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There is an old adage that when two opposing parties in a legal matter proceed to litigation, then they have both lost their case. Having negotiated thousands of real estate and finance deals in my career as an attorney, I have listed below what I call the 5 “B’s” of successful negotiation:

1. Be prepared. Know your facts and have the relevant information to support your position readily available. Nothing stalls negotiations better or undermines your position more, then when you have to scramble and seek out the information necessary to bolster your position.

2. Be Patient. With good negotiations, reaching a resolution takes time and is not like ordering “fast food.” Don’t feel compelled to make a decision right away. If you are unsure about something, there is absolutely nothing wrong with waiting 24 hours to make a decision. If there are several items to accomplish in a negotiation, focus on those points that the parties are more agreeable on, and tackle the more difficult issues at a later time.

3. Be Consistent. Have a goal of what you want to accomplish going into the negotiations. If need be, “map out” a strategy to reach your goal(s) and plan for contingencies. Most importantly, once you’ve reached an agreement regarding a point of contention, stick with it. Don’t agree to something with the real intent to address and “change up” the issue at a later time. That approach wastes time and undermines one’s own credibility.

4. Be Reliable. Imagine a car that starts only half the time. That’s how adverse parties feel about someone who fails to perform on past promises and then approaches their opposition for new concessions. Granted, in an ideal world, people would perform on their agreements 100% of the time. But in life “things happen” and parties are often called upon to make accommodations and exceptions to agreements long after the negotiations are over. It’s reasonable for a party to be less flexible in their accommodations for people who repeatedly fail to perform. It becomes increasingly difficult for repeat ‘offenders’ to persuade the opposition that “this time things will be different.”

5. Be Civil. This point should go without saying, but negotiations move towards success much faster when parties practice civility. If being civil to the other party proves difficult, then you have an excellent reason for engaging an attorney, a real estate agent, or any other professional intermediary on your behalf.

There are times when parties to a settlement leave the negotiation table not getting everything they wanted. That’s fine. In most good deals, the parties need to concede some, but not all, of their position in order to reach a resolution. Those people who insist on going to the negotiation table with an “all or nothing” attitude, do not make good negotiation partners initially, but by using the preceding 5 points, they will in time.

Are you new to the world of live presentations? Perhaps you
finally got that Big Dog position in management or someone
tapped you as a subject matter expert in your chosen field.
Whatever the case, welcome to the glamorous world that we
call “Business Theater!”

Presenting in a large space — the ballrooms and convention
centers of the world — is a big step up in intensity from the
conference room and whiteboard setting you’re comfortable
with. Standing in front of six people is always easier than six
hundred, but you can do it with a little help.

As any veteran presenter will tell you there are certain things
that will race through your mind before getting a few big
shows under your belt — “Do I really know my material?”
“How do I look?” and the one make-or-break question you
may not think of until walking onstage… “Who has my
PowerPoint file?”

Your file is most likely in the capable hands of your
professional graphics operator. Affectionately referred to as
“punch monkeys,” they’re the ones backstage, behind the
curtain or in the control room cleaning up and advancing
your slides while you concentrate on dynamic speaking!
More often than not a beginning presenter does not realize
the support system he or she has hidden behind drapes.
On larger shows there may be a hundred people or more
running around the room right up until the audience enters.
As showtime nears they scatter away to their operating
stations and get “on headset” for “doors.”

Before the doors open, there’s a good chance your operator
knows
your slides as well or better than you do. If your presentation
is part of a daylong or weeklong conference, he or she went
through it a dozen times looking at formatting, spacing,
colors and readability. They might have transferred it into a
show template sharing a common background or color
scheme to match printed show materials. They also
arrange content if needed – usually splitting up long slides
into two or three pieces to increase font size — and that’s not
something you want to be surprised with onstage! So what
should you do? Get to know your operator!

Before the audience shuffles in for the big event, take a few
minutes to meet your crew and discuss your presentation.
Any football team relies on well-practiced play calling to
succeed on the field. Like them, you should go over some
basics so the operator can get in step with your style and
you can get in step with any adjustments to your file.

Every presenter is different in his or her timing and vocal
style but some aspects of a presentation are
pre-determined. For example, how will you advance the
slides? Here are the options you should always discuss
with your crew before addressing your audience.

In a perfect world, our actions would be scripted! With a little
preparation (i.e., time) your operator can mark cue points or
highlight keywords for slide transitions and bullet point
readers. Even if you stray from your lines here and there,
this is the most solid method of keeping your slides on
track.

Some scripts are elaborate text documents with specific
graphics and camera shots called out in the left column.
Another type of script is a simple copy of your Notes pages.
Many presenters include possible ad-libs or expound upon
items mentioned in their notes that may not appear as
material on the slide above.

If you don’t use a script, most production companies will
offer a cue signal. Typically one signaling device is
hard-wired and attached to the podium, and the other is a
loose wireless version in case you like to walk the stage.
You simply press the button, and move to the next slide in
your sequence. This device doesn’t actually advance the
slide, but it tells your operator to advance by triggering a
small light or an audible tone every time you hit the button.
It’s a time-tested and trusted Pavlovian system.

Some presenters find using cue switches awkward; and
non-signals or double-signals are commonplace with
inexperience. A good operator will compensate 99% percent
of the time, but a non-signal can create an awkward pause
while the speaker waits for something to happen!

The other two ways of advancing through your presentation
are a little more of an adrenaline rush backstage. Let’s call
them the “next slide,” and the “big breath.”

The “next slide” is very conversational or informal
and simply leaves you as a presenter to call upon your
transition. In front of large audiences, this may be too casual
– and can be obnoxiously repetitious combined with a large
deck of slides. On smaller shows or in unusual situations
where you may be a “guest speaker” within a presentation
with five or six minutes in the spotlight, this may work just
fine.

One tip if you like using this method is to switch up your
cues verbally. Rather than saying “next slide” for the 100th
time, feel free to say something like “continuing on,” or
“when we advance.” Some speakers can do this so
seamlessly that it works as well or better than a cue light
when a sharp puncher is tuned into the style.

The “big breath” is the ultimate in seat-of-the-pants
presenting, and not for the weak. A solid speaker with an
experienced graphics operator can turn this into a winner,
with a little luck. Here’s why…

Because you know your material, you have internalized and
memorized the points on each slide. As you slip and slide
through your page of bullets or cover each chart, you will
take a natural longer pause and deep breath when it is time
to go to the next slide. For this to work, a rehearsal or two
with your crew comes highly recommended — particularly for
any ad-libbers!

In the end, it’s up to you to create the “wow factor” onstage.
By working together and performing in sync with your
graphics operator, you can do great things! Review your
deck, let them know what you plan under the lights, and rest
assured they’ll be watching, listening and on your side.

Take a minute and get to know them. Then put on a great
show!