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Atricle Dump - Negotiating Skills Will Get You Ahead
We, as Australians, love our lifestyle. Consider the Sunday Barbie, the footy, and our great religion- Backyard Cricket- a ritual in every child’s life which continues into our adult life- if you’re one of the lucky ones who has time- right?Unfortunately, the reality is that we no longer have the ‘time’ to enjoy these lifestyle greats anymore. Just ask your neighbour, or have a look at the pile of cars lined up outside a train station, or the people on the buses in peak hour- do they get to enjoy these things every day? I’d say probably not.Network Marketing is about lifestyle. It’s about getting back to the way we were- enjoying our neighbors’ (if you actually know who they are and if you’ve had the time to meet them), being with family (many of us have moved away from family to make a big buck in the capital cities), and camping or holidaying with our kids.
6. Good negotiators avoid participating in a defend/attack spiral. You know what this sounds like:
A attacks B
B defends herself and attacks A
A defends herself and attacks B
B defends herself and attacks A
We’ve all experienced being caught in one of these spirals and know how nonproductive they are. Rather than perpetuating such a process, the successful negotiator puts a stop to it by choosing not to say anything that would be perceived as aggressive or defensive.
Example A
Jim: “I can’t believe you are being so rigid.”
Anne: “Rigid! You should talk! You are completely bull-headed.”
Jim: “Right! You should try listening to yourself. You are impossible.”
Example B
Jim: “I can’t believe you are being so rigid.” Anne: “You’re not happy with what I’ve asked for.” Jim: “You’re damn right! You have to consider what I want.” Anne: “Tell me more about it, then. I’ll be happy to listen.”
In example A, Jim and Anne dig
She was waiting for me when I returned from a meeting. Standing outside my office door, I could tell by her downward glance, Jodie was not there to give me good news on the project. Despite her confident, enthusiastic and definitive style, she failed to deliver what she had pitched. It was not the first time.Jodie operated counter to the Scottish proverb advising: "Never let your feet run faster than your shoes." She was full of ideas, full of promise, full of idealism, and short on results. Her over-promising was stalling her career. You see, results are what differentiate people who are winning at working from people who aren't. Results are how both companies, and people, prosper. As much as Jodie talked, with absolute confidence, about what she was going to do, she didn't do it.There's no shortage of Jodies in the workplace. There are too many people talking abo
1. Many family situations require negotiating with others. Deciding which movie to see, planning how to spend money, choosing a vacation spot, and many other decisions work best when you have these skills.
2. Being a good negotiator enables you to get what you want more often without resorting to becoming aggressive or pushy. Negotiating with others is more effective than simply demanding what you want or just caving in.
3. You will be more successful in the workplace if you know how to negotiate. These skills enable you to stand up for yourself and get what you want more often without harming relationships with bosses and coworkers.
4. Negotiation skills increase your personal effectiveness in any group situation, such as volunteer groups, the PTO, and church or synagogue groups.
5. Knowing how to negotiate lessens the chances that others will take advantage of you.
6. Negotiating a fair solution makes you feel good about yourself and increases others’ respect for you.
What Successful Negotiators Do
What exactly is negotiation? It is a set of skills that anyone can learn. When researchers have observed the behavior of negotiators, they learned that the most successful negotiators do the following things:
1. They plan ahead. Successful negotiations are rarely spontaneous. Taking the time to analyze the situation and think through your strategy is perhaps the most important element of negotiating success. This is true whether you are negotiating an important contract for your employer or negotiating your vacation plans with your family. Example: Anthony wants to begin running again to get into better physical shape. He became a new father 18 months ago and has had no time to exercise. He anticipates that Belinda, his wife, will resist any discussion of his wanting to take time for himself, since the responsibilities of parenthood are so time-consuming. For a while, he avoids the subject, fearing that it will turn into an argument. Then he starts to feel angry and resentful. He decides to negotiate with Belinda and begins by making a list of his needs and wants, as well as her needs and wants.
2. They are willing to consider a wide range of outcomes and options rather than rigidly insisting on a specific result. Negotiators who are most successful are open-minded and avoid being locked in to one outcome. They are willing to consider many possibilities and combinations of options.
Example: Lisa is feeling very stressed by the long commute to her job. She was thinking of resigning until she decided to make a list of other options. She came up with several alternatives: working from home two days a week, working part-time rather than full-time, working flexible hours to avoid rush hour traffic, and working from home every fourth week.
3. They look for common ground rather than areas of conflict. Pointing out areas where you and the other person are already in agreement conveys an attitude of cooperation and lessens any feeling of opposition.
Example: Sandy wants her next car to be a Volvo because of their reputation for safety. George wants a sports car. She says, “Let’s talk about what we agree on. First, we both agree that the car has to have a strong safety record. Second, we want to buy a new car, not a used one like last time. And third, we’ve set our price range as $40,000 or less.”
4. They discuss the key issues in order of priority. Have a clear idea of what the two or three key issues are and which is the most important. Start with the most important issues and proceed to those that matter less. If you can reach agreement on the most important things, the lesser issues will most likely be easier to resolve. Example: Carol wants her next family vacation to be something really special—either a Caribbean cruise or a trip to San Francisco. She and her family have visited relatives or stayed at home for the past few years. She wants the family to have an experience they will always remember before Todd, their adolescent son, grow ups and moves away. She sees the key issues as follows: (1) There are only three years left before Todd leaves. He is not likely to join us for a vacation after he finishes school; (2) It is important to have an exceptional vacation at least once in your life; (3) If we plan ahead and save the money, we will be able to afford the cost of such a trip.
5. Skillful negotiators avoid behavior that the other person is likely to consider annoying. This includes any of the following kinds of behavior: having an aggressive or intimidating manner, using sarcasm, using negative body language, or talking loudly. Not only do skilled negotiators avoid such behavior, they work hard at conveying an attitude of cooperation, reasonableness, openness, and friendliness. Example: Jed is negotiating the details of his new job with his new employer in the Chicago area. When Jed moves from Memphis to Chicago to begin work, he wants Sarah, his new boss, to give him three paid days off to get settled in his new apartment. Sarah is resisting the idea. Jed says, “I thought you would be more understanding about what it takes to get settled. A reasonable person would see that this is a small request.” This sarcastic remark is likely to create some doubts in Sarah’s mind rather than convince her to give Jed what he wants.
6. Good negotiators avoid participating in a defend/attack spiral. You know what this sounds like:
A attacks B
B defends herself and attacks A
A defends herself and attacks B
B defends herself and attacks A
We’ve all experienced being caught in one of these spirals and know how nonproductive they are. Rather than perpetuating such a process, the successful negotiator puts a stop to it by choosing not to say anything that would be perceived as aggressive or defensive.
Example A
Jim: “I can’t believe you are being so rigid.”
Anne: “Rigid! You should talk! You are completely bull-headed.”
Jim: “Right! You should try listening to yourself. You are impossible.”
Example B
Jim: “I can’t believe you are being so rigid.” Anne: “You’re not happy with what I’ve asked for.” Jim: “You’re damn right! You have to consider what I want.” Anne: “Tell me more about it, then. I’ll be happy to listen.”
In example A, Jim and Anne dig
Choosing an appropriate corporate business gift might be confusing, as the market these days offers a wide array of gifts ranging from inexpensive personalized items such as pens or mugs to customized laptops, original artwork and even automobiles. Whether you are giving promotional freebies, rewarding your employees or trying to impress management, it is advisable to choose gifts keeping in mind the occasion. Corporate business gifts can be a perfect medium for boosting your company's profile, morale and work effort.Corporate business gifts can range from corporate gift baskets, wines, personalized gifts and any other unique corporate gift ideas. Personalized corporate gifts may include an array of silver-plated mouse pads, wine stoppers or money trees. Corporate gifts like horseshoe key chains, leather catchalls or a personalized travel case can make unique incentives. S
1. They plan ahead. Successful negotiations are rarely spontaneous. Taking the time to analyze the situation and think through your strategy is perhaps the most important element of negotiating success. This is true whether you are negotiating an important contract for your employer or negotiating your vacation plans with your family. Example: Anthony wants to begin running again to get into better physical shape. He became a new father 18 months ago and has had no time to exercise. He anticipates that Belinda, his wife, will resist any discussion of his wanting to take time for himself, since the responsibilities of parenthood are so time-consuming. For a while, he avoids the subject, fearing that it will turn into an argument. Then he starts to feel angry and resentful. He decides to negotiate with Belinda and begins by making a list of his needs and wants, as well as her needs and wants.
2. They are willing to consider a wide range of outcomes and options rather than rigidly insisting on a specific result. Negotiators who are most successful are open-minded and avoid being locked in to one outcome. They are willing to consider many possibilities and combinations of options.
Example: Lisa is feeling very stressed by the long commute to her job. She was thinking of resigning until she decided to make a list of other options. She came up with several alternatives: working from home two days a week, working part-time rather than full-time, working flexible hours to avoid rush hour traffic, and working from home every fourth week.
3. They look for common ground rather than areas of conflict. Pointing out areas where you and the other person are already in agreement conveys an attitude of cooperation and lessens any feeling of opposition.
Example: Sandy wants her next car to be a Volvo because of their reputation for safety. George wants a sports car. She says, “Let’s talk about what we agree on. First, we both agree that the car has to have a strong safety record. Second, we want to buy a new car, not a used one like last time. And third, we’ve set our price range as $40,000 or less.”
4. They discuss the key issues in order of priority. Have a clear idea of what the two or three key issues are and which is the most important. Start with the most important issues and proceed to those that matter less. If you can reach agreement on the most important things, the lesser issues will most likely be easier to resolve. Example: Carol wants her next family vacation to be something really special—either a Caribbean cruise or a trip to San Francisco. She and her family have visited relatives or stayed at home for the past few years. She wants the family to have an experience they will always remember before Todd, their adolescent son, grow ups and moves away. She sees the key issues as follows: (1) There are only three years left before Todd leaves. He is not likely to join us for a vacation after he finishes school; (2) It is important to have an exceptional vacation at least once in your life; (3) If we plan ahead and save the money, we will be able to afford the cost of such a trip.
5. Skillful negotiators avoid behavior that the other person is likely to consider annoying. This includes any of the following kinds of behavior: having an aggressive or intimidating manner, using sarcasm, using negative body language, or talking loudly. Not only do skilled negotiators avoid such behavior, they work hard at conveying an attitude of cooperation, reasonableness, openness, and friendliness. Example: Jed is negotiating the details of his new job with his new employer in the Chicago area. When Jed moves from Memphis to Chicago to begin work, he wants Sarah, his new boss, to give him three paid days off to get settled in his new apartment. Sarah is resisting the idea. Jed says, “I thought you would be more understanding about what it takes to get settled. A reasonable person would see that this is a small request.” This sarcastic remark is likely to create some doubts in Sarah’s mind rather than convince her to give Jed what he wants.
6. Good negotiators avoid participating in a defend/attack spiral. You know what this sounds like:
A attacks B
B defends herself and attacks A
A defends herself and attacks B
B defends herself and attacks A
We’ve all experienced being caught in one of these spirals and know how nonproductive they are. Rather than perpetuating such a process, the successful negotiator puts a stop to it by choosing not to say anything that would be perceived as aggressive or defensive.
Example A
Jim: “I can’t believe you are being so rigid.”
Anne: “Rigid! You should talk! You are completely bull-headed.”
Jim: “Right! You should try listening to yourself. You are impossible.”
Example B
Jim: “I can’t believe you are being so rigid.” Anne: “You’re not happy with what I’ve asked for.” Jim: “You’re damn right! You have to consider what I want.” Anne: “Tell me more about it, then. I’ll be happy to listen.”
In example A, Jim and Anne dig
Are Product Margins Merely Margins of Error? Packaged goods companies continue to fight for every drop of margin they can squeeze out of a crowded category. Traditionally, the brand was powered forward through product innovation, research and development. New advertising campaigns rolled out when product improvements warranted them.Preference and margins cannot be found in product enhancements and efficacy — these two improvements are simply the cost of doing business. In today’s crowded market space your preference and margins stem directly from your brand. In reality most brand marketers and managers are actually product managers and are hard pressed to describe their own brand in any terms other than banal category benefits.This pit-fall is not to be unexpected. Universities and colleges fail to understand the intricacie
Example: Lisa is feeling very stressed by the long commute to her job. She was thinking of resigning until she decided to make a list of other options. She came up with several alternatives: working from home two days a week, working part-time rather than full-time, working flexible hours to avoid rush hour traffic, and working from home every fourth week.
3. They look for common ground rather than areas of conflict. Pointing out areas where you and the other person are already in agreement conveys an attitude of cooperation and lessens any feeling of opposition.
Example: Sandy wants her next car to be a Volvo because of their reputation for safety. George wants a sports car. She says, “Let’s talk about what we agree on. First, we both agree that the car has to have a strong safety record. Second, we want to buy a new car, not a used one like last time. And third, we’ve set our price range as $40,000 or less.”
4. They discuss the key issues in order of priority. Have a clear idea of what the two or three key issues are and which is the most important. Start with the most important issues and proceed to those that matter less. If you can reach agreement on the most important things, the lesser issues will most likely be easier to resolve. Example: Carol wants her next family vacation to be something really special—either a Caribbean cruise or a trip to San Francisco. She and her family have visited relatives or stayed at home for the past few years. She wants the family to have an experience they will always remember before Todd, their adolescent son, grow ups and moves away. She sees the key issues as follows: (1) There are only three years left before Todd leaves. He is not likely to join us for a vacation after he finishes school; (2) It is important to have an exceptional vacation at least once in your life; (3) If we plan ahead and save the money, we will be able to afford the cost of such a trip.
5. Skillful negotiators avoid behavior that the other person is likely to consider annoying. This includes any of the following kinds of behavior: having an aggressive or intimidating manner, using sarcasm, using negative body language, or talking loudly. Not only do skilled negotiators avoid such behavior, they work hard at conveying an attitude of cooperation, reasonableness, openness, and friendliness. Example: Jed is negotiating the details of his new job with his new employer in the Chicago area. When Jed moves from Memphis to Chicago to begin work, he wants Sarah, his new boss, to give him three paid days off to get settled in his new apartment. Sarah is resisting the idea. Jed says, “I thought you would be more understanding about what it takes to get settled. A reasonable person would see that this is a small request.” This sarcastic remark is likely to create some doubts in Sarah’s mind rather than convince her to give Jed what he wants.
6. Good negotiators avoid participating in a defend/attack spiral. You know what this sounds like:
A attacks B
B defends herself and attacks A
A defends herself and attacks B
B defends herself and attacks A
We’ve all experienced being caught in one of these spirals and know how nonproductive they are. Rather than perpetuating such a process, the successful negotiator puts a stop to it by choosing not to say anything that would be perceived as aggressive or defensive.
Example A
Jim: “I can’t believe you are being so rigid.”
Anne: “Rigid! You should talk! You are completely bull-headed.”
Jim: “Right! You should try listening to yourself. You are impossible.”
Example B
Jim: “I can’t believe you are being so rigid.” Anne: “You’re not happy with what I’ve asked for.” Jim: “You’re damn right! You have to consider what I want.” Anne: “Tell me more about it, then. I’ll be happy to listen.”
In example A, Jim and Anne dig
I recently spoke with a franchise company that provides cleaning services. This enterprise has been in business for about 18 months. The company has ten employees, 115 clients and produces revenue of over $12,000 per month. Unfortunately, the company advertising expenses total of $5,000 every month! As a result, company profit only totals a little under ten percent. The owner wants to increase its client base and attract and retain my best employees.This reminds me of the old saying: "That you have to spend money to make money." Do entrepreneurs have to spend money to make money?Well, some believe that there are only two ways to increase your profits. Either you reduce your expenses or increase your sales! Believe it or not, you could do both! Some entrepreneurs think that you only have one choice ---- spend money! Most new owners make the same mistake
5. Skillful negotiators avoid behavior that the other person is likely to consider annoying. This includes any of the following kinds of behavior: having an aggressive or intimidating manner, using sarcasm, using negative body language, or talking loudly. Not only do skilled negotiators avoid such behavior, they work hard at conveying an attitude of cooperation, reasonableness, openness, and friendliness. Example: Jed is negotiating the details of his new job with his new employer in the Chicago area. When Jed moves from Memphis to Chicago to begin work, he wants Sarah, his new boss, to give him three paid days off to get settled in his new apartment. Sarah is resisting the idea. Jed says, “I thought you would be more understanding about what it takes to get settled. A reasonable person would see that this is a small request.” This sarcastic remark is likely to create some doubts in Sarah’s mind rather than convince her to give Jed what he wants.
6. Good negotiators avoid participating in a defend/attack spiral. You know what this sounds like:
A attacks B
B defends herself and attacks A
A defends herself and attacks B
B defends herself and attacks A
We’ve all experienced being caught in one of these spirals and know how nonproductive they are. Rather than perpetuating such a process, the successful negotiator puts a stop to it by choosing not to say anything that would be perceived as aggressive or defensive.
Example A
Jim: “I can’t believe you are being so rigid.”
Anne: “Rigid! You should talk! You are completely bull-headed.”
Jim: “Right! You should try listening to yourself. You are impossible.”
Example B
Jim: “I can’t believe you are being so rigid.” Anne: “You’re not happy with what I’ve asked for.” Jim: “You’re damn right! You have to consider what I want.” Anne: “Tell me more about it, then. I’ll be happy to listen.”
In example A, Jim and Anne dig
1. Allow staff to design their own recognition award scheme.2. Praise them verbally in private.3. Praise them verbally in front of the staff team.4. Provide written praise in the company newsletter.5. Run company competitions and offer a prize for the winner.6. Organise team lunches and pay for it from the team budget.7. Offer to undertake a particular aspect of a colleagues work for a day.8. For a set time period offer `difficult to access’ parking facilities.9. Provide staff with their own office for a week.10. Provide gift vouchers for a job well done.11. Staff who exceed their targets offer them a choice of reward.12. As well as advising the individual member of staff and their staff team about successes, send a memo to senior management advising how well the member of staff has done.13. Have
6. Good negotiators avoid participating in a defend/attack spiral. You know what this sounds like:
A attacks B
B defends herself and attacks A
A defends herself and attacks B
B defends herself and attacks A
We’ve all experienced being caught in one of these spirals and know how nonproductive they are. Rather than perpetuating such a process, the successful negotiator puts a stop to it by choosing not to say anything that would be perceived as aggressive or defensive.
Example A
Jim: “I can’t believe you are being so rigid.”
Anne: “Rigid! You should talk! You are completely bull-headed.”
Jim: “Right! You should try listening to yourself. You are impossible.”
Example B
Jim: “I can’t believe you are being so rigid.” Anne: “You’re not happy with what I’ve asked for.” Jim: “You’re damn right! You have to consider what I want.” Anne: “Tell me more about it, then. I’ll be happy to listen.”
In example A, Jim and Anne dig themselves in deeper with each statement. In example B, Anne blocks the defend/attack spiral and makes it possible for communication to resume.
With practice, you can learn to use these simple skills to get more of what you want in life—without coming across like a bully. In fact, these skills help you reach agreements that are more likely to satisfy both parties while maintaining a positive relationship. Try them in your work life or at home—they work equally well in either setting.
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