December 2020

Protected: Can or should you Learn Negotiating From former Hostage Negotiators?

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Happy New Year!

One of the favorite activities of my year is coming up: Reviewing the old and preparing the new.

What has changed? What did I achieve? Where am I coming from and how does this impact my future?

As an entrepreneur, my starting point this year will again be the development of my business. As Austrian business we are obliged to keeping our accounting records 7 years. This means, I can review and completely close, and obliterate the records of 2013 this time.

Of course, the beauty is not only to get rid of old things, but looking through them, reminiscing and reliving past successes. While I am doing this, I am finding that it was a pretty successful year regarding book sales! I will love to set the invoices on fire, however I would like to stay in contact with my readers of that time. How can I best manage that? Maybe I should reach out via LinkedIN?

Did you know that 7 years timeframe also coincides with another body related time frame? It takes about 7 years for all of the cells in your body to be replaced by other cells. This means, in short, that your body now really is different in every aspect than the one you had 7 years ago. You are, physically speaking, a completely different person (Disclaimer: not exactly so, but it is a good model to work on, find more here).

After going through my review of the distant, I´ll have a look into what´s been achieved last year. As some of you probably know, my kids and I have published a new book together, the Little Free Thinker.

You want to to your Review-Outlook-Vision together with me?

Then consider joining my workshop that has become a landmark for my Sparring friends and me: Review – Outlook – Vision on January 15th. In the exclusive group we talk about our plans and set targets for the coming year. Join us, if you´d like to!

Review
A unique format: Review 1/year

I wish you a wonderful New Year, and that it will bring you closer to your dreams,

Dr. Amin Talab

P.S. Here some tips to help you setting better goals

Use business cards strategically in negotiations

Who can escape them? Cheap business cards with Word clipart or the variant with 200 free standard business cards with print advertising on the back. Thrift often begins with the business card and company folder. Business Cards might appear “outdated”, however, some crucial points are still well worth to be considered.

Why are business cards still important in the digital age?

  • A business card is often that first physical contact with a new person and helps to win them over as a customer and start the negotiation on the right foot. The situation is even worse with service providers: Here this is sometimes the only tangible “gift” that is ever given. Accordingly, several pieces of perception act here at the same time (see The Master Negotiator Checklist p 108):
  • The first impression (Primacy effect) is rated disproportionately and stays in the memory much longer
  • Observations are unconsciously selected in such a way that the first impression is confirmed : “I knew it.”
  • Therefore, the following performance and price presentation is seen in the light of the business card impression. So it’s easy to start a vicious circle here.
  • Business cards are often “taken out again” after the meeting, touched and felt. They are therefore viewed more often than just when they are handed over.
  • Business cards are read! In the age of overstimulation, this is a very important opportunity.
  • So the last thing your business card should be is boring and interchangeable. Your business card is the mirror of your company and your achievements. Accordingly, you should invest in the design and printing of your business card and be sure to consult a professional.

5 tips for the optimal use of the business card with your negotiating partner

1. Cheap business cards really tend to leave a cheap impression

Do you want to look cheap? If not, invest in your business card.

Invest your time and money. Until you love them. When did you invest enough? There’s a little trick: if it’s such a beautiful work of art that you hesitate to hand your child a copy to play with because it feels too valuable for that.

2. All important information should be easy to find

After a keynote, participants had left countless business cards. Yet, 4 (of about 70) cards lacked e-mail addresses. 6 didn’t give any website information, or maybe didn’t have any ?!

Every industry works a little differently, of course. But e-mail and the Internet are a must practically everywhere.

But there is a little more to it than that. Assume that a casual observer, much like visiting your website, spends only a few seconds answering the following questions:

1) Who is that?
2) What is he doing?
3) Can I use it?

3. Take advantage of the back side

Imagine listening to a 1 minute commercial on the radio. Only if finishes after 30 seconds. Then there is silence. That is the situation and the lost chance if you leave the back of your card blank. You can include current offers, a slogan, a coupon or a URL. For example, I have information about my books attached on the back.

4. Always take business cards with you

You can share your information wherever you could meet people. Put some in your bike, car, bag, sports bag and with the seminar documents. After all, the interested customer can be waiting for you anywhere. So be prepared!

5. Think “Class” instead of “mass” when handing out your cards

During my last Speed Negotiation Seminar one participant “forced his card” on everyone, whether they wanted it or not. When tidying up after the seminar, I found half of the cards spread out on tables and in the garbage can. The potential partners reaction was to be “pissed off” and brought little positive either to her or to the recipients. Only give business cards to someone who deserves them. After you’ve invested so much in your business cards, hand them out only to people you actually want to work with. This saves you from stalking gossip and doesn’t seem so intrusive.

The first but important step would be done. If you want to take a closer look at fee negotiations and practice your first impression, have a closer look at my Speed Negotiation Event..

I wish you success!

SparringClub 2021 Pro Open

Dear Visitor,

Strategic attitude and negotiation skills determine relationships, careers, and even the overall success of your life to a very special degree. The SparringClub is about setting ambitious goals and consistently achieving the best possible negotiation success with the Coaching support.

In short: become the best version of yourself with my support e.g. in the monthly coaching sessions or in the Negotiation Sparring.

There are only a few places available in the exclusive program, and I personally select participants with a view to mutual learning success. The SparringClub consists of a select group of executives, influencers and self-employed who want to exchange ideas at a top level and perfect their negotiating skills, not only on the strategic, but also on the practical day-to-day level.

The number of participants is deliberately limited to 10 and focused on the right target group in order to ensure the intimacy and the exclusivity of the small group. In the club, strategies, goals and techniques are optimized, tried out and trained in a multi-facetted Coaching program.

If you are interested in becoming a Master Negotiator, sign up for the online information evening on December 7th, without any obligation, and let’s achieve the best negotiation results with friends!

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