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Why Empathy Is Necessary in Negotiation

Empathy is often both the most misunderstood, and least utilized tactic when it comes to business negotiations. However, successful negotiators who understand empathy and how it relates to negotiation, and can put it into practice, can experience a significant difference in their sales. Read on to find out more about empathy and how you can use it to your benefit in your negotiation tactics.

 

What Is Empathy?

Often confused or lumped in together with sympathy, empathy is all about relating to how others feel. Most of us have at one time sent a sympathy card to express feeling sorry for another’s misfortune or loss. Sympathy is what we say we feel for another person’s situation, and while empathy is similar, it goes a little deeper than that.

When you feel and express empathy, it means you truly consider what the other person is going through and understand the range of emotions that they feel as a result. Being empathetic involves being more compassionate, listening more, and imagining yourself “walking around in someone else’s shoes.” It’s often easy to tell the difference between sympathy and empathy because true empathy feels more genuine. It is felt on a deeper emotional level and helps to build trust in relationships.

 

Empathy in Negotiation

In any negotiation, the goal is a compromise or agreement between two parties. It can be very intimidating, especially if dealing with contentious topics. Arguments, discussion, and bargaining can all be part of the process of negotiating. You may feel inclined to rush through a negotiation quickly just to get it over with. But those who are most successful in negotiations know how to listen to the other party so as to understand their side of the negotiation and what their wants and needs are. Taking the time to listen and understand can defuse the tension, and lead to more satisfying results for both sides.

Negotiation usually involves some type of relationship building, and the process of listening and learning about the other party’s views. Empathy is a natural fit for this process, and when utilized can lead to much greater success in getting the other party to agree to your terms and compromises. Try to understand the other point of view by listening more. Vocalize your understanding of their feelings to let them know that you relate to their ideas or needs.

 

How to Be More Empathetic

Using and expressing empathy isn’t always easy, and it’s more than just “being nice” to others. In fact, to be empathetic, you don’t even have to like the other person or their viewpoints, or agree with them. You just need to genuinely understand their side of the negotiation. Some people are naturally better at using empathy, but it is a skill that can be learned, practiced, and honed over time. Here are some steps you can take to practice more empathy in any relationship:

1. Identify your own emotions. Make a mental note of your own feelings whenever you feel happy, sad, angry, or excited. Notice your facial expressions and body language and how they correlate to your inner feelings. When you understand and recognize your own emotions, you’ll be able to identify them in others more easily.

2.Watch for body language. Nonverbal cues include tone of voice, body language, and other hints. These hints can often give more information about emotions than what the other person is saying, and sometimes even contradict the spoken words to reveal true feelings.

3. Listen intently. Ask lots of insightful, open-ended questions of your opponent, but sit back and let them speak. Be open and show genuine interest in their answers.

4.Find common ground. Often called “building a bridge,” this involves discovering shared interests and ideas. Find out especially if there are any shared goals in your negotiation resolution. This can lead to compromise quickly and efficiently.

5. Do not express disagreement, judgment, or get defensive. Even if you disagree on the inside, try to remain as neutral as possible and continue to listen. Judging or attacking ideas can lead to the other person shutting down and delaying resolution.

6. Show you are listening. Encourage the other person to share, smile at them, and use your own body language to express interest, instead of appearing closed off. Relax, don’t cross your arms, and watch your tone of voice to show that you are open.

Practicing these steps in conversations, and in negotiations will demonstrate to the other party that you have empathy. You will find that others will then be able to trust you more easily and open up to you more.

 

Why Empathy Is Necessary

Without empathy in the negotiation process, it can be easy to come to an impasse. Those on either side of the table can just dig in their heels and be less willing to budge. However, when empathy is utilized, the opposing side feels understood, and that their feelings are heard. They may be more willing to understand your side as well, and it may be easier to reach an agreement.

Some people may fear that they can be too empathetic, taking it too far and getting so overwhelmed by the other person’s feelings that they forget their own needs. This can be tricky, but take a step back and remind yourself of your goals in negotiating. Use the insights you’ve gained from listening to the other person and come back to the table ready to reach an agreement. When you understand the other person’s needs and motivations, you can use this information to suggest bargains that will appeal to what they want, ultimately leading you to negotiating success.

Negotiation is an important business skill to master, and practicing empathy can make you a better negotiator. If you want to learn more about negotiation in general and find resources for negotiation training, contact Shapiro Negotiations. We have the necessary experience and tools to help you improve your negotiation skills or train your team through classroom training, consulting, keynote speeches, and virtual options.

 

How Setting the Right Tone Will Affect Sales at Your Next Event

When planning any big event, many factors can affect the overall tone – and success – of the event. Choosing the proper venue, music, printed materials, food options, and even dress codes are all part of the planning process. However, the most important factor in achieving the desired tone for your event may be the keynote speaker. The right keynote speaker will help to develop the theme for the event, get your audience excited, and let them know what to expect during the event. The keynote speaker can make or break the whole event, so it is important to choose wisely.

 

What to Look for in a Keynote Speaker

Long before your event even begins, you must research so you can choose the right keynote speaker. Look for leaders and influencers in your industry, but also make sure that they are relevant and knowledgeable to the particular topic or theme of your event. Also, they must be experienced and skilled in public speaking, not just an industry leader. A keynote speaker needs the ability to successfully draw people to your event, capture their interest, and inspire them to engage in the rest of the event.

Plan well in advance of your event and contact potential speakers months ahead of time. The norm is now to book speakers six to twelve months before your event date, but can sometimes be shorter than that, depending on the particular event and industry. Consider your needs in a keynote speaker – would it be more inspiring to have a corporate leader, or a motivational speaker? Think about your audience and the theme and tone of your event when coming up with ideas for guest speakers. Make sure to also budget properly for the caliber of speaker you hope to book, as some can command expensive fees.

If possible, attend events with keynote speakers you are seeking out, to see them in action. Take note of their speaking style and how the audience is responding. This isn’t always possible, but if you can check them out beforehand, it can help you make decisions about which speakers to go after. If you can’t attend in person, check out videos online of past events and speeches to give you a good idea of the speaker’s style.

 

Marketing Your Event With the Keynote Speaker

When booking your key speakers, find out if they would be willing to participate in some pre- and post-event marketing. These efforts can go a long way toward attracting your audience, and getting them excited for the event. Advertise your keynote speaker long before the event. Use a good photo of your speaker, and get an attention-grabbing quote, exciting speaking points, and/or a list of past accomplishments from him or her. Encourage your speaker to post on their social media about the event beforehand, attracting more followers.

A published interview or article pre-event is also helpful to build excitement. Find out if your speaker would also be willing to make an appearance at a pre-event luncheon or social hour as well. These pre-event appearances give part of your audience a small taste of what is to come at the main event.

 

Qualities of Successful Keynote Speakers

At your event, the impact of your chosen keynote speaker, as well as other event speakers, should be easy to see. A good keynote address will wow your audience, and garner enthusiasm for the other sessions and speakers to follow. A world-class speaker has a magnetic quality that enthralls audiences with their energy and enthusiasm for the topics at hand. Watching a skilled speaker is much more powerful than just reading a blog or article with the same information.

Your conference will likely have lots of other speakers, breakout sessions, luncheons, panel discussions, and dinners or cocktail hours, that each provides more detailed, relevant information to your event-goers. But the keynote speaker sets the tone for the whole conference. It’s not the main speaker’s job to provide detailed information or give an overview of everything to come, but a good speaker will motivate the audience about the main topic, and give examples of how the audience can incorporate the topics and ideas of the event into their daily lives – whether it’s more personal or career based.

 

How a Keynote Inspires

The right keynote address will be inspiring, and show audience members how to use the information they gather at the conference, as well as why it is important. A good keynote speaker will also be entertaining, and enjoyable for your audience to listen to. This speech is the first impression of your event for most of your attendees, so it is important to have a charismatic speaker who will reflect the overall tone of your event and inspire further participation.

Although a keynote speaker does not need to provide an overall outline or overview of other speakers and events to come, the energy and information from their presentation should inspire audience members to participate in other events, and interact with each other. If your event features small-group classes, discussion groups, or vendors, attendees will be more likely to be more involved in these following events. They will be excited to approach vendors and fellow attendees to practice what they’ve learned.

 

Closing Speakers

Almost as important as the keynote address, a closing speaker for an event is another important anchor to choose wisely. The closing speaker should bookend the event with the keynote, providing concluding thoughts, and tying in the main topics presented. The closing speaker should also be exciting and inspiring, encouraging audience members to go back to their lives or careers with the knowledge and experiences they’ve gained at your conference.

Shapiro Negotiations offers services that can help your business or conference be successful. SNI can provide resources and keynote speakers for your next event, conference, or retreat. Our in-house presenters are informative and entertaining, and we have the connections and resources to reach out and find the right keynote speaker for your event. Contact us today for more information.

 

What Is Emotional Influence, and How Does It Affect Sales

Our emotions guide us in our decision-making every day, sometimes without us even realizing it. We all have primal instincts that influence our choices. When we feel hungry, we seek out something to eat. We sleep – or find another cup of coffee – when we’re tired. When we see a small animal or new baby, we want to pet, cuddle, or hold them. These are all examples of instincts in action, emotional responses that affect our choices without much extra thought.

Most influencers and advertisers know about these emotional responses and understand how to use them to effectively market to target audiences. They use images and videos that incite our emotions, making us feel happy, relaxed, excited, or wanted – and “sell” these emotions to us, not just a product. These emotional responses can influence our buying decisions.

 

What Is Emotional Influence?

Emotions are what give color to our daily lives: happy, sad, angry, and many more varieties; and each of these affect how we feel, what we do, and yes, what we buy. And the emotions we feel when we make a decision, or a purchase will affect if we make that choice again. A positive emotional experience can easily create a repeat customer, or a customer that will share those positive experiences with friends, drawing in new business for you.

Good marketers know exactly how to use these positive emotional responses to encourage customers to buy, and to keep coming back. Consider the following example of two coffee shops. Shop number one is a basic café to grab a cheap donut and quick cup of coffee. Shop number two has a wide selection of fancy, while more expensive, coffee flavors and choices, comfy couches, hip music playing, and a vibe that says, “all the cool kids hang out here.” Even with shop number one’s cheaper prices, more people are going to flock to shop number two for the cool-kid vibe and comfy atmosphere. This is a prime example of emotional influence in action.

 

Why Emotions Are so Important

Even though consumers may believe they use their logical mind to make decisions, the truth is that most of these decisions are highly influenced by emotions. And this idea is well documented and studied. Advertising research shows that our purchasing decisions are influenced more by our emotional responses than the ad content itself – sometimes two to three times as much. Other research has even used functional magnetic resonance imaging (fMRI) to show how we use our emotions more than information, including facts, to make buying choices.

 

How to Use Emotional Influence

So, we know that emotional influence is important in understanding how consumers make choices, but how do we tap into this? Smart marketers appeal to these emotions by giving brands a personality. Rather than just stating facts about a product or brand, infusing a personality gives the brand life and will attract consumers that align with those traits much more easily. These traits can be expressed in everything from visual advertising to packaging, atmosphere, and the language used to describe the brand.

 

Creating Personas

One of the best ways to understand how to use emotional influence is to create personas for your ultimate target customers. A persona is a made up profile of a target customer, that can also be quite detailed in the specific traits and attributes of each. Getting to know the personas you want to target in your marketing helps to understand your audience, humanize them, and better understand how to appeal to their emotions.

When you create the personas to target (and yes, you can – and should – have more than one), you gain a clearer understanding of who your customers are. Your personal profile should include things like age, gender, location, job/career, marital status, and other demographics. You should even give them a name and attach a stock photo. What are their life goals? Their frustrations and pain points? Their motivations? Write up bios for each of the personas you create and want to target. These bios can be used by your entire marketing staff, to unify the team and make sure that everyone is on the same page.

 

Marketing to Your Personas

Once you’ve established your ideal personas to market to, you can tailor your approach when marketing your product or service. Ask what your persona’s needs are. What are their pain points and how can your product offer solutions and appeal to them? Consider these personas as real people and find a way to use their emotions to draw them in.

Think beyond your product and consider the feelings that your product gives to consumers. For example, think of how the latest technological gadget makes a consumer feel – happy and excited, but also possibly part of an “in” crowd, smart, and hip. They may be relieved to have solved a problem or updated from an older version of the gadget. Now, you are selling a lifestyle, not just a product, and appealing to your customers’ emotions. Marketing in this way sells the emotions that your product evokes, and will lead to greater success in sales.

 

Making a First Impression

First impressions matter, whether in meeting new people or seeing a new ad for the first time. Study after study shows that we form these first impressions in mere seconds, using our instincts and gut reactions – emotional responses. This is why knowing how to market your product is so important. The first exposure a consumer has to a product, or its advertising, will have an immediate impact on their feelings toward it, and create a bias for the future.

Your first impression should have a strong emotional appeal. Consider utilizing the psychological power of colors, as well as storytelling. Inspire your customers, create a sense of community, and project an ideal image of your product and the lifestyle it supports. Shapiro Negotiations has experts knowledgeable in emotional influencing and can help guide you through the process. Contact us today for more information on influencer training, and so much more.