James Bell has nearly 15 years of negotiation and persuasion coaching, and specializes in helping clients communicate as effectively as possible in pitches, negotiations, interviews, and presentations. After graduating from Southern Methodist University with a degree in Philosophy, Bell recognized how principles of logic could be applied to communication to achieve an intended result. The end goal: to “never split the difference,” and to persuade entirely. James enjoys working with entrepreneurs, students, and executives on all facets of persuasive communication, and has studied the strategies behind persuasion extensively. He applies these strategies in persuasive speaking and negotiation strategy training.
Think about everything you want. Every one of your goals. Every dream client or dream investor. The one thing standing between where you are now and where you want to be is your ability to communicate persuasively.
Think about it: what if you could wave a magic wand over your interaction with a top investor, and ensure that they say yes to investing in your company? Or, if every time you took a sales call or met with a potential client for coffee you walked away shaking hands on a deal? It all comes down to how you can persuade them to do what you want them to do. Now, the art of “persuasion” is that it transforms the audience’s original belief about you into what you want it to be. So, I highly tailor my approach to your intended audience and their common concerns about what you’re selling.
We work with body language, logical arguments, and little known tactics of persuasion that are guaranteed to make your audience say “yes.” These tactics work in all forms of negotiation as well. No more splitting the difference or agreeing to terms lower than those you’re comfortable with. And, the best part of all is that these tactics and strategies can be used in all of your future communications: although we’ll tailor them for your current needs, the baseline of their persuasiveness will serve you for the rest of your life.
Little Known Negotiation Tactics
When it comes to negotiation and persuasive communication, the impact is in the smaller details. We’ll go after little known tactics that will entirely change the game in your conversations. Some of these tactics include:
- How often you should speak vs. how often you should let your counterpart speak
- How to frame the conversation for success from the very beginning
- How many questions to ask and which types of questions to ask
- How to be “willing to walk” – since being needy for a certain deal can be felt by the other person, I will help with small tactics that make you seem fairly indifferent to whether the deal goes through. This level of objectivity will empower your negotiations.
- How to use the element of a story to invoke the right type of emotion
- How to steer the conversation back to the value when it takes a turn
- How to reposition the ask or value add when your counterpart has apparent doubts or points of contention
Nonverbal Communication in Negotiation
It’s been said that 90% of all communication is actually nonverbal. While this statistic is a bit overexaggerated, nonverbal communication does account for over 50% of all communication – which means that even your best planned speeches, interviews, and meetings come down to your body language. I believe that knowledge is power, and knowing the small tips and tricks about how body language can influence who you’re speaking to can change the game for your business and personal interactions.
The following are examples of nonverbal communication:
- Eye contact. Mastering the art of eye contact is tricky: too much can come across too intimidating, while too little can make you seem untrustworthy. Using my proprietary techniques, we’ll help you achieve an amount of eye contact that feels both natural and comfortable.
- Stance. The wider your stance (the position between your feet when you stand), the more confident you appear to your counterpart. That said, everything in moderation — feet TOO far apart is also not what we want. A common rule of thumb is to have your feet as wide apart as your shoulders.
- Physical size. By shrugging your shoulders back and standing tall, you appear to take up more space. Those who stand with authority in this way appear more confident and self assured in interactions.
- Leaning in. Someone who leans in during communicating appears to be more interested and engaged than someone who leans back, or leans away. There are certain times to do both of these during negotiations and in-person conversations to achieve what you’re looking for.
- Facial expressions. Those who appear happy and smile frequently actually are perceived as more trustworthy than those who appear angry, according to multiple studies. But, the time at which you smile and engage your counterpart in joyful interaction needs to be timed well, or else it can be perceived inappropriately.
I not only teach how to master these forms of nonverbal communication, but I also teach how to look for them. As much as you communicate with body language during meetings and interactions, whoever you are conversing with or presenting to is also communicating something. By picking up on their signals – such as a counterpart who is starting to lean back – you can alter your course of communication depending on how interested or uninterested they seem.
We will also talk through your unique needs in persuasive communication to establish greater influence. Subtle strategies, such as the time in which it takes you to respond to an email or how to schedule a meeting, can assure someone of your “importance.” My job is to make you seem as credible as possible in all facets of your communication with whoever it is you need to persuade.
James Bell Consulting Services
Based on my offerings, I’m pleased to surmise my services as follows:
- The Pitch Package. This package is geared towards entrepreneurs and business owners who intend to persuade investors and venture capital firms. We will incorporate negotiation and persuasion tactics within the text of your pitch presentation, too.
- The Sales Package. This package is oriented towards anyone who does sales – and that description is intentionally open-ended. Whether your sales take place over the phone, video call, or in-person, we will create a training that will have you close the deal (almost) every time… for more than you originally expected.
- The Public Speaking Package. Another one of my popular offerings is for public speaking and presentations. Similar to the Pitch Package, we’ll incorporate persuasive elements into the text of your pitch presentation. But, we’ll gear the training towards how to “win over” an audience – when no sales objective is required, this power of persuasion is all in making an audience believe in you and root for you.