Ezine Arcive

The Award-Winning Monthly Resource for Professionals

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OUTCOME FOCUS REPORT
Circulation 20,500
Vol 48 – December 22, 2003
Publisher: Anne Warfield
mailto:ezine@imp.us.com
888-imp-9421 or 952-921-9421
http://www.impressionmanagement.com
© Impression Management Professionals 2003
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A special welcome to our many new subscribers from Marketing Seek,
World Wide and SelfImprovementNewsletters.com and our many other signup
partners.

By subscription only! 

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
you want to receive your own copies, just email mailto:ezine@imp.us.com
and put "Add me" in the subject line.

To remove yourself from this list see bottom of this email.

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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 
4) What To Watch For Next Time 
5) Resources To Learn More

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1.                      What's In The News?
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Season's Greetings!
  
We wish you happiness this holiday season.

We are so honored by your commitment to reading the Outcome Focus Report and
we really treasure our relationship with you.

Warmest wishes to you and your family!

Learn more about IMP's Monthly Presentation Skills Seminar at the IMP Institute
in Minneapolis, MN!

Upcoming Presentation Skills Seminar Dates: 

JAN 26-27, 2004 

FEB 23-24, 2004 

MAR 22-23, 2004 

APR 26-27, 2004 

Upcoming Negotiation Skills Seminar Dates:

FEB 26-27, 2004 

MAR 25-26, 2004
 
Follow this link for more information,

http://www.impressionmanagement.com/coaching.shtml

or,

email me at mailto:Paul@imp.us.com


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2.          Here's This Months Outcome Focus Situation/Solution  
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How to Negotiate With a Coworker or People Matrixed to You

SITUATION: Dear Anne, I tend to do a lot of negotiating in my job.  Some of it
is traditional negotiations and some of it is what I call “side negotiations”
like getting people to help with a project when they don’t report to me.

The “side negotiations” are what I find extremely difficult.  How do I get
someone to buy in to doing something for me when they clearly don’t want to do
it?   I find that I often have to resort to telling them that someone at a
higher level needs the project so they finally do it for me.

Is there a better way to do this type of negotiation?

OUTCOME DESIRED: You want to be more influential with people in a non
threatening way so projects get done on time.

HOW TO HANDLE: The biggest problem people run in to with negotiating is that 80%
of what is being negotiated never should have gotten to the negotiating table in
the first place.  If expectations are managed properly upfront you can set up a
situation so there is very little “conflict” to negotiate through.

Now the situation you are talking about above is one that I find most people set
up poorly and results in hard feelings, people pulling strings, and rocky
relationships afterwards.

So why do most people set it up poorly?  Ironically it is because he is trying
to do it as “nicely” as possible.  This “too sweet and too nice” comes off as
though you are being manipulative and makes the other person anxious.

BEST PHRASED: When negotiating you need to make sure of a few things up front.
One:  What is and is not negotiable?  DON’T give the person a choice if there is
not really one.  

Example: You have a project that you need this person to do and you cannot give
it to someone else.  

Poor set up:  “Mary, I was just wondering if you would have time to squeeze in
this project so we can get it out by tomorrow?”  Here Mary feels she can tell
you no and you will accept that.  So if you can’t then you move to the “begging
phase” or the “but someone higher up needs this” phase. 

Better set up: “Mary, This project needs to be done by 10 AM tomorrow. I wanted
to take a moment and run through the project with you and make sure I have all
the information you need in order to run with it.  Since we are on a tight
deadline is that something we can go over now or would you prefer that I come
back in a half hour?”

Now the person knows that they will be doing the project, that you will make
sure they have what they need, and that you respect their time enough to let
them finish what they are doing before you launch in to what you need.

Now to really make things good, here is a Best Set up:
“Mary, I know there are often projects that come up at the last minute that need
to be done.  I realize this throws off your schedule and I wanted to take a
moment to find out from you how you would prefer that I approach you with these
projects since they are an interruption in your day.  Do you prefer that I just
stop by with them or email you with them and set up a time to stop by?”

Then let the other person talk.   By talking about these situations PRIOR to
them coming up you will be able to set up a system that you both understand,
respect, and flex with.

SPECIAL NOTE:

Send Anne your situation to be included in an upcoming E-zine.
mailto:ezine@imp.us.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.shtml


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3.                            Anne's "Aha"   
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When you are presenting there is nothing more frustrating than the person that
constantly interrupts you with questions. They can make you lose your edge, lose
your thought process, and can often lead to complete disruption.

So how can you handle them without being seen as a tyrant?
1. Don't ask, "Does that clarify it?" If you ask if the person understood what
you said they would most likely ask another question.
2. Make sure you understand what they are asking and why BEFORE you answer.
Before you answer the question try to clarify what they are looking for. For
example a person asks, "Why didn't you use Skinner's methodology in your
program?" You would say, "You are wondering why I didn't use Skinner's
methodology because you believe it would have produced better results or are you
just wondering how I deciphered who I would use?" This clarifying will make sure
you answer the real question and will often stop successive questions. 


See all 6 tips, follow the link below.
http://www.impressionmanagement.com/articles/art_0019.shtml


****************
Quotable Quotes:
****************

"It’s easy to come up with new ideas; the hard part is letting go of what worked
for you two years ago, but will soon be out-of-date."  Roger von Oech

Change occurs almost constantly.  It's important to constantly analyze what's
happening right now to make sure that our responses, approaches, processes, and
products, are as appropriate today as they were two years ago.

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4.          NEXT TIME:  Another situation submitted by you.
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Send Anne your situation for inclusion in the E-zine.
Email your situation to: mailto:ezine@imp.us.com


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


Products: Outcome Thinking Book $24.95 *
Outcome Thinking CD ROM $49.95
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 $245. Special price for
Subscribers, $197.95, includes two free gifts.

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

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

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                   FREE ARTICLES AND BACK ISSUES
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We have many articles available for your publication, company newsletter,
etc.  Articles can be viewed at
http://www.impressionmanagement.com/articles/index.shtml


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.

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


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                        About Anne and IMP
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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:ezine@imp.us.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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