After, over four decades of involvement, in, nearly – every aspect of effectively leading, from identifying and qualifying, to training, developing, and consulting to thousands of actual, and/ or, potential leaders, as well as serving as a leader, several times, and negotiating, hundreds of, both, large and small contracts, I strongly believe, for someone to become a true, meaningful, responsible, effective leader, he must be aware of the challenges, and necessities, of quality negotiating, and using that knowledge, to the group’s best interest! In order to achieve, and learn, how to use, every negotiation, to the organization’s actual benefit (in a realistic manner), I believe and have taught, what I refer to, as the, CAPIROCK method, to make this easier, to accomplish, learn, and utilize. With, that in mind, this article will attempt to, briefly, consider, examine, review, and discuss, using the mnemonic approach, what this means and represents, and why it matters.

1. Customized: Since, every organization, is unique, in some way, and each negotiation, requires a certain degree of individual planning, one must proceed, in a customized way, based on the guiding principles, taught, and learned, from a professionally – designed, customized, leadership training, and planning, program!

2. Absolute integrity: Some, falsely believe, there is some benefit, to claiming certain things, during a negotiation, which, to say the least, stretch – the – truth! While, at some time, there may be, an apparent advantage, in the short – term, to doing this, the only way, in the longer – run, to develop the type of relationship, needed, to achieve, a win – win, negotiations, the negotiator must proceed, with absolute integrity!

3. Promises: Avoid the temptation to make empty promises, and/ claims, which you can’t deliver, because, at some point, that approach, is harmful, and back – fires!

4. Ideas; imagination; innovate; insights: Great negotiators need the imagination, and insights, to perceive and conceive of, create, and implement, the finest ideas, and approaches, to create the optimal results! Instead of seeking the same – old, same – old, and being restricted, by the self – imposed limitations of their comfort zone, one needs to proceed, with a willingness, and ability to innovate!

5. Relevant; results; responsive; ramifications: How a leader proceeds, and negotiates, often, has ramifications, and, thus, we need to let prospective leaders, understand, how essential, the results, are, in the immediate, and longer – term!

6. Outside – box; open – mind: When a negotiator considers options and alternatives, and the needs of the other side, he uses an outside – the – box, open – minded, approach, to show, how there are potential mutual savings, and shared – benefits, for both sides!

7. Character; creative; calm/ calming; clear/ clarify; cooperate; contingencies: Great negotiators show their quality of character, to their negotiating adversaries, by being calm, and clarifying, what you seek! Calming leaders suggest creative options and approaches, in a clear, cooperative manner, and include, contingency clauses, and plans, for whatever, one can conceive – of!

8. Knowledge; keen: It takes self – confidence, training, knowledge, and expertise, to proceed, with keen attention, to the most viable solutions, for the specific circumstances!

We need to create leaders, with the training, and personal character, to take advantage of the CAPIROCK approach to negotiating! Are you fit to be a real leader?

What really got me most of all about all the works functions I attended, was the incredible cost involved in staging one. The company I worked for at the time employed nearly two hundred and fifty people. All were invited twice a year to a corporate award presentation and dinner.

Each event would start at about 18.00 about two miles away from the company place of work. A hotel that was well used for corporate functions and weddings. It was huge and must have cost a fortune to hire. Our company would take up the entire function wing of the hotel. Rooms would be booked for sales reps and managers that lived too far away to drive back home after the event was finished, usually about 01.00. Each room was £100 a night.

We would eat dinner, a three course affair, at about 19.30. I was told that it cost £18.00 per head on average, and the food was always of a good quality and plentiful. Another observation was that your wine glass never stayed empty for very long. The bar was free, so if you wanted something different to drink, then you were always able to ask for something else. The bar bill alone, over the evening, must have been staggering.

After a hearty meal, with plenty of wine, the awards ceremony would begin. A vast array of glistening crystal awards, presented to the top sales person, best customer service, best team performance etc. I won best sales person twice, and can tell you no expense was spared on the cut crystal decanter. Receiving the award in from of over two hundred work colleagues applauding was an amazing rush. All the awards cost a fortune, but were incredibly impressive. A hired photographer would make sure all recipients were recorded in picture. These pictures would hang on the wall, till the next awards presentation, at random places throughout the company building.

The entertainment would begging at about 21.30. A disco that would play every cheesy track you could imagine. By now many of my work colleagues would be the worse for wear, many senior members of staff also. Things were always in good spirits, and the dancing was something to behold. Various courtships would begin, perhaps they had been brewing throughout the working year, and this kind of environment allowed the “energy” to be released. The bar was always serving, and the drinks would become more adventurous as the night went on. Shots, odd cocktails.

At about 01.00, the DJ would stop, the lights would come on, and everyone would begin to file out the function hall. Some would be going home, in taxis that had been arranged and paid for by the company. Others would make their way to their hotel room, sometimes with company that was not with them on arrival. I would always ask myself, was it all worth the massive expense? I think it was. People had something to talk about and laugh about during the times between functions. Moral for the prize winners was certainly high, and made you want to stay at the top of your game. Another important factor was people being able to let their hair down and enjoy themselves. A good working atmosphere can itself offer higher working results.

The clock doesn’t lie!

If you are giving business presentations, no doubt you’re working within a timeframe. Your clients and prospects are busy people. They want to get the most value out of time spent in your presentation.

Professional public speakers often record their talks — and practice delivering to fit within specific time slots. One hour? Got it. Twenty minutes? No problem. Ten? It’s a snap.

What is it that professionals know — that you can use too?

These 4 secrets can help you time your performance for perfect success.

Secret 1: Time Your Opening

Most likely, you will use the same opening, even for presentations that vary in length. When you practice your initial start and focus on your key points, you can develop a highly persuasive introduction.

In addition, your opening sets the tone for your entire presentation. When you start strong, you’re going to grab audience attention. Then, you are in a good position to hold attention for the duration.

Secret 2: Rehearse For Every Timeslot

Even if you are very familiar with your topic and presentation, rehearse and practice for each timeslot. Your stories will vary. Audience interaction will expand and contract based on time available.

During face-to-face delivery, you are likely to speak more slowly than in rehearsals. This is due to adding impromptu comments, adding stories, and interacting with your audience.

Alternatively, if you are extremely nervous about presenting, you may talk faster — and race through your talk without taking a breath. To avoid this downhill slide, practice so you are comfortable with the best pacing for every amount of time.

Don’t make the mistake of thinking; “I could do this in my sleep.” If you could, you just might sleep through the alarm signaling the end of your allotted time.

Secret 3: Practice Questions and Answers

Answering questions is one of the most critical areas to stay within your timeframe is answering questions. Practice giving brief and concise answers with your presentation coach or with peers.

Focus on the questions you anticipate most from each specific audience. Practice giving shorter and longer answers – while still remaining personable. This provides several options for being able to manage your time – and create interaction with your audience.

If you are giving an extremely short summary, it is acceptable to say, “I’m so sorry I don’t have time for questions right here. But I will be available to answer your questions one-on-one.”

Alternatively, you can provide your contact information and say, “I’m sorry our time is so short. I’m happy to answer you questions personally. Just contact me directly.”

These comments encourage participants to ask their questions — at a later time. In addition, comments such as these also show your willingness to share your expertise and make the best use of the limited time you have to present your information.

Secret 4: Work With an Expert Coach.

Whether you are new to presenting or highly experienced, a professional coach can give you objective feedback. He or she can instantly spot small changes, which can dramatically improve your performance.

One of the most fascinating areas of feedback will be on how to be effective in any time slot. In working with your coach, be sure to ask for timing feedback. This can help you increase confidence and be ready to happily adapt an hour presentation into a 10-minute summary.

Develop your presentation skills so you can communicate effectively to any audience. Timing is one of the trickiest areas and is critical for success in business presentations.