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When you negotiate, do you use questions strategically, to go from despondency to euphoria? During negotiations, some negotiators become despondent, because they don’t know how to answer questions.

During a negotiation, your emotional perspective and the way you respond to questions determine the flow and outcome of the negotiation. If you wish to become more adept at negotiating, you must use questions to control the flow of the negotiation.

Become better positioned to achieve successful outcomes in your negotiations, by considering the following information.

1. How should you respond to questions and control the flow of the negotiation?

• To control the flow of a negotiation, only answer questions that are pertinent to your position. If a question is posed that could support your position, but you feel it might be the source of potential friction, consider acknowledging it with a gesture and ask that it be put aside until another phase of the negotiation. If the question is not appropriate to advance your position, don’t lend credence to it. Ignore it. You can use a shrug of the head, or some other nonverbal gesture, to dismiss it.

2. Use questions to answer questions, as a way of directing and controlling the flow of a negotiation.

• Another way to alleviate your despondency when confronted with questions is to respond by asking a question (e.g. Question asked of you – What’s the per unit cost? Your response – Is the per unit cost important to you?). If you have control of the negotiation, the other negotiator will be obligated to answer your question, while forgoing a response to his own. While he’s answering your question(s), you’re gathering more information and controlling the flow of the negotiation.

3. Use body language to convey your questions succinctly and with authority.

• In order to have your question(s) perceived with authority, be sure your body language is synchronized with the manner by which you pose questions (e.g. If a question is meant to put the other negotiator in a somber mood, consider presenting your question in a manner that represents such a demeanor. In essence, don’t smile if you’re trying to make the other negotiator experience dread, unless you’re attempting to be sinister.)

If you want to experience the euphoric feeling one has when reaching a successful negotiation outcome, enhance your abilities to use questions as a strategic negotiation tool. Once you acquire the skill to direct the negotiation with questions, you’ll increase the positive outcomes of your negotiations… and everything will be right with the world. Remember, you’re always negotiating.

The Negotiation Tips Are…

• The ranges of emotions experienced in a negotiation are tied directly to how you answer and ask questions. Answer questions with this thought in mind.

• Negotiators experience a wide range of emotions, promoted by the questions posed. In order to become a better negotiator, learn to use questions strategically.

• By posing and responding to questions strategically, you decrease the potential for despondency and improve your chances of reaching a successful outcome.

Did you know that using a PowerPoint presentation can be one of the most effective ways to address a large group of people? With such a variety of learning styles, using a visual presentation allows you to reach a large group of people – particularly those who need to see it to believe it. What better way than to create a stunning PowerPoint presentation?

Have the data, but lacking that polished finish? A good way to start is to look at templates to get an idea of which style suits you and your presentation. By accessing numerous templates at Microsoft.com you be able to create stunning presentations. Looking at an individual slide or downloading an entire sample presentation can inspire you to be more creative with the content that you include in your own presentation. There are many charts and diagrams in different templates that can really spark your creativity and give you additional ideas to give your presentation a professional look. While looking through the samples, consider that if you are wowed by the slides, graphics, or charts, your audience probably will be too.

What works? There is no magic formula, but there are amazing presentations. With the ability to create almost anything imaginable, there is no limit to what can be included in your presentations. Vibrant colours, sleek graphics and stylish photographs all contribute to making a great presentation even better.

What does not work? Avoid the overuse of clip-art. Although there is some good quality clip-art out there, too much in a presentation can be distracting and give it an unpolished, unprofessional look. That is not to say that there isn’t a time and a place for a cleverly placed clip-art picture. Another thing to watch out for is wordiness – before adding a slide filled with text, consider adding the supplemental information in a handout.

Handouts are another great idea because you are providing your participants with additional information which adds value to your presentation. The added bonus of using handouts is that you are giving your participants additional information, which includes your contact information (a great instrument for making new connections and contacts).

Try to tie in visual cues that will help people remember and associate images with you or your company. The key is to make yourself, your presentation, and your information valuable and memorable.

Far too many presenters and subject matter experts focus on themselves, their topic, and their ability to answer questions. These are, of course, crucial skills.

However, if you only focus on these, you’ll miss the target.

The number one “Rule” in presenting is: It’s Always About Your Audience. In my training evaluations, I often ask senior managers, sales directors, and top leaders, “what’s the concept you use most often?” The answer I get is:

“It’s Always About The Audience!”

Think about this: you must investigate, evaluate, and refine your presentation to adapt to each specific audience. You can divide this into three categories.

1. What do you know about your participants?
2. What are their reasons for being in your presentation?
3. What is the flow of your story to appeal to your audience?

Keep this in mind as you jump into planning your important business pitch or speech. It’s not about your topic, data, or research.

I know. This is a mind bender. And it can take a moment to shift your focus. While you’re digesting this, let me tell you a story.

Earlier this week, I spoke with a young woman. She was on fire about her new business, and planning to give presentations to attract funders. As she described the volumes of charts, diagrams, and maps, and PowerPoint slides, I got nervous.

It sounded like a perfect recipe for data overwhelm.

Clearly this wasn’t her intention. So, I told her what I’m going to share with you right now:

Step away from your data. Step back from sharing every last chart, diagram, and slide. Move away from showing the entire chronological history of your project.

Instead, burn this single phrase in your mind:

It’s always about your audience.

How much can your participants absorb in your 10-minute, 30-minute, or 60-minute presentation?

The answer: not that much!

Keep your message simple enough for your audience to absorb.

Whether you are a part-time presenter, or a full-time professional speaker, this is the single critical rule you must remember and use. If you want to master the fine art of presenting, and attract investors, your message must be simple. This will encourage smart decision-making, and win business results.

I’m sure you agree — keeping things simple is a recipe for success.

In addition to understanding this conceptually, be sure to use it. Don’t let this rule gather dust bunnies in the back of your closet. Put it into action.

Let’s do this right now. It should take you less than two minutes to put this to use.

Are you reallyready to present? Grab a pencil and find out. Answer yes or no for each line. Jot down ideas for actions you will take to be fully prepared.

What’s your Presentation Readiness?

Are you confident in putting your audience first?

• Do you understand your audience issues?
• Are you aware of specific needs of individuals?
• Do you truly know why people are attending your talk?
• Are you adapting your story to match each specific audience?

Are you confident in customizing your story?

• Are you prepared and confident in your content expertise?
• Are you sharing your personal experiences?
• Are you showing and telling specific stories?
• Are you adjusting your story flow?

As you can see, with a small amount of action-oriented preparation, you can immediately apply the most important rule in presenting: “It’s Always About Your Audience.”