wanting more.

 

If you want additional information on how to hone your presentation skills visit our website to get a free copy of report on how to Master Your Presentation Skills at https://boldnewdirections.com or at http://www.presentationtraininginstitute.com

 

 

Boost Your Projection – Part 4 in the Series on Vocal Variety in Presentations

Why Should You Boost Your Projection?

This aspect of voice is by far the most important as it correlates to your audience’s ability to hear your remarks. Even the most intelligent presenter can not have their desired impact if the people in the room can not hear their key points. With projection, everyone can hear your comments without having to strain their voice. However, there is still value in varying your projection to add intrigue and interest to your comments. For example, you might want to soften your voice to emphasize a key point and then later increase the volume for another point. In either case you must ensure that all members of the audience can hear each and every point.

Practice projecting your voice by imagining that everyone is sitting against the far wall in the room. Ensure they can hear you and that you are speaking from your diaphragm. In fact if you could only improve one skill in voice dynamics, we would say make it Projection.  The very act of speaking more loudly will change your breathing, slow your pace, and add more intonation – all great outcomes for your vocal variety.

 Now that we have discussed Projection keep on the look out for the next article in the series on how Personality impacts your vocals. Or, if you want additional information on how to hone your presentation skills visit our website to get a free copy of report on how to Master Your Presentation Skills at https://boldnewdirections.com or at http://www.presentationtraininginstitute.com

 

Add A Pause – Part 3 in the Series on Vocal Variety

The Power of The Pause

 

Learn how to stretch your voice by understanding the 5 P’s of Voice Control including Pitch, Pace, Pause, Projection & Personality.  This is part 3 in a 5 part series on vocal variety.

 

Pause – How It Works

Pause involves stopping momentarily for effect in the middle of your remarks. It is a tool that is used hand in hand with variation of Pace. A pause is best used before or after a significant point as a tool for emphasis. Pause is also a tremendous tool for nervous speakers who tend to speak too fast. By stopping at key points, the speaker allows the audience time to process key  ideas before moving on to new material. One easy trick to ensure you do pause is to underline key points in your notes and then place the word PAUSE in large letters to remind you to stop speaking for a few seconds. Actively playing with pause will have a profound effect on your presentation prowess.

 

Using the 5Ps of Vocal Control Together

When you’re just starting out you may want to focus on one P at a time then add in more until you are able to stretch your voice to reveal all 5 P’s in a given presentation. By playing around with each aspect of vocal control you can imbue your voice with interest, warmth, and personality! Utilize each of the P’s, including Pitch, Pace, Pause, Projection & Personality to actively engage your audience and keep them wanting more. If you want additional information on how to hone your presentation skills visit our website to get a free copy of report on how to Master Your Presentation Skills at https://boldnewdirections.com

 

 

 

 

Vary Pace for Vocal Variety – Part 2 of 5 Part Series

Vocal variety is essential to keeping your audience intrigued and interested in your remarks. This is Part 2 of a 5 Part Series on how you can you add emphasis, excitement and drama to your next presentation.  Vocal Variety involves 5 P’s.  Pitch, Pace, Pause, Projection and Personality.  In part 1 of this series we explored the power of Pitch.  Part 2 of this five part article drills down on how pacing impacts the listener in a professional presentation, speech, or set of remarks.  Pace is a wonderful tool that many presenters overlook.  Read below to learn how to vary your vocals with the power of pace. 

 

The Power of Pace in Presentations

Pace refers to the speed at which you speak. Just as monotone is boring so is mono-pace. A good speaker knows the value of changing the pace as they speak. For example, when you are introducing a topic that is exciting you may choose to speed up the pace of your voice. Let the audience know that something exciting is about to be shared in your next remarks.  On the other hand, when you want people to focus their attention on a more somber point, you may slow down for emphasis. Too fast all the time isn’t good, but neither is too slow all the time the way to go.  The overall point is that variation of pace is the key to success here. So play around with your pace next time you speak to see the impact on your audience.

Join us in the next article to learn about the power of the Pause in your next presentation.  Or visit us at http://www.presentationtraininginstitute.com or at https://boldnewdirections.com to download a free report on how to increase mastery in your presentation skills.