 Category :: Negotiation Articles |
Author :: Dr. Gary S. Goodman  |
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| Article Title :: How Much Are Your Services Really Worth? |
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| I worked quite hard to add a client to my list.We spoke several times by phone. I crafted and emailed a proposal. Patiently, I stayed in touch over five months, checking in, periodically.Then, we set a meeting at which I outlined a streamlined proposal, a great fit for them.And within a few days, I was told they want to begin, but the price for my services is “too high,” according to the boss.What in the world does this mean, too high?(1) Does this mean they’d simply like to pay less, getting what they consider a better bargain?(2) Does this mean they’re willing to cut back the scope of the project, because right now, the cash flow they ha (read full article) |
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| Category :: Negotiation Articles |
Author :: Robert Warlow |
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| Article Title :: Negotiating – The Myths and Realities |
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| We have all been there at some stage in our business lives – the dreaded negotiation with your most awkward client. He regularly screws you to the floor each year on price and everything else you have to offer! Pretty quickly you see every negotiation as a battle and all your self confidence goes.There are a lot of myths surrounding negotiating which don’t help if you are faced with handling such a situation for the first time. But as with many myths, there is usually a very different reality.Myth: It can be a daunting ordealYou mention to your trusted partner or member of staff that you are off to negotiate next year’s big contract. What do they say? “ (read full article) |
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| Category :: Negotiation Articles |
Author :: Larry Galler |
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| Article Title :: Plain Talk Vs Obfuscation |
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| The small, fast-growing, quite profitable three-person company had reached a plateau. Sales for the past couple years were essentially flat in a rapidly growing industry. The owner was concerned that this might be the beginning of a downward trend and wanted to bolster the sales and marketing effort yet none of the three people had expertise in this area. Worse, the owner hated the sales process.Through various contacts, the owner met a person who is a VP of Sales and Marketing for a major corporation who wanted, for personal reasons, to relocate to the community where the business is located. In a couple of lengthy conversations they discussed compatibility, opportunities, and (read full article) |
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| Category :: Negotiation Articles |
Author :: JoAnn Hines |
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| Article Title :: Negotiating What You Deserve |
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| Negotiation is the art of following a process. The more often you practice negotiation, the better you get at it. It is essential to know when you must negotiate. It’s often very difficult to stand your ground and say no or respond that the option available is not acceptable. The first couple of times you find yourself saying no might be very stressful, but the rewards are well worth the effort. Let’s review a couple of scenarios.1) You want a raise and your boss says there is no money. Should you put your tail between your legs and slink off to nurse your wounds while you are angry and upset? NO! The plan is to offer options and alternatives when the discussion begins. Thi (read full article) |
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| Category :: Negotiation Articles |
Author :: John Pico |
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| Article Title :: Buying and Selling Automobile Dealerships - Axioms when Negotiating |
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| Buying and Selling Automobile Dealerships – Axioms When Negotiating the ContractNo two negotiations are alike and in the art of negotiations there are no fixed responses; there are only basic rules that are to be adapted according to each circumstance and basic duties that formulate the boundaries of hyperbole. The basic duties when negotiating are discussed in another article. The basic rules of negotiating are as follows:(1) Be prepared. Axiom 1: Do your homework.(2) Identify your objective ahead of time and when you reach it, STOP. Many times I have seen lawyers that have won their cases keep talking until they have talked the (read full article) |
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| Category :: Negotiation Articles |
Author :: John Pico |
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| Article Title :: Buying and Selling Automobile Dealerships - Limitations When Negotiating the Contract |
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| Buying and Selling Automobile Dealerships – Duties Negotiating the ContractDuties of and to ShareholdersThe sale of control of a corporation at a premium is not in and of itself a breach of duty. A "premium" is that amount an investor is willing to pay to gain control of a corporation.But, a sale of control under the following circumstances may be actionable:1. The sale of control is in effect a disposition of control over a business asset which the corporation may not use to the corporation’s advantage. Example: if a majority shareholder sells his shares to a party that is paying a premium for control over certain transactions, but wh (read full article) |
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| Category :: Negotiation Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: How To Use Zen As A Negotiating Ally |
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| It requires great self-control to be an effective businessperson.I’m certainly not perfect in this department, and maybe that’s the reason I take special time out to be mindful of my emotions as they fluctuate over the course of a negotiation.In this respect, you can say that I am using Zen as a negotiating ally.I’ll try to be alert to surges, either of enthusiasm or of reluctance. In other words, am I rushing into deals, or running away from them?Either approach is flawed. Few deals need to be struck, especially when the iron seems the hottest. In fact, too much gusto or patience can spoil what might have been the proper deal setting momentum.I tr (read full article) |
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| Category :: Negotiation Articles |
Author :: Eric Garner |
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| Article Title :: Get A Head Start In Negotiations |
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| If you want to start negotiations in a winning position, then you need to prepare like a tiger. That means you must pay attention to 7 crucial areas.1. Check Whether You're In A Negotiating Situation. A negotiating situation exists when you are in any communication or problem-solving situation with others that can work out to your advantage. If there is no advantage to you, then don't negotiate; you'll only lose. As Sun Tzu, the author of "The Art of War", said hundreds of years ago, "Engage only when it is in the interests of the state; cease when it is to its detriment. Do not move unless there are advantages to be won."2. Clarify Your Aims. Your overriding a (read full article) |
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| Category :: Negotiation Articles |
Author :: Paul W Wilson |
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| Article Title :: 10 Keys to Guaranteed Success in Negotiations |
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| Negotiating is a skill that like warfare tactics must be honed. It is important to be mentally prepared to win. Do the ground work well before your reach the negotiating table and decide on the “path” you are going to take. Positivity will help as also a sense of confidence and self esteem. Set aside any doubts you may have and stride forward prepared to win at all costs.The five cornerstones of successful negotiation skills are placing emphasis on common points; presenting clear arguments; being innovative and open to several options; focusing on the problem being dealt with; looking for a clear solution. The key is to be clear about your preferred outcome. However in the bac (read full article) |
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| Category :: Negotiation Articles |
Author :: Lisa Bryan |
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| Article Title :: E-Sourcing – Choosing the Right Tool and Category is Vital to Success |
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| e-Sourcing is the use of internet technology used by purchasing professionals to find suppliers and negotiate prices or reduce cost for a wide range of goods and services. A variety of online negotiation tools are used – including RFI (Request for Information, RFQ (Request For Quotation), RFP (Request for Proposal) and electronic auctions.It is important to understand when and how each should be used to achieve the best results. Incorrect use can bring about unsatisfactory experiences and can lead to “bad press” for e-Sourcing.This article focuses on the criteria which should be applied to determine the most appropriate e-sourcing tool to use. Strategic imp (read full article) |
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