At the beginning of June, our team was invited to New York City for the Inc. Magazine ICONIC Tour Conference as winners of the T-Mobile Challenge the Status Quo Competition. The ICONIC Conference brought hundreds of business and organizational leaders together to gain insight on how to scale effectively. A few takeaways which you can apply to community transformation includes:
- Are you getting enough sleep? Arianna Huffington’s Thrive Global works to provide the science on how successful execution is directly linked to a restful night.
- Are you using Facebook to engage your community? Be sure to get creative with videos to ensure interaction and it helps others better understand your message and purpose. Are you using videos to teach a class, engage parents, or drive overall community transformation? We’d love to see them! Share them at firstname.lastname@example.org
- Is the work you’re doing relevant? Marcus Lemonis from CNBC’s The Profits suggests that you get out and talk to your target demographic. Are you constantly asking questions to your audience to identify new opportunities for engagement? Have you identified a new target audience or audited your work to see if your approaches are working?
Finally, everyone at some point has to negotiate with another person to close a deal, build support, or to gain assistance with your work. Deepak Malhotra from Harvard Business School finds that negotiations aren’t about money or deal closure but about how well you can connect with other humans. Below are his 22 negotiation tweaks we hope you’ll try at your next meeting to help advance your work:
22 Negotiation Tweaks
- Hold a strategy meeting prior to the negotiation: invite others to drive your strategy to add value and shape the conversation. Get people who can bring different perspectives.
- Don’t reward people for coming up with the right answer/strategy: reward people for good arguments
- Access what happens to your if there’s “no deal.”: Don’t obsess over what’s going to happen if to you but about what happens to the other person if it doesn’t happen.
- Negotiate process before the substance (terms, language, etc) Focus on the process of getting to a close. Understand what the process closing is. (Who needs to sign off on this, what are the other factors, etc.) Give attention to the process.
- Normalize the process
- Think about all the questions you need to ask the other side then add 10 more to the list.
- Ask the right questions. Asking “why” is 10x more important than asking “what?”
- Prepare in advance for the toughest questions they may ask you
- It’s been said that whoever makes the first offer loses, do you believe your offer is right?
- Never let your offer speak for itself always provide substance
- Label your concessions (wise and smart, not naive and weak)
- Avoid mindless haggling; negotiate multiple issues simultaneously
- Next time, don’t make one offer. Consider making multiple offers simultaneously
- Initial reactions matter; if their offer is unacceptable, waste no time conveying this
- Understand and respect their constraints. Why might they be rejecting your legit demands?
- Beware: what looks like irrationality is usually ignorance or interests you don’t understand
- Write their victory speech for them
- Ignore ultimatums. Explore all potential paths.
- Only make ultimatums if (a) you will follow through and (b) you’ve exhausted better alternatives.
- Don’t let negotiations end with a “no”. They should end with a “yes”, or with an explanation for why not. (Imagine a world where you said yes, can you paint me a picture of how this could have worked?)
- Follow phone call and meetings w/emails: confirm everyone is on the same page. Once you leave the meeting, your recollection gets farther and farther apart. Allows you to reframe what you might have missed during the meeting or didn’t say and gather more information
- Tell the truth. Always. (if you’re in the room, you can afford to be more ethical.)