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In ALM business method An Analyst's Mind Companies Look at Each Other Again: The Supremacy of Face-to-Face Communication conversation analysis conversational moves Empathy and Active Listening Intercultural conversation management techniques Preparing for Negotiations like Professionals Sales Consulting strategic selling The Get-Ready Mindset: The Mental Approach of Professionals The Intercultural Negotiators’ Training

An Analyst’s Mind

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© Article translated from the book “Strategic Selling: Psicologia e Comunicazione per la Vendita Consulenziale e le Negoziazioni Complesse” (Strategic Selling: Psychology and Communication for Consulting Sales and Complex Negotiations) copyright Dr. Daniele Trevisani Intercultural Negotiation Training and Coaching, published with the author’s permission. The Book’s rights are on sale and are available. If you are interested in publishing the book in English, or any other language, or seek Intercultural Negotiation Training, Coaching, Mentoring and Consulting, please feel free to contact the Website on Intercultural Negotiation

__________

Today’s article is about the importance – for negotiators – of having an analyst’s mind to observe, analyse and understand what happens around them, grasping all meanings behind words and gestures.

The world of sales and marketing is made up of choices. 

As Mick notes, “the macro–marketing system is, to a large extent, the function of many micro marketing decisions made every day.” 

And, for every micro-decision, our mind must be prepared to carry out quick, sometimes even immediate, analyses. 

Complex selling can be considered as the function of many micro and macro behavioural and strategic skills (such as the ability to conduct a conversation, observe non-verbal details, doing scenario analysis, planning and creating projects and reports, etc.). 

The analyst’s mind does not stop at deskwork, but can be found in every contact, in every handshake, in every meeting and in every analysis. 

Nothing is overlooked. 

It also includes macro skills, such as the ability to carry out socio-economic analyses, to design complex plans, to process data, to carry out an entire scenario analysis and to set up a strategy. 

No one can expect to conclude deals or create complex projects without having, or developing, a deep analytical attitude or an “analyst’s mind“. 

An analyst always asks himself “why”. He notices signs and symptoms, develops hypotheses, looks for more information, researches, wants to understand. 

This attitude, called strategic empathy, includes different levels of understanding, a strategic attention to the client: 

  1. behavioural empathy (understanding all behaviours of the company/client, with whom we want to work and interact), 
  1. cognitive empathy (understanding how other people think), 
  1. emotional empathy (understanding other people’s emotional state),  
  1. relational empathy (understanding others’ relationships network). 

Let’s think about the opposite: 

  • we do not understand others’ behaviours and we cannot grasp their meaning, 
  • we do not understand the reasons of what is happening,  
  • we do not understand what role the other party is playing, 
  • we do not understand how other people think and we believe that they think exactly as we want them to think according to our logic. 

Let’s also imagine what it means to carry the burden of emotional insensitivity, the inability to grasp emotional nuances or to understand if the person we are dealing with is sad or happy.  

Let’s imagine what it means to be indifferent to how and why the person in front of us reacts to a choice – or to some aspects of the project we are developing – in a certain way, instead of another, without being able to understand what worries him/her, or what interests him/her. 

And again, let’s think about the problem of cultural gaffes that can offend a foreign executive, whose position is extremely important for the success of the deal. 

Another major issue concerns the insensitivity towards the decision-making framework, the power relationships, the power matrix, the risk of not understanding whether we are dealing with a real decision maker or with a simple emissary, an influencer, or with someone who has no power. Wasting time is not pleasant for anyone. 

the lack of an analyst’s mind can lead us to lose sight of people and corporate roles that we should involve in projects, even though we are completely neglecting them, and, even worse, to take inter-relationships for granted, for example we do not understand that there is a gravity centre (key concepts and people) in every purchase, in every decision. 

A large part of complex negotiations consists in “attracting” decision-making gravity centres, and in the ability to manage personal meetings and develop human relationships. 

In this difficult world, only knowledgeable people and people who have an “analyst’s mind” can penetrate hostile systems, identifying priorities and the “moves sequence” that can help them shift the decision-making balance in their favour. 

People who have an analyst’s mind ask the following questions:  “Why are you saying this?”, “Why are you saying this now?”, “What lies behind this question?”, “Why is Dr. X… not present at this meeting, while he was present at the other one? “,” For what reasons could they say no to us? “,” What unique products can we offer? “. Obviously, there are many other questions, but they are never stereotyped, never the same. 

For complex projects, an overview ability is needed to understand all relationship systems. 

grasping the meaning of a macro-project, understanding when it’s time to have a meeting, identifying what critical information are needed (Info-Gap) and examining negotiation’s micro-details are all part of the overview skills. 

Micro-analysis skills are equally essential (e.g. understanding how a phone call, a meeting, a handshake, a glance or a gesture is managed). After that, we can focus again on macro-details and, when needed, rethink an entire strategy. 

In other words, business successes depend not only on great strategies, but also on the ability to achieve results in every single sale and become proficient in every single conversation that is part of the sales line. 

The sales’ action line, as well as the action line of negotiations, require specific sensitivity: we must be sensitive to “holistic” communication, where every action, behaviour, or non-action has a meaning. 

We must develop and improve this sensitivity through daily practice, contact after contact, negotiations after negotiations, meeting after meeting, phone call after phone call, etc. 

This ability is useful in any situation and can help us understand the place where we must park near the client company, if we must open the door to someone or not, if we must offer a coffee or a gift, etc. 

Strategic sales and complex negotiation professionals have a way of working that is also a way of being. 

Corporate titans and small businesses must continuously face “moments of truth” in their Business-to-Business negotiations with distributors, suppliers, sales networks, corporate buyers, such as face-to-face meetings, discussions, emails, presentations, answers to questions, etc. 

For each of them taking care of their relationship skills and of their personal skills of analysis and communication is essential and can help them develop large projects and important sales. 

"Strategic Selling" by Daniele Trevisani

© Article translated from the book “Strategic Selling: Psicologia e Comunicazione per la Vendita Consulenziale e le Negoziazioni Complesse” (Strategic Selling: Psychology and Communication for Consulting Sales and Complex Negotiations) copyright Dr. Daniele Trevisani Intercultural Negotiation Training and Coaching, published with the author’s permission. The Book’s rights are on sale and are available. If you are interested in publishing the book in English, or any other language, or seek Intercultural Negotiation Training, Coaching, Mentoring and Consulting, please feel free to contact the Website on Intercultural Negotiation

__________

For further information see:

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  • identifying critical information
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In ALM business method Companies Look at Each Other Again: The Supremacy of Face-to-Face Communication conversation analysis Intercultural conversation management techniques Preparing for Negotiations like Professionals Sales Consulting strategic selling The Intercultural Negotiators’ Training

Companies Look at Each Other Again: The Supremacy of Face-to-Face Communication

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© Article translated from the book “Strategic Selling: Psicologia e Comunicazione per la Vendita Consulenziale e le Negoziazioni Complesse” (Strategic Selling: Psychology and Communication for Consulting Sales and Complex Negotiations) copyright Dr. Daniele Trevisani Intercultural Negotiation Training and Coaching, published with the author’s permission. The Book’s rights are on sale and are available. If you are interested in publishing the book in English, or any other language, or seek Intercultural Negotiation Training, Coaching, Mentoring and Consulting, please feel free to contact the Website on Intercultural Negotiation

__________

Today, I would like to talk about the increasing importance of face-to face communication and the supremacy of the human factor in negotiations, that force us to analyse our interlocutor’s mental framework and to create helping and winning relationships with our clients.

The mental approach of professional communicators and negotiators is completely focused on the objectives that must be achieved through the evaluation of the interlocutors’ mental framework. 

Nobody can talk to a wall. Professional communicators, salespeople and negotiators talk “with” someone, they have to deal or negotiate “with” someone. They must understand how the other person thinks. 

As an expert in Senior Sales Coaching, Antonio Greci, argues: 

  1. Strategic Selling is a way of being. 
  2. Strategic Selling is not a procedure. 
  3. Strategic Selling professionals can be recognized by the fact that they listen deeply. 
  4. The main talent of those who practice Strategic Selling is to be naturally empathetic. 

The presence of “other people” therefore forces us to become analysts and to understand: 

  1. if we are dealing with a person or company who has a strong propensity to plan or not;
  2. if our interlocutor is looking for a quick and immediate remedy, moved by urgencies, or if he/she is in no hurry; 
  3. if we are dealing with materialistic or narrow-minded people or with deeply humane people; 
  4. if we are working with someone looking for a pure personal advantage or with someone who’s looking for his/her company advantage, or a mix of both;
  5. which benefits our counterpart seeks for himself/herself and which benefits he/she seeks for his/her company. 

It is equally essential to understand if there is only the possibility to sell a single product or if – on the contrary – we will be able to create the conditions to become a continuous and trusted supplier, the multi-year partner of a customer with whom we are going to create long-term projects. 

Some clients act instinctively, even irrationally, other clients think with cold logic. 

Concerning all these variables, we cannot take the buyer’s psychology for granted. Each buyer possesses a psychological profile to frame. 

In fact, we can deal with non-planning-oriented people, whose time perspective is limited to the day after, or with long-term oriented people, who work not only for themselves, but also for those who will follow them in the company and in life. 

The former do not ask themselves what the long-term consequences of their choices will be. The latter do. 

Negotiation can be considered as a meeting with human variety. 

We need to get into the right mindset to deal with any kind of mentality, to meet any kind of attitude, culture and values. Otherwise, we would be able to negotiate only with a certain type of customers and not with others. This concept of “communicational stretching” helps us being effective with different types of customers. Here lies the flexibility of professional communicators and negotiators. 

A gear manufacturer who wants to sell products to a machine manufacturer certainly cannot think of resorting to television advertising in prime time, “aiming” at 10 million viewers, hoping to find among them 3 or 4 important decision makers, like purchasing managers and executives of that company.  

Every business can take two main paths:   

  1. advertising communications, which is often expensive, conformed and based on enormous budgets. It is the result of a mirage made of useless senseless sparkles; and   
  1. – especially in Business to Business – the choice to train as professionals in the field of interpersonal negotiations and human meetings, made of real people.  

For most companies and organizations, it makes no sense to invest in a large-scale advertising. We need to learn how to get the attention of decision makers. A more focused approach is needed.  

Advertising is not useless, it is a tool used in very specific cases, but it should not be confused with communication in a broad sense. They are two legs with which companies run: the leg of advertising is often beautiful and massaged, while the leg of human communication and negotiation is usually amputated.  

We are surrounded and pestered by advertisements, by messaging technologies, to the point of nausea. We have been filled with lies and empty promises, and we do not trust anything and anyone anymore, but we have good reason to be tired.  

For this reason, the importance of the human factor and the human encounter started growing again: looking into each other’s eyes, wanting to understand who we are dealing with, has become essential to build projects that really matter. 

The business of the future is the result of projects that companies carry out together with other companies, through people in flesh and blood. This is the return of human supremacy. 

Working in partnership with customers is a challenge. It means building tailor-made projects for customers from the beginning, having the ability to offer uniqueness, specific advice, quality and, above all, “added relational value” that makes the difference between us and others. 

The world of face-to-face business human meetings is more “real” than advertising and much more frequent for small, medium and large companies. Since it is a daily occurrence, it is essential for companies to train on this topic. 

The fate of projects destined to change entire companies and the future of their staff and families is decided by the skills of a few people in a few hours of negotiation. 

There, on the “stage” of sales and negotiations, the fate of companies is at stake, but, whatever happens, we want to remain on this “stage”.  

"Strategic Selling" by Daniele Trevisani

© Article translated from the book “Strategic Selling: Psicologia e Comunicazione per la Vendita Consulenziale e le Negoziazioni Complesse” (Strategic Selling: Psychology and Communication for Consulting Sales and Complex Negotiations) copyright Dr. Daniele Trevisani Intercultural Negotiation Training and Coaching, published with the author’s permission. The Book’s rights are on sale and are available. If you are interested in publishing the book in English, or any other language, or seek Intercultural Negotiation Training, Coaching, Mentoring and Consulting, please feel free to contact the Website on Intercultural Negotiation

__________

For further information see:

TAGS:

  • ALM business method
  • acting like professionals
  • active training
  • achieving results
  • awareness of one’s role in negotiation
  • Best coach in intercultural communication in the world
  • Best coach in intercultural facilitation in the world
  • Best coach in intercultural negotiation in the world
  • Best world consultant in intercultural communication
  • Best world consultant in intercultural negotiation
  • Best world expert in intercultural communication
  • Best world expert in intercultural negotiation
  • Best world trainer in intercultural communication
  • Best world trainer in intercultural negotiation
  • book on intercultural communication
  • book on intercultural negotiation
  • book on strategic selling
  • breaking the barriers of incommunicability
  • building relationships
  • communication difficulties
  • communication skills
  • communication skills acquisition
  • Communication techniques intercultural communication
  • Communication techniques intercultural negotiation
  • communication training
  • conversational skills
  • creative strategies
  • cross cultural communication
  • cross cultural misunderstanding
  • cross-cultural adaptation
  • cultural systems
  • dialogue between companies
  • different cultural approach
  • different cultural context
  • direct line of communication
  • disagreements
  • Effective intercultural negotiation techniques
  • face-to-face communication
  • fighting spirit
  • front-line communication
  • Get-Ready Mind Set
  • helping relationships
  • high-context cultures
  • How cultural differences affect negotiations?
  • How does culture influence negotiation?
  • Human Potential
  • intercultural communication
  • intercultural communication book
  • Intercultural communication books
  • Intercultural Communication Coaching
  • intercultural communication pdf
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  • intercultural negotiation training
  • intercultural training
  • Intercultural Training Consultants
  • know-how
  • leadership
  • low-context cultures
  • negotiating rules
  • negotiation preparation
  • negotiator’s emotional awareness
  • negotiator’s growth
  • open communication
  • physical and mental energies
  • Strategic Selling
  • strategic spirit
  • strategic negotiations
  • thinking like professionals
  • transparent communication
  • What are the 5 stages of negotiation?
  • What is effective intercultural negotiation?
  • What is intercultural negotiation?
  • winning relationships
  • working on attitudes
  • working on skills
  • World’s most famous expert in intercultural communication
  • World’s most famous expert in intercultural negotiation
  • interlocutor’s mental framework
  • human value
  • human factor
  • getting the attention of decision makers
  • focused approach
  • face-to-face business human meetings
  • offering uniqueness
  • offering quality
  • offering advice
  • offering added relational value
  • advertising
  • creating the conditions to become a long trusted supplier
  • different mindset
  • different mentality
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In ALM business method conversation analysis Emotion Management in Intercultural Negotiation Empathy and Active Listening Intercultural conversation management techniques Preparing for Negotiations like Professionals Sales Consulting strategic selling The Get-Ready Mindset: The Mental Approach of Professionals The Intercultural Negotiators’ Training

The Get-Ready Mindset: The Mental Approach of Professionals

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© Article translated from the book “Strategic Selling: Psicologia e Comunicazione per la Vendita Consulenziale e le Negoziazioni Complesse” (Strategic Selling: Psychology and Communication for Consulting Sales and Complex Negotiations) copyright Dr. Daniele Trevisani Intercultural Negotiation Training and Coaching, published with the author’s permission. The Book’s rights are on sale and are available. If you are interested in publishing the book in English, or any other language, or seek Intercultural Negotiation Training, Coaching, Mentoring and Consulting, please feel free to contact the Website on Intercultural Negotiation

__________

In the following article I would like to introduce the concept of the “Get-Ready Mindset”, explaining the importance of an adequate preparation both on self-analysis and on the analysis of other people’s way of thinking and behaviours.

It is not easy explaining in a few words what the Get-Ready Mindset is, but I will try to do so by using a metaphor: it is the preparation work that boxers, karateka, or kickboxers do before facing an important match. 

This preparation consists of studying the opponent’s moves, analysing the videos of his/her fights and any possible material concerning him/her, such as what fighting styles he/she may know, his/her masters, his/her preferences, his/her previous defeats , who defeated him/her and how, what are his/her winning strokes, with whom he/she trains, etc.. It includes studying his/her resume, his/her history and the way he/she moves, searching for his/her strengths and weaknesses. 

After having analysed the “other”, it’s time to analyse ourselves:  

  • what are my strengths?  
  • What can I do to improve myself?  
  • Is improving a certain aspect of myself useful or useless?  
  • On what specific development should I focus for that meeting? And how do I convert all this into a training plan? 

We then proceed with building specific combat strategies and techniques. We create a road map, test the progresses made and the state of preparation on the ring with sparring partners. 

This training is related both to fundamental skills (strength, endurance, speed) and to specific techniques. No detail must be overlooked. 

This preparation combines strategy with hard daily gym training, made up of sweat and fatigue, so as to automate the techniques that are going to be used in the match. The best schools do not disregard athletes’ mental training, but they work on focusing and relaxation techniques and on the search for the most profitable mental state, which keeps away the “background mental noises” allowing athletes to be at their best. 

In fact, in every meeting, as I have been able to highlight in the intercultural negotiation field, it is important to know how to keep the background mental noises out of the arena, the retro-thoughts that can weaken us, making us lose tactical clarity of mind and situational awareness (Mental Noise Theory). 

In companies, as well as in sports, one must not rely on destiny or on the hope of being lucky, but on preparation, because that is the only way to strengthen ourselves, to rise to the challenge and to be able to face it. 

And again, a lot of sparring, simulation and training activities must be combined with the indispensable courage that facing challenges that can be lost takes.  

Sales and negotiation in complex environments require specific trainable skills: strategic analysis and communication psychology. In other words, high-level skills. Nothing that can be stereotyped or memorized. 

Just as the fighter prepares himself/herself in the gym, the negotiator can prepare himself/herself through role-playing and simulations. Just as the fighter analyses his/her opponent, mapping his/her strengths and weaknesses, companies can do the same to be ready for strategic meetings. 

We will explore each of these topics in detail. Effective preparation for strategic sales and complex negotiations concerns some very important points: 

  1. The inner will to adopt a consultative approach, with all its consequences: consultancy behaviours, an analytic attitude and a strong psychological and communicational training that can support one’s methods and actions; 
  1. the self-knowledge:  the knowledge of one’s strengths and weaknesses, combined with the full awareness of the value mix that a person, or a company, can create for customers or stakeholders, with whom they must deal; 
  1. the knowledge of “others”: their vulnerabilities, their decision-making mechanisms, their balances and imbalances, their dissonances, the problems that can create a state of need or necessity in them, the drives and tensions capable of triggering them to purchase, while bringing us to the positive closing of a negotiation; 
  1. the spaces, options and ways of relating that lead to success, the traps that can cause our failure, the pitfalls, the lines of action and the sense of the “journey”, that must be undertaken to reach the goal by building the right path, step by step. 

"Strategic Selling" by Daniele Trevisani

© Article translated from the book “Strategic Selling: Psicologia e Comunicazione per la Vendita Consulenziale e le Negoziazioni Complesse” (Strategic Selling: Psychology and Communication for Consulting Sales and Complex Negotiations) copyright Dr. Daniele Trevisani Intercultural Negotiation Training and Coaching, published with the author’s permission. The Book’s rights are on sale and are available. If you are interested in publishing the book in English, or any other language, or seek Intercultural Negotiation Training, Coaching, Mentoring and Consulting, please feel free to contact the Website on Intercultural Negotiation

__________

For further information see:

TAGS:

  • ALM business method
  • act like professionals
  • active training
  • achieving results
  • awareness of one’s role in negotiation
  • Best coach in intercultural communication in the world
  • Best coach in intercultural facilitation in the world
  • Best coach in intercultural negotiation in the world
  • Best world consultant in intercultural communication
  • Best world consultant in intercultural negotiation
  • Best world expert in intercultural communication
  • Best world expert in intercultural negotiation
  • Best world trainer in intercultural communication
  • Best world trainer in intercultural negotiation
  • book on intercultural communication
  • book on intercultural negotiation
  • book on strategic selling
  • breaking the barriers of incommunicability
  • communication difficulties
  • communication skills
  • communication skills acquisition
  • Communication techniques intercultural communication
  • Communication techniques intercultural negotiation
  • communication training
  • conversational skills
  • creative strategies
  • cross-cultural communication
  • cross-cultural misunderstandings
  • cross-cultural adaptation
  • cultural systems
  • dialogue between companies
  • different cultural approach
  • different cultural context
  • direct line of communication
  • disagreements
  • Effective intercultural negotiation techniques
  • face-to-face communication
  • fighting spirit
  • front-line communication
  • Get-Ready Mind Set
  • helping relationships
  • high-context cultures
  • How cultural differences affect negotiations?
  • How does culture influence negotiation?
  • Human Potential
  • intercultural communication
  • intercultural communication book
  • Intercultural communication books
  • Intercultural Communication Coaching
  • intercultural communication pdf
  • Intercultural Communication Trainers
  • Intercultural Communication Training
  • Intercultural conversation management techniques
  • Intercultural Negotiation
  • Intercultural negotiation books
  • Intercultural Negotiation Coach
  • Intercultural Negotiation Coaching
  • Intercultural Negotiation Communication
  • Intercultural Negotiation Consultant
  • Intercultural Negotiation Consulting
  • Intercultural Negotiation Counselling
  • intercultural negotiation definition
  • Intercultural negotiation exercises
  • Intercultural Negotiation in International Business
  • Intercultural Negotiation Mentoring
  • intercultural negotiation PDF
  • Intercultural Negotiation Process
  • Intercultural Negotiation Strategies
  • Intercultural Negotiation Timing
  • intercultural negotiation training
  • intercultural training
  • Intercultural Training Consultants
  • know-how
  • leadership
  • low-context cultures
  • negotiating rules
  • negotiation preparation
  • negotiator’s emotional awareness
  • negotiator’s growth
  • open communication
  • physical and mental energies
  • Strategic Selling
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  • think like professionals
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  • What are the 5 stages of negotiation?
  • What is effective intercultural negotiation?
  • What is intercultural negotiation?
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In ALM business method conversational moves Preparing for Negotiations like Professionals Sales Consulting strategic selling The Intercultural Negotiators’ Training

Preparing for Negotiations like Professionals

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© Article translated from the book “Strategic Selling: Psicologia e Comunicazione per la Vendita Consulenziale e le Negoziazioni Complesse” (Strategic Selling: Psychology and Communication for Consulting Sales and Complex Negotiations) copyright Dr. Daniele Trevisani Intercultural Negotiation Training and Coaching, published with the author’s permission. The Book’s rights are on sale and are available. If you are interested in publishing the book in English, or any other language, or seek Intercultural Negotiation Training, Coaching, Mentoring and Consulting, please feel free to contact the Website on Intercultural Negotiation

__________

In the following article we are going to introduce the importance of negotiation preparation, focusing on professional training.

In the business field there is a lot of confusion about what training is. Some people think that it is possible to prepare negotiators and salespeople through a couple of hours of theoretical lessons based on abstract theories and concepts, relying on university professors who have never sold anything in their life. 

Others rely on people who make them walk on fire, telling them that this will lead them to dominate the universe, with the practical effect of burning their feet, or drag them into sales meetings where they will have to sing and dance like poor delusional morons. 

Others rely on renowned consulting firms to carry out their assignments, hoping to solve the problem (since they have got trained negotiators and salesmen) by turning to alleged Gurus who show sparkling slides, effective phrases, authors with exotic and famous names. Useful, but insufficient. 

Others focus on the “do-it-yourself” method, making young people flank with senior sellers, without filters, with the practical effect of propagating and disseminating all their mistakes for generations and generations. 

A strong “awareness” is more needed, than a classic training, something that goes beyond stereotyped rules, for example:

  • learning to observe how we react to other people’s communications and how our internal dialogue works; 
  • understanding how to examine a conversation and grasp its strategic moves;
  • preparing to be an analyst. 

Serious training is a very strong form of learning. It starts with a self-analysis that no PowerPoint can replace, and allows us to come to terms with who we really are. 

Unlike those seminars held by “training shops”, a good deep coaching (personal coaching or team coaching) can help the person and the team to pay attention to what previously eluded them, and this has nothing to do with a classic training. 

We need to help people to act like professionals, to “think” like professionals. The search for Human Potential, hidden in every person, is neither easy nor immediate, and we all know it very well. But, sometimes, we look for shortcuts that do not exist. 

There are many situations in which communication changes things. 

We can have a job interview, that can represent a turning point in life, where we have to show who we are and prove what we are worth. 

The effects of every word and every gesture will be decisive. 

Effective communication can also solve the problem of finding a financier for a project, or make a dream come true. 

Many situations, one common denominator: the result of communication and negotiation activities changes life. Facing this intriguing world requires the examination of many variables. But let’s first look for a common trait and reflect on the few certainties we have. 

A first basic awareness is the need for great seriousness in those who work in the world of communication and complex negotiation: being aware of the fact that professional changes – changing-life effects – depend on the results of strategic negotiations. 

If negotiations are well managed, they can lay the foundations for a better future. On the contrary, if they are badly managed, they can cause enormous damage. 

A second certainty is related to the fact that a specific training is needed to communicate well. As a matter of fact, negotiations require a mental preparation: we must use all our mental resources, managing negotiations as professional and strategic activities (mental approach of the Get-Ready Mind Set), without neglecting any detail. 

A third certainty is linked to the need of taking care of the seller’s (negotiator or communicator) “machine”, even before worrying about its external performance. A person who’s feeling well, full of physical and mental energies, will have an excellent chance of expressing his/her communicative potential as well. Conversely, a physically debilitated or exhausted person, who’s also psychologically tired or feels out of place, will only make continual mistakes. 

As an important Italian psychologist and advisor, coach of the Italian national freediving team and freediving world champion, points out: “when you “immerse yourself” in relationships and negotiations you come into contact with yourself and your own subconscious, as a free diver does. 

Reasonable or unreasonable fears, conscious or subconscious anxieties or inconsistencies may emerge. 

If they block us, slow us down, we will suffer many negative effects. 

On the contrary, a person who keeps working deeply on himself/herself can “dive” safely both in water and in the most difficult negotiation, keeping his/her composure, despite the difficult environment, without losing his/her emotional awareness. 

"Strategic Selling" by Daniele Trevisani

© Article translated from the book “Strategic Selling: Psicologia e Comunicazione per la Vendita Consulenziale e le Negoziazioni Complesse” (Strategic Selling: Psychology and Communication for Consulting Sales and Complex Negotiations) copyright Dr. Daniele Trevisani Intercultural Negotiation Training and Coaching, published with the author’s permission. The Book’s rights are on sale and are available. If you are interested in publishing the book in English, or any other language, or seek Intercultural Negotiation Training, Coaching, Mentoring and Consulting, please feel free to contact the Website on Intercultural Negotiation

__________

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In English Semiotics

The conceptual network of Human Power

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Semiotics for Leadership book cover thumb© Article by Daniele Trevisani, from the book “Semiotics for Leaders” (see in Amazon more details about the book)

_____________

The conceptual network of Human Power

Power is the capacity of reaching a goal or get something done.

Reaching a goal, heading towards a vision or fulfilling a task requires energy. One of the highest skills of leaders is that of activating people’s power and energies towards a goal. To activate means to put those energies into a flow, a flow that can build or destroy almost anything.

Power to act and to generate changes makes the difference between life and death. Think of how important leadership can be in managing a fire brigade team, or coordinate a rescue team, and you will find easily how leaders need not only external signs of leadership (e.g. uniforms) but really internal set of tools and values that make them special people.

Several “semantic maps” (a Semiotic tools) will be used to show the meaning connections among hot topics of leadership.

As this first semantic map shows, ability and power are closely connected to skills acquirement, to mental faculties, to knowledge, and leadership.

map 01

This map shows connections among concept from WordNet® an official database from Princeton University[1].

Given this complexity a working model that deals with the ambition of helping humans in reaching their full potential in leadership should really be holistic and pragmatic.

  • Holistic (in this approach) has the sense of encompassing the large variety of disciplines that enter the field of real leadership, such as management science, biology, psychology, linguistics, communication, neuroscience, and several others.
  • “Pragmatic” in our view, means “practical”, focused on “what works”, what can be useful, centered on the real-life possibilities of applications and the will of finding really working paths of improvement.

A holistic/pragmatic approach to Human Potential does not make a clear line between pathological conditions and “normal” condition, sick or fit, white or black, but considers instead any human as a “system” whose energies can vary along a continuum, a system whose possibilities can unfold given proper stimuli, starting from any condition and state.

The holistic/pragmatic approach therefore becomes useful both for counseling interventions and for coaching, for research purpose and for management of HR interventions, for sports athletes and for high performance teams in any field.

There is no limitations to what can be achieved by a good work on Human Factor, since wherever we have a Human Being, any form of improvement will be possible given the right will and the right knowledge.

Knowing how humans function enables almost everything.

Ipsa scientia potestas est

Knowledge itself is power.

The clinical area is not marginal. It also concern the psychosomatic improvement, the mental condition, or the advanced frontiers of human understanding.

A solid work on Human Potential, Performance and Leadership must comprise the Mental State in which humans work, as well as that mental state is the right one for the goal, and how to improve it. It must also include a strong foundation, teaching values and forcing them to be appliedby leaders into everyday behaviors and everyday decisions.

[1] George A. Miller (1995). WordNet: A Lexical Database for English. Communications of the ACM Vol. 38, No. 11: 39-41. Christiane Fellbaum (1998, ed.) WordNet: An Electronic Lexical Database. Cambridge, MA: MIT Press.
____
Semiotics for Leadership book cover thumb© Article by Daniele Trevisani, from the book “Semiotics for Leaders” (see in Amazon more details about the book)

 

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In English Human Potential

What does “Better” mean for you?

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enlightmenthuman potentialhuman creativity

By Dr. Daniele Trevisani (Linkedin Page)– anticipation from the volumes “Human Potential” and “The Soul Box” (Amazon Ebook)

______

If you arrive to a point where you are able to define “better” from a really internal viewpoint, from a novel cleaner way of reasoning, and out of forced cultural or external expectations, you will be very close to wisdom.

And if what is “better” for you does not correspond to what the advertising industry is showing, don’t worry. Probably you are on a good path. Express your thoughts freely about what is “better” for you.

Free expression is the base of human rights, the root of human nature and the mother of truth. To kill free speech is to insult human rights, to stifle human nature and to suppress truth.

Liu Xiaobo

When you do so, you are on a good path.

If you do not ask yourself what humans can do with their intelligence and technology, and where we should be headed to, that is like using a supercomputer as a typing machine. Is that real Human Potential?

To bring out the truth of the need to stop and pose difficult life-meaning questions to ourselves and our leaders, is like bearing the flag of freedom in a dictatorship in its central plaza.

I feel that with just one life to spend, I do not want to waste it in lies on things like Human Potential. It is not “fast and easy”, it is a life-long path.

If we do not have a clear idea about what Human Potential is, we will never be Educators, and will never achieve any type of Leadership.

To be the CEO or General Director of an Educational Institution does not make anyone an Expert on Human Potential in Education. It’s just a tag, anyone who has this tag should be proud of it but start after “second 1” to search for the truth of what a “Progress” really is.

Progress, also tends to be very “role-specific”, on example the progress in school grades is usually considered separated from progresses achieved in physical activity, sports and fitness. This separation neglects the unity of Human Potential and the interconnections among all of the human spheres of action. When we find in which field we wish to express ourselves.

A student, scientist or manager that practices sport will also be a better “thinker” since he/she will get rid of stress and have more phisical energies in any field, also intellectually.

For the same “law of interconnectedness inner energies” people who do high-intensity phisical sports will benefit from learning mental techniques on control of mind-states, relaxation, meditation, and similar.

We tend to identify ourselves in one of the several roles interpreted in life, as a one-shot imprinting, without considering that any role is a transition, is momentary and will sooner or later vanish. Being a kid vanishes, being a teenager vanishes, being a student vanishes, every job sooner or later vanishes.

We should look at our identity as a continuously evolving co-presence of several roles, unified by a soul that gives us a life purpose, a solid root of which we can be more or less aware.

For this reason the work on Human Potential must include both a work at the very “low level” of the body, a research at the “intermediate level” of skills and abilities, and a work at the very “high level” of values, life-dreams and core beliefs.

The tags Low, middle, and high, do not imply here a judgment, but the position along the continuum from tangible Human Factor issues (e.g., body power) to intangible issues (such as, the strength of personal values).

When an individual – or an entire group of people – increase their energy levels, new challenges become possible, new ways of being do emerge from the darkness and the unknown, and new forms of leadership arise.

Taking full consciousness of our self-potential and fight for reaching it, is a blessed mission, a sacred operation that goes beyond the numeric or professional results that might arrive.

By Dr. Daniele Trevisani (Linkedin Page)– anticipation from the volumes “Human Potential” and “The Soul Box” (Amazon Ebook)

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In Video

Video “One Soul many Me” ed. 01

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“One Soul many Me” is an experimental approach to Human Resources and Human Factor focused on the Multiplicity of Personal Roles in Life, interpreted by Dr. Daniele Trevisani http://www.danieletrevisani.com – It derives from Drama Studies conducted at the world’s most ancient University Institution, the DAMS (Disciplines of Arts, Music and Performance) in Bologna University (Alma Mater), and Communication Studies in Micro-Sociology, regarding the increasing variety of Roles playied by Social Actors in life, and the struggle for generating a unifiying Soul, a sense of Identity that goes beyond any given role.

We tend to identify ourselves in one of the several roles interpreted in life, without considering that any role is a transition, is momentary, ad will sooner or later vanish. We should look at our identity as a coninuously evolving and compresence of several roles, unified by a soul that gives us a life-purpose of which we can be more or less aware.
In philosophy, identity, from Latin: identitas (“sameness”), is the relation each thing bears just to itself. The notion of identity gives rise to many philosophical problems, including the identity of indiscernibles (if x and y share all their properties, are they one and the same thing?), and questions about change and personal identity over time (what has to be the case for a person x at one time and a person y at a later time to be one and the same person?).
It is important to distinguish the philosophical concept of identity from the more well-known notion of identity in use in psychology and the social sciences.

The philosophical concept concerns a relation, specifically, a relation that x and y stand in if, and only if they are one and the same thing, or identical to each other (i.e. if, and only if x = y). The sociological notion of identity, by contrast, has to do with a person’s self-conception, social presentation, and more generally, the aspects of a person that make them unique, or qualitatively different from others (e.g. cultural identity, gender identity, national identity, online identity and processes of identity formation).
Metaphysics of identity.
Metaphysicians, and sometimes philosophers of language and mind, ask other questions:

  • What does it mean for an object to be the same as itself?
  • If x and y are identical (are the same thing), must they always be identical? Are they necessarily identical?
  • What does it mean for an object to be the same, if it changes over time? (Is applet the same as applet+1?)
  • If an object’s parts are entirely replaced over time, as in the Ship of Theseus example, in what way is it the same?

The Law of identity originates from classical antiquity. The modern formulation of identity is that of Gottfried Leibniz, who held that x is the same as y if and only if every predicate true of x is true of y as well.
Leibniz’s ideas have taken root in the philosophy of mathematics, where they have influenced the development of the predicate calculus as Leibniz’s law. Mathematicians sometimes distinguish identity from equality. More mundanely, an identity in mathematics may be an equation that holds true for all values of a variable. Hegel argued that things are inherently self-contradictory[citation needed] and that the notion of something being self-identical only made sense if it were not also not-identical or different from itself and did not also imply the latter. In Hegel’s words, “Identity is the identity of identity and non-identity.”
More recent metaphysicians have discussed trans-world identity—the notion that there can be the same object in different possible worlds.

An alternative to trans-world identity is the counterpart relation in Counterpart theory. It is a similarity relation that rejects trans-world individuals and instead defends an objects counterpart – the most similar object.
Some philosophers have denied that there is such a relation as identity. Thus Ludwig Wittgenstein writes (Tractatus 5.5301): “That identity is not a relation between objects is obvious.” At 5.5303 he elaborates: “Roughly speaking: to say of two things that they are identical is nonsense, and to say of one thing that it is identical with itself is to say nothing.”
Bertrand Russell had earlier voiced a worry that seems to be motivating Wittgenstein’s point (The Principles of Mathematics §64): “[I]dentity, an objector may urge, cannot be anything at all: two terms plainly are not identical, and one term cannot be, for what is it identical with?” Even before Russell, Gottlob Frege, at the beginning of “Sense and reference,” expressed a worry with regard to identity as a relation: “Equality gives rise to challenging questions which are not altogether easy to answer. Is it a relation?”
More recently, C. J. F. Williams has suggested that identity should be viewed as a second-order relation, rather than a relation between objects, and Kai Wehmeier has argued that appealing to a binary relation that every object bears to itself, and to no others, is both logically unnecessary and metaphysically suspect.

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In English HR Human Resources Human Factor Humanistic Psychology

Carl Rogers: 19 propositions on Fully Being Humans

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Carl Rogers. The 19 propositions. Source Rogers, Carl (1951). Client-centered therapy: Its current practice, implications and theory. London: Constable.

  1. All individuals (organisms) exist in a continually changing world of experience (phenomenal field) of which they are the center.
  2. The organism reacts to the field as it is experienced and perceived. This perceptual field is “reality” for the individual.
  3. The organism reacts as an organized whole to this phenomenal field.
  4. A portion of the total perceptual field gradually becomes differentiated as the self.
  5. As a result of interaction with the environment, and particularly as a result of evaluational interaction with others, the structure of the self is formed – an organized, fluid but consistent conceptual pattern of perceptions of characteristics and relationships of the “I” or the “me”, together with values attached to these concepts.
  6. The organism has one basic tendency and striving – to actualize, maintain and enhance the experiencing organism.
  7. The best vantage point for understanding behavior is from the internal frame of reference of the individual.
  8. Behavior is basically the goal-directed attempt of the organism to satisfy its needs as experienced, in the field as perceived.
  9. Emotion accompanies, and in general facilitates, such goal directed behavior, the kind of emotion being related to the perceived significance of the behavior for the maintenance and enhancement of the organism.
  10. The values attached to experiences, and the values that are a part of the self-structure, in some instances, are values experienced directly by the organism, and in some instances are values introjected or taken over from others, but perceived in distorted fashion, as if they had been experienced directly.
  11. As experiences occur in the life of the individual, they are either, a) symbolized, perceived and organized into some relation to the self, b) ignored because there is no perceived relationship to the self structure, c) denied symbolization or given distorted symbolization because the experience is inconsistent with the structure of the self.
  12. Most of the ways of behaving that are adopted by the organism are those that are consistent with the concept of self.
  13. In some instances, behavior may be brought about by organic experiences and needs which have not been symbolized. Such behavior may be inconsistent with the structure of the self but in such instances the behavior is not “owned” by the individual.
  14. Psychological adjustment exists when the concept of the self is such that all the sensory and visceral experiences of the organism are, or may be, assimilated on a symbolic level into a consistent relationship with the concept of self.
  15. Psychological maladjustment exists when the organism denies awareness of significant sensory and visceral experiences, which consequently are not symbolized and organized into the gestalt of the self structure. When this situation exists, there is a basic or potential psychological tension.
  16. Any experience which is inconsistent with the organization of the structure of the self may be perceived as a threat, and the more of these perceptions there are, the more rigidly the self structure is organized to maintain itself.
  17. Under certain conditions, involving primarily complete absence of threat to the self structure, experiences which are inconsistent with it may be perceived and examined, and the structure of self revised to assimilate and include such experiences.
  18. When the individual perceives and accepts into one consistent and integrated system all his sensory and visceral experiences, then he is necessarily more understanding of others and is more accepting of others as separate individuals.
  19. As the individual perceives and accepts into his self structure more of his organic experiences, he finds that he is replacing his present value system – based extensively on introjections which have been distortedly symbolized – with a continuing organismic valuing process.

Carl Rogers’s view of the Fully Functioning Person

Optimal development, as referred to in proposition 14, results in whate he describes  as the good life, where the organism continually aims to fulfill its full potential. Human Potential Development derives from his basic views. He listed the characteristics of a fully functioning person. Source: Rogers, Carl (1961). On becoming a person: A therapist’s view of psychotherapy. London: Constable.

  1. A growing openness to experience – they move away from defensiveness and have no need for subception (a perceptual defense that involves unconsciously applying strategies to prevent a troubling stimulus from entering consciousness).
  2. An increasingly existential lifestyle – living each moment fully – not distorting the moment to fit personality or self-concept but allowing personality and self-concept to emanate from the experience. This results in excitement, daring, adaptability, tolerance, spontaneity, and a lack of rigidity and suggests a foundation of trust. “To open one’s spirit to what is going on now, and discover in that present process whatever structure it appears to have” (Rogers 1961)[15]
  3. Increasing organismic trust – they trust their own judgment and their ability to choose behavior that is appropriate for each moment. They do not rely on existing codes and social norms but trust that as they are open to experiences they will be able to trust their own sense of right and wrong.
  4. Freedom of choice – not being shackled by the restrictions that influence an incongruent individual, they are able to make a wider range of choices more fluently. They believe that they play a role in determining their own behavior and so feel responsible for their own behavior.
  5. Creativity – it follows that they will feel more free to be creative. They will also be more creative in the way they adapt to their own circumstances without feeling a need to conform.
  6. Reliability and constructiveness – they can be trusted to act constructively. An individual who is open to all their needs will be able to maintain a balance between them. Even aggressive needs will be matched and balanced by intrinsic goodness in congruent individuals.
  7. A rich full life – he describes the life of the fully functioning individual as rich, full and exciting and suggests that they experience joy and pain, love and heartbreak, fear and courage more intensely. Rogers’ description of the good life:

    This process of the good life is not, I am convinced, a life for the faint-hearted. It involves the stretching and growing of becoming more and more of one’s potentialities. It involves the courage to be. It means launching oneself fully into the stream of life. (Rogers 1961)[15]

Incongruence” in Carl Rogers perspective

Rogers identified the “real self” as the aspect of one’s being that is founded in the actualizing tendency, follows organismic valuing, needs and receives positive regard and self-regard. It is the “you” that, if all goes well, you will become. On the other hand, to the extent that our society is out of sync with the actualizing tendency, and we are forced to live with conditions of worth that are out of step with organismic valuing, and receive only conditional positive regard and self-regard, we develop instead an “ideal self”. By ideal, Rogers is suggesting something not real, something that is always out of our reach, the standard we cannot meet.

This gap between the real self and the ideal self, the “I am” and the “I should” is called incongruity.

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In Courage English Human Potential

Fight against the giants

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couragecourage

© Article by Dr. Daniele Trevisani from the book The Soul Box. Ancient Wisdom meets Human Potential Research. Thoughts for Self-Expression, Inner Energy and Life

Aut vincere aut mori

Either to conquer or to die

Those who engage into Human Potential research are winners from the very start.

They are winner morally. But they have to take into account and incorporate the idea that failure will become a life companion, because the challenges are sometimes so large, huge, enormous… challenges against giants that seem so much bigger than us, and it seems useless to even try.

Well… some battles require us to adopt the Latin motto “Either to conquer or to die”, because there is really no sense in staying in the middle. Not for the battles that really matter.

  • Ridding the world of poverty, hunger and misery?
  • Making of every human being a happy creature?
  • Knowing the nature of man?
  • Understanding how the universe works?

Utopias, some say. Challenges, say others.

There is heroism around. There’s always been. It is found in anyone’s life will refuses make compromises with his/her values.

You find it everywhere. It appears in the eyes of someone who feels the spirit of research, the desire to understand, the desire to challenge ignorance, to change things for the better.

All these battles are worth fighting. If you are ready to lose, you can start. If you are interested in fighting, I’ll give you some good reason to fight. Coaching is about finding tools, training, and weapons, for your fight. We will fight this battle together.

 

“Yes, you’re right,”

Liu Kang said.

“We will all die, but not today, and not in this battle!”[1]

 

Pay attention here. I’m not talking necessarily of physical battles, fights or verbal arguments. There are enemies that deserve the clash but these are nothing compared to the mother of all battles: the battle for knowledge.

Searching a cure for a disease is a battle. Fighting injustice is a battle. The attempt to find clean energy for mankind is a battle. The desire to revolutionize transportation systems worldwide. When we will be able – thanks to “flying cars” or any really innovative transportation system – to live in a place and work in a place 2.000 km far, we will be really free, mankind will understand what freedom really is, it will be possible to revolutionize the concepts of jobs and living. Many call these ideas utopians: I like to call them “drivers”.

A battle is also the freedom to dream and fly with your mind.

Projects are nothing but fantasies put into practice.

We must give everyone the opportunity to study. We must feed people’s thirst for knowledge. An army of researchers with the common goal of exploring the depth of Human Potential is extremely powerful, it is an army that will defeat the darkness. We do not do it just for material satisfaction; we do it because it is right to do it.

 

Ab honesto virum bonum nihil deterret

Nothing deters a good man from the performance of his duties

Personal Energy is the key for many challenges. From daily tasks as growing kids into conscious adults, to the study the most distant phenomena of the universe, or the inner processes of the mind. All of these challenges require strength and energy.

Energy is what you need to be able to dare, to travel with your mind, to go beyond current limitations. To dare is already an act. Without daring, no action that goes beyond the “status quo” (the given condition) is even possible.

 

Audere est facere

To dare is to do.

 

The fight lacks no enemies: physical suffering, pain, hunger, or intellectual misery, wherever it is. The fight against ignorance, the fight against bullying, violence, arrogance, intimidation, mental prisons, regimes and religions of oppression, of mental control over “thinkers” that refuse to give up, refuse to obey to the rule that generates the “Spiral of Silence”, a place where you cannot speak, you cannot dare, you cannot look beyond, you cannot state a different opinion.

Humanity is a sewer but there are also flowers in that sewer and every human being can flourish if nourished phisicall and mentally with good ingredients. This is the view of Human Potential.

Those who say that there is nothing to do for that, have already lost, mentally.

These are all battles. And we are so small against these giants. But we will fight anyway, and we will be more and more. 300 heroes defeated the Persians, and the Spartan Spirit is everywhere. It’s also inside me and you.

 

[1] Dialogue from Mortal Kombat: Existence. Chapter 9. Published: 09-12-06 on website http://www.fanfiction.net/s/3150667/10/Mortal_Kombat_Existence

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© Article by Dr. Daniele Trevisani – http://www.danieletrevisani.com – Copyright. Adapted from the book The Soul Box. Ancient Wisdom meets Human Potential Research. Thoughts for Self-Expression, Inner Energy and Life

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“One Soul many Me” is an experimental video with an original approach to Human Resources and Human Factor focused on the Multiplicity of Personal Roles in Life, interpreted by Dr. Daniele Trevisani http://www.danieletrevisani.com – It derives from Drama Studies conducted at the world’s most ancient University Institution, the DAMS (Disciplines of Arts, Music and Performance) in Bologna University (Alma Mater), and Communication Studies in Micro-Sociology, regarding the increasing variety of Roles playied by Social Actors in life, and the struggle for generating a unifiying Soul, a sense of Identity that goes beyond any given role.

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Dr. Daniele Trevisani - Formazione Aziendale, Ricerca, Coaching