Steve York - Negotiation Coach, Former Hostage Negotiator

07/12/2022

𝐌𝐚𝐫𝐤𝐞𝐭𝐢𝐧𝐠 𝐁𝐲… 𝐍𝐨𝐭 𝐌𝐚𝐫𝐤𝐞𝐭𝐢𝐧𝐠?

Many times local civic organizations look for experts from various businesses to come and give a presentation about your area of skill. The Elks, Rotary, and Kiwanis are just a few who are always on the look for good public speakers to address their groups. So if you get a chance to speak to these groups, it's easy to see these as tremendous business opportunities for marketing.

The problem is that these groups restrict you to only address your field of expertise and do not allow marketing of any kind when you come to speak to their membership. This could be a pretty frustrating situation.

Many times these men's groups are fraternities of the most successful business people in your area. And because these groups meet monthly they are always on the lookout for good public speakers like you.

You can use the natural functions of the public speaking forum to advertise your business in a way that never has a marketing feel to it at all. And these methods are not forbidden and your sponsors will applaud your presentation as you quietly milk these speaking engagements for all the marketing value you can get.

First of all, you are allowed to introduce yourself and talk about your specialized training and experience. Let's face it, while that is a section of your presentation to help your audience understand your area of expertise, it is also nothing short of a job interview. By discussing your training and talents in the context of background, you cement in the mind of that audience why you would be a good person to think about when they need your kind of talent as part of what they do.

The one thing a client wants to see is that is always on a quest to increase his knowledge of your field. This is especially true if you are in an industry that goes through a lot of changes every year. Your clients want a partner who can keep up with those changes so they don’t have to. By demonstrating that this is a big part of who you are as a subject matter expert in your area, you will become a very attractive prospect as a business partner in the future. You will want to make sure your presentation is packed with very useful information for your clients. A good approach is to discuss the problem area in business that your specialization is very good at addressing.

The solution section of your talk simply describes the perfect solution in enough detail so your future clients know you know what you are doing but not enough so they can take on the problem themselves. Once again, this creates the desire in the members of that fraternal organization to come to you when that very well-described need comes up in their businesses.

Be sure to use the time before and after your presentation for networking. You may be invited to join the group for a meal and if you have already had a chance to speak, this is an ideal time to make some personal connections, answer questions about your talk, and even make appointments to come and speak to individual business owners about how you can be of help to them.

So if you did a good job of marketing by not marketing, those business cards will fly into the hands of those interested audience members and you will see a nice return on your investment of time just using public speaking to harvest contacts that can turn into more business for you.

25/10/2022

In many negotiations, both parties are aware of what their interests are, and are willing to engage in a give-and-take process with the other party to come to an agreement. But conflict negotiation often ends with people focusing on either power, rights, or interests.
The areas where you and your counterpart do not see eye-to-eye are areas of growth and opportunities for value creation.

Understanding your differences, you can best work to reconcile them in order to achieve bargaining success. Increasing our respect for views contrary to our own and learning to live with fundamental differences in values and beliefs are themselves laudable goals.

23/10/2022

It’s a great time to be an entrepreneur—in the last decade, technology has leveled the playing field and propelled an entrepreneurial revolution. As an entrepreneur, you now have more access to information that enables you to make intelligent choices quickly. You have an advantage over big businesses in that you’re lighter, more flexible, and faster on your feet. You can target new markets more quickly, and you can turn on a dime.
But being a successful entrepreneur requires that you look at the big picture and follow a plan through from beginning to end. Here are some practical guidelines that can help you when beginning your own enterprise:

1. 𝐃𝐨𝐧’𝐭 𝐐𝐮𝐢𝐭 𝐘𝐨𝐮𝐫 𝐃𝐚𝐲 𝐉𝐨𝐛 𝐉𝐮𝐬𝐭 𝐘𝐞𝐭
Consider starting your business part-time, especially if it’s online, while you’re working and have a steady income. It usually takes six months to a year to get a business going and you don’t want your ability to make your house payment to hinge upon your company being an overnight success. Start with what you can manage, financially and time-wise, and scale up as your business grows.

2. 𝐅𝐢𝐧𝐝 𝐘𝐨𝐮𝐫 𝐍𝐢𝐜𝐡𝐞
The days of general stores are over. Particularly online, consumers are looking for stores that specialize. You have to find a need—something a specific group of people want, but can’t get at the big chain stores—and fill it. You can’t compete with the big guys, so you have to find where the big guys aren’t and go into your niches.

3. 𝐇𝐚𝐯𝐞 𝐚𝐧 𝐎𝐧𝐥𝐢𝐧𝐞 𝐏𝐫𝐞𝐬𝐞𝐧𝐜𝐞
Even if you’re not planning to start an online retail business, consider that the internet can still play a valuable role in your company. Having an online presence eliminates the limitations of physical location and broadens your customer base by, literally, millions. It’s also a great tool for promoting yourself and letting people, even in your own area, know that you’re there, and what you’re doing.

4. 𝐑𝐞𝐟𝐮𝐬𝐞 𝐭𝐨 𝐐𝐮𝐢𝐭
Successful entrepreneurship requires creativity, energy, and a drive to keep going when you fail. Few people realize that before Bill Gates created the extremely successful Microsoft 3.0, he created a Microsoft 1.0 and 2.0, both of which flopped—but he kept at it. And that determination and refusal to give up is what will separate successful entrepreneurs from unsuccessful ones. Arm yourself with optimism to get beyond the ‘No’ or the trouble. There’s nothing wrong with failure—just don’t repeat the same mistake!

19/10/2022

17/10/2022

𝟑 𝐁𝐞𝐥𝐢𝐞𝐟𝐬 𝐭𝐨 𝐄𝐥𝐢𝐦𝐢𝐧𝐚𝐭𝐞 𝐈𝐟 𝐘𝐨𝐮 𝐖𝐚𝐧𝐭 𝐭𝐨 𝐀𝐜𝐡𝐢𝐞𝐯𝐞 𝐒𝐮𝐜𝐜𝐞𝐬𝐬

𝘏𝘶𝘮𝘢𝘯𝘴 𝘢𝘳𝘦 𝘵𝘩𝘦𝘪𝘳 𝘰𝘸𝘯 𝘸𝘰𝘳𝘴𝘵 𝘦𝘯𝘦𝘮𝘪𝘦𝘴 𝘴𝘰𝘮𝘦𝘵𝘪𝘮𝘦𝘴, 𝘢𝘯𝘥 𝘵𝘩𝘦𝘳𝘦 𝘢𝘳𝘦 𝘥𝘦𝘧𝘪𝘯𝘪𝘵𝘦𝘭𝘺 𝘣𝘦𝘭𝘪𝘦𝘧𝘴 𝘵𝘩𝘢𝘵 𝘦𝘷𝘦𝘳𝘺𝘰𝘯𝘦 𝘩𝘢𝘴 𝘵𝘩𝘢𝘵 𝘤𝘢𝘯 𝘣𝘦 𝘥𝘦𝘴𝘵𝘳𝘶𝘤𝘵𝘪𝘷𝘦. 𝘐𝘧 𝘺𝘰𝘶 𝘩𝘢𝘱𝘱𝘦𝘯 𝘵𝘰 𝘩𝘢𝘷𝘦 𝘵𝘩𝘰𝘴𝘦 𝘣𝘦𝘭𝘪𝘦𝘧𝘴, 𝘵𝘩𝘦𝘯 𝘺𝘰𝘶 𝘢𝘳𝘦 𝘨𝘰𝘪𝘯𝘨 𝘵𝘰 𝘩𝘢𝘷𝘦 𝘢 𝘷𝘦𝘳𝘺 𝘥𝘪𝘧𝘧𝘪𝘤𝘶𝘭𝘵 𝘵𝘪𝘮𝘦 𝘢𝘤𝘩𝘪𝘦𝘷𝘪𝘯𝘨 𝘴𝘶𝘤𝘤𝘦𝘴𝘴, 𝘣𝘦𝘤𝘢𝘶𝘴𝘦 𝘵𝘩𝘦𝘺 𝘥𝘰 𝘢 𝘵𝘦𝘳𝘳𝘪𝘧𝘪𝘤 𝘫𝘰𝘣 𝘰𝘧 𝘣𝘭𝘰𝘤𝘬𝘪𝘯𝘨 𝘵𝘩𝘦 𝘱𝘢𝘵𝘩. 𝘞𝘦’𝘳𝘦 𝘨𝘰𝘪𝘯𝘨 𝘵𝘰 𝘥𝘪𝘴𝘤𝘶𝘴𝘴 𝘵𝘩𝘳𝘦𝘦 𝘰𝘧 𝘵𝘩𝘰𝘴𝘦 𝘩𝘢𝘣𝘪𝘵𝘴 𝘪𝘯 𝘵𝘩𝘪𝘴 𝘢𝘳𝘵𝘪𝘤𝘭𝘦 𝘢𝘯𝘥 𝘨𝘪𝘷𝘦 𝘺𝘰𝘶 𝘴𝘰𝘮𝘦 𝘨𝘳𝘦𝘢𝘵 𝘵𝘰𝘰𝘭𝘴 𝘵𝘰 𝘩𝘦𝘭𝘱 𝘺𝘰𝘶 𝘵𝘰 𝘦𝘭𝘪𝘮𝘪𝘯𝘢𝘵𝘦 𝘵𝘩𝘦𝘮 𝘧𝘳𝘰𝘮 𝘺𝘰𝘶𝘳 𝘭𝘪𝘧𝘦.

1. 𝐘𝐨𝐮 𝐃𝐨𝐧’𝐭 𝐇𝐚𝐯𝐞 𝐭𝐡𝐞 𝐀𝐛𝐢𝐥𝐢𝐭𝐲: The first belief that we’ll discuss is a common one among just about everyone on planet earth – not having the confidence to do whatever task that you’ve set for yourself. In nearly all cases, this simply isn’t true. As a demonstration, I knew a man who wanted to be a singer more than anything. The problem was, he couldn’t carry a tune. Everyone told him that he wouldn’t ever be a singer because he lacked the ability. You either had it or you didn’t, they said. The man didn’t believe them, and took lessons and practiced for about 10 years. After a very long time, it clicked, and he was able to sing on key and hear and correct himself when he sang off key. You should look at your business goals the same way.

2. 𝐀𝐥𝐥 𝐭𝐡𝐞 𝐆𝐨𝐨𝐝 𝐈𝐝𝐞𝐚𝐬 𝐚𝐫𝐞 𝐆𝐨𝐧𝐞: This is simply a cop-out. All of the good ideas are not gone. In fact, every ten years or so, as technology improves by leaps and bounds, a whole new crop of ideas are available. If you think all of the good ideas are gone, then it is likely that you aren’t opening yourself up to new ideas and inspiration. Instead, you are letting negativity convince you that you’ll never be able to have an idea as good as the ones you’ve heard about, when the truth is, you might have one better.

3. 𝐘𝐨𝐮 𝐃𝐨𝐧’𝐭 𝐇𝐚𝐯𝐞 𝐭𝐡𝐞 𝐃𝐞𝐭𝐞𝐫𝐦𝐢𝐧𝐚𝐭𝐢𝐨𝐧: Finally, you need to get rid of the belief that you do not have the determination to reach your goals and be successful. There is one very simple way to combat this. Understand that if you believe you don’t have the determination, you don’t, and if you do have the determination, then you do. It is completely your choice whether or not you have enough sticking power to reach your goals.

Steve York

13/10/2022

Have you seen The Negotiators on Netflix?

In 1992, police negotiators are called into a local welfare office in Sydney. 27 people have been taken hostage by an armed couple threatening to blow everyone up unless their 3-month-old baby is returned to them.

I invite you to please watch this episode with yours truly.

Here's the link below:

https://www.youtube.com/watch?v=g3ym248E_h4

11/10/2022

𝐅𝐞𝐚𝐫𝐥𝐞𝐬𝐬 𝐄𝐧𝐭𝐫𝐞𝐩𝐫𝐞𝐧𝐞𝐮𝐫𝐬𝐡𝐢𝐩: 𝟓 𝐂𝐨𝐦𝐦𝐨𝐧 𝐅𝐞𝐚𝐫𝐬 𝐚𝐧𝐝 𝐇𝐨𝐰 𝐭𝐨 𝐎𝐯𝐞𝐫𝐜𝐨𝐦𝐞 𝐓𝐡𝐞𝐦
At some point or another, every entrepreneur has wondered if they are on the right track and if the business they are pouring their time, money, and energy into is actually going to work out how they hope. But the reality is that these fears and doubts are just part of starting your own business. As an entrepreneur, there will be times when you're not sure that things will work out. And it is in these moments that you need to be able to take a step back and look at the situation, and your thoughts, in a different way.
Financial insecurities, temporary setbacks, and the usual challenges that life throws at you can be daunting. The majority of 'would-be' entrepreneurs will throw in the towel and quit the moment the going gets tough. They falsely believe that they don't have what it takes to succeed or the journey is just too tough for them. They fear the 'hard yards' and the trials that must be endured in order to see success. They quit out of fear.
𝟏. 𝐅𝐞𝐚𝐫 𝐨𝐟 𝐭𝐡𝐞 𝐔𝐧𝐤𝐧𝐨𝐰𝐧
This is probably one of the biggest fears that entrepreneurs face. When you're starting your own business, while you may have done your homework and prepared the best you can, there will ALWAYS be a certain degree of uncertainty. That's just the way it is. You must always remember that you can't discover new lands if you're afraid to lose sight of the shore.
You have to push through and go with your heart, even if it's beating uncontrollably fast. Sometime in 1999, there was a movie called "3 Kings". In one scene in the film, a young soldier who was feeling afraid approached Sergeant Major Archie Gates (George Clooney) with a question, and he replied, "The way this works is... you do the thing you're scared sh*tless of, and you get the courage after you do it. Not before you do it."
𝟐. 𝐓𝐡𝐞 𝐅𝐞𝐚𝐫 𝐨𝐟 𝐅𝐚𝐢𝐥𝐮𝐫𝐞
This is another major fear that paralyzes so many entrepreneurs from acting on their goals and dreams. The fear of failure has stopped more people in their tracks than any other fear. Usually, this fear is disguised in many different ways. If you're worried that all your efforts will go to waste and that you will make no money, that's a fear of failure. Most people say they just 'don't want to waste their time on something that won't work.'
The hard truth is that you'll never know unless you try. It may take you three years to build a business that's making you six figures a year. But guess what? If the fear of failure keeps you from trying in the first place, you will never know what could have been.
𝟑. 𝐓𝐡𝐞 𝐅𝐞𝐚𝐫 𝐓𝐡𝐚𝐭 𝐘𝐨𝐮 𝐀𝐫𝐞 𝐍𝐨𝐭 𝐆𝐨𝐨𝐝 𝐄𝐧𝐨𝐮𝐠𝐡
This fear usually arises when you have experienced a tough failure at a previous time in your life. Many people do not do well academically while in school because they had no natural affinity or interest in the subjects they were learning. The girl who was gifted at art and writing may have failed at math and science and couldn't go further than high school. This failure may make her feel like she can't succeed at anything in life even though she has all the potential to be extremely successful.
The very wise Albert Einstein once said, "Everyone is a genius. But if you judge a fish by its ability to climb a tree, it will live its whole life believing that it is stupid." The point of that statement is that one should not judge themselves based on how they performed in school or previous jobs. There are countless stories of people who failed many times and finally succeeded beyond their wildest dreams once they found their true calling.
𝟒. 𝐓𝐡𝐞 𝐅𝐞𝐚𝐫 𝐓𝐡𝐚𝐭 𝐘𝐨𝐮'𝐫𝐞 𝐋𝐚𝐭𝐞 𝐨𝐫 𝐓𝐨𝐨 𝐎𝐥𝐝
This is another big one. You may have heard things like 'The good ol' days are over' or 'You're too old to start a business'… But are these statements even true? Of course not. While some types of businesses may come and go, being an entrepreneur is here to stay, and every single day there are people, just like you, that are succeeding. It's never too late to start, and now is as good a time as any.
You're also never too old to set new goals or dream new dreams. Stan Lee created his first hit comic close to his 39th birthday. Henry Ford was 45 when he created the Model T car. Ray Croc started MacDonald's at the age of 52, and Colonel Sanders was 62 when he franchised KFC. As you can see, people have succeeded in life at all ages. You're never too old. So cast this fear aside and pursue your dreams today.
𝟓. 𝐋𝐢𝐦𝐢𝐭𝐢𝐧𝐠 𝐁𝐞𝐥𝐢𝐞𝐟𝐬
The fifth and final fear is actually not a "fear" at all but an incorrect belief pattern. There are many people who have been held back from success because of their own beliefs about what they are and are not capable of. This is because while growing up, we formed our beliefs based on what we saw, what we heard, and what we were told.
One good example of this phenomenon is overweight people who feel that they're 'destined' to be fat. Their parents, siblings, relatives, and everyone close to them is overweight, so they buy into the story that they are naturally predisposed to obesity. While to a certain extent it could be true because of genetic factors, the truth of the matter is that food choices, eating habits, attitudes towards food, etc., are often passed down from parents to the kids.
Never let your fear decide your future. Make a good plan, have contingencies in place, and work your plan till you succeed. Even during the darkest hours, when everything around you may feel like it's all about to collapse and all your fears are telling you that you're about to fail, dig your heels in and keep pushing forward.
𝙄𝙩'𝙨 𝙖𝙡𝙬𝙖𝙮𝙨 𝙙𝙖𝙧𝙠𝙚𝙨𝙩 𝙗𝙚𝙛𝙤𝙧𝙚 𝙩𝙝𝙚 𝙙𝙖𝙬𝙣. 𝙆𝙚𝙚𝙥 𝙜𝙤𝙞𝙣𝙜. 𝙔𝙤𝙪'𝙫𝙚 𝙜𝙤𝙩 𝙩𝙝𝙞𝙨!

23/09/2022

𝘼𝙧𝙚 𝙮𝙤𝙪 𝙞𝙣 𝙩𝙝𝙚 𝙢𝙖𝙧𝙠𝙚𝙩 𝙛𝙤𝙧 𝙖 𝙘𝙖𝙧 but don’t know what to look for or have questions to ask?

Identifying your needs is key in a buy. A car that is unfit for purpose, will just end up giving you a headache not to mention the hundreds and thousands you will lose.

You need to identify the reasons why you want to buy a new car. Is it for commuting to work, for pleasure, or for your kids? Are you buying the car to impress? Is it an absolute necessity?

Most of the cars you see look great structurally, the appearance can be deceiving but the building is not quite impressive. A car like this will seriously give you a headache and put you in a very inconvenient state.

In this course, you'll 𝐥𝐞𝐚𝐫𝐧 𝐭𝐡𝐞 𝐪𝐮𝐞𝐬𝐭𝐢𝐨𝐧𝐬 𝐭𝐨 𝐚𝐬𝐤, 𝐚𝐧𝐝 𝐭𝐡𝐢𝐧𝐠𝐬 𝐭𝐨 𝐢𝐝𝐞𝐧𝐭𝐢𝐟𝐲 𝐢𝐧 𝐲𝐨𝐮𝐫 𝐫𝐞𝐬𝐞𝐚𝐫𝐜𝐡. Along with tips and tricks of the trade. 𝙏𝙝𝙚𝙨𝙚 𝙞𝙣𝙨𝙞𝙜𝙝𝙩𝙨 𝙘𝙤𝙪𝙡𝙙 𝙨𝙖𝙫𝙚 𝙮𝙤𝙪 𝙩𝙝𝙤𝙪𝙨𝙖𝙣𝙙𝙨 by ensuring that you identify your needs and satisfy them accordingly. Knowledge will empower you to buy your next car with confidence!

DM me to learn more 😎

30/07/2022

If you missed the sneak peek for this course, then here's your chance to witness the 𝐎𝐧𝐞 𝐃𝐚𝐲 𝐀𝐝𝐯𝐚𝐧𝐜𝐞𝐝 𝐍𝐞𝐠𝐨𝐭𝐢𝐚𝐭𝐢𝐨𝐧 𝐂𝐨𝐮𝐫𝐬𝐞.

𝐒𝐞𝐩𝐭. 𝟐𝟒, 𝟐𝟎𝟐𝟐 (𝟏𝟎 𝐀𝐌 - 𝟒 𝐏𝐌 𝐀𝐄𝐒𝐓)

Event Rundown:
1. Introductions and Storytelling
2. Exercise / Negotiation Game
3. The negotiation process
4. Frame of reference
5. Active Listening
6. Training – sharpening the skills
7. Exercise Reverse (Discuss)
8. Case Study 1 – change behaviour to influence other people to change
9. Case Study 2
10. Negotiation planning
11. Closure – next steps

𝐋𝐢𝐧𝐤 𝐭𝐨 𝐫𝐞𝐠𝐢𝐬𝐭𝐞𝐫:
https://lnkd.in/gK89BNVg

𝐂𝐨𝐦𝐦𝐞𝐧𝐭 𝐝𝐨𝐰𝐧 𝐛𝐞𝐥𝐨𝐰 𝐚𝐧𝐝 𝐥𝐞𝐭'𝐬 𝐠𝐞𝐭 𝐲𝐨𝐮 𝐚 𝐩𝐫𝐨𝐦𝐨 𝐜𝐨𝐝𝐞 ⬇️⬇️⬇️

28/07/2022

𝐓𝐎𝐍𝐈𝐆𝐇𝐓 𝐈𝐒 𝐓𝐇𝐄 𝐍𝐈𝐆𝐇𝐓!

Finally, our Negotiation Workshop will commence today July 28, 2022 (7 PM AEST)

If you’re looking for an event that will help you step up your negotiation game, then this is it! I’ve invited fellow negotiators and experts in their fields to come and join us as we all share our experiences and knowledge.

Our main goal is to equip you with skills that not only will help your personal development but will upscale your business and worth in your career.

In this 90-minute free session, I will try my best to pass along my expertise. So please feel free to invite your friends and family who would love to be part of this negotiation workshop/networking event.

Here’s the link to share:
https://lnkd.in/guU-A-6j

Topic: Negotiate A Better Deal From A Former Hostage Negotiator
Time: Jul 28, 2022 07:00 PM Canberra, Melbourne, Sydney

See you all soon!

Steve

26/07/2022

𝟓 𝐅𝐑𝐄𝐄 𝐒𝐋𝐎𝐓𝐒 𝐋𝐄𝐅𝐓! 𝐇𝐔𝐑𝐑𝐘!

Have you registered yet?

Don't miss this chance to level up your negotiation skills and upscale your business or career. When you are equipped with the right skills, you achieve great results in negotiation.

Join me and the rest of the awesome people and together let's share our ideas and expertise in this field. This event is an opportunity to network with like-minded people.

Click here to register for free:
https://www.eventbrite.com.au/e/negotiate-a-better-deal-from-a-former-hostage-negotiator-tickets-384145598827