Focus On Core Concerns When Negotiating

I’ve recently been reading “Beyond Reason: Using Emotions as You Negotiate” by Roger Fisher, coauthor of the bestselling “Getting To Yes” and Daniel Shapiro, associate director , Harvard Negotiation Project. It is an interesting book with some valuable explanations of how we can channel emotions by respecting five concerns which enable negotiators to reach mutually beneficial results.

The book is based on the premise that we negotiate daily and we have emotions all the time. Since we cannot eliminate emotions, “Beyond Reason” offers a strategy to generate positive emotions and to deal with negative ones. The book builds upon “Getting to Yes” which was coauthored by Fisher and is considered a foundation for interest-based negotiation, a process that suggests that negotiators obtain the best results by understanding each other’s interests and working together to produce an agreement that will meet those interests as best they can.

Emotions will have an impact on negotiations, whether we acknowledge them or not. Rather than dealing with each and every emotion that we have, and that our opponents are feeling, “Beyond Reason” presents a strategy where you turn your attention to what generates these emotions. According to the authors, “Core concerns are human wants that are important to almost everyone in virtually every negotiation. They are often unspoken but are no less real than our tangible interests. Even experienced negotiators are often unaware of the many ways in which these concerns motivate their decisions.”

The five core concerns that stimulate many emotions during negotiations are appreciation, affiliation, autonomy, status, and role. By dealing effectively with these concerns, you can stimulate positive emotions. The five concerns are not distinct from one another, but merge together with each contributing toward the stimulation of emotions. Therefore, each concern must be met to the appropriate extent, which will be different in each negotiation. These concerns can be used to understand the emotional experience of each party as well as a lever to stimulate positive emotions in parties. Lets briefly look at each concern, emotions that arise from each concern, and what people are prone to do once those emotions arise.


When a person is appreciated, resulting emotions can be enthusiastic, affectionate, cheerful, and caring. A person feeling these emotions will often be prone to cooperate more. A person who is unappreciated will often feel angry and disgusted. These emotions often lead to a person being prone to react negatively and contrary to desired interests.


When a person is treated as a colleague they tend to feel more amused, compassionate and ecstatic. These emotions tend to make a person more prone to work together. The person who is treated as an adversary is more apt to feel resentful or irritated. This person will be more prone to go it alone rather than work together.


When a person’s freedom to decide is acknowledged, emotions such as being proud, happy, and accomplished are evoked. These emotions tend to make a person prone to being creative. On the other hand, when autonomy is impinged, the emotions of guilt, shame, and remorse often arise, leading to a person thinking more rigidly.


When a person’s status is recognized, they will often feel more calm, relieved, and relaxed. This tends to make a person more prone to be trustworthy. When a person’s status is put down they will feel humiliated and embarrassed. People with these feelings often are more prone to act deceptively and be seen as untrustworthy. (Note that they are seen as untrustworthy, not necessarily actually untrustworthy.)


When a person’s role is fulfilling and includes activities that illustrate and convince the person that they make a difference, the feelings of hope arise. Hopeful people tend to be prone more toward trustworthiness similar to the above description related to status. When a person’s role is trivialized and restricted they may feel envious, jealous, or become apathetic. As with the description of status, these feelings tend to make a person more prone to act in the eyes of their opposition deceptively and be seen as untrustworthy.


Negotiators often assume that the best way to negotiate is purely rational. Hostile emotions easily escalate and cause problems. However, according to Jamil Mahuad, Former President of Ecuador, emotions can be helpful. In 1998, a fifty-year boundary dispute between Ecuador and Peru ended through the successful negotiation between Jamil Mahuad, president of Ecuador (1998-2000), and Alberto Fujimori, president of Peru (1990-2000). President Mahuad took two negotiation courses at Harvard with Fisher and a seminar with both Fisher and Shapiro regarding the core concerns outlined above. He contributed to “Beyond Reason” by sharing his creative use of the five concerns when negotiating to resolve the Peru-Ecuador border dispute. According to Mahuad, he took the initiative and acted upon each of the core concerns – appreciation, affiliation, autonomy, status, and role when going into the negotiations with President Fujimori. Doing this enabled him to establish good rapport, a strong working relationship, and a stable agreement.

During your next negotiation, determine how you can meet these core concerns in others as well as in yourself. Express appreciation. Build a sense of affiliation. Respect each person’s autonomy and status. Help shape roles to be fulfilling. According to Fisher and Shapiro, doing this will turn a negotiation from a stressful, worrisome interaction into a side-by-side dialogue where each of you listens, learns, and respects the other. This undoubtedly will improve your outcome. If these concerns can help the presidents of two countries resolve a fifty-year dispute, they just might help you negotiate successfully as well.

MLM Training – How to Guarantee That Your Presentation Will Demand Your Prospect’s Attention

Tim Sales delves further into the topic of how to ensure that your prospect is interested in your presentation. Apply this know-how to your MLM business and see your results increase immediately!

First, let’s review the basic steps to getting good at presenting your MLM business. They are:

1. KNOW there are no born presenters or speakers, only those who have refined their skills.

2. Identify the skills to get good at.

3. Identify when you do one of those things correctly versus when you don’t do it correctly.

4. Do the correct behavior continually until you don’t even have to think about it.

Many people that are new to presenting think that the quality of a presenter is based on what he or she is saying. This is true to a degree, but there are MANY other things that make up a great presenter or a great presentation. We’ve all heard the phrase, “It’s not what you say, but how you say it.” I don’t know who said that first and in what context they said it, but I have found that both, “what you say” and “how you say it” are equally important.

Every subject you take up to study has a fundamental aspect that everything else is built on. The fundamental aspect that all of presenting is built upon are the 10 Communication Qualities.

When you read the MLM training content below, make sure you’re thinking of all audiences, meaning, don’t think I’m talking about just a one-on-one or just an in-home audience or an audience of thousands; what I’m going to share with you should be applied to EVERY presentation you give.

Those who have studied my MLM training will be familiar with what I’m going to share, but don’t think it’s exactly the same. The 10 Communication Qualities are applied a little differently in presenting.

The very first thing you need to get good at and take notice of when you do it correctly versus when you don’t do it correctly is:

Be INTERESTED in your audience; don’t try to be INTERESTING to them.

A presenter who is truly interested in his prospect, ONLY presents things that are valuable to the prospect. Whatever is presented must be relevant to the prospect. Relevant means, “having to do with.” Having to do with what? The prospect!

You might think that the fact that your company’s compensation plan pays out 60% is valuable to the prospect. Why? Because it’s valuable to you. In fact you can’t think of anything more important than that!

Allow me to tell you a quick story related to this. I emailed out a survey in which I asked a few questions to get feedback on what content I should train on in “Professional Presenter” (to be released soon). One of the questions I asked was “Think back to the last few presentations you’ve given that were unsuccessful. What went wrong?” One of the responses was a classic example of being INTERESTING versus being INTERESTED:

“I showed her the whole picture: the industry, the company, the products, and how a person got paid, and then she said, ‘I thought this was going to be more about the products, not how you make money. I couldn’t think about selling anything that I haven’t yet tried.’”

Don’t think I showed this example to you so that you will start presenting the products more than the business, because I have seen the exact reverse situation where the emphasis was on the product, but the prospect only cared about the money. The reason I showed that to you is for you to see that the WHOLE PICTURE as the presenter described it, was NOT the whole picture for that prospect. The prospect’s whole picture was the product.

So a simple qualifying question like, “In making a decision about a business, what’s most important to you?” would have prevented this disaster. To the simple qualifying question, the prospect probably would have replied something like, “I can’t sell any product I don’t like.” Thank you! NOW you present what’s interesting to the prospect. When you present what’s interesting TO the prospect, you are proving you’re interested IN the prospect.

1. When you’re presenting one-on-one, you would only present things that are relevant to that person. So first, you present what you know they’re interested in.

Sometimes you’re presenting something that a prospect(s) has no idea about. In this case, you need to educate them enough so that they can determine what they’re interested in. This is what I call “testing a topic.”

After giving the prospect an overview of your business or product, then you can test a topic, in the form of a question, and see if they have an interest in it. If not, don’t discuss it anymore. As an example, after discussing the product you can ask, “Do the margins you can make from selling the product have any interest to you?” If they reply, “Not really,” then you DON’T discuss the compensation plan; no matter how well you know it or how much you love talking about it!

2. When presenting to more than one person, you present what is relevant to the majority of the people in the room. As an example, if you have 70 people in the room and one of those is a doctor, don’t adjust your content so your whole presentation is directed to the doctor!

How would you know what is relevant to an audience? Well, you’d ask them. Walk around before the event starts and talk to people. Obviously this doesn’t change your PowerPoint slides, but it does give you the relevant information you need to transform your “interesting” presentation into something valuable to the prospect.

I hope this brings you success,

Tim Sales

To get a very thorough understanding of the 10 Communication Qualities that you must have to cause your prospect to talk to you, listen to you and follow your suggestions, visit the website link that is mentioned below.

How to Give Effective and Interesting Presentations

Presentation is an integral part of the activities that are done by researchers. With the presentation, they try to communicate their ideas directly to the listener, which means also in the scientific community (collective thought).

In the reality, there are some researchers who have interesting materials, but they cannot present their ideas well. As the result, they cannot catch the listener’s attention.

An easy way to assess a good or bad presentation is from the questions that are made by listeners. If the presentation can result many questions and comments from the listeners, it could be said that the presentation is interesting. In the other hand, if you get no comment from the listeners, the presentation is failed.

One of activities you should do to give effective and interesting presentation is to check the projector. You should do it before giving presentation because without checking the projector, your tiredness to prepare slide or software is not well worth and you cannot present your ideas in the D-day.

You will regret if your presentation can be failed just because your projector cannot work well. To avoid this kind of failure, check it first to make sure that it can work well.

If you need to borrow a projector to give the presentation, check its specification and installation. Next, come earlier than the presentation schedule and recheck the projector to make sure that it works appropriately. Those steps are to anticipate the damage that might exist, so you still have time to fix it and find another solution.

When you set the projector display, you should not use the slides that will be presented. It is suggested to prepare several slides that function as “test-pattern” in the beginning pages of your presentation file.