Top Executive Coaching with Tony Mayo

Wharton research on emotion in the workplace:

Employees’ moods, emotions, and overall dispositions have an impact on job performance, decision making, creativity, turnover, teamwork, negotiations and leadership. … employees’ emotions are integral to what happens in an organization, says Professor Barsade, who has been doing research in the area of emotions and work dynamics for 15 years.

Everybody brings their emotions to work. You bring your brain to work. You bring your emotions to work. Feelings drive performance. They drive behavior and other feelings.

Think of people as emotion conductors.

–Sigal Barsdale
Managing Emotions in the Workplace
Do Positive and Negative Attitudes Drive Performance?

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How many new sales do you need to recover the cash lost in just one poor negotiation? If your net margin is 10%, you would need $1,000 in new business just to cover the deficit from giving away a single $100 discount.

Every dollar that poor negotiating removes from your price is a dollar of pure profit lost; free cash flow you have utterly wasted.

The most shameful part is, because you failed to negotiate well, the customer didn’t even appreciate the bargain you gave away.

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Everybody lost!

I have read a lot about negotiation and even written a little, but most of the literature is for buyers trying to get better price and terms. Advice for the other side of the table, the salesperson, is harder to find. My executive coaching client, Raj Khera, CEO of MailerMailer, has just put a superb, free guide for business owners on his blog. Titled Negotiating price: how to overcome price resistance, Raj’s post is concise and practical. Apply his simple advice and increase your profits.

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Getting Past No: Negotiating Your Way from Confrontation to Cooperation by William L. Ury

A practical guidebook to “Win-Win” negotiation.

William Ury is a not only an experienced high-level negotiator but an acute student of his art who can distill his wisdom into concise, memorable lessons. This book is indispensable for anyone who wants to do well in negotiations, formal or informal, without humiliating or destroying the other side. For Ury and his disciples, Win-Win is not a feel-good aspiration but a profitable practice. As a negotiation style which builds relationships while getting things done, Win-Win is a cornerstone of the “Sustainable Workstyles” we teach at MayoGenuine.

A key insight of his method is the possibility of being “soft on the people, hard on the problem.” Negotiation is so often associated with macho words like “bruising,” “hard nosed,” and “marathon” that it is easy to forget negotiation is not war pursued by other means. We negotiate as an alternative to battle, not as another version of it. Everyone wants Read the rest of this entry »

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