 Category :: Negotiation Articles |
Author :: Vera Haitayan  |
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| Article Title :: Suppliers as Your Partners in Cost Reduction |
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| This article is one of the many articles still to come in which I will discuss very basic yet proven techniques that you could use immediately in your encounters with your suppliers.Oh but wait, to find any value in this article, you must be a firm believer that Purchasing strategies have evolved from just 1) focusing on price and 2) focusing on quality, reliability, responsiveness and total cost to a much broader focus of building supplier relationships.Did you know that for each $1.00 you save in your “total cost of ownership” reduction efforts, you will improve your bottom line profitability by $1.00? And did you also know that most companies do not get this concept (read full article) |
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| Category :: Negotiation Articles |
Author :: Elisa Shostak |
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| Article Title :: Determine Your Rate And Negotiate Carefully With Unreasonable Clients |
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| Consultants who offer executive assistant or computer services on a virtual basis must know their value and be prepared to gauge their billable rate to meet the circumstances.At some point everyone encounters potential clients who expect professional work at rates that are less than appropriate. For example, a posting advertises an opportunity that matches your highly polished skill set. After making contact with the client you find they don’t want to pay a reasonable fee for the services they expect.While these types of engagements might help to build a newcomer’s portfolio or pay some bills when money is tight, a successful virtual service provider knows their value an (read full article) |
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| Category :: Negotiation Articles |
Author :: Mark Harrison |
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| Article Title :: Don't Be Afraid Of Silence |
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| In any conversation with two or more people, there is a tendency to want to talk all the time to fill any awkward silences or gaps that appear in a conversation.However, if you think of the conversations that you have with your closest friends or family, you will notice that there isn't the same need to fill these gaps, as silences between you are comfortable. This is generally because you know the other person and the type of character that they are.Now, if we change this scenario to the sales process you will see that it is a completely different feeling to the one above. Suddenly silence is your worst enemy, the one thing to be avoided during negotiations, the realisation (read full article) |
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| Category :: Negotiation Articles |
Author :: Andy Quick |
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| Article Title :: Negotiating Technology Contracts |
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| Have you ever tried to negotiate a deal for software, computer equipment, or consulting services with a technology company? The task can be daunting. Unfortunately, the sales forces of most IT companies are armed to the hilt with techniques to get the best deal for them, and not necessarily the best deal for you. And even worse, most of us computer folk (like myself) have never been trained in the art of negotiation, so it can be difficult to spot a snake in the grass. Before you begin negotiating a technology deal, know what you're getting in to.Solicit, Don't Be SolicitedI receive at least three calls each day from technology vendors interested in selling somethin (read full article) |
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| Category :: Negotiation Articles |
Author :: Lance Winslow |
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| Article Title :: Can a Corporate Executive Really Use The Beautiful Mind; To guide decision making? |
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| I would like to comment on the “A Beautiful Mind” movie and the book, which was actually much better. I just finished reading another book on the similar side of John Nashs’ assertion of working together rather than competing against. That book was “Co-opetition.” By Adam M. Brandenburger (Havard guy)and Barry J. Nalebuff (Yale Dude). Many have been aware of such theory for quite a while and practice such occasionally for the betterment of an industry or through the art of diplomacy, sometimes through misdirection and other times as an experiment (nothing more, nothing less) especially when it really does not matter and it is not really core to our direction and market dominatio (read full article) |
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| Category :: Negotiation Articles |
Author :: Karyn Greenstreet |
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| Article Title :: Embarrassed To Discuss Your Prices? Seven Common Reasons We Can't Talk About Them |
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| Last week, a wonderfully-skilled electrician installed a new light fixture for us. He was competent, courteous and efficient. He answered all our questions simply, with skill and eloquence. I was amazed, as you might imagine, when I asked him, “How much do we owe you?” and his embarrassed reply was, “Gee, is $50 okay?”With the quality of work he’d done and the amount of time he put into it, I would have expected to pay double that amount. His resistance to naming his price reminded me of my small business clients who have the same problem.All entrepreneurs feel fear at some point, including attorneys, consultants, coaches, and writers. It’s a natural part of (read full article) |
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| Category :: Negotiation Articles |
Author :: Steven Havard |
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| Article Title :: The Art of Haggling |
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| Did you know that at one time in this country that there were no fixed prices on anything. You would go into a store and find an item you needed then you would begin the process of negotiating the price. This might seem foreign to us today, but it use to be the rule. In a later article I'll talk more about the history of price negotiation in this country, but today I want to give you some pointers about how to negotiate well.To begin with you can negotiate the price on just about any item today. You would be surprised at just how many stores will gladly talk to you about a price reduction, but before we get to the techniques of negotiation,we need to remember some simple rules (read full article) |
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| Category :: Negotiation Articles |
Author :: Giuseppe Leone |
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| Article Title :: Four Ways To Work Out Business Disputes |
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| Business owners have four options to resolve disputes with partners, vendors or customers. Each option is based on different assumptions, and entails a different cost. Therefore, it pays to understand them better.Option #1 – Direct negotiationDirect negotiation is certainly the cheapest - but not necessarily the easiest – way to resolve a conflict. A good place to start, is to get clear about what one wants, why, and how much one cares for the future relationship with the other person. The next step, is finding out how the situation looks from the other person’s perspective. This task requires effective questioning, listening, and observing. The final negotiation step, (read full article) |
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| Category :: Negotiation Articles |
Author :: Lance Winslow |
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| Article Title :: Can a Service Be a Commodity |
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| Well Enron dealt with this a little for instance an intangible such as the available bandwidth in fiber optic lines. So what is a commodity in a service business? Well, a commodity could be considered are capacity to wash cars for a mobile car wash business like the company I own, the additionally created capacity coming from increased efficiency in studying production rates. In a service business, increased efficiencies will allow more time to do more work and thus make more profits from additional work.Our biggest customers sign contracts with us to clean cars, concrete, fleets, etc. by signing the contracts with us in advance, what they are able to do is the guarantee that we wi (read full article) |
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| Category :: Negotiation Articles |
Author :: Kim Beardsmore |
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| Article Title :: Business: Keys To Negotiating Well |
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| Whether it's buying a car, asking for a pay rise, saying 'no' to a friend or renting an apartment - at some stage in our lives we all are going to need to know how to negotiate. Yet, so few of us know the basic skills before embarking on life changing purchases or decisions! These 8 keys will assist you negotiate well.1. Know the outcome you want.
Do you want a win-win outcome where both parties benefit? Or a win-lose outcome where someone (presumably the other party) is not happy with the result?It is important you know what type of outcome you want because that will affect the long term relationship you have with the other party. Win-win outcomes are beneficia (read full article) |
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