Managerial Traits

Types of Negotiation
1. Accommodating: Individuals who enjoy solving the other partys problems and preserving personal
relationships. Accommodators are sensitive to the emotional states, body language, and verbal signals
of the other parties. They can, however, feel taken advantage of in situations when the other party
places little emphasis on the relationship.
2. Avoiding: Individuals who do not like to negotiate and dont do it unless warranted. When
negotiating, avoiders tend to defer and dodge the confrontational aspects of negotiating; however, they
may be perceived as tactful and diplomatic.
3. Collaborating: Individuals who enjoy negotiations that involve solving tough problems in creative
ways. Collaborators are good at using negotiations to understand the concerns and interests of the
other parties. They can, however, create problems by transforming simple situations into more complex
ones.
4. Competing: Individuals who enjoy negotiations because they present an opportunity to win
something. Competitive negotiators have strong instincts for all aspects of negotiating and are often
strategic. Because their style can dominate the bargaining process, competitive negotiators often
neglect the importance of relationships.
5. Compromising: Individuals who are eager to close the deal by doing what is fair and equal for all
parties involved in the negotiation. Compromisers can be useful when there is limited time to complete
the deal; however, compromiser soften unnecessarily rush the negotiation process and make
concessions too quickly.
Top 10 business Mistakes
1. Being Afraid To Bargain
Do you want to pay full price? Or do you want a deal? Its up to you, but if you dont bargain, you will
pay full price.
2. Forgetting that everything is Negotiable
Who says it takes seven days advance notice to ship an order? Why cant it be five? Who says everything
not on contract has to be at catalogue prices? If youre buying $10K worth of an item - thats worth a
discount.
3. Believing its Not Worth Haggling Over Small Items
Lets say you are buying for a large enterprise that buys 1M worth of Laser Toner annually and $250K
worth of paper. Dont just settle for a 10% discount on the Toner - a 5% discount on the paper is equal
to $12,500. That could be your bonus!
4. Thinking about Ourselves First
Michael quotes the ancient Chinese saying To defeat an opponent you must first think like an
opponent. Master bargainers are always thinking about whats in it for the other party. There has to be
a clear benefit to the other party for the other party to negotiate seriously. Before they give you a 20%
discount, theyre going to want a significant order or commitment. A master bargainer figures out what
the minimum commitment would need to be for an offer to make sense to the other party, and is
prepared to ultimately make that offer.
5. Making the First Offer
As a buyer, once you make an offer, you can only go up. Try to get the seller to make the first offer
because, as per the rules of the game, if its a buyers market, the price can only go down from there.
6. Being Too Nice
If you must make a first offer, make it low. And dont be afraid of no. Remember, the negotiation isnt
over.
7. Being Too Eager
Take your time and dont add undue pressure to the situation. The last thing you want to hear after a
first offer is okay. That means you offered too much. Remember, in some cultures, negotiations do not
start until after a mutual level of trust has been built between the parties - which might take two or
three weeks of casual conversation and joint activities.
8. Not Doing Your Homework
Be sure to know what the current demand is, what the average profit margin in the industry is, what
competitors are quoting, and what leverage you have. Otherwise, youre not going to get the best deal.
9. Not Playing To Win
Its true that youre not going to win if you dont think about the other party and are not willing to make
the offer worthwhile for them, but that doesnt mean you play to tie. Your goal is always to get the best
deal you can while giving up as little as possible. After all, if the other party agrees to an offer, then they
must think its fair and benefits them.
10. Missing Opportunities
Remember that everythings negotiable and dont make a single purchase off-contract without asking
yourself is this the best deal I can get?
Presentation skills
1. Research a topic Good speakers stick to what they know. Great speakers research
what they need to convey their message.
2. Focus Help your audience grasp your message by focusing on your message.
Stories, humour, or other sidebars should connect to the core idea. Anything that
doesnt needs to be edited out.
3. Organize ideas logically A well-organized presentation can be absorbed with
minimal mental strain. Bridging is key.
4. Employ quotations, facts, and statistics Dont include these for the sake of
including them, but do use them appropriately to complement your ideas.
5. Master metaphors Metaphors enhance the understandability of the message in a
way that direct language often can not.
6. Tell a story Everyone loves a story. Points wrapped up in a story are more
memorable, too!
7. Start strong and close stronger The body of your presentation should be strong
too, but your audience will remember your first and last words (if,indeed, they
remember anything at all).
8. Incorporate humour Knowing when to use humour is essential. So is developing
the comedic timing to deliver it with greatest effect.
9. Vary vocal pace, tone, and volume A monotone voice is like fingernails on the
chalkboard.
10. Punctuate words with gestures Gestures should complement your words in
harmony. Tell them how big the fish was, and show them with your arms.
11. Utilize 3-dimensional space Chaining yourself to the lectern limits the energy and
passion you can exhibit. Lose the notes, and lose the chain.
12. Complement words with visual aids Visual aids should aid the message; they
should not be the message. Read slide:ology or thePresentation Zen book and adopt
the techniques.
13. Analyze the audience Deliver the message they want (or need) to hear.
14. Connect with the audience Eye contact is only the first step. Aim to have the
audience conclude This speaker is just like me! The sooner, the better.
15. Interact with the audience Ask questions (and care about the answers). Solicit
volunteers. Make your presentation a dialogue.
16. Conduct a Q&A session Not every speaking opportunity affords a Q&A session, but
understand how to lead one productively. Use the Q&A to solidify the impression that
you are an expert, not (just) a speaker.
17. Lead a discussion Again, not every speaking opportunity affords time for a
discussion, but know how to engage the audience productively.
18. Obey time constraints Maybe you have 2 minutes. Maybe you have 45. Either way,
customize your presentation to fit the time allowed, and respect your audience by not
going over time.
19. Craft an introduction Set the context and make sure the audience is ready to go,
whether the introduction is for you or for someone else.
20. Exhibit confidence and poise These qualities are sometimes difficult for a speaker
to attain, but easy for an audience to sense.
21. Handle unexpected issues smoothly Maybe the lights will go out. Maybe the
projector is dead. Have a plan to handle every situation.
22. Be coherent when speaking off the cuff Impromptu speaking (before, after, or
during a presentation) leaves a lasting impression too. Doing it well tells the audience
that you are personable, and that you are an expert who knows their stuff beyond the
slides and prepared speech.
23. Seek and utilize feedback Understand that no presentation or presenter (yes, even
you!) is perfect. Aim for continuous improvement, and understand that the best way to
improve is to solicit candid feedback from as many people as you can.
24. Listen critically and analyze other speakers Study the strengths and weakness
of other speakers.
25. Act and speak ethically Since public speaking fears are so common, realize the
tremendous power of influence that you hold. Use this power responsibly.

EMAIL Etiquettes
1. Be concise and to the point.
2. Answer all questions, and pre-empt further questions.
3. Use proper spelling, grammar & punctuation.
4. Make it personal.
5. Use templates for frequently used responses.
6. Do not attach unnecessary files.
7. Use proper structure & layout.
8. Do not overuse the high priority option.
9. Do not write in CAPITALS.
10. Don't leave out the message thread.
11. Add disclaimers to your emails.
12. Read the email before you send it.
13. Do not overuse Reply to All.
14. Mailings > use the Bcc: field or do a mail merge.
15. Take care with abbreviations and emoticons.
16. Be careful with formatting.
17. Take care with rich text and HTML messages.
18. Do not request delivery and read receipts
19. Do not ask to recall a message.
20. Do not copy a message or attachment without permission.
21. Does not use email to discuss confidential information.
22. Use a meaningful subject.
23. Use active instead of passive.
24. Avoid using URGENT and IMPORTANT.
25. Avoid long sentences.
26. Don't send or forward emails containing libelous, defamatory, offensive, racist or
obscene remarks.
27. Don't forward virus hoaxes and chain letters.
28. Keep your language gender neutral.
29. Don't reply to spam.
30. Use cc: field sparingly.

So, what is the Johari Window?

The Johari Window communication model consists of a four square grid which represents the individual
and is intended to help people understand the way they communicate and build
relationships. Soliciting feedback from others is an integral part of the instrument. Take a look at the
model below:

KNOWN TO SELF NOT KNOWN TO SELF
KNOWN
TO
OTHERS
OPEN AREA
Behaviors, attitude, feelings,
knowledge skills etc.
BLIND AREA
Ignorance about oneself,
issues in which one is deluded etc.
NOT
KNOWN
TO
OTHERS
HIDDEN AREA
Information, feelings, fears,
hidden agendas, secrets etc.
UNKNOWN AREA
Feelings, behaviors,
capabilities, aptitudes etc.
Quadrant 1 - Open area. What you know about yourself and others know, too. In this space you find
information about you that both you and others know, from the colour of your eyes, your height, the
way you hold your knife and fork any other information youre willing to share. The more open you
can be with others about who you are, the more effective and productive both you and the group can
become.
Quadrant 2 Blind spot. What you dont know about yourself and others do including behaviors and
habits youre not aware of, like nervous laughter or revealing facial expressions. You can decrease
this area thus increasing your open area by soliciting feedback from others and taking on board
what they say. Avoid hanging out in your blind spot because its neither an effective nor a productive
place to be. Ignorance and delusion dont lead to success.
Quadrant 3 Hidden area. What you know about yourself that others dont. Information you keep
here could include fears, feelings, hidden agendas, secrets and sensitivities anything you know
about yourself that you choose not to reveal. Its natural, and often appropriate, to keep certain
personal information under wraps, as long as the information has no bearing on the health, safety or
productivity of others. If what youre hiding could benefit others and enhance relationships, I
encourage that you share this information in an amount and manner others can comfortably digest.
Quadrant 4 Unknown area. What neither you nor others know about you. The issues tucked inside
here take a variety of forms from feelings, attitudes, behaviors and aptitudes. They can lie deep down
inside you or right up at the surface and influence your actions from major to minor degrees, including
unexpected emotional outbursts. People lacking in experience or self-belief tend to have a fairly large
quadrant 4.