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Win-Win ranks high on the list of overused buzzwords, but many of us have trouble understanding the counter intuitive notion that two sides can win when a product or service is bought and sold. Win-Win is not only obtainable, it is the ideal result. How then does it work?
Negotiation ... Views: 7635
Trade shows have developed into one of the foremost ways for companies to market their products and services. Too often, personnel with the responsibility of performing booth duty — whether it be salespeople, managers, technical people, or office personnel — find themselves the least prepared to ... Views: 2441
There are five key traits or habits that all successful people share. What separates average people from those who achieve great success can be attributed to these five fundamental characteristics that I call "success secrets". This is the second in a series of five articles, each dealing with ... Views: 2647
"You've been in business for a few years (or 20) and have earned a certain degree of respect from your customers and colleagues. While some people struggle, getting new business is as easy for you as breathing. Yet you sometimes find yourself beholden to clients and customers that make your life ... Views: 2118
Negotiation is the most important business skill we'll ever master, yet it is often among the missing in our profits tool box. We think of labor productivity, equipment, and techniques, as our stock in trade. Certainly, all these are mandatory resources to prosper in the business, but none have ... Views: 2457
****Philosophy of successful negotiation: In negotiating
assertively, each person should feel that she/he wins.
Each person should get some of what he/she wants.
** Step One:
IDENTIFY the problem
Each person states what seems to be the problem using
"I" statements. Sometimes the negotiation ... Views: 15744
Most business people approach a negotiation hoping for a win-win agreement. But even with the best of intentions, they usually fall into the same win-lose patterns that characterize most negotiations.
What qualities do win-win negotiators possess? How are they able to consistently achieve ... Views: 2025
“In an open, trusting environment people seek clarification and replace assumptions with understanding. Tragically, most workplaces are the converse.”
Erle Wheatley - “Structured Communication Builds Trust”
Some people seem to have an innate ability to connect ... Views: 9805
As a consumer do you prefer to buy (purchase, acquire, invest, etc.) or to be sold? Most people prefer to make the self-determined decision to make a purchase and usually equate the concept of “being sold” to the category of being tricked, coerced, bamboozled or “forced to buy against their ... Views: 2095
If You Don't Feel You're Getting Enough Out of a Negotiation,
Nibble for More at the End
Power Negotiators know that by using the Nibbling Gambit, you can get a little bit more even after you have agreed on everything. You can also get the other person to do things that she had refused to do ... Views: 1647
We’ve all got preconceived ideas about what relationships “should be” like or how teams “ought to” work. These expectations can cause us a lot of grief as relationship after relationship seems to fall short. But as we’ve seen, conflicts at work are a given. There are no perfect teams, ... Views: 2329
Overcoming Risk Aversion in Selling
Help clients move forward in the selling process
The deadline is approaching, your month is ending and the prospects that should be closing and going for it are not!
What is a salesperson to do! We done the discovery, asked the questions, provided the ... Views: 2320
Would you agree that your success, in business and in life, is determined by your ability to successfully ask for, and get, what you want? It may have begun when you first asked for a cookie. Today, you may be asking for a $50,000 contract or a higher discount on supplies.The principles ... Views: 3633
The art of persuasion and negotiation is a much-coveted skill. For hundreds of years, humankind has been using these skills to survive. The ancient Greeks negotiated with their neighboring lands all the time. Leaders of different nations always send ambassadors to settle peace negotiations. ... Views: 6658
The Road to Global Peace
Shared by: Craig Lock
Category/Key words: Peace, Peacemaking, Leadership, Inspiration, Empowerment, Upliftment.
Web Sites: http://www.myspace.com/writercraig and http://www.selfgrowth.com/experts/craig_lock.html
Other Articles are available ... Views: 1979
Have you noticed how successful investors, in fact people who are successful in most walks of life, usually have the gift of being good negotiators. In fact they are more than that – they are good persuaders. They have the ability to influence others to go along with their point of ... Views: 2638
If I said that everyone lies and deceives a bit, would you agree? Well, it’s true, believe me! There are five ways to detect that people are lying.
1. How you feel.
Firstly, trust your gut feelings. All of us are hard-wired to detect danger and deceit. This survival mechanism is largely ... Views: 5001
“Do not impose on others what you yourself do not desire.” – Confucius
There are a lot of ways to get what you want, some of which are simple and others a little more complex. In this day and age, the principles of persuasion are crucial. We’re often called upon to make arguments and win ... Views: 2997
One of the biggest questions is when do you stay, walk or run away from the bargaining table. Some people aren’t willing to stay the course in what might result in a really good deal. Others are so tied to the process or deal making that they are willing to give up too much. Here are some ideas ... Views: 2055
Children are good negotiators. They know that 'no' means 'maybe', do not give up easily, and ask for more than they want.
They do not take "No" for an answer
Kids demand to know "Why". If they move past the parental "Because I said so", they may overcome the objection. The adult equivalent ... Views: 3764
In this article I will explain to you how to build rapid rapport. What do I mean by rapid? I mean you will be able to create rapport in minutes not in days or even weeks as it is in normal cases.
What is rapport?
Rapport is a connection between two people. If you know someone, with time ... Views: 5253
In the direct marketing world, of which I am a part of, there is a formula that sales writers adhere to. And it’s one that speakers can use as well.
It is called The 3 T's Speaking Formula! It is old advice, and yet, it's an excellent use of your talents and time and is quite effective in ... Views: 10009
Do This and Lose Sales
Focus on products lose sales, solutions make sales
The North Country is dumped on, 17 inches worth of the white cold stuff. Procrastination has hit, those slick road-hugging sports tires still on the car prove to be highly useless in the slick and hard packed ... Views: 2382
Each day we face some opportunity for negotiation. Let’s face it, negotiation is a part of our every day life and dare I say that almost everything is negotiable? So being able to acquire powerful negotiation skills so you can negotiate effectively and successfully can make a big difference in ... Views: 2499
To be a good salesperson or marketer, you will need to master different sales negotiation skills. These skills serve as your weapons against other negotiators and difficult customers. You’ll need them to land today’s sales and ensure future ones as well.
As long as you have good sales ... Views: 2926
Having excellent persuasion skills is one of the most important abilities to possess in today's fast-paced world. We need thesupport and cooperation of other people to help us in reachingour goals. The saying "No man is an island" is an undeniable truth.
Here are some hot tips to ... Views: 1295
In Apple's current form, is it just lost without Jobs at the helm? Absolutely! Can a vehicle be constructed through which, over time, a seamless transfer of power could be executed? Can we empower the next super man or woman to protect and grow this company until it kills him or her too? Well, ... Views: 1629
Business owners who take possession of their insurance specifications become a little less dependent on their brokers, and do a lot better than those who don’t. If you get that, and actually do it, you will find this notion surprisingly valuable.
From there, you will naturally start ... Views: 1569
4 Tips for Overcoming Fear and Attracting Clients You Love
When money feels scarce, our first instinct is to panic and take new business wherever, and however, we can get it. When we do this, it causes us not only to compromise our integrity, but we also end up compromising how we deliver ... Views: 1687
Sayings such as; "it's a dog-eat-dog world" and you better "look out for number one", come from a mindset of lack, limitation and fear. This kind of mindset creates intense competition, where hearing NO is more common than hearing YES.
Competition is an encouraged part of our culture. It is ... Views: 2485
Setting Objections
Before you even contact the other side, think about your interests and concerns and what’s really important to you. This is necessary so you can formulate a content goal, which should be specific, precise, and measurable. It’s the what (substance) that you wish to attain in ... Views: 3681
In his book, The Power of Optimism, author Alan Loy McGinnis uses the phrase “tough-minded optimist” to talk about the mental and emotional strength that optimism requires. That’s just spot on. “Tough mindedness” is a great way to describe the grit and mental stamina it takes to resist ... Views: 3310
In the sales profession, not everyone you interact with will be an ethical negotiator. And a difference in standards can potentially cause serious problems in the negotiation process. Some people enter negotiations with no interest in forging mutually beneficial agreements. These types are only ... Views: 1993
It is time for your company review, and you are focusing on one thing: an increase in salary. Not only that, but you have determined how much of an increase you should get. But you soon learn it is not happening as you thought. Do you just leave the meeting, feeling disappointed? Or have you ... Views: 1332
If you are like most service professionals and smallbusiness owners one of your primary concerns is generatingas many leads as possible. And that may be your biggestmistake, resulting in wasting time on unqualified prospectsand working with too many clients you wish you didn't haveto.
Bill is a ... Views: 1332
One of the best things about shopping in flea markets and stalls is that you can actually haggle with the sellers. There is no fixed price for an item. You can either get twenty bucks more or twenty bucks less for a cool shirt. As long as you know how to negotiate prices, you’ll be able to ... Views: 1206
Sounds crazy, but it’s true! Simply put, the first argument you have with your partner, if left unresolved, will manifest itself time and time again - in different forms – throughout your entire relationship.
When we fall in love and begin a partnership, we temporarily maintain our best ... Views: 2790
Tough times are ahead and you’ve got to look out for you. Sounds selfish, right? Well, truth be told, you are concerned about you. Many of us are concerned about our livelihood and are fearful of the future. The solution is to address these concerns outright. Psychology has shown us that you ... Views: 1969
Who are we actually doing this for? Let’s face it, the self gratification that we as mediators get after settling a case gives us a rush only morphine can sedate. The satisfaction of having two people agree on a mutual solution is a great feeling even if that feeling is not shared by the parties ... Views: 1437
The passing of Michael Jackson seem to overshadow everything and several days later the buzz is still going. How can this event overshadow so many others?
I caught an early morning news program covering both Jackson and Fawcett and their passing. The interesting thing I noted was the amount ... Views: 1609
In order to get anything we want in life, we negotiate. Negotiating affects each areas of our lives—from business or career, social or personal. We're all endlessly and continually negotiating about all types of situations and under different circumstances. In general, your success to negotiate ... Views: 2220
Successful negotiating requires you have a strategy. The clearer your strategy before negotiating, the more successful you will be. At the core of the strategy is what I refer to as the "3 Ts of Negotiating: Trust, Time, and Tactics."
Trust – The more trust you and the other party have in ... Views: 1956
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You negotiate all day long. If you are not doing it with yourself, you're doing it with others. Sometimes, subtle, sometimes overt, negotiating happens continuously. Nothing could be simpler or broader in scope ... Views: 1861
If you want to be a leader and to succeed in your workplace, knowing how to negotiate effectively is a must. Attaining good negotiation skills will help you in all areas of your life.
NEGOTIATING PRINCIPLES
Here are four principles I employ for negotiating with skill and ... Views: 2702
If you have been toying with the idea of making a lateral job change, you have the perfect opportunity to negotiate a larger salary with a new company. Once you select a company you would be interested in working for, set up an interview with an idea of your worth and a salary already in mind. ... Views: 1324
“Who needs to know salary negotiation tips?” you might ask. Every deserving employee does! If there comes a point in your career when you feel deprived of the greater opportunities your job has to offer, then you need to know and apply effective salary negotiation tips to stay ahead. ... Views: 1602
It’s a cutthroat commercialist world we’re living in; and in order to survive, sales negotiation training is absolutely essential. Whether it’s a business arrangement or a personal transaction, how well you negotiate can spell the difference between profitable gains and ... Views: 1002
Sales techniques, like fashions, go in and out of style quickly. Once upon a time, salespeople found some measure of success simply by plugging their product or service and telling sales prospects about all the special features that made it (or them) different than the competition.
That ... Views: 2073
Last month we discussed the difference between a "Business" Lifecycle and a "Project Management" lifecycle and working with the theory that every project is a project within another project; the only project we are responsible and accountable for is our assigned piece of the bigger project. This ... Views: 2595
The ability to negotiate successfully is crucial for survival in today's changing business world. Negotiation is fun if you know what you're doing. So for all you busy execs, here are Ed Brodow's Ten Tips for Successful Negotiating:
1. Develop "negotiation consciousness."
Successful ... Views: 5102