Tags |
|
|
Links |
|
|
Added for You - Win-Win Power Negotiating
Technology changes the way we work, live our lives, and have fun. Technology can empower businesses with improvements in productivity, faster development and production cycles, superior decision making by employees, and enhanced customer service. But deriving these benefits from incorporating new technology is not always a smooth process. Technology is often, at first, disruptive before it becomes empowering.Although the ideas developed in this article may have general applicability, they are mainly intended to relate to the incorporation of new information and communications technologies into business processes. Information technologies involve computers and their peripheral equipment as well as the data flow across local area networks. Communications involve any voice and video activity including the telephone system and related equipment as well as the communications pathways creating the wide area networks.Technology Changes Business ProcessesEvery action conducted within a business is part of one process or another. Sometimes the processes are easily defined and readily observable, as in the path of a purchase order. At other times, the process is not so clear but nevertheless it still
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 f
Among the small businesses that I coach, I find that the more effective entrepreneurs recognise that planning and managing success has three parts:They depend on measuring the past accurately. They strive to follow their plans in the present. They build flexible plans for the future.Looking backYou need numbers to count what you have achieved over the last business cycle. Clearly performance is not numbers alone: their meaning needs to be interpreted before you can decide how to respond to them. Examining your business goals and market conditions will determine the right measures for your business: (some examples in random order)Return on Investment (RoI) - this ignores the contribution that individual sales make when used too narrowly. Employee productivity - this is effective when 90% cost is wages, it is less good when your infrastructure costs predominate. Customer satisfaction - the ‘golden glow’ is subjective, fickle and fashion-ridden. "Gross margin = Revenue – Costs" - this can be distorted where the overheads are apportioned inappropriately and some goods are carrying an
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 fo
How do you make the intangible real? How do you take an idea or concept, something that can't be seen or touched, and convey its essence to others, quickly and easily?That challenge faces many of us in this age of information and knowledge marketing. In advertising and other marketing communications, we have to convince prospects to respond to words and ideas. Intangibility is a challenge I often face as I promote my communication products and services. My prospective customers can't touch or see what I'm selling.It's a factor in employee communication, as well as in marketing communication. After all, what are you selling when you ask employees to get behind the new plan or to work safely?Every once in a while I come across something that bridges the gap between tangibility and intangibility in a single bound.One of my former newsletter client companies developed software that provides stereographic (like 3-D) views of oil and gas reservoirs. Now, I've seen many of this company's developments in reservoir simulation over the past 10 years or so, but this one was special.Why? Because to use this software, you put on 3-D glasses. Like the kind we wore in movie theaters in the 1950s, albeit much
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 f
Who was it that said - "The customer is always right"? Well for those of you who can't get through the day without knowing, it was H Gordon Selfridge, the founder of Selfridges's department store in London.The question I want answered is; did he ever work with customers on day-to-day basis and if so, was he some kind of saint?Let's face it; customers can be a real pain in the neck. You move heaven and earth for them, you respond to their every whim, you give them time to pay and they still try to screw your prices down.Just when you've done all that, they leave you and start buying from one of your competitors.Wouldn't running a business be a whole lot better if we didn't have customers? Well, as we know only too well, we do need customers and lots of them. We want them to stay with us and we want them to say nice things about us to other people.We also want them to pay us on time and accept the fact that we might be a bit more expensive than others.So how do we perform this miracle? It's dead easy really; you only have to consider two factors: be reliable and be likeable. First off, let's consider what we mean by being reliable.Reliability is about your product
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 f
How should you answer the question "why did you leave your last job" especially if you were forced to leave because you didn't get along with your boss?If you voluntarily left the company and are asked in an interview why you left your last job, you might approach it in several ways. You could simply tell the truth and briefly tell the interviewer that you and your supervisor had a disagreement and you decided it was in your best interest to leave the company and pursue other employment.Alternatively, you could answer the question in more general terms and suggest that it was simply time to do something different and that you left the company to pursue alternative employment.Either way if you can get several positive references from this employer, this will help your cause. I suspect you won't want to use your supervisor as a reference but hopefully you can utilize other people you used to work with who will positively speak of your experience and skills while employed at the company.The reality is that we won't necessarily get along with every single person we work with and conflict sometimes occurs.I have helped job searchers who got into a dispute with their boss and who left the company as
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 f
Entrepreneurs have personality traits that make them ideal people to work for themselves. These same traits, while helpful as an entrepreneur can be irritating and dangerous for normal on-the-job relationships with bosses, managers, and supervisors.1. Willingness to take risks. Being an entrepreneur is demanding. Everything is a risk to someone who only depends upon themselves. Entrepreneurs learn to take calculated risks. They can’t throw complete caution to the wind, but they are much more willing to take a risk which seems within reason.2. Ability to identify good business ideas. For an entrepreneur one of the greatest abilities is that of identifying a good business idea. If a person sees a good business idea, even if it is already being done, just recognizing the idea validates the entrepreneur.3. Determination and confidence. When every penny spent on an endeavor belongs to you, you must believe in yourself. You can’t half believe in an idea, you must be determined and confident.4. Single-mindedness. An entrepreneur must be focused. An entrepreneur must be able to shut out distractions. Sometimes the must pretend they are wearing blinders.5. Willingness to put out whatever effort is need
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 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
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.added4u.com/article/31367/added4u-WinWin-Power-Negotiating.html">Win-Win Power Negotiating</a>
BB link (for phorums):
[url=http://www.added4u.com/article/31367/added4u-WinWin-Power-Negotiating.html]Win-Win Power Negotiating[/url]
Related Articles:
Bad Customer Service Horror Stories - Watch Out Or Bloggers Will Be All Over It
Marketing Designer Pet Products to a Luxury Client
Bookmark it:
|