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Hub You - Win-Win Power Negotiating
We all know that communication is the most important component in any relationship; and that can be applied to business as well. The more timely the information provided to your clients, colleagues and suppliers; the smoother your event will run and the happier everyone involved in your event will be. For most meeting planners, this process of updating and informing stakeholders is a time-consuming process: collecting, organizing and tallying data and emailing or faxing everyone on a regular basis. In many cases, as the meeting planner gets busier, their reporting becomes less frequent, at the worst possible time. And then suppliers, colleagues, and clients don’t get informed in time. Client Satisfaction and Event Success Are Being Affected if You Manually Run and Send any of the Following Reports: Attendee Reports Revenue Reports Account Receivable Reports Break-Out Session Reports Lodging & Travel Reports Shopping Cart Reports Dining Preference Reports Name Badge Output The Trick The trick is to make good use of a system that automatically provides web-access t
Besides constantly servicing the perceptions that the other side won, observe these four fundamental rules:
Rule one of win-win negotiating: Don’t narrow it down to just one issue
The first thing to learn is this: Don’t narrow the negotiation down to just one issue. If, for example, you resolve all the other issues and the only thing left to negotiate is price, somebody does have to win and somebody does have to lose. As long as you keep more than one issue on the table, you can always work trade-offs so that the ot
My mother used to tell me ..To always tell the truth. Of course, I kind of thought ..That all the rest would, too. The items that I ordered ..From fast-talking radio ads Led me to believe that ..Perhaps I had been had. The lesson to be learned is ..That ads should make you wary. One claim you can be sure of ..Is to trust in no truth fairies.Did you ever buy something advertised on TV or in a magazine and was disappointed with the quality or the performance of the product? While it is impossible to change the way some companies advertise their products, here are a few clues that will warn you away from being cheated.Over-the-counter medications are prime examples of the old carnival pitch. If words like 'sometimes', helpful', bigger', or 'more effective' are used, then you know that without a comparative study and the percentages to go with them, these modifiers serve only to put a positive spin on the product. When a medication is helpful, does that mean one per cent of the time or ninety percent of the time? How often is sometimes and bigger than what? Products touted as 'amazing' or 'fantastic' get your adrenaline going, but don't let it get to your wallet. Personal recommendations are pur
Your reaction to that may be, “Roger, you obviously don’t know much about my industry. I live in a dog-eat-dog world. The people with whom I negotiate don’t take any prisoners. They eat their young. There’s no such thing as win-win in my industry. When I’m selling I’m obviously trying to get the highest price I possibly can, and the buyer is obviously trying to get the lowest possible price. When I’m buying the reverse is true. How on Earth can we both win?”
So, let’s start out with the most important issue: What do we mean when we say win-win? Does it really mean that both sides win? Or does it mean that both sides lose equally so that it’s fair? What if each side thinks that they won and the other side lost—would that be win-win? Before you dismiss that possibility think about it more. What if you’re selling something and leave the negotiation thinking, “I won. I would have dropped the price even more if the other person had been a better negotiator”? However the other person is thinking that she won and that she would have paid more if you had been a better negotiator. So both of you think that you won and the other person lost. Is that win-win? Yes, I believe it is, as long as it’s a permanent feeling. As long as neither of you wakes up tomorrow morning thinking, “Son of a gun, now I know what he did to me. Wait until I see him again.”
That’s why I stress doing the things that service the perception that the other side won, such as:
Don’t jump at the first offer.
Ask for more than you expect to get.
Flinch at the other side’s proposals.
Avoid confrontation.
Play Reluctant Buyer or Reluctant Seller.
Use the Vise gambit: You’ll have to do better than that.
Use Higher Authority and Good Guy/Bad Guy to make them think you’re on their side.
Never offer to split the difference.
Set aside impasse issues.
Always ask for a trade-off and never make a concession without a reciprocal concession.
Taper down your concessions.
Position the other side for easy acceptance.
Besides constantly servicing the perceptions that the other side won, observe these four fundamental rules:
Rule one of win-win negotiating: Don’t narrow it down to just one issue
The first thing to learn is this: Don’t narrow the negotiation down to just one issue. If, for example, you resolve all the other issues and the only thing left to negotiate is price, somebody does have to win and somebody does have to lose. As long as you keep more than one issue on the table, you can always work trade-offs so that the oth
Do you think of your business as a brand? Because it is one, whether you view it that way or not. Even if it's just you, a solo-professional, working out of your home. Even if yours is a small local business marketing to customers in your own hometown.It's still a brand.The question is, is it a strong brand?Does it stand for something?Does it have an image?Does it create a perception in your prospects' and clients' minds?Either way again, the answer to these questions is yes.But if you haven't taken steps to create your own brand, your brand may not stand for what YOU want it to stand for. Instead, you've left if up to your audience to create that meaning.I launched 10stepmarketing in January 2005.My brand started with an idea. The idea that marketing doesn't have to be complicated. And everything that I've done in building my business over the last year and a half, from naming the business, to getting a logo, to writing my tagline, to building my website, to creating my products and services, to writing my blog have been focused on supporting that one central idea.It's all been focused on creating a brand that stands for simple, step-by-step mar
So, let’s start out with the most important issue: What do we mean when we say win-win? Does it really mean that both sides win? Or does it mean that both sides lose equally so that it’s fair? What if each side thinks that they won and the other side lost—would that be win-win? Before you dismiss that possibility think about it more. What if you’re selling something and leave the negotiation thinking, “I won. I would have dropped the price even more if the other person had been a better negotiator”? However the other person is thinking that she won and that she would have paid more if you had been a better negotiator. So both of you think that you won and the other person lost. Is that win-win? Yes, I believe it is, as long as it’s a permanent feeling. As long as neither of you wakes up tomorrow morning thinking, “Son of a gun, now I know what he did to me. Wait until I see him again.”
That’s why I stress doing the things that service the perception that the other side won, such as:
Don’t jump at the first offer.
Ask for more than you expect to get.
Flinch at the other side’s proposals.
Avoid confrontation.
Play Reluctant Buyer or Reluctant Seller.
Use the Vise gambit: You’ll have to do better than that.
Use Higher Authority and Good Guy/Bad Guy to make them think you’re on their side.
Never offer to split the difference.
Set aside impasse issues.
Always ask for a trade-off and never make a concession without a reciprocal concession.
Taper down your concessions.
Position the other side for easy acceptance.
Besides constantly servicing the perceptions that the other side won, observe these four fundamental rules:
Rule one of win-win negotiating: Don’t narrow it down to just one issue
The first thing to learn is this: Don’t narrow the negotiation down to just one issue. If, for example, you resolve all the other issues and the only thing left to negotiate is price, somebody does have to win and somebody does have to lose. As long as you keep more than one issue on the table, you can always work trade-offs so that the ot
The Financial Rewards Including a Company CarA career in pharmaceutical sales offers some of the best benefits and perks anyone can ask for in a job. Typical starting salaries are in the low $30,000s and established representatives can have base salaries in the $90,000s. Bonuses on top of that for high sales performers can easily push incomes into the six figure range. But in addition to the money, there are numerous other attractive perks in pharmaceutical sales.One of the nicest perks that pharmaceutical sales representatives enjoy is the use of recent model company cars. These are usually midsize sedans that are leased under a company fleet program. Some pharmaceutical companies even offer minivans to their sales forces and I’ve seen reps drive sport utility vehicles as company cars too.Company car leases are usually short term with durations of a few years only so the sales representatives end up driving relatively new vehicles all the time. Once a company car’s lease expires, the rep gets a new vehicle! All the maintenance costs such as tune ups, oil changes, gas and insurance are paid for by the company so basically the sales reps get to drive their cars for free (although for taxation p
That’s why I stress doing the things that service the perception that the other side won, such as:
Don’t jump at the first offer.
Ask for more than you expect to get.
Flinch at the other side’s proposals.
Avoid confrontation.
Play Reluctant Buyer or Reluctant Seller.
Use the Vise gambit: You’ll have to do better than that.
Use Higher Authority and Good Guy/Bad Guy to make them think you’re on their side.
Never offer to split the difference.
Set aside impasse issues.
Always ask for a trade-off and never make a concession without a reciprocal concession.
Taper down your concessions.
Position the other side for easy acceptance.
Besides constantly servicing the perceptions that the other side won, observe these four fundamental rules:
Rule one of win-win negotiating: Don’t narrow it down to just one issue
The first thing to learn is this: Don’t narrow the negotiation down to just one issue. If, for example, you resolve all the other issues and the only thing left to negotiate is price, somebody does have to win and somebody does have to lose. As long as you keep more than one issue on the table, you can always work trade-offs so that the ot
Newsletters – Newsletters are a great way to keep in touch with your customers, offer them special discounts and coupons, inform them of upcoming events (a wine store can tell their customers about an upcoming wine tasting event, for example), give them recipes, articles, advice, tips on making the most of your products/services, and much more. It’s a great place to slip in case studies, success stories, testimonials, and pitches for other products and services.Here are some tips for running a successful newsletter:v Don’t make it a straight sales pitch. You want it to be something your customers look forward to receiving. Too much advertising can turn them off and equate it with junk mail. Include quality content on a variety of subjects, not all related to your business. Don’t be boring.v Keep it regular and consistent. Don’t send it three times in one month and then wait 2 months before sending it out again. Quarterly is fine, but monthly is much better.v If you have trouble coming up with regular content or don’t have the time to commit to a newsletter, there are services that will do it for you. Dan Kennedy has such a service (see http://www.dankennedy.com/done4you/done4you.pdf for more informat
Don’t jump at the first offer.
Ask for more than you expect to get.
Flinch at the other side’s proposals.
Avoid confrontation.
Play Reluctant Buyer or Reluctant Seller.
Use the Vise gambit: You’ll have to do better than that.
Use Higher Authority and Good Guy/Bad Guy to make them think you’re on their side.
Never offer to split the difference.
Set aside impasse issues.
Always ask for a trade-off and never make a concession without a reciprocal concession.
Taper down your concessions.
Position the other side for easy acceptance.
Besides constantly servicing the perceptions that the other side won, observe these four fundamental rules:
Rule one of win-win negotiating: Don’t narrow it down to just one issue
The first thing to learn is this: Don’t narrow the negotiation down to just one issue. If, for example, you resolve all the other issues and the only thing left to negotiate is price, somebody does have to win and somebody does have to lose. As long as you keep more than one issue on the table, you can always work trade-offs so that the ot
I was trying to cancel my satellite TV subscription about five weeks ago, and something very interesting and foolish happened to me.As I was terminating this relationship by phone, and trying to gently slip away, and gracefully move on to the satellite-less part of my life, I felt a strong boot on my rear-side!The CSR’s wouldn’t let me go without threatening and insulting me.Let me set the scene.Fed up with over 100 channels and nothing good to watch, I figured what the heck, I’m going to just do the cave man thing: Grab raw signals from the air with a tiny antenna, and not pay a nickel for my programs.Like ice fishing, there’s some difficulty in it, but the rewards are great, and the feeling of independence is remarkable!Anyway, I planned to ditch the dish the day after the BCS Championship battle between USC and Texas. I explained my wish to the first CSR who took down all of the information, and then said I’d have to speak to a second rep.Number two interrogated me. Why was I leaving their happy electronic family? What did I like to watch?Growing impatient, I said enough of the survey! Give me your supervisor.This honcho tried to get through the same survey, whic
Besides constantly servicing the perceptions that the other side won, observe these four fundamental rules:
Rule one of win-win negotiating: Don’t narrow it down to just one issue
The first thing to learn is this: Don’t narrow the negotiation down to just one issue. If, for example, you resolve all the other issues and the only thing left to negotiate is price, somebody does have to win and somebody does have to lose. As long as you keep more than one issue on the table, you can always work trade-offs so that the other person doesn’t mind conceding on price because you are able to offer something in return.
Sometimes buyers try to treat your product as a commodity by saying, “We buy this stuff by the ton. As long as it meets our specifications we don’t mind who made it or where it comes from.” They are trying to treat this as a one issue negotiation to persuade you that the only way you can make a meaningful concession is to lower your price. When that’s the case you should do everything possible to put other issues, such as delivery, terms, packaging, and guarantees onto the table so that you can use these items for trade-offs and get away from the perception that this is a one-issue negotiation.
At a seminar, a commercial real estate sales person came up to me. He was excited because he’d almost completed negotiating a contract for a very large commercial building. “We’ve been working on it now for over a year,” he said. “And we’ve almost got it resolved. In fact, we’ve resolved everything except price, and we’re only $72,000 apart.” I flinched because I knew that now that he’d narrowed it down to one issue, then there had to be a winner and there had to be a loser. However close they may be, they were probably heading for trouble. In a one-issue negotiation, you should add other elements so that you can trade them off later and appear to be making concessions.
So if you find yourself deadlocked with a one-issue negotiation, you should try adding other issues into the mix. Fortunately, usually many more elements than just the one main issue are important in negotiations. The art of win-win negotiating is to piece together those elements like putting together a jigsaw puzzle so that both people can win. Rule one is, don’t narrow the negotiations down to just one issue. While we may resolve impasses by finding a common ground on small issues to keep the negotiation moving, you should never narrow it down to one issue.
Rule two of win-win negotiating: People are not out for the same thing
Rule number two that makes you a win-win negotiator is the understanding that people are not out for the same thing. We all have an overriding tendency to assume that other people want what we want, and because of this we believe that what’s important to us will be
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