O V S O N Communiqué
September 2013

A Note from Alan:
Are Good Negotiators the Best Presenters?

Did you ever think that a presentation is just like a negotiation? Surprising, but true. If you can master the skills of negotiation, you can easily master the skills of making presentations. Here's why:

  • In both negotiations and presentations you need to pick and choose information that will resonate with your audience to help them see and understand your point.

  • In both a presentation and a negotiation, you want to make sure you understand the other side's needs and present information that fulfills those needs.

  • Summing up your presentation or your negotiation at the start helps both you and the other side think about the points being made and the ones that are coming.

  • To be a successful negotiator or presenter, you must define and use your own personal power to get the outcome you want.

  • Both presentations and negotiations need a clearly defined action step you want your audience to take.
  • In my Seven Habits of Successful Sales Negotiators I lay out seven basic principles that, when followed, allow people to become outstanding negotiators. Master these seven habits and not only will your negotiation skills improve, but making presentations will become easy.

    Doing them, of course, is not as easy as reading them. But, with awareness of these seven behaviors, practice, and maybe a class or coaching, good negotiations and presentations will become second nature.

      Alan Ovson

    Topic of the Month:
    Using the Power of Presence

    What differentiates a successful negotiator from someone else? Really successful negotiators use the Power of Presence. They know and use effective strategies and they know how to regulate and deal with emotions that often sabotage successful negotiations. This gives them the presence of mind and emotion needed to react comfortably while making their presentation or entering a difficult conversation.

    A growing body of research reveals how displays of emotion influence financial and relational outcomes in negotiations. Whether the emotions are subconscious, authentic, or fake, they have an impact on both the process and the outcome of a negotiation.

    Negotiators who understand this use a strategic display of positive emotions that help the development of long-term relationships and favorable outcomes. They also understand how to respond to emotions displayed by others.

    Research by Paul Ekman, emeritus professor of psychology at the University of California, San Francisco, suggests that people from almost every culture recognize six basic facial displays of emotion: anger, disgust, fear, sadness, surprise, and happiness. These displays of emotion have a very real effect on the negotiation process and outcome.

    How Emotions Affect Negotiations

  • Sad negotiators will perceive arguments with a sad tone as more persuasive than arguments with an angry tone because sad tones are more congruent with their own feelings.

  • Positive negotiators will perceive and remember positive information more broadly and are able to envision and create alternatives. Positive emotions exist when people feel safe and satisfied.

  • People feeling negative emotions like anger or disgust are likely to focus narrowly and resist alternatives. They relate only to information associated with their feelings.
  • Because of these effects of emotions on the outcome of your negotiations, understanding how to respond to negative emotions is crucial for your success.

    6 Steps to Respond to Negative Emotions

    1. Find out what the opponent wants.

    2. Allow them to vent their emotions. Then, take a break and cool down.

    3. Acknowledge the validity of the emotions and/or apologize.

    4. Shift the discussion into a non-emotional interest-based discussion.

    5. Discuss what an unproductive negotiation will entail for both sides.

    6. Express disappointment.

    When negotiators have the Power of Presence, they understand their and the other side's emotions. This understanding allows them to build rapport and strengthen relationships, both of which are essential in any negotiation. Their presence lets them expand both the range and depth of their thoughts and ideas, giving them the mental agility to create alternatives which will lead to successful outcomes for their negotiations.


    News from Ovson Communications

    Presentation Coaching:
    Ovson Communications is now offering customized coaching programs on presentations and public speaking.


    Communications Quote for September:

    The most common way people give up their power is by thinking they don’t have any.

    –Alice Walker


    Contact Ovson

    Let us know how we can help you and your business:

    1. Reply to this email.
    2. Use our Contact Form.
    3. Call us: 415-974-6322
    4. Email us: info@ovson.com
    5. Go online: ovson.com


    Featured Training of the Month:
    Negotiating for Success

    Think of everything you want when making a presentation, negotiating a contract, closing a deal, or acquiring a new client:

  • To define customer needs and generate agreements.

  • To close more deals with better terms that increase your bottom line.

  • To build trust and long-term relationships by creating win-win solutions.

  • To solve problems, break impasses, and increase productivity.

  • To reduce workplace tension and work more effectively with peers, superiors, and subordinates.
  • This seminar gives you the resources, understanding, and tools to get what you want from your negotiations. If you want to be successful and use the same highly successful techniques and strategies effective negotiators utilize, this is the seminar for you.

    Get more information on this highly interactive negotiation and presentation seminar. Ovson can customize this training for your organization.


    Ovson Communications Group helps organizations and individuals develop both internal and external communications to achieve the outcomes they desire. Ovson focuses on issues of: negotiation, dealing with conflict, presentations, and developing visions and creating strategies to accomplish those visions. Ovson offers training workshops, facilitations, coaching, keynote speeches, and breakout sessions.