 Category :: Negotiation Articles |
Author :: Dave Lorenzo  |
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| Article Title :: Know When to Walk Away from A Deal |
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| There are times in business when you need to walk away from a deal. This is a tough thing to do. I hate doing it. It takes money out of people’s pockets and it makes me sick to my stomach – but sometimes you have to do it to be successful. Here are three times when it may be best to walk away from a piece of business:When it compromises your integrity. If you have to do something that will make you feel dishonest, unethical or immoral to get the business or to fulfill you agreement, you should walk away. In the end a person’s character is demonstrated by what he does when nobody is looking. If you don’t feel good about it, you should not do it.When y (read full article) |
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| Category :: Negotiation Articles |
Author :: Patsi Krakoff, Psy. D. |
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| Article Title :: How to Bargain to Win …and Still Be Friends |
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| Without signing up for the Harvard Negotiating Project, how can you effectively bargain to get what you want?Let’s face it: Each of us negotiates every day. At work, we discuss additional compensation when we’re promoted to a new position. We plan a vacation or a move. We negotiate with our spouse over what’s for dinner and which TV shows to watch. We negotiate all sorts of things, big and small, on a daily basis.Negotiation is a means of getting what you want from others. It consists of back-and-forth discussions designed to reach an agreement with another party anytime you face common and opposing interests. But sometimes differing interests can cause the discussion (read full article) |
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| Category :: Negotiation Articles |
Author :: Bob Selden |
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| Article Title :: When is Negotiating Not Negotiating? 4 Tips for Improved Success |
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| When you left home for work this morning, did you feel ready to face the day knowing that you were going to have a number of successful negotiations? Chances are, the word "negotiation" never entered your head. Perhaps it should have!We often think of negotiation as a formal process conducted behind closed doors by high powered executives, politicians or world leaders. Yet everyday all of us negotiate. You may have to agree with colleagues on the content of a report or presentation; with a customer over a disputed invoice; with a supplier on the terms for goods or services; or with your partner on what to have for dinner tonight! All of these things are negotiations.Our (read full article) |
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| Category :: Negotiation Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Negotiation Tip: 5 Reasons To Make Them Wait |
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| Right now, I have two messages in my voice mail, awaiting my instantaneous reply.And they will be awaiting that reply for the better part of this morning.I’m sending them a message of my own, one that is powerful and highly potent.
But my message has no words or tones, or specific content.My message is SILENCE.Silence is golden; the expression says, and it is on target, especially during certain negotiations.If you want to express your power, your position, your options, doing it instantly and verbally may not be the best approach. Here’s why:(1) You’re going to seem too eager to get a deal done. Enthusiasm is great in lots of business situ (read full article) |
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| Category :: Negotiation Articles |
Author :: Sachin A |
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| Article Title :: Effective Negotiating - The Key To Sales Success |
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| No two persons agree on all things. When people come together to work out a deal, they try to maximize their benefits and minimize their costs. Each person places a different value on individual elements of the deal.An effective negotiation is not just about making people see things from your point of view, but it is also about converging two different views to a point that is perceived by both parties as mutually beneficial. The art of negotiating is the backbone of a successful sales campaign.Focus On The Customer - Show Him The Money: The customer is not bothered about how badly you need to make the sale to meet your monthly target. He is more bothered about fulfil (read full article) |
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| Category :: Negotiation Articles |
Author :: Andy Szebeni |
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| Article Title :: Finding the Real Decision Maker |
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| The MAN is the person or group of people with the Money, Authority and Need - the decision maker with the ability to say "yes" to your proposition.Many salespeople spend endless hours with people who can't say "yes". The can't because they have neither their hands on the purse strings, the authority or the position to understand what their company or organisation really needs.There are few situations in sales that are more complex and easier to botch than the unreachable committee. In no other area will your sensitivity to small clues and the subtle nuances of power be better rewarded.Organisations have purchasing procedures that involve several people, much time, mor (read full article) |
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| Category :: Negotiation Articles |
Author :: Robert Greene |
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| Article Title :: Doing Business in China - Successful Negotiations |
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| 1. The Chinese negotiating team tends to concentrate on developing a friendship with the member in your group who is most sympathetic to them. Later, they will pursue all their objectives through that individual, playing on the feelings of friendship, obligation and guilt.2. Enter negotiations armed with technical information and records of any previous meetings. Any oversight on your part will be noticed and used against you.3. You should have a clear sense of your objective and bottom line. Attempting to discuss your cooperation in "general principles" may give them an impression that you are not ready and your intentions are not serious.4. During the opening stages (read full article) |
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| Category :: Negotiation Articles |
Author :: Tristan Loo |
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| Article Title :: Resolve Any Conflict Using Street Negotiation |
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| Conflicts pop up wherever we go. Conflicts happen at work with coworkers and bosses. Conflicts happen at home with our spouses, girlfriends/boyfriends, sons/daughters, neighbors, etc. Conflicts happen when we are out on the streets doing our daily errands, such as when encountering a rude person at the grocery line, or a pushy guy at the bar. To avoid conflict is impossible because we would literally have to lock ourselves in a box away from others to do so. No, instead we must learn the valuable skill of negotiating conflicts in a peaceful and productive way. This can be done in six steps and it’s a process which I call Street Negotiation, or the ability to negotiate a conflict w (read full article) |
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| Category :: Negotiation Articles |
Author :: Laurie Weiss |
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| Article Title :: You Can't Play Win-Win With A Bully Until |
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| When being polite and understanding gets you nowhere, you may be trying to cooperate with a bully. It simply won't work. You must start by giving him a reason to listen to you."He didn't refund my money. I've called three times and actually spoke to him once, and he agreed that I was entitled to a refund. He explained that his bookkeeper was on vacation and told me she would issue the check when she returned. He has not respond to my emails at all since then and I have sent 5 or them in the last month. I don't know what I should do now."After questioning this highly ethical, hard working professional, I learned that the original payment had been made with a credit card. (read full article) |
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| Category :: Negotiation Articles |
Author :: Brad Karsh |
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| Article Title :: Tips for Getting the Raise You Deserve |
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| Your parents and friends always tell you that you’re priceless, but how much does your company think you are worth?With the improving economy and job market, people have more options in 2006. Companies are offering bigger salaries and better packages to gain and maintain the best employees. In light of this, it may be the perfect time to ask your company for the raise you deserve.Most companies aren’t going to throw more money at you “just because,” so it’s your job to state your case if you think you deserve more money. Of course, asking for a raise from your boss can be an intimidating task. Here are five tips to help you approach the situation with the prope (read full article) |
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