Business negotiation is an entirely different ballgame from motivational speaking. Essentially though, business negotiators and motivational speakers only want to achieve the same thing, which is to successfully motivate someone to accept what is being offered. Both of them can only be called effective in their roles when they successfully influence other people.
Business negotiators are masters of their craft. They influence people, and that involves thousands, if not millions of money. They can create business empires just from knowing how to close deals and get approvals. They know a lot of effective techniques—techniques that motivational speakers should also learn.
Now is your chance to step up your game. Be an excellent motivational speaker by learning these business negotiating techniques.
1. Research what the client needs.
Why does the client need you? Knowing the answer to that question gives a negotiator the ultimate leverage. The same is true for a motivational speaker.
You cannot influence and persuade people if you do not know what they need in the first place. You have to attract your audience by giving them a reason to listen to you. This is the reason why motivational speakers have different niches, and each speaking engagement has its own sets of objectives, themes, and topics.
2. Identify your ceiling before making an offer.
A negotiator has to know how much he can offer because that is all he can afford to lose. On the other hand, a motivational speaker has to know the wisdom and inspiration that he can share because that is all he can prove and justify.
You cannot pretend to know everything, and you certainly cannot claim things that you yourself do not believe in. You have to stay true to your core values at all times.
3. Know what you can and cannot compromise.
A negotiation is not always a win-win situation. The negotiator may have to lose some to gain some.
When you write your speech and create your presentation, you should already know the elements and values that you can never continue without. They are your trademarks and the definition of your personality. If, for whatever reason, you are given a very limited time to face an audience, identify the ones that you think are most important and incorporate them to your speech.
4. Do not beat around the rush; never start with long introductions.
Beating around the bush annoys businessmen because it unnecessarily wastes time. Can you imagine very busy CEOs listening to long introductions that do not mean anything at all?
The same is true for your audience. The attention span of people nowadays keeps getting shorter and shorter. Giving them something to yawn about will only kill your career even before it takes off.
5. Create attention-grabbing presentations.
Statistics, figures, and other important data that can help a negotiator close a deal should always come in an attention-grabbing presentation.
Motivational speakers need to do the same. Speaking engagements nowadays are no longer about speaking. People are becoming fussier about presentations because of their exposure to the internet. Not giving them some variety may only bore them, especially if you have the entire hour to keep them occupied.
6. Offer options if the negotiation seems to hit a dead end.
A negotiator always has a plan B, C and up to Z if needed—anything just to close a deal. That’s why he needs to know what he can and cannot compromise.
A motivational speaker is no different as he needs to have two, three, and even a hundred supporting details to successfully convince the audience into doing or believing something. These details can come in the form of examples, reasons, definitions, explanations, etc.
Name-dropping is considered by some negotiators as unethical. It does happen though, and it works most of the time!
Motivational speakers can also benefit from name-dropping, not by mentioning prominent associates but by mentioning prominent examples. The audience want to hear examples as proofs, and they tend to believe examples if they involve prominent people.
8. Never divulge your budget and limitations.
Negotiators have to protect their leverage by keeping confidential information confidential. A motivational speaker has to do the same, not with his budget of course, but with his limitations.
Never try to tackle something that you are not confident about. More so, never try to argue about something that you know you lack the mastery of. Doing so is just committing career suicide.
9. Do not let the other party give the first demand.
Contrary to popular belief, the first party to give the first demand usually gets the upper hand. As a motivational speaker, you should also give the arguments and the questions first before the audience starts to question you. Make sure that the audience know where you are trying to get at without revealing too much too early so that they can also avoid prematurely judging your capabilities.