Are you allowing yourself enough time to recharge each night? You cannot give your business 100% if you are sluggish and running on caffeine. While getting proper sleep can be difficult, there are many strategies that can help you stay energized throughout the day. You can rest better, for instance, by maintaining a sleep routine and restricting certain substances before bed. Life requires you to be at your best, and with this information, you will be able to get a restful night’s sleep, ensuring better health and business success. Sticking to Your Sleep Routine  Sticking to a sleep schedule is vital because it helps your body regulate your sleep cycle, in turn promoting higher quality sleep. However, sticking to this routine can be a challenge to those who travel frequently. Unfortunately, studies show that even losing a few hours of sleep, combined with traveling for business, significantly decreases your level of performance. Those who travel for business believe they perform 20% better than they actually do. How can you ensure that you get proper rest when traveling? Michael Breus, also known as The Sleep Doctor, has a few suggestions. He recommends getting a window seat and avoiding seats near the bulkhead, galley, bathroom, or exit rows. He also suggests that you drink plenty of water, avoid taking red-eye flights, and steer clear of in-flight alcohol. Restricting Food & Substances Before Bed Food: You shouldn’t go to bed hungry, but you also shouldn’t eat a heavy meal right before bed. This can keep you awake. Caffeine: Cutting out caffeine entirely can do wonders for your sleep. Caffeine takes up to 8 hours to leave your system, which means that afternoon cup of coffee may be disrupting your sleep schedule. Alcohol: While alcohol can help you fall asleep, it also detracts from the quality of your sleep and may cause you to wake in the middle of the night. Nicotine: Nicotine is a stimulant, which means its effects are similar to caffeine’s. Smoking before bed can prevent you from falling asleep or cause you to wake in the middle of the night. Preparing for Sleep By properly preparing your bedroom and sticking to the same nighttime rituals, you can further enhance the quality of your sleep. Ensure that your bedroom is conducive to sleep - it should be dark, quiet, and cool. Additionally, keep the temperature in your room between 68 and 72 degrees Fahrenheit. Temperatures that are too high or too low can disrupt your sleep cycle. Furthermore, have a mattress and pillow that meet your standards of comfort. In addition to preparing your bedroom, get ready for sleep by going through the same rituals each night. Whether you like to shower, read, or listen to music, make your ritual relaxing. Avoid watching TV or using electronic devices in bed or right before bedtime.

Being a leader - whether your business is the size of a Fortune 500 or a mom-and-pop store - is stressful. At some point you are bound to face a difficult decision in the midst of a conflict, or will otherwise deal with mounting pressure and expectations. For some leaders, this pressure can be too much. For the most successful in the pack, keeping calm under pressure is virtually second nature.  Avoid Speculation  One way to stay cool under pressure is to avoid the toxic question: "what if?" What ifs are the stuff of nightmares and they have the ability to steer you away from the important aspects of a decision. By viewing speculation as an unnecessary distraction, you will be better able to pick a path and follow it with determination. These "what if" questions are primarily a distraction. Be Optimistic…. But Cautiously So  By choosing a path with conviction in the face of pressure, you send the signal as a leader for employees to feel confident in your direction. Have the same optimism about your decisions. Have faith that you are doing the right thing, but don’t be so sure of yourself that you can’t hear valid objections or concerns. Cautious optimism sends the message that you know how to handle this situation, but also expresses your awareness of the reality that sometimes it can be difficult to determine what to do.  Be Visionary  When high pressure situations strike, the successful leader steps forward with creativity, imagination, determination, and confidence to assert their conception of what comes next. Great leaders are always imagining the possibilities for their company, so that when they arrive at a crossroads, they already know what the right path is and what lies ahead. These are the characteristics of a visionary. Visionary leaders are several steps ahead in every situation, which mitigates the effects of pressure. See Order in Chaos  Sometimes when a challenging situation presents itself, it appears as though there are a dozen different possibilities and problems to be confronted, all spiraling and weaving, making the problem difficult to approach. The scene can seem like one of chaos. Leaders who respond well under pressure are those who can see order in chaos. One characteristic of those who excel at this process is being able to discern patterns and trends among the interwoven parts. These leaders can quickly tease apart a challenge and see to the core of its organization in a way many others can’t, making stressful situations much less overwhelming.

It is vital in today’s business world to have strong negotiation skills and continue to strengthen them. Besides negotiations training, there are a number of ways for everyone, including highly successful negotiators, to improve his or her negotiation skills. Several things that can improve your existing negotiation skill set are to develop stronger communication skills, display more confidence and to more clearly identify commonalities between opposing parties. Employ Strong Communication Good communication is about more than knowing just the right thing to say. It is also about knowing when to listen and when not to say anything at all. If you ask the other party a question during the negotiation process, be quiet and allow him or her the appropriate time to respond. Actively listening to responses allows you to better understand the person’s position, and can help you to better negotiate an agreement acceptable to all parties involved. If a person responds with an objection or complaint, show you are listening by acknowledging you’ve understood their concern. You can then counter the objection, in the hopes of moving the conversation forward, rather than ending the discussion and stopping any further negotiation. Look for Things in Common If you come away from a negotiation without having understood the other party’s priorities or needs, you may be walking away with a failed negotiation. Not only do you need to understand the other party’s priorities and needs in some fashion, but you also need to identify ways in which you have something in common with him or her. When you identify commonalities and negotiate from a shared understanding, you are more likely to achieve outcomes that are acceptable to all parties involved. It is often harder for someone to say no to someone they identify themselves as having something in common with. Parties aligned with one another in some fashion typically find it easier to agree than parties that are in complete opposition. Display Confidence A key trait to demonstrate during a negotiation is confidence. If you don’t display confidence, you run the risk of coming across as weak are less likely to achieve the desired outcome. The other parties may be disinclined to make necessary concessions or may believe they can push their desired result right over your proposed solution. One trick to coming across as confident is to maintain eye contact during negotiations. Another tip is to monitor your tone of voice. Sounding hesitant, timid, or using words that pause the conversation like "um" or "ah" will make you seem less than confident. Speak clearly and be sure of your words to display confidence during negotiations and enhance your chances for success.

Before entering an important negotiation meeting, it is essential to be prepared. Many business deals rely on quality negotiation. If a negotiator walks into a meeting without preparation, he or she is likely to fail. Ways to prepare include formulating an agenda, creating a strategy, using time management techniques, knowing limits, and understanding the goals of both parties, among others. This key preparation is critical to negotiation success. Preparing an Agenda Identify what you expect will happen during the meeting. Which topics will be discussed? Who will attend? Where will the meeting be located, and how long will it last? Identifying topics to discuss can help prevent you from being blindsided by something unexpected or distracted by irrelevant subjects. Setting an agenda and distributing it to all relevant parties beforehand will ensure both parties are starting on the same page, with a shared understanding of what is expected to take place during the meeting. Creating a Strategy After performing research, prepare a meeting strategy. What do you want to achieve during the meeting, and how do you plan to achieve it? This will help you determine what kind of information you need to bring with you to help best prove your points and ultimately reach the identified objectives. Walking into the meeting without a strategy is often simply planning for failure. Using Time Management One method for managing time effectively during a negotiation is preparing an agenda to be distributed beforehand. This lets all parties know which elements will be covered, and helps them to identify how much time they might need to set aside. It is important to reserve enough time to talk through each point thoroughly. If not enough time is designated for a negotiation and you are unable to cover all items outlined in the agenda, both parties may walk away without reaching an agreement. This can be frustrating and upsetting to all. Do you think your negotiation will be covered in one meeting? If not, do you have definite dates and times set for future talks? If discussion during a negotiation meeting brings up questions requiring follow-up, do so promptly. This will demonstrate your respect for the time of others. Knowing Limits and Goals of Both Parties If tradeoffs are inevitable in negotiations, you need to identify what you are absolutely unwilling to concede to in order have a successful deal. What is your bottom line or ultimate goal? If you walk into a negotiation asking for something the other party has no chance of agreeing to, your negotiation won’t be successful. Identify limits and goals for all parties ahead of time.

Nobody wants a negotiation to fail or a business deal to fall apart, but sometimes despite even the best efforts, it does happen. There are a number of reasons why a business deal might go bad. Understanding the reasons negotiations fail may help a negotiator to avoid common pitfalls. Typical causes of negotiation failure include fear of risk, lack of trust, poor planning and failure to listen. Through negotiation and influence training, you can reduce these effects. Fear of Risk Every negotiation involves an element of risk. This, along with uncertainty about overall outcomes can cause fear. Worry over the possibility of missing out on a better deal or of leaving something on the table is just one way fear can halt a negotiation in its tracks. Since the outcomes of some negotiations have the potential to be life-altering, people may wish to avoid risk and derail the negotiation process as a result. It is important to recognize and acknowledge this risk, however. Lack of Trust Fear can also manifest itself as a lack of trust between the parties involved in a negotiation. If one party doesn’t trust the other, or trust the negotiator, it makes it difficult for parties to agree on terms. It can also make parties unwilling to discuss them at all. It is important to build rapport and develop trust between parties to facilitate a successful negotiation. Poor Planning Entering a negotiation without preparation is risking defeat or a less than optimal negotiation result. A good negotiator needs to be prepared for all potential objections, questions and offers, whether the offer is acceptable or not. A negotiator with inaccurate or incomplete information, or who expects to rely solely on intuition, will likely end up with poor results. The negotiator may be forced to accept steeper concessions, if any agreement can be reached at all. Failure to Listen If you aren’t able to clearly identify each party’s priorities, you’ll likely be unable to devise an outcome that can be agreed upon by all. It is important to listen and identify both individual priorities as well as any shared priorities between parties. If parties seem unable to agree, it is vital that the negotiator takes a step back and determines the heart of the disagreement. Focus on a preferred outcome instead of simply reiterating starting positions. Listening to what both parties want and identifying a clear way to reach these preferred outcomes can help put a stalled negotiation swiftly back on track.

Misconceptions and myths about negotiation abound, just as they do in any trade. Blind belief in several of the main negotiation myths can ultimately harm a negotiation and prevent the process from being successful. Some common myths include the belief that negotiators are born, that they rely on intuition, that they can’t be nice, and that it isn’t possible for everyone in a negotiation to win. People Are Born Great Negotiators We’ve all heard this myth, yet it is rarely, or perhaps never, true. The art of negotiation is one that can be learned and is not a skill only a select few are born with. The best negotiators are those who get feedback and practice their skills. Education and social environment can have a great impact on negotiation skills. Formal classes and other kinds of negotiationtraining can also help skills develop. Even if people have different levels of initial capability when it comes to negotiation, everyone has the potential to become a better negotiator. Negotiators Rely Solely on Intuition Negotiators who rely solely on intuition are taking big risks that are unlikely to pay off in the end. The best negotiators walk into negotiations with a plan. Having done their research, they are able to have objective data and/or ideas from independent, expert consultants to help in successful negotiation. This kind of planning means the negotiator has already played out the negotiation scenario in his or her head. A negotiator who plans rather than relies on intuition is better able to counter objections and offer evidence leading to a more desired outcome than the negotiator who simply wings it. Preparation isn’t optional; it is necessary. Nice Negotiators Finish Last Another common myth is that to be a successful negotiator, you must be very aggressive and perhaps even mean. This isn’t true in the least. The best negotiators are those who communicate effectively; if you are argumentative and aggressive, people may find it difficult to do business with you. It is often easier for parties to agree with someone they find personable and agreeable. While you don’t want to be too soft and make it easy for one party to have an unfair advantage in the negotiation, you don’t want to be too hard either, as this may cause someone to resist concessions simply because he or she is put off by your personality. Someone Always Loses in Negotiation Like the rest of these common myths, the idea that all negotiations end up with a loser in the end is untrue. Not all negotiations are win-lose scenarios. The best negotiations end as win-win situations, where both parties feel as though they’ve come out of it with an agreement they are pleased with. A negotiation is not a game to be won, but rather it is a process both parties engage in to achieve individually desired goals or outcomes.

It is easy to lead during periods of prosperity, but what happens when you run into a rut? When you need to rebound from tough economic times, there are a number of strategies that will help you successfully lead your team through the storm. From taking risks and reassessing your goals to believing in both yourself and your team, these strategies will put you back on the course to success. Take risks. Economic hardship will likely trigger a fear of failure. The worst thing you can do, however, is allow that fear to hold you back. Instead, take risks during difficult times. By doing so, you are trying absolutely everything to overcome the obstacles. As they say, the greater the risk, the greater the reward. Believe in yourself. Another important strategy for getting through rough patches is to believe in yourself. As the leader of your business, it is vital that your employees believe in you, and they will only do so if you believe in yourself. While tough economic times might lead you to doubt yourself, remember that you should be a strong leader for your company. Rally your team. The next step of rebounding when your business is weak is to rally your team. Your team is your most critical asset, and to succeed, you must prepare them to work through the bad times. Encourage your team by giving credit where credit is due - employees always appreciate being recognized. Be flexible. It is especially important to stay flexible throughout financial challenges. Even if you are not currently meeting your goals, or if you have veered from the path you set out on, your business still has the potential for success. Being flexible means being willing to change your plan and your goals as a means of rolling with the punches. Reassess your goals. Flexibility leads to reassessing goals. For example, you may have been hoping to reach a certain number in sales this quarter, but difficult financial times are holding you back. Rather than struggling to meet an unattainable goal, reassess what goals are truly important to your business. Form strategic partnerships. Forming strategic partnerships can keep your business afloat during times when business is weak. By partnering with others in your industry, you increase the strength of your business and gain a trusted ally to help you reach your most important goals.  

The modern business environment is fast paced and high stress. However, there is a new practice that is becoming increasingly popular with top companies and competitive business schools that can cut stress, improve focus, and make you a more effective leader. What is this new habit transforming the corporate world? It isn’t a new habit at all, but rather a timeless practice derived from eastern traditions - mindfulness or meditation. Mindfulness and meditation offer a variety of benefits for business leaders, helping improve focus, energize leadership, and even improve physical health by reducing the deleterious effects of work-related stress. More Mindful = Less Stress One of the primary reasons that meditation and mindfulness are being introduced into business environments is that they are valuable for reducing both physical and emotional stress. In part, this reduced stress is a factor of setting aside time to clear away all thoughts of work, but there are other factors at play here as well. For example, one common factor in meditation and mindfulness practices includes control of the breath. Taking just a few deep breaths and focusing on that process can ease the effects of mental strain and interpersonal conflict. Other meditation activities, such as guided meditations or progressive muscle relaxation work to guide your body through a series of states or scenes that are intended to relieve stress. Get Some Perspective  As a business leader, one of the most valuable skills that meditation and mindfulness can hone is the ability to take the perspective of others. Business leaders who practice these skills find they are more open-minded and more empathetic. Being able to fully take on the perspective of another can help professionals to lead their team towards the best decisions, reduce intra-group tensions, and come to an informed consensus. Businesspersons who are only able to see a problem from their point of view work at a disadvantage to those who can mindfully embrace a range of viewpoints. Time for a Change  Perhaps the real common denominator for all businesses today is that the world is changing rapidly. The constant turnover and shifting balance of the business arena can be unsettling and a major challenge for some to meet. Those who practice meditation and mindfulness have been found to be better able to adapt to this rapid pace of change. In part, this is a feature of radical acceptance - leaders with mindfulness experience are able to accept that the world is one way in one moment and another way in the next moment. When things change, these flexible leaders are there to change with them, keeping adaptive corporations ahead of the curve.

Using a virtual environment for leadership and corporate sales training has a proven success rate, but some still question whether it adequately communicates the necessary leadership qualities. Making sure communication, trust, and management skills are properly taught is necessary to achieve success. If you think your company is ready to take negotiation training into a virtual environment, we have some tips and ideas to ensure you accomplish your goals: Give information in chunks. When a person opens a website or a training page that is stuffed with text, they are immediately intimidated. Even if the text is simple and refers to interesting concepts, the sheer volume of words on one page can discourage people. By presenting the information in smaller portions, a few topics per page, with slightly larger font and more white space, it makes readers more receptive. Use images correctly. Images are great for drawing the viewer’s attention and emphasizing a point. Too many images, however, cause a page to look crowded and make it difficult for the reader to not become distracted. When inserting images into a training document or slideshow, make certain they are tasteful and relevant instead of random images that only serve the purpose of breaking up text. Make sure the speaker’s voice is audible. One of the most insufferable parts of an online class or online training session is when the teacher or instructors voice is too hard to hear. It’s audible when all is quiet and still, but the slightest noise can cause you to miss an important piece of information. Often, the problem is not due to any sort of technological glitch but rather the volume of the speaker’s voice. When this is the case, the simplicity of fixing the problem and the fact that it hasn’t been corrected are a mark against a company. It is important to ensure when conducting or preparing negotiation training that all technical volume issues are worked out and the speaker is projecting at an appropriate volume. Ensure the speaker is understandable. If the instructor giving the training has a hard to understand accent or speaks quickly or with any type of speech impediment, it causes numerous problems with negotiation training. As with volume control, making sure the audience can hear and understand what they are being told is imperative to successful virtual training. Clarity is one of the more important aspects of negotiation training. The instructor should be an effective speaker. Being an effective speaker and communicator is more than proper enunciation and speaking volume. It involves communicating a sense of authority and assurance to the audience. By lowering the pitch of his or her voice, a speaker impresses upon the listeners a sense of power and trustworthiness. Similarly, modulating the tone and pitch of one’s voice leads to a more engaging presentation. By following these tips and being aware of feedback from audiences, your company will greatly improve the efficiency of its virtual negotiations training sessions.

A UCLA study shows that 93% of communication is non-verbal, and nearly 40% of it has to do with tone of voice. To negotiate well, speakers must practice their vocal tones to project a positive image both in person and over the phone. To achieve the desired pitch and tone, here are a number of methods a person can employ while practicing their speeches: Sit up straight: Keeping proper posture expands the diaphragm and loosens the throat muscles, ensuring proper airflow. This allows your voice to resonate more than if you sit slumped or with your head down. Use your abdominal muscles  When you inhale, breathe in low so you can feel your abdominal muscles expanding. When you speak and exhale, expand your abdominals so the air doesn’t only come from your throat. This increases the volume and strength of your voice to give a more powerful sound. While you may not be talking like James Earl Jones or Michael Clarke Duncan, you will certainly have a more impressive sound. Eliminate nasality People who have a naturally more nasal voice tend to be less impressive in the boardroom or around the negotiating table. If your voice has a nasal quality, it is because the air is escaping through your nose when you speak and not exiting through your mouth. To practice changing this, feel the difference between the positioning of your tongue and mouth while practicing different sounds. For a more nasally sound, keep your tongue on or close to the roof of your mouth. Lowering the tongue will simultaneously allow more air to escape through your mouth instead of your nose. Practice your accent  If you speak with an accent that is naturally more difficult to understand, then try modifying it slightly to connect better with your audience. People respond with more enthusiasm when a speaker sounds familiar, as they feel a subconscious kinship with him or her. Make use of this curious quirk of human nature, and if possible, modify your voice to sound more similar to that of your audience. Lower your pitch Persons with naturally low voices are generally perceived as more powerful and more trustworthy than those with higher pitched voices. Sean Connery, Morgan Freeman, and Clint Eastwood all speak in lower registers and are all famous for playing strong characters. Morgan Freeman is particularly noted for playing characters that sound sincere and trustworthy. By strengthening your voice and sounding more powerful, you will portray the appearance of authority. Cultivating your tone and timbre will allow you to communicate beneath and through the words you use, leaving a much deeper impression on your audience.