advice | 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.

How to lose

Don’t let your competitive side get the best of you. It’s fun to win. It sucks to lose. But keep things in perspective. Unless your livelihood or your family’s livelihood depends on you winning this game/earning the contract (whether in sports or in business), it’s probably not worth losing your cool over.

Don’t flip the monopoly board, throw the controller, or punch a wall because you lost. Everyone loses something in life. That’s just how life works. If you’re not losing in something then you aren’t pushing yourself to play against the proper competition.

When you lose, lose with dignity. You’ll maintain respect. If you lose and act like a child? People will lose respect for you.

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?

Letting our experiences shape our perceptions

Perception is interesting. What one person perceives as good event can be perceived by another person as bad. One person could ask you an innocent question, such as, “why are you doing that?” And they’re genuinely curious because they haven’t seen someone do what you’re doing before, or at least haven’t seen it done in that way. If you perceive this the wrong way, you may automatically get defensive – thinking that they are judging you. But, in reality, they are just curious.

I feel that we assume we know what another person is thinking, or what their intentions were when they did something, way too often. We think too deeply about their words or actions, when it would be better if we just dig deeper and asked them more questions so that we could gain a better understanding of what they’re really trying to ask/accomplish.

Our perceptions are based on our mindset and our previous life experiences. Sometimes there is a deeper meaning to why something was said/done, but other times, the person/animal was just making conversation or acting on instincts. For example, I was listening to a podcast the other day when the host talked about hearing a dog bark. For him, that triggers the fight or flight response. He was bitten by dogs three times as a kid, so hearing a dog bark equates to danger in his mind. But for someone like me, growing up with dogs and always having good experiences with them, I may feel happiness when I hear a dog bark. Ultimately though, the dog is just barking. We don’t know if it is a good or bad thing (and depending on who is looking at it/hearing it, it could be both). The barking is what it is. The dogs may see a squirrel. It may be playing with other dogs. Or, it could be protecting a bone, its home, or its owner.

It’s only natural to be shaped by our experiences and to project what we think something means when we encounter others. But, we should be careful to assume we know the meaning or the reasoning behind someone’s words/actions. Don’t get defensive if someone asks you a question. Instead, dig deeper to see what they’re truly asking (if there is a deeper meaning).

Practicing patience

The day you plant the seed is not the day you eat the fruit.

Most things in life that are worthwhile are either difficult to obtain, take effort, or take time to develop/grow. Some of the best things in life require all three. For example, having a strong relationship (whether between your spouse, best friend, or co-worker) takes time. You don’t have a deep relationship with them the first time you meet them. It takes effort on your part to listen, to show you care for them, etc. The longer you do this, the stronger your relationship grows.

The same can be said for physical success (building/shaping your body how you want it to look), mental (learning a new subject or language), financial (accumulating wealth), or at work (you have to start somewhere, and that place usually isn’t at the top). Most great things take time. We don’t plant the seed and eat the fruit the same day, just as we don’t do one workout and get a six pack the same day. The overnight success is the outlier.

Practice patience. Be patient with others, but be patient with yourself and your goals too. Don’t give up just because you’re not seeing results as quickly as you want. Eventually, if you are consistently working towards your goals, you can achieve great things. Just make sure you’re setting S.M.A.R.T. goals towards things that are actually meaningful to you. If you really want to achieve them, you’ll find a way. If not, you’ll find an excuse.