tag:blogger.com,1999:blog-168935622024-03-08T20:27:39.905+01:00Enjoy Elegant SuccessAndreas Buergihttp://www.blogger.com/profile/12457692183949918619noreply@blogger.comBlogger40125tag:blogger.com,1999:blog-16893562.post-29214536101273785332024-02-22T11:07:00.001+01:002024-02-22T11:36:39.883+01:00The Power Of Elegance<!--[if gte mso 9]><xml>
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<style>
/* Style Definitions */
table.MsoNormalTable
{mso-style-name:"Normale Tabelle";
mso-tstyle-rowband-size:0;
mso-tstyle-colband-size:0;
mso-style-noshow:yes;
mso-style-priority:99;
mso-style-parent:"";
mso-padding-alt:0cm 5.4pt 0cm 5.4pt;
mso-para-margin-top:0cm;
mso-para-margin-right:0cm;
mso-para-margin-bottom:8.0pt;
mso-para-margin-left:0cm;
line-height:107%;
mso-pagination:widow-orphan;
font-size:11.0pt;
font-family:"Calibri",sans-serif;
mso-ascii-font-family:Calibri;
mso-ascii-theme-font:minor-latin;
mso-hansi-font-family:Calibri;
mso-hansi-theme-font:minor-latin;
mso-bidi-font-family:"Times New Roman";
mso-bidi-theme-font:minor-bidi;
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<![endif]-->
<p class="MsoNormal"><b><span face=""Arial",sans-serif" lang="EN-US" style="color: #5c5c5c; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><br /></span></b></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="color: #5c5c5c; font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US; mso-bidi-font-weight: bold;">Coco Chanel stated that simplicity is the key to any
kind of true elegance. </span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="color: #5c5c5c; font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">But I
dare to differ. </span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="color: #5c5c5c; font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">Very
often simplicity is not elegant at all. </span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="color: #5c5c5c; font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">If we
over-simplify our world, it becomes mono-dimensional, monochrome, lifeless and
boring. If we simplify our world-view to an extent where the good cowboys wear
white hats, and the bad cowboys black hats, we miss the multi-color richness of
experience the real world has to offer. </span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="color: #5c5c5c; font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">Instead
of trying to manage the complexities we face through black-and-white
reductionism, we need to learn to manage our complex reality not by simply cutting
through it. In order to achieve truly satisfying, elegant results, we need to
embrace our complex reality by gaining a deep, complete and essential
understanding of it. </span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="color: #5c5c5c; font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">Once we
have achieved a state of total immersion in a topic, we will find that elegant
solutions suddenly present themselves in the most unexpected moments, like a
flash of lightning, when inspiration strikes. The resulting solutions may seem
simple at first sight – but don’t be deceived! </span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="color: #5c5c5c; font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">This type
of simplicity is rich, complex and deeply satisfying. It provides a profound
sense of significance. It addresses the real root causes of a situation, and it
usually has a broad-ranging effect. </span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="color: #5c5c5c; font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">In the
fields of information technology, mathematics and engineering, elegant
solutions provide a surprisingly simple method, which is normally not obvious
at first sight, to produce a highly effective result, often solving multiple
problems at once - even problems which may not be inter-related! Although these
solutions may seem simple, their quality has nothing to do with reductionism,
austerity, or blinkered ways of thinking. <br />
<br />
<span style="mso-bidi-font-weight: bold;">Maybe Coco Chanel’s little black dress
can teach us a lesson about true elegance. </span>This little black piece of
magic is designed to reveal just enough, and hide just enough of the lady
wearing it, in order to highlight her beauty, whilst at the same time
concealing possible challenges in the most complimentary way. </span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="color: #5c5c5c; font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">Ideally,
the little black dress should not be noticed at all by the beholder. </span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="color: #5c5c5c; font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">If it
does its job well, it should simply act as a platform on which the lady can
shine! </span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="color: #5c5c5c; font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"> </span></p>
<p class="MsoNormal"><span style="font-family: arial;"><b style="mso-bidi-font-weight: normal;"><span face=""Arial",sans-serif" lang="EN-US" style="color: #5c5c5c; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">Elegance combines simplicity with
complexity to create beauty!<br />
</span></b><span face=""Arial",sans-serif" lang="EN-US" style="color: #5c5c5c; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><br />
</span><span face=""Arial",sans-serif" lang="EN-US" style="font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: DE-CH;">The Swiss army knife may provide us with a very
practical, tangible illustration of such elegance. The simple, straightforward
surface design of this tool is actually misleading, for although it is called a
knife, it actually provides multi-purpose functionality. </span></span></p>
<p class="MsoNormal" style="line-height: normal;"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; mso-ansi-language: EN-US; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: DE-CH;">The basic
version normally includes:</span></p>
<p class="MsoNormal" style="line-height: normal;"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; mso-ansi-language: EN-US; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: DE-CH;">a couple
of knives</span></p>
<p class="MsoNormal" style="line-height: normal;"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; mso-ansi-language: EN-US; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: DE-CH;">a pair of
scissors</span></p>
<p class="MsoNormal" style="line-height: normal;"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; mso-ansi-language: EN-US; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: DE-CH;">a
cork-screw</span></p>
<p class="MsoNormal" style="line-height: normal;"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; mso-ansi-language: EN-US; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: DE-CH;">a
can-opener</span></p>
<p class="MsoNormal" style="line-height: normal;"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; mso-ansi-language: EN-US; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: DE-CH;">a
screwdriver</span></p>
<p class="MsoNormal" style="line-height: normal;"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; mso-ansi-language: EN-US; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: DE-CH;">And so
on…</span></p>
<p class="MsoNormal" style="line-height: normal;"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; mso-ansi-language: EN-US; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: DE-CH;">Nowadays,
many Swiss army knives include cool gadgets like an altimeter, a USB-stick,
etc.</span></p>
<p class="MsoNormal" style="line-height: normal;"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; mso-ansi-language: EN-US; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: DE-CH;">However,
trying to create too much added value may have a detrimental effect. Some
designers have included so many different gadgets and functionalities in to
their version of the Swiss army knife, that the result is a heavy, cumbersome,
impractical tool, lacking the essential elegance of the original design. </span></p>
<p class="MsoNormal" style="line-height: normal;"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; mso-ansi-language: EN-US; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: DE-CH;"> </span></p>
<p class="MsoNormal" style="line-height: normal;"><span style="font-family: arial;"><b style="mso-bidi-font-weight: normal;"><span face=""Arial",sans-serif" lang="EN-US" style="font-size: 12pt; mso-ansi-language: EN-US; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: DE-CH;">Too much of a good thing is the enemy of elegance</span></b></span></p>
<p class="MsoNormal" style="line-height: normal;"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; mso-ansi-language: EN-US; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: DE-CH;">In the
process of innovation, true elegance must strike a fine balance between
complexity and simplicity to create optimal value. The key to ensuring real
perceived value when designing new tools, methods, models, concepts and
solutions, is to strike the ideal balance between simplicity of design and the
usefulness of multifunctional complexity. </span></p>
<p class="MsoNormal" style="line-height: normal;"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; mso-ansi-language: EN-US; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: DE-CH;">If you
need to read a user’s manual before you can utilize a tool, product, solution
or process, it is probably not truly elegant.</span></p>
<p class="MsoNormal" style="line-height: normal;"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; mso-ansi-language: EN-US; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: DE-CH;">According
to my research and experience, true elegance requires no formal explanation. </span></p>
<p class="MsoNormal" style="line-height: normal;"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; mso-ansi-language: EN-US; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: DE-CH;">It speaks
for itself.</span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">In the last ten years
we have seen many disruptive concepts, technologies and products launched into
the world markets, which have changed the way in which we live, work, and
create value.</span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">The IPhone, with its
deceptively simple, elegant design and its complex, rich sub-structure
completely revolutionized the world of mobile phones and hand-held devices.</span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">The Google search
engine, with its clean, uncluttered design and meaningful search results pretty
much blew away most of the potential competitors. </span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">The list of great
examples for new, successful, disruptive solutions, products and technologies
which make use of the key concepts of elegance is growing quickly. </span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">But even the more
traditional Swiss watchmakers can teach us valuable lessons about elegance. A
really good watch should have a surface structure which is easy to understand,
that allows for intuitive navigation. But below the surface, the inner works of
a truly great watch will include a <b><i style="mso-bidi-font-style: normal;">grand
complication</i></b>, representing the most complex achievements of <b style="mso-bidi-font-weight: normal;"><i>haute horlogerie</i></b><i>. </i></span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US; mso-bidi-font-style: italic;">You and I don’t need to understand the inner works of a watch to be
able to use it. </span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US; mso-bidi-font-style: italic;">If it is elegantly designed, it will require virtually no explanation.<i>
</i></span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">To quote the January
2007 edition of Architecture& Design:</span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"> </span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">«Elegance allows for
complexity to coincide with a relative reduction of complication by integrating
multiple elements into a coherent, comprehensive, continuous and complete
system, which can easily be understood.»</span></p><p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"> </span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">The real power and
secret of elegance stems from its ability to provide a means of articulating
complexity in a way that enables easy comprehension and intuitive navigation. </span><span style="font-family: "Times New Roman",serif; font-size: 12pt; line-height: 107%;"></span></p>
Andreas Buergihttp://www.blogger.com/profile/12457692183949918619noreply@blogger.comtag:blogger.com,1999:blog-16893562.post-7100138920326957632023-10-01T15:10:00.001+02:002024-02-22T11:36:07.244+01:00The Impact Of Your Blind Spot In Sales & Business Negotiations
<br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://2.bp.blogspot.com/-4f6UibSQ_7I/WUpvQUA_gvI/AAAAAAAAAXo/aoM-xcc1lA0jU0IqaXK70rs4NouC7RgegCLcBGAs/s1600/BusinessScan.jpg" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="510" data-original-width="688" height="372" src="https://2.bp.blogspot.com/-4f6UibSQ_7I/WUpvQUA_gvI/AAAAAAAAAXo/aoM-xcc1lA0jU0IqaXK70rs4NouC7RgegCLcBGAs/w504-h372/BusinessScan.jpg" width="504" /></a></div>
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</div>
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<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">I often encounter business
leaders and sales executives who get so immersed in their negotiations, that
they tend to <b>overlook the obvious verbal or non-verbal cues</b>, patterns,
preferences and team-dynamics of the people they engage with.<o:p></o:p></span></span></div>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><br /></span>
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<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">They become so fully
focused on the negotiation process, that they disregard these essential keys, which
could often help them to create better business deals. <span style="mso-spacerun: yes;"> </span><span style="mso-spacerun: yes;"> </span><o:p></o:p></span></span></div>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><br /></span>
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<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">In effect, these executives
have become blind to what expert negotiators view as essential information.<o:p></o:p></span></span></div>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN-US" style="font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">In business negotiations, you won’t get what you can’t
see!<o:p></o:p></span></span></b></div>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="line-height: normal; margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; font-size: 12pt; mso-ansi-language: EN-GB; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: DE;"><span face="Arial, Helvetica, sans-serif">I have come to view this as a side-effect of the respective executive’s
blind spot.<o:p></o:p></span></span></div>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="line-height: normal; margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; font-size: 12pt; mso-ansi-language: EN-GB; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: DE;"><span face="Arial, Helvetica, sans-serif">In medicine, the blind spot is the area in the visual field, which
corresponds to the zone on the optic disc of the retina in your eyes, where
there is a lack of light-detecting photoreceptor cells. The brain interpolates
the missing input-data, which is not available in the area of your blind spot,
based on information details gained from the surroundings, as well as
information obtained from the other eye, so that we are usually not aware of
the blind spot’s existence.<o:p></o:p></span></span></div>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="line-height: normal; margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; font-size: 12pt; mso-ansi-language: EN-GB; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: DE;"><span face="Arial, Helvetica, sans-serif">Similarly, in our personal blind spot, we may be unable to take in new
information, especially when faced with unfamiliar, complex, challenging
situations, such as intercultural business negotiations. <o:p></o:p></span></span></div>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="line-height: normal; margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; font-size: 12pt; mso-ansi-language: EN-GB; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: DE;"><span face="Arial, Helvetica, sans-serif">Our past experiences have shaped and cemented our beliefs, assumptions, and
expectations of how the world works to such an extent, that we have literally
become blind to what is really going on in and around us in such an area. We
interpolate, making assumptions about what is going on based on factors we are
no longer conscious of, forces at work in our blind spot which are no longer
under our control.<o:p></o:p></span></span></div>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><br /></span>
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<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">I always tell the
executives I coach to beware of the assumptions they make, and the stories they
tell themselves before, during and after a negotiation, for our perceptual
filters may play tricks on us. <o:p></o:p></span></span></div>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN-US" style="font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">Our mind is programmed to create coherence between our
deeply held beliefs and our perception of reality. <o:p></o:p></span></span></b></div>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><br /></span>
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<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">Our subconscious
mind sorts and filter the input data it receives, evaluating it based on its
existing map of the world, including its belief-structures, value-hiearchies
and fundamental needs. If our mind can’t find adequate references to back up
its deeply held beliefs, it may experience cognitive tension, to which it will
frequently respond by coming up with creative ways to bridge the gap. The
resulting mental shortcuts may be interesting and creative, but if they are
based on an insufficient, incomplete, or otherwise flawed perception of reality,
they will often lead to sub-optimal results. This is especially true in the
context of intercultural negotiations, where it is essential that we learn to
take our blinkers off.<o:p></o:p></span></span></div>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><br /></span>
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<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">In order to overcome
the negative effects of the blind spot in business negotiations, I usually
recommend the following steps:<o:p></o:p></span></span></div>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><br /></span>
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<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN-US" style="font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">Appoint An Observer<o:p></o:p></span></span></b></div>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><br /></span>
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<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">Whenever you are
negotiating as a team, make sure that you appoint one of the team-members as an
observer, and ensure that this person is well trained, prepared and fully able
to perform this role well. <o:p></o:p></span></span></div>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><br /></span>
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<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">Amongst other
things, the observer should take notes about the following factors in the
opposing team:<o:p></o:p></span></span></div>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><br /></span>
<ul>
<li><div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">personal styles,
as well as the explicit and implicit roles of the team members</span></span></div>
</li>
<li><div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">hierarchical
structures, team dynamics and possible switching of roles</span></span></div>
</li>
<li><div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">cultural
negotiation patterns and preferences (time, tension and trades)</span></span></div>
</li>
<li><div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">non verbal
communication patterns and micro-cues of the team members</span></span></div>
</li>
<li><div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">orchestration of
the negotiation phases, recurring themes, priming techniques</span></span></div>
</li>
<li><div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">e</span></span><span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">tc.<o:p></o:p></span></span></div>
</li>
</ul>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">The observer
should be given the authority to call for a time-out (obviously: not too
frequently!) during which he or she can share the observations and discuss
possible interpretations and required tactical changes with the team.<o:p></o:p></span></span></div>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN-US" style="font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">Activate Your Inner Observer <o:p></o:p></span></span></b></div>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">This technique
takes some practice, and may not be easy to learn initially, but if you find
yourself getting involved in complex negotiations frequently, you will benefit
from learning to activate your inner observer. <o:p></o:p></span></span></div>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">Essentially, this activation
process requires you to learn how to be fully present, focused and engaged with
your team and your counterparts during any given negotiation, whilst <b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;">at
the same time</i></b> being able to step out and above the situation to observe
everything that is going on in and around you (and no, I don’t teach OBE!).<o:p></o:p></span></span></div>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">When I tell my
executive clients how this works, the initial reaction I frequently get is that
their eyes glaze over and they give me a quizzical look, as though I were
trying to teach them some highly esoteric technique or concept.<o:p></o:p></span></span></div>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">However, once they
allow me to show them specifically how they can activate their inner observer,
and they gain a few initial positive experiences in real-life negotiations,
they tend to become more open to the potential benefits of using this approach.<o:p></o:p></span></span></div>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><b style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><o:p><span face="Arial, Helvetica, sans-serif"> </span></o:p></span></b><br /></span>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN-US" style="font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">Conduct A Post Mortem <o:p></o:p></span></span></b></div>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">I am often amazed
to see how many of my executive clients rush from one sales or business
negotiation to another, without stopping to reflect on what worked, what didn’t,
and why, as well as what they could learn from the experience they just went
through. <o:p></o:p></span></span></div>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">Furthermore, even
if they apply a proper debriefing process after each negotiation, I virtually
never see them share their insights with their business colleagues in a
systematical manner.<o:p></o:p></span></span></div>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">In many ways, the
learning organization still seems to be more of a myth than a reality when it
comes to business negotiations.<o:p></o:p></span></span></div>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><o:p><span face="Arial, Helvetica, sans-serif"> </span></o:p></span><span style="font-family: arial;"><br /></span>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN-US" style="font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><span face="Arial, Helvetica, sans-serif">Beware Of Your Blind Spot!<o:p></o:p></span></span></b></div>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="line-height: normal; margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; font-size: 12pt; mso-ansi-language: EN-GB; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: DE;"><span face="Arial, Helvetica, sans-serif">Your blind spot usually is the direct result of your perceptual filters,
including your personal and business values, rules and beliefs. Understanding
what is really going on in your blind spot is often a critical key to creating
a real breakthrough in your business negotiations.<o:p></o:p></span></span></div>
<span face="Arial, Helvetica, sans-serif" style="font-family: arial;">
</span><span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><br /></span>
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<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><o:p> </o:p></span></div>
Andreas Buergihttp://www.blogger.com/profile/12457692183949918619noreply@blogger.comtag:blogger.com,1999:blog-16893562.post-73579332429573331412023-09-01T09:17:00.001+02:002024-02-22T11:35:41.807+01:00The Top 10 International Business Negotiation Mistakes - And How To Avoid Them!<br />
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<a href="https://1.bp.blogspot.com/-cYnwRQ_hBbY/Xs-oWnUX2mI/AAAAAAAAAng/dGkNXarQS0IpD_zhjRW9EgVgQx3UP7A9gCLcBGAsYHQ/s1600/Fotosearch_k9994906.jpg" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1067" data-original-width="1600" height="331" src="https://1.bp.blogspot.com/-cYnwRQ_hBbY/Xs-oWnUX2mI/AAAAAAAAAng/dGkNXarQS0IpD_zhjRW9EgVgQx3UP7A9gCLcBGAsYHQ/w498-h331/Fotosearch_k9994906.jpg" width="498" /></a></div>
</div>
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<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;"> </span></div><div class="MsoNormal" style="margin: 0cm 0cm 0pt;"><span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;"> </span></div><div class="MsoNormal" style="margin: 0cm 0cm 0pt;"><span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">In our coaching practice I often meet executives and
entrepreneurs who have made several of the following 10 mistakes when
negotiating international business deals, creating <b>huge opportunity costs</b> for
their organizations as a consequence. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;"><o:p>In this short post, we will take a closer look at these mistakes and present proven, pragmatic ways to avoid them. </o:p></span></div>
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<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN-GB" style="mso-ansi-language: EN-GB;">Mistake #
1: Lack of effective scenario planning and preparation<o:p></o:p></span></b></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Too many negotiators default to their personally
preferred standard procedure in negotiating deals, because this approach has enabled
them to succeed in the past. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">If you find yourself getting involved in <b style="mso-bidi-font-weight: normal;">complex, international or intercultural
deals</b>, your default home-country way of doing things may backfire. In such
situations, <b style="mso-bidi-font-weight: normal;">robust planning and
preparation</b> is required, in which you take into account all of the
interdependencies and cultural factors influencing the deal, develop multiple
scenarios both at the strategic and the tactical level, and recalibrate or refine
your negotiation plan on an on-going basis during the actual negotiation, based
on the <b style="mso-bidi-font-weight: normal;">cultural and interpersonal
patterns</b> you observe.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
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<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Experience shows that the best negotiators prepare
their interactions meticulously, which allows them to be more <b style="mso-bidi-font-weight: normal;">present, agile, powerful and effective</b>
during the actual negotiations.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
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<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN-GB" style="mso-ansi-language: EN-GB;">Mistake #
2: Not setting the scene properly<o:p></o:p></span></b></div>
<span style="font-family: arial;"><br /></span>
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<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">The best negotiators we have met over the years seem
to initially spend a lot of their negotiation time setting the scene, priming
their counterpart, framing their position, and anchoring the value their
product or solution offers.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
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<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">If there is <b style="mso-bidi-font-weight: normal;">ONE</b>
thing which seems to separate the experts from the amateurs in negotiation, it
must be the quality of the priming, framing and anchoring applied. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">This is especially true for international,
intercultural negotiations, where framing provides a means of maintaining a
clear focus throughout the business conversations.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">As the saying goes – <b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;">frame or be framed!<o:p></o:p></i></b></span><span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><br /></span>
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<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN-GB" style="mso-ansi-language: EN-GB;">Mistake #
3: Unclear team roles and responsibilities <o:p></o:p></span></b></div>
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<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Most negotiation teams we work with seem to fare
relatively well when it comes to appointing the lead negotiator and expert
roles. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">However, we often find that despite all of the
power-mapping negotiation teams seem to go through during the preparation phase,
in order to better understand the power-distribution and interdependencies of
their opposing team, they relatively rarely map out who on their team will be
developing what type of relationship with which person on the other side. They
also rarely seem to <b style="mso-bidi-font-weight: normal;">consciously plan</b>
who will be making which concession at what point in time to which person on
the opposing team. </span></div>
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</div>
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<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">In addition, experience shows that it is important to have
at least one person on your team charged with managing the agenda, timelines,
milestones and deliverables, as well as <b style="mso-bidi-font-weight: normal;">observing
and interpreting </b>the potential changes in team-dynamics, roles,
body-language cues and priorities in the opposing team.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
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<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">I am often amazed to see even highly experienced,
seasoned negotiators totally <b style="mso-bidi-font-weight: normal;">ignoring
the obvious body-language cues</b> their counterparts share during the
negotiations. The danger here is that we get so involved in the conversation,
especially when the tension and complexity levels increase, that we no longer
consciously see what is really happening right before our eyes.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
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<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN-GB" style="mso-ansi-language: EN-GB;">Mistake #
4: Lack of constructive conflict</span></b></div>
<span style="font-family: arial;"><br /></span>
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<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Many business leaders and sales people seem to dislike
the conflict, tension and emotional stress, which are simply a natural
ingredient of most negotiations. Most professional purchasers and sourcing
specialists know this fact intuitively, leveraging tension as a strategic tool
during their negotiations, in order to destabilize the sales people. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
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<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">The best sales negotiators we know have learned to
reframe such tension and use it as an opportunity to create innovative
solutions with their clients. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
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<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">In the context of intercultural negotiations, it is
important to note that the amount, timing and the way in which trades are made
can differ significantly. Not using a culturally appropriate trading-style is
one of the main reasons why intercultural negotiations frequently stall or
become totally blocked.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
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<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">By managing conflict, tension and concessions
strategies in a psychologically and culturally appropriate way, we can develop
stronger bonds with our counterpart and get them to <b style="mso-bidi-font-weight: normal;">invest in a solution we jointly own</b>!<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
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<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN-GB" style="mso-ansi-language: EN-GB;">Mistake #
5: Ineffective management of complexity<o:p></o:p></span></b></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">When negotiations get too complex, the tension level
tends to increase fast, and the resulting sense of frustration can quickly lead
to dangerous black-or-white solutions, which usually don’t satisfy the
underlying needs of any of the parties involved.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Managing complexity usually requires us to limit the
number of negotiables we focus on at any one point in time. Experience shows us
that a range of 6 – 8 negotiables provides a manageable level of complexity which
most negotiators seem to be able to work with effectively. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">However, experience also tells us that having too few negotiables is
just as bad as having too many. In both cases most negotiators tend to focus on
the obvious, quantitative negotiables more, which usually leads to a discussion
purely around price, rather than value.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
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<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN-GB" style="mso-ansi-language: EN-GB;">Mistake #
6: Not preparing breakthrough strategies in advance<o:p></o:p></span></b></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Handling tactics, power-play, and blocked situations on
the spur of the moment often doesn’t provide successful results, unless you
happen to have a long track-record and a wealth of relevant experience in business
negotiations, or if you are equipped with an unusually strong intuitive
guidance system. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">We have seen even the most seasoned negotiators
getting into totally blocked situations, especially when tension levels
increase and their brain goes into fight-or-flight mode. A key breakthrough
strategy thus is to monitor and actively manage your <b style="mso-bidi-font-weight: normal;">personal emotional state</b>, as well as leading your counterparts
towards a constructive process of creating common ground and co-creating a
mutually beneficial outcome. We suggest brainstorming potential breakthrough
strategies with your team in advance, as part of the scenario-planning, and
involving a seasoned negotiation coach where needed.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
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<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN-GB" style="mso-ansi-language: EN-GB;">Mistake #
7: Selling and challenging instead of co-creating<o:p></o:p></span></b></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Although there clearly are many exceptions to this
rule, we find that especially in Europe many business leaders do not like being
sold to. They also often don’t respond especially well to having their business
strategies, plans and activities challenged by sales-people (the <b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;">Challenger
Sale</i></b> approach often doesn’t work well in this part of the world). And
increasingly, we hear executives state that the <b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;">win-win approach</i></b> often
produces compromises which aren’t really satisfying.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">One of our clients has even coined the term <b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;">win-win
is for losers!</i></b><o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">In today’s complex, multinational, multi-option,
multi-polar world, we need to go beyond cleverly crafted compromises, and
instead orchestrate the context for <b style="mso-bidi-font-weight: normal;">co-creating</b>
more holistic, sustainable, truly satisfying solutions with our counterparts in
the business-negotiations we get involved in.<o:p></o:p></span><span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN-GB" style="mso-ansi-language: EN-GB;">Mistake #
8: Not probing and checking assumptions deeply enough<o:p></o:p></span></b></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">We often find in our business negotiation coaching
assignments that our clients believe they have understood what their
counterparts really want – and they usually have already developed a whole host
of potential solutions for the perceived problem. It seems that many
negotiators enjoy the sense of satisfaction involved in the problem-solving
process. So as soon as they see a problem, they immediately start solving it.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">This highly transactional problem-solving approach
often leads sales teams to present their clients with <b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;">the perfect solution for the
wrong problem!</i></b><o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Even if you provide clients with exactly what they
asked you for, you may find that they are still not truly satisfied with what
you give them. Especially in complex business negotiations we need to take time
to check our assumptions and dig deeper, in order to understand the true
underlying personal and business motives, as well as the respective <b style="mso-bidi-font-weight: normal;">hierarchy of needs</b> driving the dynamics
of the negotiation.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN-GB" style="mso-ansi-language: EN-GB;">Mistake #
9: Not structuring the negotiation process effectively<o:p></o:p></span></b></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Our negotiation coaches are often called to intervene
and provide support in negotiations that have become blocked – or totally
unstuck. One of the first things we do in such situations is to conduct a <b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;">meta-negotiation</i></b>
with all parties involved, to redefine or recalibrate the rules of engagement,
clarify the expectations, define the desired deliverables, develop a common
denominator, and agree on mutually acceptable ways to take the negotiation
forward. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Such <b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;">meta-negotiations</i></b> are especially
important and effective in the context of intercultural business negotiations,
as they help to create the common ground which is usually required, in order to
establish a sense of mutual trust and transparency. Creating such small but
significant incremental agreements, and linking them up logically, can provide
a quick and effective way to <b style="mso-bidi-font-weight: normal;">break
through blocked situations </b>and to create solutions that satisfy the real
needs of all parties involved.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN-GB" style="mso-ansi-language: EN-GB;">Mistake #
10: Ineffective deal closing and post-deal implementation<o:p></o:p></span></b></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Many procurement professionals admit to experiencing
what they call <b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;">purchaser’s remorse</i></b> after closing a deal, especially if they
learn later that they could have got a better deal, if only they had fought
longer and harder. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">The best sales negotiators seem to help their
procurement partners by putting together a sound business case and <b style="mso-bidi-font-weight: normal;">coherent, relevant business story</b> (that
is why relevant <b style="mso-bidi-font-weight: normal;">storytelling</b> is so
important in the sales process), enabling the buyers to make a better case for
their purchase within their own organization.<o:p></o:p></span><span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">When I work with procurement specialists, they often
tell me that <b style="mso-bidi-font-weight: normal;">this is the most important
thing</b> they would like to receive support with from the sales people they
meet. And at the same time it is the <b style="mso-bidi-font-weight: normal;">MAIN</b>
thing they usually don’t get. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB; mso-bidi-font-family: Arial;">Learn more about how you
can improve the results of your international negotiations</span><span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">
at </span><span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><br /></span>
<span style="color: blue; font-family: arial;"><a href="http://www.elegant-success.com/success/index.php/success-coaching/real-deal-coaching.html">http://www.elegant-success.com</a></span>
</div><div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
</div>
Andreas Buergihttp://www.blogger.com/profile/12457692183949918619noreply@blogger.comtag:blogger.com,1999:blog-16893562.post-20311870529530102282023-07-01T16:07:00.001+02:002024-02-22T11:34:55.124+01:00Using Game Theory In Business Negotiations<p><span class="break-words"><span><span dir="ltr"><span style="font-family: arial;"> </span></span></span></span></p><p><span class="break-words"><span><span dir="ltr"><span style="font-family: arial;"> </span></span></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgHgrZ6lU_BwtVi40Y_4e_5Dei9hsOycrd84B6UtCNhUK_OHqgl4VH8RTVfqJuIFPp49q4Z_LeFcJvPSCrklk2DB30D7VzKju7jqiHKwnfWFV-4tXlJ-l45kVecEXR5E4So1bXZxMMDhtpcb7gGMYsUnle8dmheToeNVPE6iQbVe9f9JtcGQ8K5/s1119/GameTheory.jpg" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="720" data-original-width="1119" height="412" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgHgrZ6lU_BwtVi40Y_4e_5Dei9hsOycrd84B6UtCNhUK_OHqgl4VH8RTVfqJuIFPp49q4Z_LeFcJvPSCrklk2DB30D7VzKju7jqiHKwnfWFV-4tXlJ-l45kVecEXR5E4So1bXZxMMDhtpcb7gGMYsUnle8dmheToeNVPE6iQbVe9f9JtcGQ8K5/w640-h412/GameTheory.jpg" width="640" /></a></div><br /><p></p><p><span class="break-words"><span><span dir="ltr"><span style="font-family: arial;">Several of our corporate coaching clients
have started to combine game theory with AI tools to optimize the
results of their sales and business negotiations. <br /><br />The main advantages of this combined approach include:<br /><br /><b>1. Strategic Planning: </b><br /><br />Game
theory helps negotiators to strategically plan their moves and
responses by evaluating various scenarios, potential outcomes and
counter-strategies, whilst AI enables them to create an elegant roadmap
to navigate the complex situations they may encounter.<br /><br /><b>2. Predicting Behavior: </b><br /><br />This
strategic approach allows negotiators to anticipate the actions of the
other parties by analyzing their moves and motivations, leading to more
effective prediction of likely negotiation scenarios, tactics,
strategies and outcomes.<br /><br /><b>3. Optimal Decision-Making:</b><br /></span> <span style="font-family: arial;"><br />Game
theory provides a structured approach to decision-making, whilst AI can
help negotiators to identify the best course of action that maximizes
their own outcomes while accounting for the interests of others.<br /><br />Despite
these highly attractive advantages, there are a few areas in which the
use of game theory may be of limited use… or even downright dangerous! <br /><br />As Daniel Kahneman said:<br /><br />"Negotiations often involve emotions and cognitive biases that can challenge the assumption of rationality in game theory." <br /><br />We caution our corporate negotiation coaching clients to be especially careful in the following areas:<br /><br /><b>1. Assumption of Rationality: </b><br /><br />Most
game theories assume that the parties involved act rationally, which
may often not hold true in negotiations influenced by emotions,
psychology, interpersonal dynamics or intercultural differences.<br /><br /><b>2. Incomplete Information: </b><br /><br />Game
theory models and AI software tools typically require complete and
accurate information about the players, the context, the available
strategies and possible outcomes based on historical data. In real life
negotiations much of this information may not be easily available.
Furthermore, it may be unreliable or subject to manipulation.<br /><br /><b>3. Complexity and Simplification: </b><br /><br />Real-world
negotiations are often much more complex than what game theory models
and AI systems typically capture, requiring negotiators to make
simplifications and assumptions that don’t completely reflect the
nuances, dynamics and contextual influences, as well as the possible
hidden agendas and unconventional tactics of the parties involved in the
situation.<br /><br />Thus, while game theory and the related AI tools
offer a structured framework for analyzing negotiations, it's important
to recognize their limitations and to integrate them with other
approaches that consider human behavior and emotions, as well as
psychological, organizational and intercultural factors. <br /><br />By
blending game theory and the use of AI tools with a deep understanding
of negotiation dynamics, negotiators can enhance their decision-making
and achieve more successful outcomes.</span></span></span></span> <br /></p>Andreas Buergihttp://www.blogger.com/profile/12457692183949918619noreply@blogger.comtag:blogger.com,1999:blog-16893562.post-15969617066793994162023-06-01T13:59:00.001+02:002024-02-22T11:34:21.529+01:00How To Avoid Failure In Your Strategy Implementation<p></p><p></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhoXume0V_zwsUV0FX7wcvSudcqfBEy1GvPhxqAiUTivztQg9PNq1Y4s39mcMTrcHfDuotyt0AbWuEFLoR-qxJeOdco1vRgs4n-gImJfTWXxNd-BaUCCWglZ2k40Pbo7mAIQgMlO8stMNYp1x75spKDaZXuh8S_nCXxssdt4xeF4RGT82ZWgw/s1280/ASISTOBE.jpg" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="720" data-original-width="1280" height="350" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhoXume0V_zwsUV0FX7wcvSudcqfBEy1GvPhxqAiUTivztQg9PNq1Y4s39mcMTrcHfDuotyt0AbWuEFLoR-qxJeOdco1vRgs4n-gImJfTWXxNd-BaUCCWglZ2k40Pbo7mAIQgMlO8stMNYp1x75spKDaZXuh8S_nCXxssdt4xeF4RGT82ZWgw/w621-h350/ASISTOBE.jpg" width="621" /></a></div><!--[if gte mso 9]><xml>
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</xml><![endif]--><!--[if gte mso 10]>
<style>
/* Style Definitions */
table.MsoNormalTable
{mso-style-name:"Normale Tabelle";
mso-tstyle-rowband-size:0;
mso-tstyle-colband-size:0;
mso-style-noshow:yes;
mso-style-priority:99;
mso-style-parent:"";
mso-padding-alt:0cm 5.4pt 0cm 5.4pt;
mso-para-margin-top:0cm;
mso-para-margin-right:0cm;
mso-para-margin-bottom:8.0pt;
mso-para-margin-left:0cm;
line-height:107%;
mso-pagination:widow-orphan;
font-size:11.0pt;
font-family:"Calibri",sans-serif;
mso-ascii-font-family:Calibri;
mso-ascii-theme-font:minor-latin;
mso-hansi-font-family:Calibri;
mso-hansi-theme-font:minor-latin;
mso-bidi-font-family:"Times New Roman";
mso-bidi-theme-font:minor-bidi;
mso-fareast-language:EN-US;}
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<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-size: 12pt; line-height: 107%;"> </span></p><p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">„We spent millions developing this new business
strategy with one of the top management consulting firms… and it is <u><b>NOT</b></u>
working! It feels as though we are hovering just above ground, unable to close
the gap to where the rubber hits the road and we finally get the required
results.”</span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">I frequently hear such stories from business
leaders who feel frustrated by the lack of traction and overwhelmed by the
complexities they face when trying to implement these strategies.</span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">We help our corporate clients to elegantly close
this gap.</span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">One of the main reasons for the difficulties
they face is often a result of the traditional strategy development process, in
which the business is required to transition from the current <b>AS IS </b>into a
future <b>TO BE</b> state. </span></p><p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">During the implementation process many additional
requirements, objectives and complexities tend to get added to the roadmap,
until the strategy turns into a monster.</span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">A monster that has a life of its own, eating up
huge amounts of time, money and resources – until the implementation process
runs out of steam and stalls.</span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">We have found that the key to avoiding such
failure is to focus, manage and monitor the entire strategy development and implementation
process with the help of an impact map. </span></p><p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">This starts with a clear definition and
vision for the future<br /><b> TO BE</b> state and the respective effect on the business,
the organization and all of the key stakeholders. </span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">As Steve Jobs said: </span></p><p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">“You cannot connect the
dots looking forward. You can only connect the dots looking backwards.”</span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">With this clear end in mind, the required
implementation steps are defined by backtracking from the future <b>TO BE</b> state,
charting the most elegant and effective critical path to the present starting
point. </span></p><p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">This, we have found, is the key to closing the strategy implementation
gap and creating better results much faster.</span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;"> </span></p><span style="font-family: arial;"> </span><br /><p></p>Andreas Buergihttp://www.blogger.com/profile/12457692183949918619noreply@blogger.comtag:blogger.com,1999:blog-16893562.post-87774717364187563022023-05-01T14:24:00.001+02:002024-02-22T11:33:57.874+01:00The Key Benefits And Critical Limitations Of AI In B2B Sales Negotiations<p></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgTyA4ripF5xsYA8G2vjPqrxd-fct6JWp-pGBM8qhZncv1nDcJIstp84a-gfiXylGvYSl0xKEZJkO5B-vauXQFR_oITzXCJ_aTu6OLdHQhPXs3_1nkmLGaG-QB13Wc4WVMsOjUCk3wajM0gkTcR_HirVAVDojm9Zbg55q0-HLg1kkK5izpalpRK/s1121/AI-Negotiation.jpg" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="720" data-original-width="1121" height="413" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgTyA4ripF5xsYA8G2vjPqrxd-fct6JWp-pGBM8qhZncv1nDcJIstp84a-gfiXylGvYSl0xKEZJkO5B-vauXQFR_oITzXCJ_aTu6OLdHQhPXs3_1nkmLGaG-QB13Wc4WVMsOjUCk3wajM0gkTcR_HirVAVDojm9Zbg55q0-HLg1kkK5izpalpRK/w640-h413/AI-Negotiation.jpg" width="640" /></a></div><br /> <!--[if gte mso 9]><xml>
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<p></p><p><span face=""Arial",sans-serif" style="font-family: arial;">Somewhat reluctantly I must
admit that AI is becoming increasingly important in the process of
strategy-development and scenario-planning for B2B sales negotiations. </span></p>
<p><span face=""Arial",sans-serif" style="font-family: arial;">During our corporate
negotiation coaching engagements we have observed the following positive
benefits and critical limitations of the use of AI. On the positive side:</span></p><p><span face=""Arial",sans-serif" style="font-family: arial;"> </span></p>
<p><b style="font-family: arial; mso-bidi-font-weight: normal;"><span face=""Arial",sans-serif">Data-Driven
Insights: </span></b></p>
<p><span face=""Arial",sans-serif" style="font-family: arial;">AI can analyze vast amounts of
data to provide valuable insights into customer behaviors, preferences and
market trends, enabling more informed negotiation strategies. </span></p>
<p><b style="font-family: arial; mso-bidi-font-weight: normal;"><span face=""Arial",sans-serif">Personalization:
</span></b></p>
<p><span face=""Arial",sans-serif" style="font-family: arial;">AI can help tailor negotiation
approaches to fit individual customer profiles, their needs, motives,
priorities and historical interactions, enhancing the customer experience and
increasing the chances of successful negotiation results. </span></p>
<p><b style="font-family: arial; mso-bidi-font-weight: normal;"><span face=""Arial",sans-serif">Efficiency
& Speed: </span></b></p>
<p><span face=""Arial",sans-serif" style="font-family: arial;">AI-powered tools can automate
routine tasks, such as gathering information, drafting proposals, and
scheduling meetings, allowing sales teams to focus on higher-value aspects of
negotiation planning. </span></p>
<p><b style="font-family: arial; mso-bidi-font-weight: normal;"><span face=""Arial",sans-serif">Predictive
Analytics: </span></b></p>
<p><span face=""Arial",sans-serif" style="font-family: arial;">AI algorithms combined with
game theory can help to better predict potential outcomes and to develop
optimal negotiation strategies.</span></p><p><span face=""Arial",sans-serif" style="font-family: arial;"> </span></p>
<p><span face=""Arial",sans-serif" style="font-family: arial;">However, we have also observed
some critical limitations and shortfalls of AI in sales and business negotiations,
including:</span></p>
<p><b style="font-family: arial; mso-bidi-font-weight: normal;"><span face=""Arial",sans-serif">The
Lack Of Emotional Intelligence: </span></b></p>
<p><span face=""Arial",sans-serif" style="font-family: arial;">AI often seems to lack the
ability to perceive and respond to emotional cues, which are crucial in sales
negotiations that involve building long-term relationships and trust.</span></p>
<p><b style="font-family: arial; mso-bidi-font-weight: normal;"><span face=""Arial",sans-serif">Dealing
With Complex, Unpredictable Situations: </span></b></p>
<p><span face=""Arial",sans-serif" style="font-family: arial;">AI algorithms may struggle to
navigate highly dynamic, unpredictable negotiation scenarios that require
quick, creative, transformational problem-solving and unprecedented solutions
(e.g. transcending win-win).</span></p>
<p><b style="font-family: arial; mso-bidi-font-weight: normal;"><span face=""Arial",sans-serif">Ethical
Considerations: </span></b></p>
<p><span face=""Arial",sans-serif" style="font-family: arial;">AI-based strategies may not
always align with human values and ethical standards, potentially leading to
unintended, detrimental consequences in negotiations.</span></p>
<p><b style="font-family: arial; mso-bidi-font-weight: normal;"><span face=""Arial",sans-serif">AI-Dependency
May Lead To Serious Skill- Erosion: </span></b></p>
<p><span face=""Arial",sans-serif" style="font-family: arial;">Over-reliance on AI tools may
lead to a decline in negotiation skills among sales professionals, diminishing
their ability to plan, prepare, strategize, rehearse and negotiate effectively
without automation. </span></p>
<p><span face=""Arial",sans-serif" style="font-family: arial;">Furthermore, AI may actually
decrease the ability of the negotiators to deal with cognitive tension,
conflict, crisis situations and unexpected curve-balls effectively, reducing
their creative solution development capacities. </span></p>
<p><span face=""Arial",sans-serif" style="font-family: arial;">Giving priority to historical,
data-driven AI-generated analysis may cement the default thought patterns,
beliefs and subconscious paradigms, as well as the resulting blind spot of the
stakeholders involved in such negotiations. </span></p><p><span face=""Arial",sans-serif" style="font-family: arial;"> </span></p>
<p><span face=""Arial",sans-serif" style="font-family: arial;">In conclusion, we have found
that AI can add real value in B2B sales negotiations. </span></p>
<p><span face=""Arial",sans-serif" style="font-family: arial;">And yet it is just a tool. </span></p>
<p><span face=""Arial",sans-serif" style="font-family: arial;">It is up to us to make sure
that we use it wisely and to the best effect.</span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial;"> </span></p>
Andreas Buergihttp://www.blogger.com/profile/12457692183949918619noreply@blogger.comtag:blogger.com,1999:blog-16893562.post-3862367805703259052023-04-01T12:05:00.001+02:002024-02-22T11:33:37.102+01:00Upgrade Your Negotiations With An Emotional Impact Map !<p> </p><div class="separator" style="clear: both; text-align: center;"><div class="separator" style="clear: both; text-align: center;"><a href="https://1.bp.blogspot.com/-7LY4jT-utY8/YGRKNoULJrI/AAAAAAAAAsU/crIvaYob9uEnajbEhXb4-Jq2RicrmOISgCLcBGAsYHQ/s1088/ElegantNegotiation.png" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1088" data-original-width="917" height="640" src="https://1.bp.blogspot.com/-7LY4jT-utY8/YGRKNoULJrI/AAAAAAAAAsU/crIvaYob9uEnajbEhXb4-Jq2RicrmOISgCLcBGAsYHQ/w541-h640/ElegantNegotiation.png" width="541" /></a></div><br /><a href="https://1.bp.blogspot.com/-6WS7EA_TeyU/YGRI_6kRpEI/AAAAAAAAAsM/x0Esm6IzzGkZswaDGn7fpTCl1mukdltEwCLcBGAsYHQ/s1280/EN-EIM.jpg" style="margin-left: 1em; margin-right: 1em;"></a></div><p></p><p><br /></p><p><!--[if gte mso 9]><xml>
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</p><p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">The most successful movies tend to take their
audience on an emotional journey.</span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">The technique film-makers use to design this
roller-coaster ride is usually called an <b>Emotional Impact Map</b> (EIM).</span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">In essence, this technique involves the
development of a precise suspense curve for the movie’s storyline, charting the
desired level of emotional engagement of the viewers for each and every moment
of the film.</span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">Well-crafted <b>EIM</b>s allow the movie-makers to catch
and elegantly direct the attention of the audience, whilst providing a simple
process for viewers to connect the dots and follow the plot intuitively. </span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">In recent years we have experienced very
successful results when using this <b>EIM</b> approach in preparing for complex sales
and business negotiations. </span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">The effects of well-designed suspense curves
have included a substantial increase in the level of engagement and commitment of
the parties involved, as well as significantly better, more sustainable deals.</span></p>
Andreas Buergihttp://www.blogger.com/profile/12457692183949918619noreply@blogger.comtag:blogger.com,1999:blog-16893562.post-57328031411088715922023-03-01T09:35:00.001+01:002024-02-22T11:33:16.030+01:00The Power Of R In Times Of Crisis<div class="separator" style="clear: both; text-align: center;">
<a href="https://1.bp.blogspot.com/-mLcQWZxtLJM/Xnh83BRqRmI/AAAAAAAAAmg/GTRVW9ddIJojOANR_-075yqdVhbmFagtQCLcBGAsYHQ/s1600/Fotosearch_k2484548.jpg" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1294" data-original-width="1600" height="402" src="https://1.bp.blogspot.com/-mLcQWZxtLJM/Xnh83BRqRmI/AAAAAAAAAmg/GTRVW9ddIJojOANR_-075yqdVhbmFagtQCLcBGAsYHQ/w501-h402/Fotosearch_k2484548.jpg" width="501" /></a></div>
<div class="separator" style="clear: both; text-align: center;">
<br /></div>
<br />
<br />
<br />
<span style="font-family: arial;">The current corona-pandemic, the war in the Ukraine and the threat of an economic recession have left many feeling insecure and stuck in a situation which they don’t know how to handle.<br /></span>
<span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><br />
Many entrepreneurs and executives are operating in survival mode, trying to save their business, cutting costs wherever possible and working from their home office. <br /></span>
<span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><b>What can you do when you are feeling stuck?</b><br /></span>
<span style="font-family: arial;"><br />
Feeling stuck often is an effect of focusing on the problem so much, it becomes hard to think of anything else.<br /></span>
<span style="font-family: arial;"><br />
Problems can be hypnotic.<br /></span>
<span style="font-family: arial;"><br />
They can deplete our energy and leave us feeling unfit to handle the challenges we are facing.<br /></span>
<span style="font-family: arial;"><br />
Here are ten ways we have found to <b>break the trance</b>:<br /></span>
<span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><b>1. Refocus:</b> When you are caught up in the pressures and challenges of your everyday life, it is easy to forget the big picture. In such situations, it is important to refocus! Step back and ask yourself what is really going on. Is there a lesson to be learned that you are missing? Might the setback you are experiencing really be a step forward? Sometimes we have to slow down and refocus, in order to effectively speed up. <br /></span>
<span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><b>2. Remember</b>: Analyze the situation you find yourself in. Is this a unique, unprecedented situation or is this an example of an issue you (your family, your company, your country) have failed to fully address before? What is causing this situation? If you don’t address the root cause, will the challenges you are facing come back to visit you? This may be the ideal moment to correct broken or faulty processes and set them right, once and for all. Think about how you met such challenges in the past and what you learned from the experience. <br /></span>
<span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><b>3. Realize:</b> The present challenges and circumstances may be an opportunity to get real. Our objectives, healthy and important as they may be (and make sure you know exactly what your key objectives are), can prevent us from living life in the here and now. If you want truly satisfying success, where you are headed is possibly not as important as how you get there. If you don’t fully live your present, you will in future live to regret your past. <br /></span>
<span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><b>4. Resource:</b> Summon your resources! What skills, past experiences, relationships, networks and other resources can you bring in to play, in order to master the current challenges successfully? And if you feel lacking in resources – where could you access them? If you get clear about the kind of help you need, it is usually fairly easy to access – just a phone call away. We often tend to look too far to find help. <br /></span>
<span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><b>5. Respond:</b> Don’t react – respond purposefully. Ask yourself what you can do as a next step in the right direction. When you are stuck, taking small steps forward puts you in motion and helps change your perspective, even if your actions, direction and timing are not perfect. Sometimes, the best step you can take is backwards or sideways. Indeed, in certain situations, your very best step may be to decide not to move at all and let your environment do the moving for the time being. <br /></span>
<span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><b>6. Reanchor:</b> We tend to anchor our emotional responses to the problems and challenges we face in our physical surroundings and in our body. If you find yourself getting angry or agitated while on the phone, sitting at your desk, lift the anchors immediately! Stand up and stand tall whilst taking the call. Breathe deep in to your belly, put a smile on your face and walk up and down. It may sound silly, but it works. Do things that make you feel strong, positive and pro-active. It is your choice. <br /></span>
<span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><b>7. Restructure:</b> Analyze your problem from all angles and see whether and how you can restructure key facets. Can you restructure the timeline by accelerating or extending deadlines? Typically the best way to do so is by understanding the key reasons and needs behind the current time-frames. Can you restructure the risk and reward elements about who gets what, when and under what circumstances? Don’t limit your thinking about options for restructuring your approach. <br /></span>
<span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><b>8. Relate:</b> Sometimes our will to win is our greatest enemy. By focusing too much on our success, we may miss the mark. One way of increasing your score is to take the focus off your goals. Instead, take on a positive project to help someone else with absolutely no benefit in it for yourself – except for the wonderful feeling of having done an unselfish deed. Help someone else, especially if you are in dire need of help. Loosen up. Relate. Reap what you sow. <br /></span>
<span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><b>9. Review</b>: In setting objectives in business and private life, we often get mislead into focusing on form, facts and figures. The key question behind these objectives is: WHY? What is the essence you wish to get from meeting these objectives? Feeling more secure, more attractive, more powerful, peaceful, significant? Are you trying to fill a lack in your life, an unfulfilled need that is hurting, by working so hard on meeting your objectives? The trick is to realize you can have and enjoy the essence of all the objectives you have set for yourself now. Meeting objectives then becomes an option. <br /></span>
<span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><b>10. Regenerate:</b> Be grateful for every positive, satisfying, joyful moment in your life. The small successes, those fleeting moments of joy, are tests of our awareness. If we notice them gratefully, we get more of them. If we don’t, we won’t. It pays off to get A’s on these tests! <br /></span>
<span style="font-family: arial;"><br />
With the use of these ten tips, you can quickly and dramatically increase your <b>RESILIENCE</b> and your ability to successfully overcome the blocked situation you may be facing.</span>Andreas Buergihttp://www.blogger.com/profile/12457692183949918619noreply@blogger.comtag:blogger.com,1999:blog-16893562.post-85474602482270847392023-02-01T10:06:00.001+01:002024-02-22T11:32:53.155+01:00Focus On The Imperatives<p> </p><div class="separator" style="clear: both; text-align: center;"><a href="https://1.bp.blogspot.com/-LFgjEgtKYZk/YEstkq2HfeI/AAAAAAAAAro/rU5F9_66QuYhKnxXCntELu6d0sR__rfrACLcBGAsYHQ/s2048/Needs.jpg" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1591" data-original-width="2048" height="311" src="https://1.bp.blogspot.com/-LFgjEgtKYZk/YEstkq2HfeI/AAAAAAAAAro/rU5F9_66QuYhKnxXCntELu6d0sR__rfrACLcBGAsYHQ/w400-h311/Needs.jpg" width="400" /></a></div><br /><!--[if gte mso 9]><xml>
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="table of figures"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="envelope address"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="envelope return"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="footnote reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="line number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="page number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="endnote reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="endnote text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="table of authorities"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="macro"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="toa heading"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 5"/>
<w:LsdException Locked="false" Priority="10" QFormat="true" Name="Title"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Closing"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Signature"/>
<w:LsdException Locked="false" Priority="1" SemiHidden="true"
UnhideWhenUsed="true" Name="Default Paragraph Font"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Message Header"/>
<w:LsdException Locked="false" Priority="11" QFormat="true" Name="Subtitle"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Salutation"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Date"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Heading"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Block Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Hyperlink"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="FollowedHyperlink"/>
<w:LsdException Locked="false" Priority="22" QFormat="true" Name="Strong"/>
<w:LsdException Locked="false" Priority="20" QFormat="true" Name="Emphasis"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Document Map"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Plain Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="E-mail Signature"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Top of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Bottom of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal (Web)"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Acronym"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Address"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Cite"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Code"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Definition"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Keyboard"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Preformatted"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Sample"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Typewriter"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Variable"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal Table"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation subject"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="No List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Contemporary"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Elegant"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Professional"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Balloon Text"/>
<w:LsdException Locked="false" Priority="39" Name="Table Grid"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" Name="Placeholder Text"/>
<w:LsdException Locked="false" Priority="1" QFormat="true" Name="No Spacing"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading"/>
<w:LsdException Locked="false" Priority="61" Name="Light List"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 1"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 1"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 1"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 1"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 1"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Revision"/>
<w:LsdException Locked="false" Priority="34" QFormat="true"
Name="List Paragraph"/>
<w:LsdException Locked="false" Priority="29" QFormat="true" Name="Quote"/>
<w:LsdException Locked="false" Priority="30" QFormat="true"
Name="Intense Quote"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 1"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 1"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 1"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 1"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 1"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 1"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 1"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 2"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 2"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 2"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 2"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 2"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 2"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 2"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 2"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 2"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 2"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 2"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 3"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 3"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 3"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 3"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 3"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 3"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 3"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 3"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 3"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 3"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 3"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 3"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 3"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 4"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 4"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 4"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 4"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 4"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 4"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 4"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 4"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 4"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 4"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 4"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 4"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 4"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 4"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 5"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 5"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 5"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 5"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 5"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 5"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 5"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 5"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 5"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 5"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 5"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 5"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 5"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 5"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 6"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 6"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 6"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 6"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 6"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 6"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 6"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 6"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 6"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 6"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 6"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 6"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 6"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 6"/>
<w:LsdException Locked="false" Priority="19" QFormat="true"
Name="Subtle Emphasis"/>
<w:LsdException Locked="false" Priority="21" QFormat="true"
Name="Intense Emphasis"/>
<w:LsdException Locked="false" Priority="31" QFormat="true"
Name="Subtle Reference"/>
<w:LsdException Locked="false" Priority="32" QFormat="true"
Name="Intense Reference"/>
<w:LsdException Locked="false" Priority="33" QFormat="true" Name="Book Title"/>
<w:LsdException Locked="false" Priority="37" SemiHidden="true"
UnhideWhenUsed="true" Name="Bibliography"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="TOC Heading"/>
<w:LsdException Locked="false" Priority="41" Name="Plain Table 1"/>
<w:LsdException Locked="false" Priority="42" Name="Plain Table 2"/>
<w:LsdException Locked="false" Priority="43" Name="Plain Table 3"/>
<w:LsdException Locked="false" Priority="44" Name="Plain Table 4"/>
<w:LsdException Locked="false" Priority="45" Name="Plain Table 5"/>
<w:LsdException Locked="false" Priority="40" Name="Grid Table Light"/>
<w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 3"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 3"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 3"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 3"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 4"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 4"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 4"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 4"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 5"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 5"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 5"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 5"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 5"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 5"/>
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<p></p><p class="MsoNormal"><span style="font-family: arial; mso-bidi-font-weight: normal;"><span face=""Arial",sans-serif" lang="EN-US" style="font-size: 12pt; line-height: 107%;">The most important question I tend to ask my clients is:</span></span></p><p class="MsoNormal"><b style="font-family: arial; mso-bidi-font-weight: normal;"><span face=""Arial",sans-serif" lang="EN-US" style="font-size: 12pt; line-height: 107%;">"What
do you REALLY want – and why?"</span></b></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">I have found that the best sales negotiators seem to focus on
identifying and providing a solution for their clients‘ <b>imperatives</b> – the things
they feel they <b>absolutely</b> must be, do or have.</span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">What tends to motivate clients is not the
product, service or solution you provide, but how this will help them to
achieve their desired outcome.</span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">From the client’s perspective, what we sell is
simply a means to an end.</span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">What they really want is the desired effect.</span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">Great sales negotiators enable their clients to
<b>quickly and effectively close the gap </b>between their current reality and where
they wish to be.</span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">Such reality-gaps can be terribly painful and frustrating.</span></p>
<p class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: DE-CH;">In the
business world these gaps are often caused by important strategy, innovation
and business transformation projects that fail to generate real traction.</span></p>
<p class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: DE-CH;">My corporate
clients usually come to when they need to close the gap in stalled business
negotiations, resolve crisis situations with major clients and suppliers, or
secure the success of </span><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt;">business-critical change projects.</span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">What they buy is not my service.</span></p><p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;"> </span></p>
<p class="MsoNormal"><b style="font-family: arial;"><span face=""Arial",sans-serif" lang="EN-US" style="font-size: 12pt; line-height: 107%;">They buy the effect.</span></b></p><p class="MsoNormal"><b style="font-family: arial;"><span face=""Arial",sans-serif" lang="EN-US" style="font-size: 12pt; line-height: 107%;"> </span></b></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">Their imperative is to get the gap closed.</span></p><p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;"><span face=""Arial",sans-serif" lang="EN-US" style="font-size: 12pt; line-height: 107%;">This is their “must have” – no matter what the
price.</span> <br /></span></p><p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">When I recently chipped a tooth, I immediately called my dentist for an appointment.</span></p><p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">I didn't ask him for a price quotation. <br /></span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">Although I teach negotiation, I didn't feel that I was in a position to haggle.</span></p><p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">I just wanted to get my tooth fixed a.s.a.p.</span></p><p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">This was my imperative.</span></p><p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">The cost was never an issue.<br /></span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">I have found that if you help your clients to
close their most painful gaps, the price-discussions tend to go away.</span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">What are your clients’ true imperatives?</span></p>
Andreas Buergihttp://www.blogger.com/profile/12457692183949918619noreply@blogger.comtag:blogger.com,1999:blog-16893562.post-26048279671403830602023-01-01T14:58:00.001+01:002024-02-22T11:32:21.378+01:00The Power Of Mental Training In Sales Negotiations
<br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://2.bp.blogspot.com/-qYIwh443qHk/XAp746C2RgI/AAAAAAAAAcc/xnqXB-4NkE8EEcXeg9xGfljS808BNKi-QCLcBGAs/s1600/Fotosearch_k28399897.jpg" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1067" data-original-width="1600" height="354" src="https://2.bp.blogspot.com/-qYIwh443qHk/XAp746C2RgI/AAAAAAAAAcc/xnqXB-4NkE8EEcXeg9xGfljS808BNKi-QCLcBGAs/w532-h354/Fotosearch_k28399897.jpg" width="532" /></a></div>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span face=""Arial",sans-serif" lang="EN-US" style="font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"></span> </div>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span face=""Arial",sans-serif" lang="EN-US" style="font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"></span> </div>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span face=""Arial",sans-serif" lang="EN-US" style="font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"></span> </div>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">In the
world-championship leagues of competitive sports, no serious top athlete would
even dream of preparing for an important event without the use of specialized
mental training techniques. Peak performers in sports appreciate the
competitive edge they get from putting their mind to work first.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">But what top athletes
regard as a key ingredient of successful competition, many business executives
and entrepreneurs seem to view as a taboo topic. It always amazes me to see how
business executives still shy away from the use of mental training techniques even
when faced with complex, intercultural sales negotiations, preferring to
default to their traditional way of doing things instead. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">What the most
successful sports stars have learned to appreciate as a key ingredient of their
ability to produce peak performance in the critical moment of truth, many
business professionals still seem to view as a bunch of voodoo.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">When I started to
investigate exactly why there was so much resistance against using these
techniques, a common theme started to emerge:<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">Many of the people I talked
with had actually tried mental strategizing, rehearsal and visualization techniques,
but didn’t get the desired results, so they decided that mental training was
just a waste of time.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">When I asked them to
explain to me exactly what visualization techniques they had used, it quickly
became obvious why they had failed to experience the desired results.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">They had been applying
what we call <b style="mso-bidi-font-weight: normal;"><i>flight of fancy</i> </b>visualization
processes, instead of <b style="mso-bidi-font-weight: normal;"><i>no doubt
strategies</i></b>.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="line-height: normal; margin: 0cm 0cm 8pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; mso-ansi-language: EN-US; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: DE-CH;">In order to shift from fanciful visualization towards a state in which
we fully expect to receive the successful results we want to achieve in a sales
or business negotiation, we must first transform the desired outcome into a
simple choice we make with clear, unwavering intention. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="line-height: normal; margin: 0cm 0cm 8pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; mso-ansi-language: EN-US; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: DE-CH;">There are many things in life that we simply choose, and once we have
made our decision, we know beyond the shadow of a doubt, that the desired result
is on its way to us. It is like turning on your coffee machine in the morning,
filling it up with fresh water and coffee beans, positioning your cup or mug in
the right place, pressing the right button, and hey presto – out comes your
perfect espresso, latte macchiato, cappuccino, or whatever type of coffee you
prefer.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="line-height: normal; margin: 0cm 0cm 8pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; mso-ansi-language: EN-US; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: DE-CH;">As long as you go through the right steps, in the right sequence, and
make sure that all of the specific requirements are met, you should be pretty sure
to get the desired result. That is what we call a <b style="mso-bidi-font-weight: normal;"><i>no doubt thought strategy</i></b>.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">But how do I actually
go about developing such a strategy for my upcoming negotiation, you may ask? <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">In our coaching
practice, we usually guide our clients through the following 5-step process:<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoListParagraphCxSpFirst" style="margin: 0cm 0cm 0pt 36pt; mso-list: l0 level1 lfo1; text-indent: -18pt;">
<span style="font-family: arial;"><!--[if !supportLists]--><span face=""Arial",sans-serif" lang="EN-US" style="font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US; mso-fareast-font-family: Arial;"><span style="mso-list: Ignore;">1.<span style="font-feature-settings: normal; font-kerning: auto; font-language-override: normal; font-optical-sizing: auto; font-size-adjust: none; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;"> </span></span></span><!--[endif]--><span face=""Arial",sans-serif" lang="EN-US" style="font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">To start with, we elicit our client’s individual
thought strategy and document it as a script, step-by-step, for situations in
which they engage in an activity with NO doubt in their mind about their
ability to create a totally successful outcome.<o:p></o:p></span></span></div>
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><o:p> </o:p></span><span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><br /></span>
<div class="MsoListParagraphCxSpLast" style="margin: 0cm 0cm 8pt 36pt; mso-list: l0 level1 lfo1; text-indent: -18pt;">
<span style="font-family: arial;"><!--[if !supportLists]--><span face=""Arial",sans-serif" lang="EN-US" style="font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US; mso-fareast-font-family: Arial;"><span style="mso-list: Ignore;">2.<span style="font-feature-settings: normal; font-kerning: auto; font-language-override: normal; font-optical-sizing: auto; font-size-adjust: none; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;"> </span></span></span><!--[endif]--><span face=""Arial",sans-serif" lang="EN-US" style="font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">Then we focus on the upcoming sales meeting or
business negotiation they want to prepare for, using the SCORE timeline method,
and developing a very precise definition of the desired outcome. In doing so we
don’t just create SMART objectives, in addition we make sure that we have
articulated and understood the underlying personal motives, as well as the
business drivers, and their respective hierarchy. And finally we strategize
with our client on ways to create a WOW factor that would take the resulting
outcome to a significantly higher level than any win-win deal they would
normally hope to achieve!<o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoListParagraph" style="margin: 0cm 0cm 8pt 36pt; mso-list: l0 level1 lfo1; text-indent: -18pt;">
<span style="font-family: arial;"><!--[if !supportLists]--><span face=""Arial",sans-serif" lang="EN-US" style="font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US; mso-fareast-font-family: Arial;"><span style="mso-list: Ignore;">3.<span style="font-feature-settings: normal; font-kerning: auto; font-language-override: normal; font-optical-sizing: auto; font-size-adjust: none; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;"> </span></span></span><!--[endif]--><span face=""Arial",sans-serif" lang="EN-US" style="font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">We then walk through their typical way of preparing
for such a negotiation and elicit all of the relevant elements of their mental
thought strategy, or their default script for such situations (usually this
includes many flight of fancy elements).<o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoListParagraphCxSpFirst" style="margin: 0cm 0cm 0pt 36pt; mso-list: l0 level1 lfo1; text-indent: -18pt;">
<span style="font-family: arial;"><!--[if !supportLists]--><span face=""Arial",sans-serif" lang="EN-US" style="font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US; mso-fareast-font-family: Arial;"><span style="mso-list: Ignore;">4.<span style="font-feature-settings: normal; font-kerning: auto; font-language-override: normal; font-optical-sizing: auto; font-size-adjust: none; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;"> </span></span></span><!--[endif]--><span face=""Arial",sans-serif" lang="EN-US" style="font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">The comparison of their thought processes for the upcoming
negotiation with their <b style="mso-bidi-font-weight: normal;">no doubt
strategies</b> enables us to conduct a quick gap analysis to discern any major
differences and understand better why past attempts at using mental training
failed.<o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoListParagraphCxSpLast" style="margin: 0cm 0cm 8pt 36pt; mso-list: l0 level1 lfo1; text-indent: -18pt;">
<span style="font-family: arial;"><!--[if !supportLists]--><span face=""Arial",sans-serif" lang="EN-US" style="font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US; mso-fareast-font-family: Arial;"><span style="mso-list: Ignore;">5.<span style="font-feature-settings: normal; font-kerning: auto; font-language-override: normal; font-optical-sizing: auto; font-size-adjust: none; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;"> </span></span></span><!--[endif]--><span face=""Arial",sans-serif" lang="EN-US" style="font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">And finally we change the thought strategy and script
for the upcoming negotiation, so that it is <b style="mso-bidi-font-weight: normal;">perfectly in line with the individual client’s no doubt strategy</b>,
including all of the sensory bells, whistles and emotions to render it credible
to his or her subconscious mind. We strongly suggest that the client should go
through the resulting visualization script at least two or three times with us at
the end of the coaching session, followed by repeating the mental training
exercise for 5 – 10 minutes per day for at least 3 – 5 days.<o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">Some success gurus say
that practice makes perfect. However, when it comes to mental training, we have
found that if you don’t practice visualization perfectly, you may end up with very
disappointing results.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-GB;">Learn more about how
you can use advanced mental training techniques to improve the results of your sales
and business negotiations at<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span class="MsoHyperlink" style="font-family: arial;"><span face=""Arial",sans-serif" lang="EN-GB" style="font-size: 12pt; line-height: 107%; mso-ansi-language: EN-GB;"><a href="https://www.elegantsuccessacademy.com/p/breakthrough"><span style="color: blue;">https://www.elegantsuccessacademy.com</span></a></span></span><span face=""Arial",sans-serif" lang="EN-GB" style="font-size: 12pt; line-height: 107%; mso-ansi-language: EN-GB;"><o:p></o:p></span></div>
Andreas Buergihttp://www.blogger.com/profile/12457692183949918619noreply@blogger.comtag:blogger.com,1999:blog-16893562.post-33579432240102538452022-06-03T14:09:00.001+02:002024-02-22T11:31:45.839+01:00Take Your Target Clients On A Roller-Coaster Ride !<p><!--[if gte mso 9]><xml>
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</p><p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-size: 12pt; line-height: 107%;"> </span></p><p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-size: 12pt; line-height: 107%;"> </span></p><p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-size: 12pt; line-height: 107%;"></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://1.bp.blogspot.com/-eJVJNtBMgTA/YF3cQR9Q3iI/AAAAAAAAAsE/4YqW1hvsJcg4KSSvr_YF2rtnsu__4aAUACLcBGAsYHQ/s1280/EN-Journey.jpg" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="720" data-original-width="1280" height="360" src="https://1.bp.blogspot.com/-eJVJNtBMgTA/YF3cQR9Q3iI/AAAAAAAAAsE/4YqW1hvsJcg4KSSvr_YF2rtnsu__4aAUACLcBGAsYHQ/w640-h360/EN-Journey.jpg" width="640" /></a></div><br /> <p></p><p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">If you could <b>catch your target clients‘
attention</b> – what would you do with it?</span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">It seems that the best sales experts invite the
people they negotiate with on an emotional roller-coaster ride, once they have
their attention.</span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">In fact, they tailor this emotional journey to
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clients.</span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">The trick is to <b>actively orchestrate the suspense
curve</b> of the negotiation, including multiple emotional peaks and troughs, in order
to fully engage the subconscious mind of the people we negotiate with,
forcefully directing their attention towards a successful, mutually beneficial
outcome in the process. <span style="mso-spacerun: yes;"> </span></span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">This approach creates a <b>powerful emotional
bonding effect</b>, as well as an increased level of commitment and state of FLOW,
enabling the negotiating parties to conclude better deals faster.</span></p>
<p> </p>Andreas Buergihttp://www.blogger.com/profile/12457692183949918619noreply@blogger.comtag:blogger.com,1999:blog-16893562.post-3534318165826648942021-04-01T15:36:00.002+02:002024-02-22T11:31:25.937+01:00ZEN - The Zone of Essential Negotiation<p><!--[if gte mso 9]><xml>
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 5"/>
<w:LsdException Locked="false" Priority="10" QFormat="true" Name="Title"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Closing"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Signature"/>
<w:LsdException Locked="false" Priority="1" SemiHidden="true"
UnhideWhenUsed="true" Name="Default Paragraph Font"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Message Header"/>
<w:LsdException Locked="false" Priority="11" QFormat="true" Name="Subtitle"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Salutation"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Date"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Heading"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Block Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Hyperlink"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="FollowedHyperlink"/>
<w:LsdException Locked="false" Priority="22" QFormat="true" Name="Strong"/>
<w:LsdException Locked="false" Priority="20" QFormat="true" Name="Emphasis"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Document Map"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Plain Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="E-mail Signature"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Top of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Bottom of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal (Web)"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Acronym"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Address"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Cite"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Code"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Definition"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Keyboard"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Preformatted"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Sample"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Typewriter"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Variable"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal Table"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation subject"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="No List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Contemporary"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Elegant"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Professional"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Balloon Text"/>
<w:LsdException Locked="false" Priority="39" Name="Table Grid"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Theme"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Placeholder Text"/>
<w:LsdException Locked="false" Priority="1" QFormat="true" Name="No Spacing"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading"/>
<w:LsdException Locked="false" Priority="61" Name="Light List"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 1"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 1"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 1"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 1"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 1"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Revision"/>
<w:LsdException Locked="false" Priority="34" QFormat="true"
Name="List Paragraph"/>
<w:LsdException Locked="false" Priority="29" QFormat="true" Name="Quote"/>
<w:LsdException Locked="false" Priority="30" QFormat="true"
Name="Intense Quote"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 1"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 1"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 1"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 1"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 1"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 1"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 1"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 2"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 2"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 2"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 2"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 2"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 2"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 2"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 2"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 2"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 2"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 2"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 3"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 3"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 3"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 3"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 3"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 3"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 3"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 3"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 3"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 3"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 3"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 3"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 3"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 4"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 4"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 4"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 4"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 4"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 4"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 4"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 4"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 4"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 4"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 4"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 4"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 4"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 4"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 5"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 5"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 5"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 5"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 5"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 5"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 5"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 5"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 5"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 5"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 5"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 5"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 5"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 5"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 6"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 6"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 6"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 6"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 6"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 6"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 6"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 6"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 6"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 6"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 6"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 6"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 6"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 6"/>
<w:LsdException Locked="false" Priority="19" QFormat="true"
Name="Subtle Emphasis"/>
<w:LsdException Locked="false" Priority="21" QFormat="true"
Name="Intense Emphasis"/>
<w:LsdException Locked="false" Priority="31" QFormat="true"
Name="Subtle Reference"/>
<w:LsdException Locked="false" Priority="32" QFormat="true"
Name="Intense Reference"/>
<w:LsdException Locked="false" Priority="33" QFormat="true" Name="Book Title"/>
<w:LsdException Locked="false" Priority="37" SemiHidden="true"
UnhideWhenUsed="true" Name="Bibliography"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="TOC Heading"/>
<w:LsdException Locked="false" Priority="41" Name="Plain Table 1"/>
<w:LsdException Locked="false" Priority="42" Name="Plain Table 2"/>
<w:LsdException Locked="false" Priority="43" Name="Plain Table 3"/>
<w:LsdException Locked="false" Priority="44" Name="Plain Table 4"/>
<w:LsdException Locked="false" Priority="45" Name="Plain Table 5"/>
<w:LsdException Locked="false" Priority="40" Name="Grid Table Light"/>
<w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 3"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 3"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 3"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 3"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 4"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 4"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 4"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 4"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 5"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 5"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 5"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 5"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 5"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 6"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 6"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 6"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 6"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 6"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="46" Name="List Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 1"/>
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</p><p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-size: 12pt; line-height: 107%;"> </span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://1.bp.blogspot.com/-kqNbh3ycY6w/YGxcX9itXkI/AAAAAAAAAss/3St6A5MwlBMDnelHQAUrE8Ni69IvZ2kLQCLcBGAsYHQ/s1280/ZenNegotiation-2.jpg" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="720" data-original-width="1280" height="288" src="https://1.bp.blogspot.com/-kqNbh3ycY6w/YGxcX9itXkI/AAAAAAAAAss/3St6A5MwlBMDnelHQAUrE8Ni69IvZ2kLQCLcBGAsYHQ/w512-h288/ZenNegotiation-2.jpg" width="512" /></a></div><br /><p></p><p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-size: 12pt; line-height: 107%;"> </span></p><p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">The ZEN of negotiation doesn’t try to blast its
way through potential roadblocks by taking massive action, risking huge
collateral damage in the process of forcing success and the desired
breakthrough to happen.</span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">Instead, it gently moves the superficial noise,
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<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">ZEN invites us to gain a deep, honest
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<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">Our motives are often caused by a sense of lack
resulting from the frustrating gap between where we are and where we wish to
be.</span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">ZEN teaches us to fully engage with this cognitive
dissonance and the explosive energy inherent in the conflicts we encounter
during our negotiations, elegantly redirecting their course towards the
creation of a surprisingly successful outcome, in the best and highest interest
of all parties involved.</span></p>
<p><span style="font-family: arial;"> </span></p>Andreas Buergihttp://www.blogger.com/profile/12457692183949918619noreply@blogger.comtag:blogger.com,1999:blog-16893562.post-87117488248935109982020-01-07T12:24:00.001+01:002024-02-22T11:31:02.828+01:00Turn Your Business Blind Spot Into Your Sweet Spot!<!--[if gte mso 9]><xml>
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<br />
<div class="MsoNormal">
<br /></div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://1.bp.blogspot.com/--95pXak6Y3w/XhRpWVmgfuI/AAAAAAAAAlM/VeWvDJwZyTskpyQx2XvQeHaHbcylEZiZQCLcBGAsYHQ/s1600/BusinessBlindSpot.jpg" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="715" data-original-width="1004" height="363" src="https://1.bp.blogspot.com/--95pXak6Y3w/XhRpWVmgfuI/AAAAAAAAAlM/VeWvDJwZyTskpyQx2XvQeHaHbcylEZiZQCLcBGAsYHQ/w512-h363/BusinessBlindSpot.jpg" width="512" /></a></div>
<br />
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Understanding what is really going on in your blind
spot is a critical key to creating a significant breakthrough in your business.</span></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">But due to the very nature of your blind spot, it is
practically impossible for you to discern directly what is going on in this
area of your business.</span></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">In medicine, the blind spot is the area in the visual
field, which corresponds to the zone on the optic disc of the retina in your
eyes, where there is a lack of light-detecting photoreceptor cells. The brain
interpolates the missing input-data, which is not available in the area of your
blind spot, based on information gained from the surroundings, as well as data
obtained from the other eye. </span></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">As a result you are usually not aware of your blind
spot’s existence.</span></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">According to our experience, you may be unable to take
in and process new information in the blind spot of your business, too. Your
past experiences may have shaped and cemented your beliefs, assumptions, and
expectations of how the world works to such an extent, that you have literally
become blind to what is going on in and around you in such an area. You
interpolate, making assumptions about your reality, based on factors you are no
longer conscious of, forces at work in your blind spot which are no longer
under your control.</span></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Most of these subconscious filtering programs and
mental shortcuts were probably originally well intentioned, designed and
created to help, support and protect you! But more often than not, the forces
active in your blind spot will sabotage your ability to make effective
decisions to change your business for the better. </span></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">I see these forces at work virtually every time I
coach corporate clients, top-executives and business owners, although they are
usually not consciously aware of what is going on below the surface of our
conversations. </span></div>
<div align="center" class="MsoNormal" style="text-align: center;">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<b style="font-family: arial; mso-bidi-font-weight: normal;"><span face=""Arial",sans-serif" lang="EN-GB" style="mso-ansi-language: EN-GB;">The forces
active in the business blind spot often include: </span></b></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<span style="font-family: arial;"><br /></span>
<ul>
<li><span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;"><span style="mso-list: Ignore;"><span style="font-feature-settings: normal; font-kerning: auto; font-language-override: normal; font-optical-sizing: auto; font-size-adjust: none; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;"> </span></span></span><span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">An unwillingness or inability to engage in creative,
constructive conflict, both within the organization, as well as with external
stakeholders</span></li>
</ul>
<span style="font-family: arial;"><br /></span>
<div class="MsoListParagraphCxSpMiddle" style="margin-left: 53.25pt; mso-add-space: auto;">
<span style="font-family: arial;"><br /></span></div>
<span style="font-family: arial;"><br /></span>
<ul>
<li><span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Emotional disengagement or employee inertia, due to
excessive change initiatives, project overload, leadership fire-fighting, and
an overall lack of direction</span></li>
</ul>
<span style="font-family: arial;"><br /></span>
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<span style="font-family: arial;"><br /></span>
<ul>
<li><span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Negative associations with projects, products and
processes that failed in the past</span></li>
</ul>
<span style="font-family: arial;"><br /></span>
<div class="MsoListParagraphCxSpMiddle" style="margin-left: 53.25pt; mso-add-space: auto;">
<span style="font-family: arial;"><br /></span></div>
<span style="font-family: arial;"><br /></span>
<ul>
<li><span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Difficult clients, markets or product segments
employees have learned to avoid</span></li>
</ul>
<span style="font-family: arial;"><br /></span>
<div class="MsoListParagraphCxSpMiddle" style="margin-left: 53.25pt; mso-add-space: auto;">
<span style="font-family: arial;"><br /></span></div>
<span style="font-family: arial;"><br /></span>
<ul>
<li><span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Opportunities business leaders no longer pursue due to
past issues, perceived potential risks, or the lack of low-hanging fruit to
create short-term success</span></li>
</ul>
<span style="font-family: arial;"><br /></span>
<div class="MsoListParagraphCxSpMiddle" style="margin-left: 53.25pt; mso-add-space: auto;">
<span style="font-family: arial;"><br /></span></div>
<span style="font-family: arial;"><br /></span>
<ul>
<li><span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Assumptions about what is permitted, compliant,
politically correct – and what not</span></li>
</ul>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<span style="font-family: arial;"><br /></span>
<ul>
<li><span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Extrapolating past experiences to predict future
developments of market trends, economies, buyer behavior, the competitive
landscape</span></li>
</ul>
<span style="font-family: arial;"><br /></span>
<div class="MsoListParagraphCxSpMiddle" style="margin-left: 53.25pt; mso-add-space: auto;">
<span style="font-family: arial;"><br /></span></div>
<span style="font-family: arial;"><br /></span>
<ul>
<li><span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">The business taboo everybody avoids mentioning…
although they intuitively know that this taboo holds the key to creating
exponential growth, profit and prosperity</span></li>
</ul>
<span style="font-family: arial;"><br /></span>
<div class="MsoListParagraphCxSpMiddle" style="margin-left: 53.25pt; mso-add-space: auto;">
<span style="font-family: arial;"><br /></span></div>
<span style="font-family: arial;"><br /></span>
<ul>
<li><span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Etc. </span></li>
</ul>
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<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">But in my executive coaching engagements, I have found
very positive factors to be present and active in the business blind spot, too!
</span></div>
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<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">According to my experience these often include:</span></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<span style="font-family: arial;"><br /></span>
<ul>
<li><span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Untapped innovation potential, stifled under a blanket
of politically correct, streamlined management power-talk</span></li>
</ul>
<span style="font-family: arial;"><br /></span>
<div class="MsoListParagraphCxSpMiddle" style="margin-left: 53.25pt; mso-add-space: auto;">
<span style="font-family: arial;"><br /></span></div>
<span style="font-family: arial;"><br /></span>
<ul>
<li><span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Process improvement know-how and the employees’
implicit ability to make better decisions on the shop floor than what the
executives dream up in their ivory towers</span></li>
</ul>
<span style="font-family: arial;"><br /></span>
<div class="MsoListParagraphCxSpMiddle" style="margin-left: 53.25pt; mso-add-space: auto;">
<span style="font-family: arial;"><br /></span></div>
<span style="font-family: arial;"><br /></span>
<ul>
<li><span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Market intelligence and intimate customer knowledge
which is often left untapped even by the most sophisticated CRM or touch-point
management systems</span></li>
</ul>
<span style="font-family: arial;"><br /></span>
<div class="MsoListParagraphCxSpMiddle" style="margin-left: 53.25pt; mso-add-space: auto;">
<span style="font-family: arial;"><br /></span></div>
<span style="font-family: arial;"><br /></span>
<ul>
<li><span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Game-changing business ideas employees work on in
their spare time, because they don’t believe their company would value their
input anyway</span></li>
</ul>
<span style="font-family: arial;"><br /></span>
<div class="MsoListParagraphCxSpMiddle" style="margin-left: 53.25pt; mso-add-space: auto;">
<span style="font-family: arial;"><br /></span></div>
<span style="font-family: arial;"><br /></span>
<ul>
<li><span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Contacts to thought leaders, political movers and
shakers, potential business partners, and possible affiliates or potential clients
which employees are acquainted with, but would never share as contacts with
their employer</span></li>
</ul>
<span style="font-family: arial;"><br /></span>
<div class="MsoListParagraphCxSpMiddle" style="margin-left: 53.25pt; mso-add-space: auto;">
<span style="font-family: arial;"><br /></span></div>
<span style="font-family: arial;"><br /></span>
<ul>
<li><span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Etc.</span></li>
</ul>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Your business blind spot usually is the direct result
of your perceptual filters, including your formal and informal business values,
rules and beliefs. The moment you start updating, upgrading and correcting your
perceptual filters you actually create the basis for a new, more successful
reality for yourself and your business.</span></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Understanding the cause, nature and effect of your
blind spot is a critical key to accessing a new dimension of influence, impact
and income for your business.</span></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">How can you leverage the secrets tucked away in your
business blind spot to create exponential business growth and profit in 2020?</span></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">If you wish, we can help you to see what you normally
can’t about your business.</span></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Find out more about how you can <b style="mso-bidi-font-weight: normal;">turn your blind spot into your sweet spot</b> at </span></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<a href="http://www.elegant-success.com/" style="font-family: arial;"><span face=""Arial",sans-serif" lang="EN-US">www.elegant-success.com</span></a></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<br /></div>
Andreas Buergihttp://www.blogger.com/profile/12457692183949918619noreply@blogger.comtag:blogger.com,1999:blog-16893562.post-62694360570126392102019-12-17T11:22:00.001+01:002024-02-22T11:30:36.409+01:00The TCO / TCU Mystery<!--[if gte mso 9]><xml>
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<br /></div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://1.bp.blogspot.com/-ZTXpOVXMac0/Xfirbjt8CMI/AAAAAAAAAlA/MAHEwFg6UCUUKGXYPy5qEbrbFuYJihq3wCLcBGAsYHQ/s1600/TCO-TCU.jpg" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="720" data-original-width="1280" height="293" src="https://1.bp.blogspot.com/-ZTXpOVXMac0/Xfirbjt8CMI/AAAAAAAAAlA/MAHEwFg6UCUUKGXYPy5qEbrbFuYJihq3wCLcBGAsYHQ/w521-h293/TCO-TCU.jpg" width="521" /></a></div>
<br />
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<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">If you don’t fully understand
how your corporate clients evaluate what you have to offer, it is virtually
impossible to position your value effectively.</span></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">In recent years I have found
in my sales negotiation seminars that my participants don’t have a clear
understanding of how their clients apply the <b>Total Cost of Ownership</b> or <b>Total
Cost of Use</b> models when evaluating products, services or solutions.</span></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">Not only do they often
not know what criteria are included in their clients’ <b>TCO</b> or <b>TCU </b>model, they
also don’t know how the individual criteria are weighted. </span></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">Interestingly, the risk
and opportunity cost elements are probably the most overlooked and least
understood items in this evaluation process. </span></div>
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<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">I have found that if sales
specialists gain a better understanding of these assessment techniques, they
can engage in a much deeper, much more meaningful dialogue with their corporate
buyers.</span></div>
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<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">This approach has helped many of my sales-coaching clients to close better deals faster.</span></div>
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<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"> </span></div>
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<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">The following article
may provide some interesting insights:</span></div>
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<a href="https://www.instituteforsupplymanagement.org/files/Pubs/Proceedings/FIBarkman.pdf" style="font-family: arial;"><span face=""Arial",sans-serif" lang="EN-US" style="font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">https://www.instituteforsupplymanagement.org/files/Pubs/Proceedings/FIBarkman.pdf</span></a></div>
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<span style="font-family: arial;"><br /></span></div><br />Andreas Buergihttp://www.blogger.com/profile/12457692183949918619noreply@blogger.comtag:blogger.com,1999:blog-16893562.post-46144310203357293662019-12-12T11:50:00.001+01:002024-02-22T11:30:06.576+01:00Hypnotic Price Pressure<!--[if gte mso 9]><xml>
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</div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://1.bp.blogspot.com/-6ckkI_JtTKs/XfIa070xKFI/AAAAAAAAAk0/ozXZbsBl4bEd1w3LF8QVqamVGvQglTlHgCLcBGAsYHQ/s1600/PriceHypnosis.jpg" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="715" data-original-width="1026" height="358" src="https://1.bp.blogspot.com/-6ckkI_JtTKs/XfIa070xKFI/AAAAAAAAAk0/ozXZbsBl4bEd1w3LF8QVqamVGvQglTlHgCLcBGAsYHQ/w516-h358/PriceHypnosis.jpg" width="516" /></a></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">Price pressure is a
powerful frame experienced buyers apply in order to direct their vendors‘ focus
and attention. This works so well that many sales executives go into a state of
trance where they desperately try to save the deal by doing whatever it takes
to meet their clients’ expectations.</span></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">They refuse to lose. </span></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">They
review the scope, recalculate their cost estimates, renegotiate discounts
internally… and try to reduce the price, in order to conclude the sale. This
price hypnosis works so well, that many sales people I encounter in my coaching
engagements really believe that price is all that really matters.</span></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><b>But buyers don’t buy a
price.</b></span></div><div class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"><b> </b></span></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">Buyers are required to
buy a solution that fits their internal clients’ needs. </span></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">Cost-benefit
optimization is usually one of the main KPIs buyers work towards. Price
reduction simply happens to be the easiest and most obvious way for them to
achieve their objectives.</span></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">The price is simply a
means to an end.</span></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">And experienced buyers
know that cheaper solutions often end up being the most expensive. </span></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">So if you
find yourself getting under price-pressure from your clients, identify the
tactic and break the trance. </span></div><div class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"> </span></div><div class="MsoNormal"><span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">Shift the discussion away from the superficial price
negotiation and focus on what it is that they really need.</span></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">Learn more at: </span></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<a href="http://www.elegant-success.com/" style="font-family: arial;"><span face=""Arial",sans-serif" lang="EN-US" style="font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">www.elegant-success.com</span></a></div>
<span style="font-family: arial;"><br /><br /></span>
<br />
Andreas Buergihttp://www.blogger.com/profile/12457692183949918619noreply@blogger.comtag:blogger.com,1999:blog-16893562.post-34180987940371423892019-12-09T13:45:00.002+01:002024-02-22T11:29:30.718+01:00Business Metamorphosis<!--[if gte mso 9]><xml>
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<a href="https://1.bp.blogspot.com/-130Va-YeHPA/Xe5BkttjFAI/AAAAAAAAAko/k8ifVgr_tIsPyRNYEYwCXps9_VVZvCAXwCLcBGAsYHQ/s1600/Metamorphosis-Blue.jpg" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="715" data-original-width="1040" height="331" src="https://1.bp.blogspot.com/-130Va-YeHPA/Xe5BkttjFAI/AAAAAAAAAko/k8ifVgr_tIsPyRNYEYwCXps9_VVZvCAXwCLcBGAsYHQ/w481-h331/Metamorphosis-Blue.jpg" width="481" /></a></div>
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<span face=""arial" , sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">Many executives and
entrepreneurs I engage with tell me that they want to take their business to
the next level. But with this approach they usually continue to compete in the
same space. By doing so they often need to invest a lot of time, money, energy
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<span face=""arial" , sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">Taking your business to
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to the next level. </span></div><div class="MsoNormal"><span face=""arial" , sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;"> </span></div><div class="MsoNormal"><span face=""arial" , sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">But you may need to go through a process of business
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<span face=""arial" , sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">Usually this requires
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been eating up your time. </span></div><div class="MsoNormal"><span face=""arial" , sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;"> </span></div><div class="MsoNormal"><span face=""arial" , sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">By concentrating on doing very few really important things
exceptionally well, our clients get to experience exponential business growth
and profit.</span></div>
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<span face=""arial" , sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">Interestingly the key
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business transformation shifts from being a much-debated concept to becoming an
attractive, tangible reality</span><span face=""arial" , sans-serif" style="font-family: arial; font-size: 12pt; line-height: 107%;">.</span><span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><br /></span>
<span face=""arial" , sans-serif" style="font-family: arial; font-size: 12pt; line-height: 107%;"> </span></div>
Andreas Buergihttp://www.blogger.com/profile/12457692183949918619noreply@blogger.comtag:blogger.com,1999:blog-16893562.post-24180014661261762512019-12-02T13:35:00.002+01:002024-02-22T11:28:41.414+01:00Creative Conflict<!--[if gte mso 9]><xml>
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<a href="https://1.bp.blogspot.com/-j2qkyZaNggc/XeUEU0bIfDI/AAAAAAAAAjk/zTEbk59KEr4IU2GZM_WQhTFUNyHjj-rUQCLcBGAsYHQ/s1600/Conflict.jpg" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="715" data-original-width="1002" height="363" src="https://1.bp.blogspot.com/-j2qkyZaNggc/XeUEU0bIfDI/AAAAAAAAAjk/zTEbk59KEr4IU2GZM_WQhTFUNyHjj-rUQCLcBGAsYHQ/w510-h363/Conflict.jpg" width="510" /></a></div>
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<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">Not all conflict is
bad.</span></div>
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<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">Actually, conflict is
often a sign of strong emotional engagement.</span></div>
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<span style="font-family: arial;"><br /></span></div>
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<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">No, I am not advocating
a conflict culture like many consulting gurus out there.</span></div>
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<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">And I agree that too
much of a good thing can be destructive.</span></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">If you allow conflict
to escalate and get out of hand, your relationships may become permanently
damaged… </span></div>
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<span style="font-family: arial;"><br /></span></div>
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<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">But if you defuse every
conflict immediately in your desire to restore harmony, the energy required to
make positive change happen may evaporate in the process, too. </span></div>
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<span style="font-family: arial;"><br /></span></div>
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<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">I usually only
get really worried when things seem to have gone very quiet in my client
organizations. </span></div>
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<span style="font-family: arial;"><br /></span></div>
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<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">If you are a parent, you probably know that you need to go and
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<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">Recently I have been
asked by several large corporations to conduct conflict resolution workshops
with their leadership teams. </span></div>
<div class="MsoNormal">
<span style="font-family: arial;"><br /></span></div>
<div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">But instead of trying to defuse the conflicts they
may be experiencing as quickly as possible, I ask them to leverage, focus and
direct the powerful energy inherent in these conflicts in a creative manner. </span></div>
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<span style="font-family: arial;"><br /></span></div>
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<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;">By learning how to
orchestrate and manage conflict in ways that ensure a high level of emotional
engagement, cognitive tension and creative energy, these business leaders are
able to generate much better solutions, as well as a stronger sense of
commitment and cohesiveness, with all parties involved.</span></div>
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<span style="font-family: arial;"><br /></span></div><br /><div class="MsoNormal">
<span face=""Arial",sans-serif" lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%; mso-ansi-language: EN-US;"> </span></div>
Andreas Buergihttp://www.blogger.com/profile/12457692183949918619noreply@blogger.comtag:blogger.com,1999:blog-16893562.post-73258394505466770822019-11-26T15:02:00.002+01:002024-02-22T11:28:11.003+01:00The Power Of Neural Entrainment In Business Negotiations<!--[if gte mso 9]><xml> <o:OfficeDocumentSettings> <o:AllowPNG/> </o:OfficeDocumentSettings> </xml><![endif]--><!--[if gte mso 9]><xml> <w:WordDocument> <w:View>Normal</w:View> <w:Zoom>0</w:Zoom> <w:TrackMoves/> <w:TrackFormatting/> <w:HyphenationZone>21</w:HyphenationZone> <w:PunctuationKerning/> <w:ValidateAgainstSchemas/> <w:SaveIfXMLInvalid>false</w:SaveIfXMLInvalid> <w:IgnoreMixedContent>false</w:IgnoreMixedContent> <w:AlwaysShowPlaceholderText>false</w:AlwaysShowPlaceholderText> <w:DoNotPromoteQF/> <w:LidThemeOther>DE-CH</w:LidThemeOther> <w:LidThemeAsian>X-NONE</w:LidThemeAsian> <w:LidThemeComplexScript>X-NONE</w:LidThemeComplexScript> <w:Compatibility> <w:BreakWrappedTables/> <w:SnapToGridInCell/> <w:WrapTextWithPunct/> <w:UseAsianBreakRules/> <w:DontGrowAutofit/> <w:SplitPgBreakAndParaMark/> <w:EnableOpenTypeKerning/> <w:DontFlipMirrorIndents/> <w:OverrideTableStyleHps/> </w:Compatibility> <m:mathPr> <m:mathFont m:val="Cambria Math"/> <m:brkBin m:val="before"/> <m:brkBinSub m:val="--"/> <m:smallFrac m:val="off"/> <m:dispDef/> <m:lMargin m:val="0"/> <m:rMargin m:val="0"/> <m:defJc m:val="centerGroup"/> <m:wrapIndent m:val="1440"/> <m:intLim m:val="subSup"/> <m:naryLim m:val="undOvr"/> </m:mathPr></w:WordDocument> </xml><![endif]--><!--[if gte mso 9]><xml> <w:LatentStyles DefLockedState="false" DefUnhideWhenUsed="false"
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<br />
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="font-family: arial; font-size: 12pt;">Entrainment as a concept was initially discovered by a Dutch physicist, who found that when he set several pendulum clocks in motion, after a while the sway of their pendulums completely synchronized. </span><span lang="EN" style="font-family: arial; font-size: 12pt;">Subsequently, the term entrainment has been used to describe a tendency of systems to synchronize their rhythm over time. </span></div><div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;"><span lang="EN" style="font-family: arial; font-size: 12pt;"> </span></div><div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;"><span lang="EN" style="font-family: arial; font-size: 12pt;">Like many phenomena</span><span lang="EN" style="font-family: arial; font-size: 12pt;"> </span><span lang="EN-US" style="font-family: arial; font-size: 12pt;">we observe in nature that may appear to be messy and chaotic at first sight, business negotiations are essentially organized in layered patterns of intricate, fractal design. When we are fully involved in such interactions, in a process governed by basic relationship rules, we can frequently observe a self-organizing pattern of entrainment emerging.</span></div>
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<span lang="EN-US" style="color: #2e2f33; font-family: arial; font-size: 12pt;">For sales specialists, key account managers and business negotiators the key is to understand that the entrainment-effect causes one entity to resonate synchronously with another in response to the <b style="mso-bidi-font-weight: normal;">dominant frequency of vibration</b>. </span><span lang="EN" style="font-family: arial; font-size: 12pt;">However, most people will probably resist obvious attempts by their opponent to dominate the conversation during business negotiations. </span></div><div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;"><span lang="EN" style="font-family: arial; font-size: 12pt;"> </span></div><div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;"><span lang="EN" style="font-family: arial; font-size: 12pt;">Trying to dominate the people you negotiate with by using clever manipulation techniques usually only makes matters worse. Physically mirroring your counterpart’s posture, gestures and key words during a business negotiation in order to drive entrainment actually works – until they catch you doing it. </span></div>
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<span lang="EN" style="font-family: arial; font-size: 12pt;">Rhythmic entrainment is a natural tendency in human behavior, including the way people adjust the rhythm of their speech patterns to those of the subject with whom they communicate, as well as the synchronized chant of the crowd at a concert, or the rhythmic unison of an audience clapping. Even amongst strangers, the rate of breathing, gestures, and rhythmic speech patterns tend to synchronize and entrain automatically over time. But again – the moment your negotiation counterpart notices your attempts to manipulate them through active mirroring, their guard usually goes up and the level of trust goes down.</span></div>
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<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="FR-CH" style="font-size: 12pt;">Deep Dialogue Techniques Create Natural Entrainment </span></b></div>
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<span lang="EN" style="font-family: arial; font-size: 12pt;">The frequency following response is a specific reaction to hearing sounds, including stories and music, by which neural oscillations adjust their frequency to match the rhythm and patterns of auditory stimuli. Research by neuroscientists such as Uri Hasson of Princeton University would seem to support our observation that telling engaging stories is a highly effective technique for creating neural entrainment. Neuroscientists tell us that stories and deep dialogue techniques have the effect of synchronizing the brainwave patterns of the audience with those of the person speaking to them.</span></div>
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<span lang="EN-US" style="color: #2e2f33; font-family: arial; font-size: 12pt;">However, the deciding factor, is the listener’s willingness to entrain to the frequency of the person they are engaging with. And this is where most negotiators seem to make their initial big mistake.</span></div>
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<span lang="EN-US" style="color: #2e2f33; font-family: arial; font-size: 12pt;">In order to create effective neural entrainment, we first need to catch the attention and earn the trust of our audience.</span></div>
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<span lang="EN-US" style="color: #2e2f33; font-family: arial; font-size: 12pt;">Many negotiators seem to cut to the chase too quickly, shifting into a transactional problem-solving mode before any real sense of engagement has been achieved.</span></div>
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<span lang="EN-US" style="color: #2e2f33; font-family: arial; font-size: 12pt;">This is often the perfect recipe for failure.</span></div>
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<span lang="EN-US" style="color: #2e2f33; font-family: arial; font-size: 12pt;">In sales and business negotiations you may need to slow down initially in order to speed up the process.</span></div>
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<span lang="EN-US" style="color: #2e2f33; font-family: arial; font-size: 12pt;">If you don’t, you may end up creating the perfect solution for the wrong problem!</span></div>
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<span lang="EN-US" style="color: #2e2f33; font-family: arial; font-size: 12pt;">The following process will help you to get on to the same wavelength with the people you engage with in sales and business negotiations:</span></div>
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<li><span lang="EN-US" style="color: #2e2f33; font-family: arial; mso-ansi-language: EN-US; mso-bidi-font-family: Arial;"><b>Engagement: </b>Creating a strong sense of rapport, respect and common ground first is essential, in order to really tune in to the frequency of the people we may be negotiating with. The way in which you need to handle this first step will depend to a large extent on the cultural background and personality of the people you are dealing with. <br /></span></li>
<li><span lang="EN-US" style="color: #2e2f33; font-family: arial; mso-ansi-language: EN-US; mso-bidi-font-family: Arial;"><b>Commitment:</b> Take your counterpart on a step-by-step journey instead of requiring them to take a leap of faith from their status quo towards the desired future state. Walk through the process of developing the appropriate solutions with them, so that they feel a strong sense of ownership for both the process and the end result.<b> </b></span></li>
<li><span lang="EN-US" style="color: #2e2f33; font-family: arial; mso-ansi-language: EN-US; mso-bidi-font-family: Arial;"><b>Interruption:</b> Negotiations quickly tend to induce a trance state in which the participants are so focused on the state of play, mentally and emotionally absorbed by the short-term power-tactics, that they no longer see the big picture and what is really going on in and around them. Their inner search engine begins to create what we call an information bubble, in which they increasingly only hear what they already know, filtering out and eliminating information that doesn’t immediately fit in with their current mental processes. At this stage it is important to break the thought patterns and create cognitive tension by introducing relevant, disruptive factors into the conversation, actively transforming and redirecting it towards a more creative, satisfactory, successful outcome.<b> </b></span></li>
<li><span lang="EN-US" style="color: #2e2f33; font-family: arial; mso-ansi-language: EN-US; mso-bidi-font-family: Arial;"><b>Refocus:</b> By interrupting their routine mental processes you create a short window of opportunity in which your counterpart can reassess their priorities, explore new options, clarify their objectives, identify possible obstacles, assess potential opportunity costs and co-create alternative, innovative outcome scenarios. <b> </b></span></li>
<li><span lang="EN-US" style="color: #2e2f33; font-family: arial; mso-ansi-language: EN-US; mso-bidi-font-family: Arial;"><b>Resource:</b> At this stage your counterpart may go into a state of overwhelm, if you don’t quickly help them to identify and access the resources required to close the gap between their status quo and the future state they wish to achieve.</span></li>
<li><span lang="EN-US" style="color: #2e2f33; font-family: arial; mso-ansi-language: EN-US; mso-bidi-font-family: Arial;"><b>Evaluation:</b> According to our experience many negotiators skip this final step in their drive to close the deal as quickly as possible. Doing so will often cost them dearly. Many well-crafted deals will still fall apart, if you don’t secure a strong sense of engagement, closure and commitment before you get your counterpart to sign on the dotted line. A powerful close should include a clear, mutual understanding of what will be different and better in the future state you have developed together, how success will be measured or experienced, and <b style="mso-bidi-font-weight: normal;">WHY </b>they are willing to fully commit to this jointly developed outcome. </span></li>
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<span lang="EN-US" style="color: #2e2f33; font-family: arial; mso-ansi-language: EN-US; mso-bidi-font-family: Arial;">This type of neural entrainment requires a willingness and ability to engage in deep dialogue, which tends to increase the level and quality of the thought processes, emotional engagement and personal commitment of all parties involved.</span></div>
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<span lang="EN-US" style="color: #2e2f33; font-family: arial; mso-ansi-language: EN-US; mso-bidi-font-family: Arial;">For more information visit: </span><span class="MsoHyperlink" style="font-family: arial;"><span lang="EN-US" style="mso-ansi-language: EN-US; mso-bidi-font-family: Arial;"><a href="http://www.elegant-success.com/">www.elegant-success.com</a></span></span></div>
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Andreas Buergihttp://www.blogger.com/profile/12457692183949918619noreply@blogger.comtag:blogger.com,1999:blog-16893562.post-1127394249024336742019-07-29T15:00:00.001+02:002024-02-22T11:27:15.425+01:00The Powerful Secret Of Elegance<div class="separator" style="clear: both; text-align: center;">
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<span style="font-family: arial;">What sets successful leaders apart from the rest?</span></div>
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There are many different surveys and lists on the keys to successful leadership. Some of the lists make intuitive sense. And some feel like someone desperately had to fill just one more column in a glossy magazine. Through our research, we have identified the following keys to success.<br /></span>
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Which of these success keys are you currently using?<br /></span>
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<span style="font-family: arial;"><b>1. Strong Foundation</b><br /></span>
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Highly successful leaders are absolutely clear about their identity – who they are, what they are here for and where they are going. They have a deep, strong personal foundation and a tremendous trust in life, themselves and their relationships. Out of this trust, they have developed a strong sense of self-worth and self-respect.<br /></span>
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<span style="font-family: arial;"><b>2. Healthy Lifestyle</b><br /></span>
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They live a healthy, well-balanced lifestyle. They look after themselves and their families well. Highly successful leaders tend to be mentally, physically and emotionally fit and seldom ill. They handle stress and problems well. When problems arise, they usually make sure that they solve them once and for all.<br /></span>
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<span style="font-family: arial;"><b>3. Authentic Presence</b><br /></span>
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These leaders are real characters! They have a strong personality and are absolutely authentic. They love what they are doing. They live in the present moment and manifest the achievement of their objectives in the ‘here and now’.<br /></span>
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<span style="font-family: arial;"><b>4. Designed Destiny</b><br /></span>
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Highly successful leaders take on full responsibility for their life. They are die-hard optimists with an ‘everything is possible’ attitude. They are constantly moving forward to the next project. They always get up again if they should stumble. They have crystal-clear goals, as well as a huge passion for life.<br /></span>
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5. Clean Conscience</b><br /></span>
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Really successful leaders have a clean conscience. They have no skeletons rotting away in their closets. They have got rid of all guilt, forgiven those who may have wronged them, made peace with their past, and celebrate the present. They have clear-channel relationships and have set up their life to be a guilt-free zone.<br /></span>
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<span style="font-family: arial;"><b>6. Spiritual Awareness</b><br /></span>
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Highly successful leaders are spiritually aware. They have made peace with life and have learned to go with the flow. They have developed a healthy, trusting relationship with themselves, the world around them and their Creator. Ultimately, many really successful businesspeople say that their deep spirituality is the true source of their success.<br /></span>
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<span style="font-family: arial;"><b>7. Maverick Leadership</b><br /></span>
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They are real mavericks and charismatic leaders. At a young age, they were frequently the leaders of the pack. They are frequently at the centre of the action, building strong, cohesive business communities. They truly care for others. The super successful earn the right to lead by exuding a strong personal presence and a natural sense of authority, positively impacting their environment.<br /></span>
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<span style="font-family: arial;"><b>8. Focused Energy</b><br /></span>
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Successful leaders focus their energy well and never waste their power. Their hearts, minds and environment are uncluttered. They have learned to manage their state and put themselves into peak form in an instant, if required. They have learned to leverage small efforts and investments into great results. They are usually financially independent and have developed strong business systems that allow them to earn their living elegantly. At the same time, they frequently surprise their environment by ‘going the second mile’, giving more than was expected.<br /></span>
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<span style="font-family: arial;"><b>9. Intuitive Insight</b><br /></span>
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Highly successful business people rely on their intuition when making a decision. They know their own needs, values, drivers, resources and thinking patterns well. They are clear about the contextual influences they are active in and are thus quick to decide. Their ability to act based on their intuitive insight, their ‘sixth sense’ or ‘gut feelings’ sets successful leaders apart from the rest.<br /></span>
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10. Professional Attitude</b><br /></span>
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The really successful leaders tend to own (a substantial share in) their own businesses. They have moved from compensating jobs to being entrepreneurs. They have switched from consumerism to ownership. They have shifted their approach from selling hours to leveraging their business system. As true professionals, they are highly dedicated, committed and often sticklers for quality, constantly improving themselves and their business.<br /></span>
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<span style="font-family: arial;"><b>11. Focused Action</b><br /></span>
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They have a clear focus on what it is they want to achieve. They keep a ‘big picture’ approach to business and don’t lose themselves in the details. Successful leaders consistently take action on their plans and objectives, creating momentum to propel themselves forward towards success. They focus on earning their income elegantly and have fun doing so.<br /></span>
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<span style="font-family: arial;"><b>12. Social Activity</b><br /></span>
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Really successful leaders are socially active and well integrated. They have acquaintances in all social spheres and actively nurture healthy relationships. They share their wealth, offer support and get involved in charitable activities. At the same time, it is often true that the really successful leaders do not ‘need’ others, in many ways. They are self-sufficient, even independent of the opinions of others.<br /></span>
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Andreas Buergihttp://www.blogger.com/profile/12457692183949918619noreply@blogger.comtag:blogger.com,1999:blog-16893562.post-75577600910635431652019-06-25T15:34:00.000+02:002019-06-25T16:18:00.692+02:00The Secret Of Elegant Business<br />
<span lang="EN-US" style="font-family: "times new roman" , serif; font-size: 12pt; line-height: 107%;">In the fields of
business strategy, information technology, mathematics, science and engineering, elegant solutions
provide a surprisingly simple method, which is normally not obvious at first
sight, to produce a highly effective result, often solving multiple problems at
once - even problems, which may not be inter-related!<o:p></o:p></span><br />
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<b style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="font-family: "times new roman" , serif; font-size: 12pt; line-height: 107%;">Truly elegant business solutions solve multiple, often unrelated
problems<o:p></o:p></span></b></div>
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<span lang="EN-US" style="font-family: "times new roman" , serif; font-size: 12pt; line-height: 107%;">The Swiss army
knife may provide us with a practical, tangible illustration of such
elegance. The simple, straightforward surface design of this tool
is actually misleading, for although it is called a knife, it actually provides
multi-purpose functionality. <o:p></o:p></span></div>
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<span lang="EN-US" style="font-family: "times new roman" , serif; font-size: 12pt; line-height: 107%;">The basic version
normally includes:<o:p></o:p></span></div>
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<span lang="EN-US" style="font-family: "times new roman" , serif; font-size: 12pt; line-height: 107%;">a couple of knives<o:p></o:p></span></div>
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<span lang="EN-US" style="font-family: "times new roman" , serif; font-size: 12pt; line-height: 107%;">a pair of scissors<o:p></o:p></span></div>
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<span lang="EN-US" style="font-family: "times new roman" , serif; font-size: 12pt; line-height: 107%;">a cork-screw<o:p></o:p></span></div>
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<span lang="EN-US" style="font-family: "times new roman" , serif; font-size: 12pt; line-height: 107%;">a can-opener<o:p></o:p></span></div>
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<span lang="EN-US" style="font-family: "times new roman" , serif; font-size: 12pt; line-height: 107%;">a screwdriver<o:p></o:p></span></div>
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<span lang="EN-US" style="font-family: "times new roman" , serif; font-size: 12pt; line-height: 107%;">And so on…<o:p></o:p></span></div>
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<span lang="EN-US" style="font-family: "times new roman" , serif; font-size: 12pt; line-height: 107%;">Nowadays, many of
these Swiss army knives include cool gadgets like an altimeter, a USB-stick,
etc.<o:p></o:p></span></div>
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<span lang="EN-US" style="font-family: "times new roman" , serif; font-size: 12pt; line-height: 107%;">But as this example clearly illustrates, trying to create too much "added value" may have a detrimental effect. Some designers
have included so many different gadgets and functionalities in to their version
of the Swiss army knife, that the result is a heavy, cumbersome, impractical tool, lacking the essential elegance of the original design. </span></div>
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<b style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="font-family: "times new roman" , serif; font-size: 12pt; line-height: 107%;">Too much of a good thing is the enemy of elegance!</span></b> <br />
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<span lang="EN-US" style="font-family: "times new roman" , serif; font-size: 12pt; line-height: 107%;">In the process of
innovation, true elegance must strike a fine balance between complexity and
simplicity to create optimal value. </span><br />
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<span lang="EN-US" style="font-family: "times new roman" , serif; font-size: 12pt; line-height: 107%;">To quote the January 2007 edition of <b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;">Architecture
& Design</i></b>: </span><br />
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<span lang="EN-US" style="font-family: "times new roman" , serif; font-size: 12pt; line-height: 107%;">«Elegance allows for complexity to coincide with a
relative reduction of complication by integrating multiple elements into a
coherent, comprehensive, continuous and complete system, which can easily be
understood. »<o:p></o:p></span></div>
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<span lang="EN-US" style="font-family: "times new roman" , serif; font-size: 12pt; line-height: 107%;">As in the example
of the Swiss army knife, elegance requires a relative reduction of
complexity. </span><br />
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<span lang="EN-US" style="font-family: "times new roman" , serif; font-size: 12pt; line-height: 107%;">The key to creating optimal value when creating new tools, methods,
models, concepts and solutions, is to strike an ideal balance between
simplicity of design and the usefulness of multi-functional complexity. </span><br />
<br />
<span lang="EN-US" style="font-family: "times new roman" , serif; font-size: 12pt; line-height: 107%;">If you
need to read a user’s manual before you can utilize a tool, product, solution
or process, it is probably not truly elegant.<o:p></o:p></span></div>
<br />
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: "times new roman" , serif; font-size: 12pt; line-height: 107%;">According to my
research and experience, true elegance requires no formal explanation. <o:p></o:p></span></div>
<br />
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<span lang="EN-US" style="font-family: "times new roman" , serif; font-size: 12pt; line-height: 107%;">It speaks for
itself.</span><br />
<br />
<span lang="EN-US" style="font-family: "times new roman" , serif; font-size: 12pt; line-height: 107%;">And this is true for any truly successful business strategy, too! </span></div>
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</div>
<span lang="EN-US" style="font-family: "times new roman" , serif; font-size: 12pt; line-height: 107%;"><br />
Find out more about how you can benefit from the secrets of true elegance:<br />
<br />
<a href="http://www.amazon.com/Andreas-Buergi/e/B00K7KPOCM" rel="nofollow">http://www.amazon.com/Andreas-Buergi/e/B00K7KPOCM</a></span><br />
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</div>
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</div>
Andreas Buergihttp://www.blogger.com/profile/12457692183949918619noreply@blogger.comtag:blogger.com,1999:blog-16893562.post-59365645350178435302019-06-21T18:07:00.001+02:002024-02-22T11:26:41.835+01:00The Relevance Of Elegance In Business<br />
<span style="font-family: arial;">O</span><span style="font-family: arial; font-size: 12pt; line-height: 107%;"><span>ver
the last ten years elegance has emerged as a trend which is quickly picking up
speed in the fields of architecture, design, innovation and strategic business leadership,
as it provides a powerful key for managing complexity. </span></span><span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><br /></span>
<span style="font-family: arial; font-size: 12pt; line-height: 107%;"><span><o:p></o:p></span></span><span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span style="font-family: arial;"></span>
<span style="font-family: arial; font-size: 12pt; line-height: 107%;"><span>But quite
frankly, when I discuss the concept and benefits of elegance with business entrepreneurs
and executives, I often get a blank stare as a response. <o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span style="font-family: arial; font-size: 12pt; line-height: 107%;"><span>It seems
that for most people, elegance is a relatively meaningless word, which is best
left to the creators of fashion and <i>haute couture</i>, as well as their marketing
gurus and the editors of glossy magazines. <o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span style="font-family: arial; font-size: 12pt; line-height: 107%;"><span>According to
my experience, most business leaders would view elegance as a largely
irrelevant concept.<o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span style="font-family: arial; font-size: 12pt; line-height: 107%;"><span>Until
lately, that is.<o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span style="font-family: arial; font-size: 12pt; line-height: 107%;"><span>For in the
last ten years we have seen more and more disruptive concepts, technologies and
products launched into the world markets, which have changed the way in which we
live, work, and create value.<o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span style="font-family: arial; font-size: 12pt; line-height: 107%;"><span>The IPhone,
with it’s deceptively simple, elegant design and it’s complex, rich
sub-structure completely revolutionized the world of mobile phones and
hand-held devices.<o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span style="font-family: arial; font-size: 12pt; line-height: 107%;"><span>The Google
search engine, with it’s clean, uncluttered design and meaningful search
results pretty much blew away most of the potential competitors. <o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span style="font-family: arial; font-size: 12pt; line-height: 107%;"><span>The list of
great examples for new, successful, disruptive solutions, products and
technologies which make use of the key concepts of elegance is growing quickly.
<o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span style="font-family: arial; font-size: 12pt; line-height: 107%;"><span>„So what is <span style="mso-spacerun: yes;"> </span>the secret sauce?“ some executives have asked
me.<o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span style="font-family: arial; font-size: 12pt; line-height: 107%;"><span>There are
several aspects to the power of elegant design, but to paraphrase Patrik Schumacher of Zaha Hadid
Architects, one of the key benefits of true elegance is that it allows for complexity
to coincide with a relative reduction of complication by means of integrating
multiple elements into a coherent system.<o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span style="font-family: arial;"><span lang="EN" style="font-size: 12pt; line-height: 107%; mso-ansi-language: EN;">Swiss watchmakers can teach us a lesson about elegance in
this respect. A really good watch should have a surface structure which is easy
to understand, that allows for intuitive navigation. But below the surface, the
inner works of a truly great watch will include a <b><i style="mso-bidi-font-style: normal;">grand complication</i></b>, representing the most complex achievements
of <b style="mso-bidi-font-weight: normal;"><i>haute horlogerie</i></b><i>. </i><span style="mso-bidi-font-style: italic;">You and I don’t need to understand the inner
works of a watch to be able to use it. If it is elegantly designed, it’s use
will require virtually no explanation.<i> </i></span></span><span style="font-size: 12pt; line-height: 107%;"><o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span style="font-family: arial; font-size: 12pt; line-height: 107%;"><span><b>Thus, elegance
provides a means of articulating complexity in a way that enables easy
comprehension and intuitive navigation. </b><o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span style="font-family: arial; font-size: 12pt; line-height: 107%;"><span>In an
increasingly chaotic, complex economic context, business leaders and entrepreneurs
need to manage complexity by mastering such elegant techniques in order to make
better decisions and create increased business value.<o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN" style="color: #141823; font-family: arial; font-size: 12pt; line-height: 107%;"><span>Elegant
business decisions, solutions and innovations combine a simple
surface-structure with a rich, complex sub-structure. </span></span><span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><br /></span>
<span lang="EN" style="color: #141823; font-family: arial; font-size: 12pt; line-height: 107%;"><span>The resulting
business-leadership techniques may seem simple and obvious at first sight – but
don’t be deceived! </span></span><span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><br /></span>
<span lang="EN" style="color: #141823; font-family: arial; font-size: 12pt; line-height: 107%;"><span>This type of simplicity is rich, complex and deeply
satisfying. </span></span><span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><br /></span>
<span lang="EN" style="color: #141823; font-family: arial; font-size: 12pt; line-height: 107%;"><span>And as in the cases of Apple, Google and many other elegant
innovators, this approach can help you to create disruptive changes to your
advantage in the markets you operate in. </span></span></div>
<span lang="EN" style="color: #141823; font-size: 12pt; line-height: 107%;"><span style="font-family: "calibri";"><span style="font-family: arial;"><br /></span><o:p></o:p></span></span>Andreas Buergihttp://www.blogger.com/profile/12457692183949918619noreply@blogger.comtag:blogger.com,1999:blog-16893562.post-4406122696142420032018-03-06T11:07:00.001+01:002024-02-22T11:26:03.564+01:00The Power Of Removing Doubt
<br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://4.bp.blogspot.com/-J47H6WSJRIQ/Wp5ntEqSv-I/AAAAAAAAAa8/rYnu72YkFQI6iEQcE8L-gP6Cg4jb71BawCLcBGAs/s1600/Fotosearch_k0490269.jpg" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1067" data-original-width="1600" height="359" src="https://4.bp.blogspot.com/-J47H6WSJRIQ/Wp5ntEqSv-I/AAAAAAAAAa8/rYnu72YkFQI6iEQcE8L-gP6Cg4jb71BawCLcBGAs/w540-h359/Fotosearch_k0490269.jpg" width="540" /></a></div>
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<span lang="EN-US" style="mso-fareast-language: DE-CH;"></span> </div>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN-US" style="font-family: arial; mso-fareast-language: DE-CH;">In order to speed up the process
of making better decisions, overcoming doubt or procrastination, and creating
more successful results, you must learn to transform any wish, goal or desire
you may have into a simple choice you make with clear, unwavering intention.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN-US" style="font-family: arial; mso-fareast-language: DE-CH;">There are many things in life
that we simply choose, and once we have made our decision, we know beyond the
shadow of a doubt, that the desired result is on its way to us.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN-US" style="font-family: arial; mso-fareast-language: DE-CH;">It is like turning on your coffee
machine in the morning, filling it up with fresh water and coffee beans,
positioning your cup or mug in the right place, pressing the right button, and
hey presto – out comes your perfect espresso, latte macchiato, cappuccino, or
whatever type of coffee you prefer.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN-US" style="font-family: arial; mso-fareast-language: DE-CH;">As long as you go through the
right steps, in the right sequence, and make sure that all of the specific
requirements are met, you should be pretty sure to get the desired result.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN-US" style="font-family: arial; mso-fareast-language: DE-CH;">Normally your coffee machine
won’t mow your lawn, and it won’t drive you to work either. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN-US" style="font-family: arial; mso-fareast-language: DE-CH;">I have often seen people trying
to visualize and manifest things that are simply way outside of the realm of
reason. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN-US" style="font-family: arial; mso-fareast-language: DE-CH;">More power to them, if they still
get the desired results.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN-US" style="font-family: arial; mso-fareast-language: DE-CH;">However, more often than not, you
will probably find that a coffee machine will only do what it is supposed to
do. As long as you use the coffee machine in the right way, you should have no
doubt, inner resistance or questions in your mind about the chances of getting
the desired result. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN-US" style="font-family: arial; mso-fareast-language: DE-CH;">In such instances, <b style="mso-bidi-font-weight: normal;">success should be a relatively unsurprising,
hassle-free, normal event</b>.<br style="mso-special-character: line-break;" />
<!--[if !supportLineBreakNewLine]--><br style="mso-special-character: line-break;" />
<!--[endif]--><span lang="EN-US" style="mso-fareast-language: DE-CH;">It is important to recognize that
our feeling and our state of being are very different in such moments, compared
to instances when we feel that we first need to overcome all kinds of
obstacles, in order to reach our goal.<o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN-US" style="font-family: arial; mso-fareast-language: DE-CH;">When we strongly desire to achieve
a certain objective, we are usually heavily invested into the end result. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN-US" style="font-family: arial; mso-fareast-language: DE-CH;">The problem with this approach is
that our strong desire may simply confirm and cement our current state of lack
(and yes, I get that you may have the same intense feeling about desperately
needing a coffee first thing in the morning, too).<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN-US" style="font-family: arial; mso-fareast-language: DE-CH;">Emotionally fueled objectives,
wishes and desires often just aggravate our perception of not being, doing or having
what we really want or need.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN-US" style="font-family: arial; mso-fareast-language: DE-CH;">Cravings, compulsive objective
setting, as well as other addictive, driven behavior are often simply signals
that our true, fundamental, personal needs are not being met. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN-US" style="font-family: arial; mso-fareast-language: DE-CH;">We see a gap between where we
are, and where we want to be.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN-US" style="font-family: arial; mso-fareast-language: DE-CH;">We get that strong sense of lack.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: arial;"><b style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="mso-fareast-language: DE-CH;">And lack attracts lack</span></b><span lang="EN-US" style="mso-fareast-language: DE-CH;"> </span></span></div><div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;"><span style="font-family: arial;"><span lang="EN-US" style="mso-fareast-language: DE-CH;"> </span></span></div><div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;"><span style="font-family: arial;"><span lang="EN-US" style="mso-fareast-language: DE-CH;"> </span></span></div><div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;"><span style="font-family: arial;"><span lang="EN-US" style="mso-fareast-language: DE-CH;">Sorry, I know that is quite trite.<o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN-US" style="font-family: arial; mso-fareast-language: DE-CH;">The more you focus on the gap or
the lack, the more powerful your self-sabotage patterns may become in your
life.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN-US" style="font-family: arial; mso-fareast-language: DE-CH;">Now, you may say that cognitive
tension is the key to creativity, the fuel of game-changing innovation – and I
would tend to agree. However, cognitive tension only seems to produce positive
results if you direct your focus towards creating innovative ways of closing or
bridging the perceived gap – not cementing it!<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN-US" style="font-family: arial; mso-fareast-language: DE-CH;">Strong <b style="mso-bidi-font-weight: normal;"><u>negative</u></b> emotions about the perceived difference between
your current and your desired state of being will often just widen and deepen
the gap.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN-US" style="font-family: arial; mso-fareast-language: DE-CH;">On the other hand, if you learn
to transform your wish, goal, or desire, into something you positively expect
to receive, achieve or manifest (like getting your coffee-fix in the morning), <span style="mso-spacerun: yes;"> </span>without the slightest shadow of doubt, your
state of being and the related synchronicities will dramatically change for the
better. </span></div>
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<span style="font-family: arial;"> </span></div>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN-US" style="font-family: arial; mso-fareast-language: DE-CH;">Learn more about how to remove doubt and create breakthrough results at: </span></div>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: arial;"> </span></div>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN-US" style="font-family: arial; mso-fareast-language: DE-CH;"><a href="http://www.elegantsuccessacademy.com/p/breakthrough">www.elegantsuccessacademy.com</a></span></div>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: arial;"> </span></div>
Andreas Buergihttp://www.blogger.com/profile/12457692183949918619noreply@blogger.comtag:blogger.com,1999:blog-16893562.post-80208322736183225222018-02-20T11:28:00.001+01:002024-02-22T11:25:11.095+01:00Don't Let Your RAS Mess Up Your Business Negotiations!<br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://1.bp.blogspot.com/-QyPE_ub5-2E/Wov31fh4vvI/AAAAAAAAAas/H54iAyE_wOYRCK71h8KQXttNi6CAy2ucwCLcBGAs/s1600/Fotosearch_k43438801.jpg" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1600" data-original-width="1600" height="477" src="https://1.bp.blogspot.com/-QyPE_ub5-2E/Wov31fh4vvI/AAAAAAAAAas/H54iAyE_wOYRCK71h8KQXttNi6CAy2ucwCLcBGAs/w477-h477/Fotosearch_k43438801.jpg" width="477" /></a></div>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: "palatino linotype" , serif; font-size: 12pt; line-height: 107%;"></span> </div>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">Every day, our
brain is bombarded with millions of bits of input and data from the complex, chaotic
context we live in. Somehow, it needs to organize this massive flow of
information and make sense of it, and the <b>Reticular Activating System</b> (RAS) is
a key factor in this process. </span></div><div class="MsoNormal" style="margin: 0cm 0cm 8pt;"><span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">The RAS is a bundle of nerves at our brainstem
that filters through the information input, picking out what is important, and
eliminating the rest.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">The RAS has
received a lot of positive press from the self-help industry in recent years,
as it enables us to maintain a clear focus and align our perceptions, thoughts,
emotions and actions towards the achievement of our goals.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">Your RAS identifies
what you focus on most and creates a perceptual filter for it – which usually consists
of a combination of beliefs, values, emotions and habitual thought patterns. It
then seeks information that validates your perceptual filters, sifting through
the noise, applying the search parameters your mind has developed over time, optimizing
the search results and creating an increasingly intricate map of reality. <o:p></o:p></span></div>
<span style="font-family: arial;"><b style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="font-size: 12pt; line-height: 107%;"><o:p> </o:p></span></b><br /></span>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN-US" style="font-size: 12pt; line-height: 107%;">Your RAS dictates what you are able to perceive <o:p></o:p></span></b></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">In many ways,
your RAS operates like an internet search engine, which learns about your personal
profile and preferences, optimizing the search results to fit your interests better
and better, every time you use your browser. This has the neat effect that the
search results become more streamlined, personalized and relevant, reinforcing your
perceptual filters every time you engage with the world. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">But at the same
time, your RAS will increasingly eliminate anything that does not fit your
pre-set filters, reducing your ability to get a complete and reliable picture
of what is really going in your context. This effect is well documented in the
context of internet search engines, where clever algorithms effectively create
a sort of <span style="mso-spacerun: yes;"> </span>information-bubble or cocoon
around us over time, reinforcing what we already believe to know, whilst
preventing us from being exposed to controversial information that might
challenge our world-view, force us to think through and assess reality more
comprehensively, and motivate us to adjust our filters.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">This is one of
the reasons why two individuals conducting the same online search, using their
personal browsers and preferred search engines, may get totally different
search results.<o:p></o:p></span></div>
<span style="font-family: arial;"><b style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="font-size: 12pt; line-height: 107%;"><o:p> </o:p></span></b><br /></span>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN-US" style="font-size: 12pt; line-height: 107%;">Your RAS can seriously mess up your sales and business
negotiations<o:p></o:p></span></b></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">By controlling
what you are able to see, hear and sense, your RAS directly influences your
beliefs, thoughts, emotions and actions. Although this provides us with many
significant benefits in everyday life, this effect can have a seriously
negative impact in the context of intercultural sales and business
negotiations.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">When coaching
our corporate clients on how to improve their results in global business deals,
we often find that the negotiators:<br style="mso-special-character: line-break;" />
<!--[if !supportLineBreakNewLine]--><br style="mso-special-character: line-break;" />
<!--[endif]--></span></div>
<div class="MsoListParagraphCxSpFirst" style="margin: 0cm 0cm 0pt 36pt; mso-list: l0 level1 lfo1; text-indent: -18pt;">
<span style="font-family: arial;"><!--[if !supportLists]--><span lang="EN-US" style="font-size: 12pt; line-height: 107%;"><span style="mso-list: Ignore;">-<span style="font-feature-settings: normal; font-kerning: auto; font-language-override: normal; font-optical-sizing: auto; font-size-adjust: none; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;"> </span></span></span><!--[endif]--><span lang="EN-US" style="font-size: 12pt; line-height: 107%;">default
to the tried-and-tested, best-practice ways of doing things they learned in
their home-country<o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0pt 36pt; mso-list: l0 level1 lfo1; text-indent: -18pt;">
<span style="font-family: arial;"><!--[if !supportLists]--><span lang="EN-US" style="font-size: 12pt; line-height: 107%;"><span style="mso-list: Ignore;">-<span style="font-feature-settings: normal; font-kerning: auto; font-language-override: normal; font-optical-sizing: auto; font-size-adjust: none; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;"> </span></span></span><!--[endif]--><span lang="EN-US" style="font-size: 12pt; line-height: 107%;">fail
to properly observe the personal and cultural behavioral patterns and
preferences of the people they are negotiating with<o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoListParagraphCxSpLast" style="margin: 0cm 0cm 8pt 36pt; mso-list: l0 level1 lfo1; text-indent: -18pt;">
<span style="font-family: arial;"><!--[if !supportLists]--><span lang="EN-US" style="font-size: 12pt; line-height: 107%;"><span style="mso-list: Ignore;">-<span style="font-feature-settings: normal; font-kerning: auto; font-language-override: normal; font-optical-sizing: auto; font-size-adjust: none; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;"> </span></span></span><!--[endif]--><span lang="EN-US" style="font-size: 12pt; line-height: 107%;">don’t
have the means or experience required to interpret these patterns correctly and
adapt their interactions accordingly<o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">In many ways,
the RAS of these negotiators has created a <b style="mso-bidi-font-weight: normal;">massive
blind spot</b> in their mind, making it practically impossible for them to
access the information available in plain sight before them, due to the
censoring effect of their perceptual filters. <o:p></o:p></span></div>
<span style="font-family: arial;"><b style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="font-size: 12pt; line-height: 107%;"><o:p> </o:p></span></b><br /></span>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN-US" style="font-size: 12pt; line-height: 107%;">You can train your RAS to provide better results <o:p></o:p></span></b></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">In a recent
negotiation seminar, one of the course participants told me that in her native
language, RAS was the word they used to describe wild, aggressive dogs. Indeed,
in many ways, our RAS often behaves like an intelligent, fierce, untamed
watchdog.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">The more we get
involved in intercultural negotiations, the more we need to train our RAS, to
check, update or even reprogram the perceptual filters it applies, in order for
us to understand the situational dynamics more completely and craft better,
more sustainable deals.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">As a first practical
step in this direction, I teach my clients to activate their inner observer, enabling
it to identify, understand and interpret differing patterns of behavior. In our
global business world, it is becoming essential for us to proactively manage our
RAS. </span></div>
<div class="MsoNormal" style="margin: 0cm 0cm 8pt;">
<span lang="EN-US" style="font-family: arial; font-size: 12pt; line-height: 107%;">If we don’t, we may frequently encounter business disaster abroad</span><span lang="EN-US" style="font-family: "palatino linotype" , serif; font-size: 12pt; line-height: 107%;">.<o:p></o:p></span></div>
Andreas Buergihttp://www.blogger.com/profile/12457692183949918619noreply@blogger.comtag:blogger.com,1999:blog-16893562.post-32842234330623762682018-02-09T11:42:00.002+01:002024-02-22T11:24:21.782+01:00Improving Your Mental Power<br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://1.bp.blogspot.com/--Rd7k06VQ34/Wn1-6AaE_sI/AAAAAAAAAac/b5VXyMLLvugw-lo_YGcm7og5NwzWiXkHwCLcBGAs/s1600/Fotosearch_k0474706.jpg" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1200" data-original-width="1600" height="358" src="https://1.bp.blogspot.com/--Rd7k06VQ34/Wn1-6AaE_sI/AAAAAAAAAac/b5VXyMLLvugw-lo_YGcm7og5NwzWiXkHwCLcBGAs/w477-h358/Fotosearch_k0474706.jpg" width="477" /></a></div>
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<br /></div>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;"></span> </div>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;"></span> </div>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Modern
neuroscience teaches that neurons in your brain that fire together wire
together, creating neuro-circuits in the process. The more frequently you activate
such neuro-circuits in your brain, and the more passionate or intense your
feelings are in the process, the stronger the respective patterns become. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;">To master any skill, you need
to repeat it frequently, and with intensity. <o:p></o:p></span></b></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">This
is why my Karate Sensei taught me to practice each and every move at least 10’000
times to reach perfection. Likewise, the more you practice playing the violin,
speaking a foreign language, or engaging in deep philosophical reflection, the
stronger the respective neuro-circuits become.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Lao Tzu stated that we need to learn something new
every day. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">But he obviously knew that our ability to learn is
about more than acquiring new knowledge, expanding our horizons, or
establishing and strengthening neural connections. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">So
Lao Tzu went on to say that in order to learn something new, <b style="mso-bidi-font-weight: normal;">we first need to unlearn</b>. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">In
order to establish new healthy patterns of thinking, feeling and believing, we
need to unlearn the old ones.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">We
need to delete, overwrite, reprogram or realign old negative patterns, before
we can establish new, positive neuro-circuits. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Neuroscientists
call this process <b style="mso-bidi-font-weight: normal;">synaptic pruning</b>. <o:p></o:p></span></div>
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;"><o:p> </o:p></span><span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 4;">
<span style="font-family: arial;"><a href="https://www.blogger.com/null" name="Your_Brain_Is_Like_A_Garden"><b><span lang="EN" style="color: black; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Your Brain
Is Like A Forest</span></b></a><b><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;"><o:p></o:p></span></b></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Imagine
your brain as a forest full of trees (which neuroscientists call dendrites),
with each tree representing a thought. As in any forest, you may find tall,
strong, well established, older trees, with smaller, younger, more vulnerable
trees in between. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">The
more space, nutrients, sunlight and water a tree gets, the more it will be able
to flourish, grow and prosper. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">The
more attention and emotional energy you invest in a thought, the stronger it
becomes.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Luckily,
you have the equivalent of active forest rangers, specialized cells that
monitor and manage the growth of your brain forest. Some of these cells speed
up growth and communication, whilst others remove the dead wood. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">These
specialized forest rangers can help you to overcome your self-sabotage patterns,
through a process of pruning and cleaning up the synaptic connections in your
brain. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Neuroscientists
have found that the synaptic connections that get used<b style="mso-bidi-font-weight: normal;"> least </b>get marked by a specific protein. It seems that when your
brain’s forest ranger cells detect such a marker, they attach themselves to the
protein and delete the respective synaptic connection.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">This
is how your brain gets rid of dead wood and waste in the forest of your brain, making
space for you to develop new, strong, healthy thought-trees. In order to delete
unhealthy self- sabotage patterns, your brain needs to prune the respective
neural connections, before you can develop better, stronger thought-trees. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Your
brain goes through this pruning and cleaning process whilst you sleep.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">That
is why a good night’s rest will usually enable you to think more clearly. Even
short naps give your brain’s forest wardens the opportunity to clean up the
undergrowth and create the space required to create new, healthy thought
patterns.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Thus sleep-deprivation is
often a key cause of self-sabotage!<o:p></o:p></span></b></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">If
your brain’s forest rangers don’t get enough time and opportunity to do their
maintenance work, cleaning out the unhealthy growth and dead wood, your brain
will become overgrown, slow and ineffective.<span style="mso-spacerun: yes;">
</span><o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 4;">
<span style="font-family: arial; mso-bookmark: Be_Mindful_Of_What_Youre_Mindful_Of;"><b><span lang="EN" style="color: black; mso-ansi-language: EN; mso-fareast-language: DE-CH;">You
Can Help Your Forest Rangers</span></b></span><span style="font-family: arial;"><b><span lang="EN" style="color: black; mso-ansi-language: EN; mso-fareast-language: DE-CH;">!</span></b><b><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;"><o:p></o:p></span></b></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">According
to neuroscience, it seems that you can influence what your brain’s forest
wardens prune while you sleep, by <b style="mso-bidi-font-weight: normal;">consciously
determining</b> which synaptic connections need to be deleted. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">The
interesting fact here is that synaptic connections you <b style="mso-bidi-font-weight: normal;"><i>don’t</i></b> use get marked for deletion, whilst the thought-trees
and neural connections you use <b style="mso-bidi-font-weight: normal;"><i style="mso-bidi-font-style: normal;">frequently, and with intensity</i></b>, get nurtured
and supported in their growth. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">This
is why it is so important to monitor, manage and focus your thoughts, as well
as the related emotions. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Dwelling
on negative thoughts, bad experiences, old emotional wounds or even fear of the
future will strengthen the respective thought-trees in your brain’s forest,
crowding out any young, healthy positive thoughts you might have developed.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Beware Of The Success Gurus<o:p></o:p></span></b></div>
<span style="font-family: arial;"><br /></span>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Some
success experts teach that you need to associate massive pain with thoughts,
beliefs, behaviors or habits you wish to overcome, and at the same time
associate incredible pleasure with achieving your desired goals. <o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">This
is often referred to as the “push-and-pull” approach to change management.<o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">The
logic behind this is that you get pushed or propelled forward by your need to
avoid pain, loss, risk or death. And, at the same time, you get pulled towards
the successful achievement of your objectives by the promise of the pleasure,
joy, fulfillment and satisfaction that awaits you. In our executive coaching
practice we have found that this approach seems to work well in the short term,
but in the longer term, the positive effects often don’t seem to be
sustainable.<o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">The
problem with this pleasure-and-pain approach is that attaching powerful,
painful emotional energy to the negative patterns you wish to get rid of
actually seems to strengthen the respective thought-trees. <o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Instead
of cutting down the self-sabotage trees, this process seems to make them
larger, stronger, more powerful, enabling them to physically crowd out the
younger, positive thoughts you planted. <o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Even
simply spending time thinking about your self-sabotage patterns, or why you
frequently find yourself getting in your own way, will actually strengthen the
respective negative thought patterns, beliefs, habits and behaviors. <o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Since
many of these negative thoughts and feelings are toxic, they may cause your
brain to release too many or too few hormones and vital nutrients into your
body, causing a chemical imbalance and further physical havoc. <o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;"><o:p></o:p></span><span style="font-family: arial;"> </span></div>
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<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Why Wait?<o:p></o:p></span></b></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">You
may be growing impatient by now, wishing to jump right in there and get things sorted
out immediately, once and for all.<o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">I
empathize.<o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">We
all seem to prefer the quick fix, the shortcuts, the heroic approach of taking
massive, immediate action, rather than taking the time to get things done
properly. <o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">And
I have to confess, it is true that sometimes making a single, firm decision can
clean out a whole set of negative thoughts, feelings, behaviors and habits in a
split second.<o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">This
is what happened to my father in law.<o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">He
was a heavy, heavy smoker for most of his life.<o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Plus
he drank loads of coffee.<o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">He
loved his food, ate plenty of it, and got very little exercise.<o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">The
doctors put him on one diet after another. <o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">But
none of them worked.<o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Until
he had a heart-attack.<o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">And
then another.<o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">He
never touched another cigarette for the rest of his life as of that moment.<o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">We
call this shock therapy.<o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">The
ultimate quick fix.<o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">It
is very heroic.<o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">The
stuff films are made of.<o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">But
you don’t need to have a heart-attack to successfully get rid of your
self-sabotage patterns and experience a real breakthrough, with sustainable,
satisfying success.<o:p></o:p></span></div>
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<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;"><o:p> </o:p></span></b></div>
<span style="font-family: arial;"><b style="mso-bidi-font-weight: normal;"><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Why Heroes Are Overrated<o:p></o:p></span></b><br /></span>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">My
wife is a medical doctor – an orthopedic surgeon. She often tells me that her
patients will only comply with her “doctor’s orders” as long as they feel pain,
or as long as the uncomfortable symptoms persist. <o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Most
patients would prefer to simply receive a magic pill, to make the pain go away,
or some cortisone, to make the rash disappear.<o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">But
if she gives them this type of medication, they typically will no longer comply
with the other things she tells them to do, like:<o:p></o:p></span></div>
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<div class="MsoListParagraphCxSpFirst" style="margin: 0cm 0cm 0pt 36pt; mso-add-space: auto; mso-list: l1 level1 lfo2; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; text-indent: -18pt;">
<span style="font-family: arial;"><!--[if !supportLists]--><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;"><span style="mso-list: Ignore;">-<span style="font-feature-settings: normal; font-kerning: auto; font-language-override: normal; font-optical-sizing: auto; font-size-adjust: none; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;">
</span></span></span><!--[endif]--><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;">change their diet, drink more water, use the
supplements she prescribes<o:p></o:p></span></span></div>
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<div class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0pt 36pt; mso-add-space: auto; mso-list: l1 level1 lfo2; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; text-indent: -18pt;">
<span style="font-family: arial;"><!--[if !supportLists]--><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;"><span style="mso-list: Ignore;">-<span style="font-feature-settings: normal; font-kerning: auto; font-language-override: normal; font-optical-sizing: auto; font-size-adjust: none; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;">
</span></span></span><!--[endif]--><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;">get more exercise on a regular basis<o:p></o:p></span></span></div>
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<span style="font-family: arial;"><!--[if !supportLists]--><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;"><span style="mso-list: Ignore;">-<span style="font-feature-settings: normal; font-kerning: auto; font-language-override: normal; font-optical-sizing: auto; font-size-adjust: none; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;">
</span></span></span><!--[endif]--><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;">book sessions with a specialized physiotherapist<o:p></o:p></span></span></div>
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<span style="font-family: arial;"><!--[if !supportLists]--><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;"><span style="mso-list: Ignore;">-<span style="font-feature-settings: normal; font-kerning: auto; font-language-override: normal; font-optical-sizing: auto; font-size-adjust: none; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;">
</span></span></span><!--[endif]--><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;">etc.</span></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Even
if she tells patients that they risk the amputation of a finger, a hand, an arm
or a leg – that danger seems to be so far away in the distant future, that
patients will not change their routines.<o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Patients
seem to prefer risking a potential, but seemingly improbable, future loss,
rather than making uncomfortable changes in the here and now.<o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">And
then, when the highly improbable event occurs, they heroically bite the bullet,
and my wife needs to cut off part of their body.<o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Such
heroic action may be impressive.<o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">But
it is not very intelligent.<o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Let
me tell you – the body remembers the hand you lost, and it continues to feel
the pain.<o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">So,
what should you do instead of this heroic approach?<o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">The
solution may seem too simple for you to believe.<o:p></o:p></span></div>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">But
as you probably know, not everything that looks simple is actually that simple
when you get down to putting it into action.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">My
Sensei made those Karate moves look very simple.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">But
it took me a long time to get them right.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">As
so often, knowing does not equal doing.<o:p></o:p></span></div>
<span style="font-family: arial;"><b style="mso-bidi-font-weight: normal;"><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;"><o:p> </o:p></span></b><br /></span>
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<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;">How To Delete Self-Sabotage
Patterns<o:p></o:p></span></b></div>
<span style="font-family: arial;"><br /></span>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">It
seems that all you really need to do, in order to overcome your self-sabotage
patterns, is to <b style="mso-bidi-font-weight: normal;">identify</b> the respective
negative thoughts, emotions, beliefs, habits and behaviors, and mark them for
deletion. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
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<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">How
do you mark them?<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">By
deliberately paying these thoughts and emotions <b style="mso-bidi-font-weight: normal;">no more attention</b>, once you have identified them.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Starve them to death!<o:p></o:p></span></b></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">This
may sound brutal.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">But
indeed, if you want to stop these self-sabotage patterns from limiting your
ability to succeed, you need to be ruthless.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Once
you have marked the self-sabotage thought-trees for deletion, allow your
brain’s forest wardens to do their work. <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Let
them cut down the old, limiting, self-sabotage thought-trees you have
identified, and then <b style="mso-bidi-font-weight: normal;">proactively replace
them with beautiful, healthy, positive ones!</b><o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">What
we focus on grows, whilst what we ignore dies.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="line-height: 107%; margin: 0cm 0cm 8pt;">
<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;"><o:p> </o:p></span></b></div>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Your Mind’s Main Modes Of
Operation:<o:p></o:p></span></b></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">According
to modern psychology, it seems that your mind operates in three main modes:<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoListParagraphCxSpFirst" style="margin: 0cm 0cm 0pt 36pt; mso-add-space: auto; mso-list: l2 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; text-indent: -18pt;">
<span style="font-family: arial;"><!--[if !supportLists]--><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;"><span style="mso-list: Ignore;">1.<span style="font-feature-settings: normal; font-kerning: auto; font-language-override: normal; font-optical-sizing: auto; font-size-adjust: none; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;"> </span></span></span><!--[endif]--><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;">The <b style="mso-bidi-font-weight: normal;">growth
mode</b>, in which we engage in creative, expansive, positive, life-affirming
thoughts, feelings, activities and relationships<o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0pt 36pt; mso-add-space: auto; mso-list: l2 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; text-indent: -18pt;">
<span style="font-family: arial;"><!--[if !supportLists]--><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;"><span style="mso-list: Ignore;">2.<span style="font-feature-settings: normal; font-kerning: auto; font-language-override: normal; font-optical-sizing: auto; font-size-adjust: none; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;"> </span></span></span><!--[endif]--><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;">The <b style="mso-bidi-font-weight: normal;">maintenance
mode</b>, in which we operate in neutral gear, going nowhere<o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoListParagraphCxSpLast" style="margin: 0cm 0cm 0pt 36pt; mso-add-space: auto; mso-list: l2 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; text-indent: -18pt;">
<span style="font-family: arial;"><!--[if !supportLists]--><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;"><span style="mso-list: Ignore;">3.<span style="font-feature-settings: normal; font-kerning: auto; font-language-override: normal; font-optical-sizing: auto; font-size-adjust: none; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;"> </span></span></span><!--[endif]--><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;">The <b style="mso-bidi-font-weight: normal;">protective
survival mode</b>, in which we engage in defensive, conservative, risk-averse,
negative, fight- or flight activities.<o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Your
self-sabotage patterns operate in the second and third mode.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;">To stop these patterns, you
need to move into the first, positive, creative mode.<o:p></o:p></span></b></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">No,
this is <b style="mso-bidi-font-weight: normal;">not</b> just about positive
thinking, affirmations, declarations or incantations.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">In
order to operate effectively in the constructive mode of mental activity, you
need to get into a <b style="mso-bidi-font-weight: normal;">state of flow</b> and
think deeply. <o:p></o:p></span></div>
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;"><o:p> </o:p></span><span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;">The Deep Thought Technique<o:p></o:p></span></b></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Neuroscientists
have found that you need to engage in deep, concentrated thinking for 10 – 15
minutes per day, over a period of <b style="mso-bidi-font-weight: normal;">at
least one week</b>, in order to firmly establish a new thought pattern in your
brain.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">The
process involves <b style="mso-bidi-font-weight: normal;">6 simple steps</b> that
you repeat frequently – ideally every day, and preferably whilst engaged in
some pleasant, flowful activity (like cooking, gardening, hiking, jogging,
meditating):<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoListParagraphCxSpFirst" style="margin: 0cm 0cm 0pt 36pt; mso-add-space: auto; mso-list: l0 level1 lfo3; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; text-indent: -18pt;">
<span style="font-family: arial;"><!--[if !supportLists]--><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;"><span style="mso-list: Ignore;">1.<span style="font-feature-settings: normal; font-kerning: auto; font-language-override: normal; font-optical-sizing: auto; font-size-adjust: none; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;"> </span></span></span><!--[endif]--><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Pick a personally relevant topic you wish to
think about deeply, then consciously interrogate, assess and analyze it from
all possible angles <o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0pt 36pt; mso-add-space: auto; mso-list: l0 level1 lfo3; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; text-indent: -18pt;">
<span style="font-family: arial;"><!--[if !supportLists]--><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;"><span style="mso-list: Ignore;">2.<span style="font-feature-settings: normal; font-kerning: auto; font-language-override: normal; font-optical-sizing: auto; font-size-adjust: none; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;"> </span></span></span><!--[endif]--><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Focus on the pleasant activity you are engaged
in, stop consciously thinking about the topic, get into a state of flow, and
let your subconscious do the creative work. Take note of any ideas, insights,
inklings or intuitive concepts that come to mind<o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0pt 36pt; mso-add-space: auto; mso-list: l0 level1 lfo3; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; text-indent: -18pt;">
<span style="font-family: arial;"><!--[if !supportLists]--><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;"><span style="mso-list: Ignore;">3.<span style="font-feature-settings: normal; font-kerning: auto; font-language-override: normal; font-optical-sizing: auto; font-size-adjust: none; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;"> </span></span></span><!--[endif]--><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Immediately <b style="mso-bidi-font-weight: normal;">document
these insights</b> (I suggest that you keep a thought-journal)<o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0pt 36pt; mso-add-space: auto; mso-list: l0 level1 lfo3; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; text-indent: -18pt;">
<span style="font-family: arial;"><!--[if !supportLists]--><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;"><span style="mso-list: Ignore;">4.<span style="font-feature-settings: normal; font-kerning: auto; font-language-override: normal; font-optical-sizing: auto; font-size-adjust: none; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;"> </span></span></span><!--[endif]--><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Then decide on <b style="mso-bidi-font-weight: normal;">specific, simple action steps</b> you can take to put these insights to
the test immediately<o:p></o:p></span></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0pt 36pt; mso-add-space: auto; mso-list: l0 level1 lfo3; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; text-indent: -18pt;">
<span style="font-family: arial;"><!--[if !supportLists]--><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;"><span style="mso-list: Ignore;">5.<span style="font-feature-settings: normal; font-kerning: auto; font-language-override: normal; font-optical-sizing: auto; font-size-adjust: none; font-size: 7pt; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;"> </span></span></span><!--[endif]--><span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Take action and document your experiences, what
worked, what not, and why.</span></span></div>
<div class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0pt 36pt; mso-add-space: auto; mso-list: l0 level1 lfo3; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; text-indent: -18pt;">
<span style="font-family: arial;"> </span></div>
<div class="MsoListParagraphCxSpMiddle" style="margin: 0cm 0cm 0pt 36pt; mso-add-space: auto; mso-list: l0 level1 lfo3; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; text-indent: -18pt;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">6. R</span><span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">efine
your approach based on the feedback received, during your next thought process,
and take action to <b style="mso-bidi-font-weight: normal;">establish strong
personal references</b> and experiences.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Experience shows that if you stick with this process for two months or more,
you will form a new, strong, <b style="mso-bidi-font-weight: normal;">healthy
thinking habit</b>.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Remember
– <b style="mso-bidi-font-weight: normal;">you get more of what you focus on</b>.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">So
learn to <b style="mso-bidi-font-weight: normal;">manage your focus</b>.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; font-family: arial; mso-ansi-language: EN; mso-fareast-language: DE-CH;">Think
deeply!<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span lang="EN" style="color: #222222; mso-ansi-language: EN; mso-fareast-language: DE-CH;"><span style="font-family: arial;">And
enjoy the process.</span><o:p></o:p></span></div>
Andreas Buergihttp://www.blogger.com/profile/12457692183949918619noreply@blogger.comtag:blogger.com,1999:blog-16893562.post-37547663090480693302017-05-18T12:03:00.001+02:002024-02-22T11:22:53.924+01:00Beware Of Your Business Blind Spot!
<br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://2.bp.blogspot.com/-IlMI_zhqtFw/WR1xHHUfI5I/AAAAAAAAAXU/7L58JfGMiGYQioNKqnjuwo4E9MBrkOosACLcB/s1600/Fotosearch_dbd0018.tif" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="331" src="https://2.bp.blogspot.com/-IlMI_zhqtFw/WR1xHHUfI5I/AAAAAAAAAXU/7L58JfGMiGYQioNKqnjuwo4E9MBrkOosACLcB/w485-h331/Fotosearch_dbd0018.tif" width="485" /></a></div>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="mso-ansi-language: EN-GB;"></span> </div>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">In
medicine, the blind spot is the area in the visual field, which corresponds to
the zone on the optic disc of the retina in your eyes, where there is a lack of
light-detecting photoreceptor cells. </span></div><div class="MsoNormal" style="margin: 0cm 0cm 0pt;"><span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;"> </span></div><div class="MsoNormal" style="margin: 0cm 0cm 0pt;"><span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">The brain interpolates the missing
input-data, which is not available in the area of your blind spot, based on
information details gained from the surroundings, as well as information
obtained from the other eye, so that we are usually not aware of the blind
spot’s existence.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Similarly,
in our personal or business blind spot, we may seem to be unable to take in new
information. Our past experiences have shaped and cemented our beliefs,
assumptions, and expectations of how the world works to such an extent, that we
have literally become blind to what is really going on in and around us in such
an area. We interpolate, making assumptions about what is going on around us,
based on factors we are no longer conscious of, forces at work in our blind
spot which are no longer under our control.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Most of
these subconscious programs were probably originally well intentioned, designed
and created to help, support and protect us! <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">But more often
than not, the forces active in our blind spot will sabotage our ability to make
effective decisions to change our life and our business for the better. I see
these forces at work virtually every time I coach corporate clients, executives
and business owners, although they are usually not consciously aware of what is
going on under the surface. <o:p></o:p></span></div>
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;"><o:p> </o:p></span><span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<b style="font-family: arial; mso-bidi-font-weight: normal;"><span lang="EN-GB" style="mso-ansi-language: EN-GB;">I frequently find that the forces active in the
blind spot include: <o:p></o:p></span></b></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;"><o:p> </o:p></span></div>
<ul>
<li>
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">An
unwillingness or inability to engage in creative, constructive conflict, both
within the organization, as well as with external stakeholders<o:p></o:p></span></li>
</ul>
<span style="font-family: arial;"><br /></span>
<ul>
<li><span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Emotional
disengagement or employee inertia, due to excessive change initiatives, project
overload, leadership fire-fighting, and an overall lack of direction<o:p></o:p></span></li>
</ul>
<span style="font-family: arial;"><br /></span>
<ul>
<li><span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Negative
associations with projects, products and processes that failed in the past<o:p></o:p></span></li>
</ul>
<span style="font-family: arial;"><br /></span>
<ul>
<li><span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Difficult
clients, markets or product segments employees have learned to avoid<o:p></o:p></span></li>
</ul>
<span style="font-family: arial;"><br /></span>
<ul>
<li><span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Opportunities
business leaders no longer pursue due to past issues, perceived potential risk,
or the lack of low-hanging fruit to create short-term success<o:p></o:p></span></li>
</ul>
<span style="font-family: arial;"><br /></span>
<ul>
<li><span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Assumptions
about what is permitted, compliant, politically correct – and what not<o:p></o:p></span></li>
</ul>
<span style="font-family: arial;"><br /></span>
<ul>
<li><span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Extrapolating
past experiences to predict future developments of market trends, economies,
buyer behaviour, the competitive landscape<o:p></o:p></span></li>
</ul>
<span style="font-family: arial;"><br /></span>
<ul>
<li><span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Etc.
<o:p></o:p></span></li>
</ul>
<span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">But in my
executive coaching engagements, I have usually found very positive factors to
be present and active in the business blind spot, too! According to my
experience these often include:<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;"><o:p> </o:p></span></div>
<ul>
<li>
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Untapped
innovation potential, stifled under a blanket of politically correct,
streamlined management power-talk</span></li>
</ul>
<span style="font-family: arial;"><br /></span>
<ul>
<li><span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Process
improvement know-how and employees’ implicit ability to make better decisions
on the shop floor than what the executives dream up in their ivory towers<o:p></o:p></span></li>
</ul>
<span style="font-family: arial;"><br /></span>
<ul>
<li><span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Market
intelligence and intimate customer knowledge which is often left untapped even
by the most sophisticated CRM or touch point management systems<o:p></o:p></span></li>
</ul>
<span style="font-family: arial;"><br /></span>
<ul>
<li><span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Game-changing
business ideas employees work on in their spare time, because they don’t
believe their company would value their input<o:p></o:p></span></li>
</ul>
<span style="font-family: arial;"><br /></span>
<ul>
<li><span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Contacts
to thought leaders, political movers and shakers, potential business partners,
and possible affiliates which employees are acquainted with, but would never
share as contacts with their employer<o:p></o:p></span></li>
</ul>
<span style="font-family: arial;"><br /></span>
<ul>
<li><span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Etc.<o:p></o:p></span></li>
</ul>
<span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Your blind
spot usually is the direct result of your perceptual filters, including your
formal and informal business values, rules and beliefs. Understanding what is
really going on in your personal or corporate blind spot is often a critical key
to creating a real breakthrough in your business.<o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-GB" style="font-family: arial; mso-ansi-language: EN-GB;">Find out more
about how you can <b style="mso-bidi-font-weight: normal;">turn your blind spot
into your sweet spot</b> at <o:p></o:p></span></div>
<span style="font-family: arial;"><br /></span>
<span style="font-family: arial;"><br /></span>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-US" style="font-family: arial;"><a href="http://www.elegantsuccessacademy.com/p/breakthrough">http://www.elegantsuccessacademy.com</a></span></div>
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
<span lang="EN-US" style="font-family: arial;"><o:p></o:p></span><span style="font-family: arial;"> </span></div>
Andreas Buergihttp://www.blogger.com/profile/12457692183949918619noreply@blogger.com