The Award-Winning Monthly Resource for Professionals

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OUTCOME FOCUS REPORT
Circulation 10,400
Vol 34 - July 31, 2002
Publisher: Anne Warfield
contact@impressionmanagement.com
888-imp-9421 or 952-921-9421
http://www.impressionmanagement.com
c) Impression Management Professionals 2002
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Welcome!  Use as a training tool:  Present the situation to the group and
have them brainstorm how they would best handle the situation. Then share
the Outcome Focus answer and see how it relates or differs from solutions
the group found.

Go ahead and pass this to friends. If you receive this from a friend and
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IN THIS ISSUE
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1) What's In The News
2) Outcome Focus Situation/Solution
3) Anne's Aha/Guest Article
4) What To Watch For Next Time 
5) Resources To Learn More


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1. What's In The News?
=========================================================
Outcome Focus Presentation Seminar in Minneapolis, MN
September 16th and 17th 

This class will show you how to present your ideas, thoughts, products 
or services so people WANT to listen to you.  You will learn how people
see you, how they hear you, how to say your message and how to deliver your
message.

If you are interested, please email me and I will provide you with all the
details.

mailto:contact@impressionmanagement.com  

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2.  Here's This Months Outcome Focus Situation/Solution  
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How To Make Decisions When You Are Uncomfortable Doing So

SITUATION: Dear Anne, 

When it comes to making important decisions, I am frozen. My mind simply
repeats the problem and I am paralyzed in implementing any decisions,
which changes with my changing perspective. The only solution out is to
let things go on by themselves or improve or deteriorate on their own. How
can I keep my thinking skills in stressful situations?

OUTCOME DESIRED: You want to make decisions, feel comfortable with them,
and trust in them.

HOW TO HANDLE: Most likely you have a fear of making the wrong decision
whether it be because you don't want to tick people off or because you
don't want to have the accountability for making the wrong decision.

What I can tell you is that from studies it has been proven that people do
better with a YES or NO than they do with a MAYBE.  Right now, by not
making decisions, you throw people around you in to the MAYBE world a lot.
Therefore, by just making decisions you will inevitably be more favored
than you are even right now.  That alone should give you some feeling of
strength about making decisions.

Here are a couple of techniques you can use:

1.  Take a sheet of paper and jot down the pros and cons of different
decisions you have to make.  Then force yourself to stare at the piece of
paper, pick one, and take action on it. Once you have made the decision,
circle it, and put that piece of paper in a drawer.

2.  Make a decision and then figure out what is the worse thing that can
happen with the decision you just made and figure out how you would handle
it.  Example: You have to make a decision on which new computer system to
buy.  You gather all your research and see that you can buy Dell, Compaq,
or HP but you can't decide between them. So you put them all down on a
piece of paper with the pros and cons, but you still can't decide.  You
narrow it down to maybe HP. Then figure out the worst thing that could
happen if you go with HP--they go out of business, the computers are not
compatible with other computers you have, the price is not great, etc. 
Look at each one of those problems and see how you can deal with them.
I.e.) they go out of business-- can I safeguard us? What is their D&B
rating?  Am I comfortable that won't happen?  The computers are not
compatible- can I put a safeguard in our contract that we have 30 days to
make sure of compatibility, etc.


SPECIAL NOTE:

Send Anne your situation to be included in an upcoming E-zine.
mailto:contact@impressionmanagement.com  

************** Want To Perfect Your Skills? *************

Order Anne's Book, Outcome Thinking: Getting Results 
Without The Boxing Gloves for $24.95.

http://www.impressionmanagement.com/products.phtml

Save $5.00 when ordering online.  Just enter the Discount Code: IMP101
(all caps) when checking out.

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3. Anne's "Aha"   
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Success Negotiating: How To Get To Yes Without Playing Games
by Anne Warfield

For many people, negotiating is an unpleasant part of the job. They go
into a negotiation with a mental wall around themselves, sort of like a
barrier, and wish they could find a way to negotiate that was both strong
and firm, yet creative. They struggle to state what they want and still be
seen as a partner.

Fortunately, negotiations don't need to be about traps or games. In fact,
they should be a time to build relationships and speak honestly and
directly with the other party. Even if it is a one-time negotiation, you
don't need to use tricky lines or ploys to get what you want. The fact is
that most people are flexible if they believe you perceive them as
knowledgeable, honest, and able to make a deal.
 
Before every negotiation, it's important to keep the following points in
mind:

1. Have a game plan or strategy.

If you go into a negotiation without a game plan, you have no idea where
to be flexible, when to give, or how to state your point. A game plan or
strategy is just that-a starting point. It is not a rigid rulebook you
need to follow in the negotiation. Remember, the other party has feelings
just like you do, and if their buttons are pushed and they feel backed in
a corner, they will react by striking back.

2. What you think ahead of time determines what you will get at the table.

Most people go into negotiations thinking either "I have to win at all
costs. I don't want to look stupid. I have done my homework and I know
what meeting space and food cost. I am not going to be taken advantage
of," or, "Please, please, just be reasonable and give me the space and
food without a hassle. I really don't want to fight you over this."

Both these mindsets pose problems. Each one demonstrates faith in self,
but not in the other party. That immediately puts the negotiation at a
disadvantage. If you believe the other party will try to take advantage of
you, then you lose your biggest edge-the perception that they will do
anything they can to help you. Since most people can detect whether you
believe in the best or worst of them, they will live up to either
expectation.

3. Know the other party's personality type and how it affects their
negotiation style.

Not every person negotiates from the same point of view. Each person has a
different stake in a negotiation and different concerns about the
impending deal. In addition to knowing the other party's negotiation
style, you also need to know your own style so you can be prepared for the
challenges that may present themselves. Most people negotiate in the style
they are most comfortable with, and they try to bring the other party
around to their way of thinking. This doesn't work. To illustrate why,
let's briefly run through the four personality styles and how they
negotiate.

NOTE: Use the following information as a guideline-not absolute truths.  
The purpose is not to box people in or simplify things too much. This 
information is an overview only.

Follow the link to briefly run through the four personality styles and how
they negotiate.

http://www.impressionmanagement.com/articles/art_0006.phtml



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Rank your Presentation Skills
http://www.impressionmanagement.com/news/article_2001_10_15_1232.html

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Quotable Quotes:

"Set your sights high, the higher the better.  Expect the most wonderful
things to happen, not in the future, but right now.  -Eileen Caddy  

=========================================================

4.  NEXT TIME:  Another situation submitted by you.
=========================================================

Send Anne your situation for inclusion in the E-zine.
Email your situation to: mailto:contact@impressionmanagement.com

=========================================================
5.  I Want More Resources So I Can Perfect My Skills
=========================================================

Products: Outcome Thinking Book $24.95 *
Communicating More Effectively Book $14.95
(Body Language)
Body Language Video $99.95
Success Negotiating Audio Tape $14.95
GOALS Set $39.95

I WANT IT ALL: COMPLETE PACKAGE, Regularly $215. Special price for
Subscribers, $149.95, includes two free gifts.

Order Online: http://www.impressionmanagement.com/products.phtml

*SAVE $5.00 on Anne's Outcome Thinking Book
Type in the "Discount Code", IMP101 (All Caps)

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FREE ARTICLES AND BACK ISSUES
=========================================================

We have many articles available for your publication, company newsletter,
etc.  Articles can be viewed at
http://www.impressionmanagement.com/articles/
 
All you have to do is print the article in its entirety along with the by
line at top and the credits, and complete contact information at the end
of each article.  I would appreciate a tear sheet or electronic copy too.

Email: mailto:contact@impressionmanagement.com for a complete listing of
available articles.

Back Issues of the Outcome Focus E-zine can be viewed at
http://www.impressionmanagement.com/ezine/
 
=========================================================


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=========================================================

                        About Anne and IMP
=========================================================

Anne Warfield, CSP*
President
Impression Management Professionals
7200 France Avenue South, Suite 224
Minneapolis, MN 55435
952-921-9421
888-imp-9421
952-921-9420 Fax
Email: mailto:contact@impressionmanagement.com  **
Visit us at: http://www.impressionmanagement.com  

"A true leader is not one you look up to because they are the best. A true
leader is one that draws the best out in you." Anne Warfield

*CSP- Certified Speaking Professional; a designation held by only 7% of
all speakers nationwide

Member of the National Speakers Association

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