relationships | The Caleb Barney Collection

Being the guide or going along for the ride

Understand when you’re supposed to be the guide/advisor and when you’re supposed to be someone going along for the ride.

If it’s the former, you need to take charge. Provide more input and make suggestions as the guide. You still don’t want to do everything for the other person (they want to be the hero of their own story), but with your help, they can get where they want to go.

If you’re just tagging along, read the situation and minimize your input. Here, the other person wants to be the primary decision-maker. Be there to support them and to listen to them, but don’t try to be the white knight and solve all of their problems. They want to feel listened to.

Real life Inception

People are emotional, not rational. Appeal to their emotions first and then help to rationalize their decision. If you can get them to articulate how they feel about something, if you can get them to self actualize or self realize it, the idea will stick. If you tell them how to feel, they will know that the idea did not come from themselves and they will be more likely to dismiss it down the road. It’s just like the movie Inception – they have to feel like the idea originated from themselves.

Empathy as a starting point for negotiation

Listening shows empathy. When people feel listened to and understood, they are more likely to work with you. You can work in tandem towards a common goal (or at least a compromise) much easier if you start out by showing that you are listening to them.

When you truly listen to somebody and they can feel you are listening to them, it’s a sign of respect. That’s why you have to start out with empathy and active listening to obtain the best results in any negotiation or sales process. It’s important to use both empathy and active listening throughout any conversation, but especially at the start, because first impressions really do count for something. Don’t dig yourself into a hole before you really get started by disrespecting the other person/party.

You have to understand what it is that the other side wants. What is the issue they want solved in order to provide the best response. What is their pain point and how we can alleviate their pain?

If you go in with the same sales pitch every single time, it may work in certain situations, but your solution may be completely wrong for them in other situations. Listen, dig deeper, and empathize with what they are feeling to show respect and to get further in negotiations.

Go into every negotiation or sales pitch with one thing in mind: How can we make this a win-win situation so both sides leave happy, nobody leaves holding a grudge over the other side, and you don’t hurt yourself in future business with that person or their friends?

Success leaves clues

Look around you and figure out what successful people have done in order to set themselves up to achieve that level of success. Tease out the similarities in what many successful people are doing to get them there. Their individual tactics may be slightly different, but I can almost guarantee that they have a similar mindset or strategy.

What did they do to achieve success that other successful people have also done? Correlation does not equal causation, but if you continue to see the same patterns over and over, you can at least increase your odds of achieving success. Look for the clues to lead you there. Listen for them. Then act on them.

Courage to look within

Have the courage to face your weaknesses. Where are you lagging behind? What faults do you have? What mistakes do you repeatedly make? How can you improve in these areas?

Have the courage to admit you were wrong. It will be hard to look in the mirror instead of pointing out the faults of others. Or to admit your mistakes without caveats or giving excuses…just own them. Don’t say, “I only did this because…” or “I wouldn’t have done that if you didn’t do this.” That’s not admitting your mistake, not really.

Focus on your actions and how you can improve the situation, not on what you did right and what the other person did wrong. Don’t go in with the idea of having an “unwritten and unspoken agreement” (something in your head only) that when you apologize for X, the other will/should apologize for Y. That’s not how it works. Be sorry when you’re sorry. If you only use the words but don’t actually mean it, others will eventually see through it.