How to Remain Human in High Stakes Business Negotiations

I’m sharing 30 years of trial lawyer negotiation approaches and techniques on Monday’s live video #H2HChat interview with Bryan Kramer and Courtney Smith Kramer of Purematter.

The “insider secrets” I’m going to share have helped me close numerous multi-million dollar cases for my clients. Regardless whether your next deal is small or large, I believe these negotiation methods will work for you too.

It’ll be great to see everyone this upcoming Monday at 3 pm ET on #H2Hchat (also make sure to follow the hashtag on Twitter during the show). The show is FREE and you can get the live video viewing link by clicking here!

Have negotiation questions. Please share them with me here and I’ll try to answer them during the live show.

Newsjacking for Lawyers: How to Build Your Brand and Grow Your Practice

I’m excited to see this article that David Meerman Scott and I wrote about #Newsjacking in the PILMMA “Insiders’ Journal” magazine (April 2017). Click to learn more about Newsjacking.com and PILMMA


Related Posts and Video:

California trial lawyer comments on legal aspects of news to grow influence

Newsjacking with Ken Hardison of PILMMA

Social Media on Steroids: How One Lawyer is Live Casting and Newsjacking

And on Facebook Live via the 2017 Tony Robbins Business Mastery Event in Florida

If You’re Doing Things Like Everyone Else, Then You’re Probably Doing Things the Wrong Way

Success isn’t easy. It takes focus, strategy and hard work.

One big problem I’ve seen over the past 30 years while representing hundreds of entrepreneurs and business owners is the following:

99.99 % of these amazing people are trying to find success the wrong way.

They’re trying to reach this goal by being exactly like everyone else in their occupation, profession or job.

That doesn’t work. It’s not a good formula for success.

As I shared in my short Periscope (live video) below, I believe that if you want success, you must stand out and fascinate others. You’ve got to take the steps, have the courage, and develop a game plan to do things your own and unique way and to become top of mind in all that you do.

Look, when it comes to leadership, branding, marketing, finance, social media, employees, product and business development (and everything in between), most people really don’t know why they’re doing what they’re doing. They blindly duplicate what they see other people do. They’re afraid of missing out.

Don’t copy that person or be that person.

Be unique and do your own things your own way. Don’t let the misunderstood, false and even out-of-date rules of business others blindly follow, hold you back. Fascinate others, stand out, remain top of mind, and travel your own path.

Do this and someday, you’ll look back, and be glad you did.

Today’s short video (from Periscope)

Mitch Jackson Jackson and Wilson

Resources:

If you’re interested, I write more about this concept in my new book, “Overnight Success” due out in late 2017.

Three of my favorite books that cover this subject are:

(1) “Stand Out: How to Find Your Breakthrough Idea and Build a Following Around It” by Dorie Clark and

(2) “Top of Mind- Use content to unleash your influence and engage those who matter to you” by John Hall

(3) “Fascinate, Revised and Updated: How to Make Your Brand Impossible to Resist” by Sally Hogshead.


Jon Mitchell Jackson | Lawyer | Tech Entrepreneur | Digital Disrupter | 2013 California Litigation Lawyer of the Year (connect on social)

How to Make Good Short and Long-Term Decisions

My “#ActionJackson Tip of the Day” => The power of decisions (and how to make good ones)‬

“It is in your moments of decision that your destiny is shaped.” -Tony Robbins

 

Failing to make good short and long-term decisions can result in temporary setbacks or worse, permanently harm your business, reputation, and life.

One approach I use to try and make good decisions comes from the Rotary Four-Way Test. It is a nonpartisan and nonsectarian ethical guide for Rotary International use for their personal and professional relationships. It goes as follows:

Of the things we think, say or do

Is it the TRUTH?

Is it FAIR to all concerned?

Will it build GOODWILL and BETTER FRIENDSHIPS?

Will it be BENEFICIAL to all concerned?
______

If you enjoyed today’s tip, please share with your family and friends.

Make today your masterpiece!

Mitch

Ten Questions to Help You Start a Conversation

“In conversation, humor is worth more than wit and easiness more than knowledge” -George Herbert

How to Start a Conversation

Have you ever been introduced to someone but did not know how to start the conversation? Ever experience that awkward moment of silence not knowing what to say or worse, waiting for the other person to say something interesting?

No worries. Most of us have felt this way, especially at conferences and large conventions. Here are a couple of tips I’ve picked up over the years that you may find helpful.

First, keep in mind that a conversation is like a journey with the speakers going from one place to another. As with every journey, you must first learn how to take the first step and also figure out which direction you’ll be traveling.

An approach that’s worked well for me is similar to an approach I use when picking a jury during trial. Remember, I’m talking to 12 people I’ve never met before, and it’s my job to get everyone to talk about themselves so that I can learn more who my ultimate decision makers are. I need to know what they’re thinking and what makes them tick. To do anything less would be a disservice to my client.

I use the open-ended questions below to get the dance going. By the way, don’t try and use all these questions with the same person and at the same time. Instead, think of these questions as though they are ten arrows in your relationship quiver.

Learn these questions, and you can easily reach back in your mind and pull out the one question that’s perfect for your next ice-breaking opportunity. Remember, different questions apply to different situations so be careful with how and when you use them.

Hint- to develop rapport with the other person, it takes a bit more than just asking these questions. For example, after you ask your question, pay attention and be genuinely interested in the other person’s answer. Listen 70% of the time, make eye contact and smile.

Also make sure to use these questions in a natural and conversational fashion. Let the discussion flow and follow up the other person’s answers with new related questions. Nobody likes to be interrogated so let your human side shine through during the conversation.

So let’s get started. You’ve just be introduced to someone or, you’ve just walked into a room and are approached by a complete stranger.

1. What do you do for a living? How did you get started?

People enjoy talking about themselves so give them a chance to do just that. Let them share their story with you. Listen and learn more about the other person.

2. What do you enjoy most about your business or profession?

I like always to be specific when I ask this question. If the person I’m talking to is an author, I’ll ask something like, “What do you enjoy most about being an author?” or maybe, “What did you enjoy most about writing your new book, “Overnight Success?” as opposed to, “What do you like about your occupation?” See the difference?

Again, it’s a question that elicits a good, positive feeling. It will also get the conversation moving forward.

3. What separates you and your company from the competition?

This is a permission-to-brag question, and the answer will help you learn what the other person believes is special about her business. Again, be as specific as you can with “company” and “competition”. Sometimes this question may include not a company but an activity or charitable cause. Either way, this approach works very well.

4. What advice would you give someone just starting in the ABC business?

This is a mentor type of question. We all like to be perceived as experts in our field so let the other person shine a bit and possibly share some pearls of wisdom with you. [tip- when he or she answers this question, ask a follow-up open-ended question. For example, “That’s interesting, why is that so important?”]

5. What one thing would you do with your business (or life, interest) if you knew you could not fail?

This is a great way to find out what the other person’s true interest is. What are her dreams and goals?

6. What significant changes have you seen take place in your business or profession throughout the years?

This is a great question for someone a few years older than you. They’ve put in their time and usually enjoy sharing their opinions and stories.

7. What do you see as the coming trends in your business or profession?

This question asks the other person to speculate on the future. Think about this. Isn’t this a question that’s normally reserved for important guests on television shows like CNN? If the person happens to be an expert, you just might learn something from the answer. In any case, you’ll probably make them feel good about themselves just by asking the question.

8. Describe the strangest or funniest incident you’ve experienced in your business or profession?

People love sharing war stories so here’s their chance. Most people don’t get the chance to share these stories, and now you’ve volunteered to be their audience.

9. What ways have you found to be the most effective way to help others or to promote your business or profession (or issue you’re discussing)?

You’ll not only get good ideas to help you move forward with a project or business need, but you’ll also find out how this person thinks.

10. What one sentence would you like people to use in describing the way you do business or practice your profession?

You’ve just asked a question that most people are never asked. The other person’s answer will reveal quite a bit. They’ll also appreciate the fact that you care.

Conclusion

Use one or two of these ten questions to get your next conversation going in the right direction. Care about who you’re talking with and what they’re saying.

Be sincere and genuine. Make eye contact and stop looking down at your smartphone.

Finally and most importantly, enjoy the new relationship you just started!