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GETTING RESULTS  by

 John Kreiss 		10/6/2008 at 08:19
Negotiation is a big part of doing business in construction and real estate. Overall performance can often be attributed to outcomes resulting from these types of agreements. Negotiation becomes even more important in down economies when margins become tighter and everyone wants a deal. For me personally, collaboration has worked much better then confrontation. Here are few tips for successful negotiations:

Do your homework. Knowledge instills confidence. Lack of knowledge instills fright. The Internet makes it pretty easy these days to conduct research on just about anything. Take the time to research the products or services you’ll be discussing and improve your chances of getting the results you want.

Seek alternatives. Having choices to fall back on is critical and avoids dumb decisions made out of desperation. The alternatives may not be the preferred choice, but having the option provides leverage and improves your negotiating position.

Empathy. Negotiating is a process of communication. Good communicators are often good negotiators. Listening and understanding the goals and objectives of the other party improves your chances of coming to an agreement that will work for you and the other party. You don’t have to agree with the other parties’ agenda, but understanding it might help identify areas of collaboration.

Establish boundaries. The only thing worse than not having enough work is having work that loses money. This may sound like common sense, but there are plenty of documented cases where companies will lose money simply to win new business. Do this enough times and see your business ...
  read more...


NEGOTIATIONS - HIDDEN MEANINGS IN CONVERSATIONS  by

 Chetan Walia 		10/6/2008 at 08:19
While negotiating, or for that matter, in a any conversation, many a times, things being said are very different from it’s meaning. Specifically in a business conversation, one must look for hidden meanings in what other people are saying. Very often, what is left out of a speech or conversation is just as meaningful as what is said. Further, one must also be skillful in not giving away one’s own hidden meanings.

The following list highlights expressions and words that indicate hidden meanings in conversations. Its quite interesting!

- Expressions meaning the opposite: Sometimes people say things when they really mean the opposite.
This is very popular during a sales (or buying) conversations:

Some often used terms are: "Its not important but I just want to let you know that..." - Bear in my mind if something isn’t important then there isn’t a need to say its not important. For example we never say that "its not important but the sky is blue" - We just state it. You can be sure when a ’bumper’ like that (It’s not important but) is added, the following statement is very very important. In fact that might be the foremost concern of the person making the statement. If this is a sales situation and a buyer is making a statement like this - be 100% certain that this is his or her’s number one objection.

Sometimes people say "Don’t Worry..." - Whats coming after this statement or whats been said just before - make sure to take it ...
  read more...


TURNING A WEAK POSITION INTO A STRONG ONE  by

 Alain Burrese 		10/6/2008 at 08:19
It is scary facing an adversary who appears to be dominant. This is true in self-defense situations, and it is true in negotiations. Just as I teach my hapkido and self-defense students that if attacked it will most likely be by a bigger and stronger opponent, we must often enter negotiations with a distinct disadvantage. Negotiating against someone who has a clearly dominant position is one of the greatest fears when negotiating. However, just as smaller people can learn to defend themselves against bigger and stronger attackers, we can learn to overcome a weak bargaining position to negotiate more effectively.

It is no fun entering a negotiation with a weak position. This is especially true when the opposing negotiator senses your weakness and attacks with tactics aimed at getting you to accept an unreasonable "take it or leave it" offer. Therefore, the projection of power during negotiations can increase how successful you’ll be.

Bluster, bravado, and bullying tactics are not what I mean by projecting a strong negotiation position. Replacing facts and figures with raising your voice can often be seen through as an obvious bluff. Without bravado and bullying, you should be self-confident regarding your negotiation success. If you are not confident you can succeed, you may want to reconsider negotiating in the first place. Going into a negotiation thinking and feeling that you will be slaughtered will most likely get you - slaughtered. If you think you are beaten, you will be. If you think you are not beaten, you ...
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NEGOTIATION STRATEGY VS TACTICS  by

 Alain Burrese 		10/6/2008 at 08:18
I have spent over twenty-five years now studying, practicing, and teaching martial arts. This includes time spent in the United States Army and living in Japan and Korea studying martial arts there. Two important concepts that I have studied, taught, and written about in a martial or military format are equally important when teaching negotiation. These concepts are strategy and tactics. Sometimes I see people mistakenly using one term when they actually mean the other. In this short article, I want to describe the differences between strategy and tactics as well as illustrate the relationship between the two.

Strategy

Strategy is the overall, big picture, plan, which includes goals or desired outcomes. In the military, strategy is the utilization, during both peace and war, or all of a nation’s forces, through large-scale, long-range planning and development, to ensure security or victory. Another definition would be a plan, method, or series of maneuvers or stratagems for obtaining a specific goal or result. A well known strategy used by the Allies in WWII was that of strategic bombing in Europe. The Army Air Corps’ strategic bombing doctrine was based on the theory that a bombing force could pound the adversary until its industrial base was destroyed, and with it, its ability and will to wage war. While this example helps illustrate the concept of strategy, it is unfortunate that many of us have probably encountered negotiators that worked from a very similar strategic doctrine.

Strategic negotiation is simply the act of devising and carrying out ...
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CAN WE TALK? THE ART OF NEGOTIATING  by

 Charles T Blair 		10/6/2008 at 08:18
When you’re investing in residential real estate, your success hinges upon your ability to successfully negotiate. You may have the erroneous idea that successful negotiation involves stomping another party into submission. This couldn’t be farther from the truth. Negotiation is not a football game, nor is it a blood sport.

Negotiation is the art of reaching an equitable agreement with another party. I teach and recommend a negotiation technique that I call "two-stage negotiations".

There are a number of different questions that you need answers to before you can decide whether or not to purchase property. The most important question you need answered is, "Why are you selling?" By obtaining the answer to this simple question, you can custom tailor a purchase transaction that meets the seller’s needs and is profitable for you.

I’ve heard it said that God gave you two ears and only one mouth because you should listen twice as much as you talk. It may sound silly, but the simple truth is that people talk to you because they like you; they do business with you if they trust you. Use your ears to find out what the seller needs so that you can use your mouth to get what you want.

My two-stage negotiation technique involves asking a series of comprehensive questions that hone in on the needs, desires, and motivations of the seller. Once you determine what they need to have, you can very easily work out the details to give it to them. Simplistic? Absolutely - absolutely, ...
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BE RELUCTANT WHEN BUYING  by

 Alain Burrese 		10/6/2008 at 08:17
I was watching "The Big Idea" with Donny Deutsch and one of his "S.W.A.T" team guests told an entrepreneur they were giving advice to that he smelled of insecurity. He told the young man that he needed to go into meetings with potential investors with confidence if he intended to succeed. He told him that the investors would sense his lack of confidence and go elsewhere.

The reminded me of being anxious or reluctant in the negotiation arena. When you are making major purchases, your comfort level will vary. Everyone has a level where they become a bit more reluctant to part with that hard earned cash. With some of what is going on in today’s economy, this amount may be a bit lower than it once was.

Regardless of your comfort level when paying for something, as a negotiator, you would like to make the salesperson work a bit harder to sell you, and you would like the best deal you can get. Therefore, rather than appear anxious to buy, which the seller will recognize, you can present an appearance of reluctance which may lead to a better deal.

This technique or tactic can be extremely effective in places such as garage sales, flea markets, and clearance sales. Last weekend I stopped by at a friend’s house who was getting rid of what he and his wife considered junk, but what many others believed to be treasures. At the end of the day, he was ready to give away things just to ...
  read more...


NEGOTIATION TACTICS - HOW TO GET WHAT YOU WANT  by

 Michael Lee 		3/20/2008 at 08:31
Negotiation tactics are one of the most important lessons you can learn to be successful in your career, relationships, and life. There will be a lot of times when your capacity to persuade will be tested. How you try to gain favor through effective delivery can make or break your credibility and integrity as an individual. Here are some of the most useful negotiation tactics.

Advocacy

The advocate’s negotiation tactic attempts to present as much relevant and beneficial ideas and results to the parties involved. The person you’re trying to influence should clearly be able to see himself or herself in a very advantageous position, should he or she adapt to your idea. Delivering situations in a way that increases the likelihood of the other person gaining success is crucial.

Winning Matters

The winning tactic encourages you, as well as the person you’re trying to influence, to assess your current positions, instead of potential interests and needs. People will prefer to be influenced by ideas which put the end result in a win-win situation, rather than include chances of losing.

Although there is no such thing as absolute security, a person entering the negotiation with a sense of confidence and importance already puts him or her in a more advantageous state, regardless of the outcome of any risk or venture.

Positivism

Positivism is one of the most potent negotiation tactics, since it fosters cooperation and interaction between all parties involved. You need to be optimistic about your views, which will help gain respect or understanding from others. ...
  read more...


THE VALUE OF TIME IN NEGOTIATION  by

 Gloria Hamilten 		3/20/2008 at 08:31
Pareto’s Law of the 80-20 Principle has many applications, and negotiation is no exception.

Twenty percent of what you do produces 80 percent of the results. Conversely, 80 percent of what you do produces 20 percent of the results.

In negotiation, this means that 80 percent of your results are generally agreed upon in the last 20 percent of your time. The outcome of the negotiation will largely rest upon the solid 80 percent research foundation that has been set, as to how much has had to be conceded of the original plan.

Below are some necessary strategies for successful negotiating outcomes considering time management elements.

Have patience

A lot of preparation has been entered into prior to the negotiation process taking place, and a lot more additional research will be required as the negotiation process progresses.

All parties are investing a lot of time, energy, personal and spiritual commitment, and other resources to ensure the best possible outcome. So, it is important that each person feels that sufficient time has been accorded them to present their case.

Most concessions and settlements occur in the last 20 percent of the negotiation process, when everyone feels that all parties have been heard.

Be persistent

Your counterpart is hardly going to concede to you at the beginning of the negotiation, nor will s/he obligingly give you everything you ask for at the first request.

If your first submission is unsuccessful, try a different approach, reword it, change strategy.

You may need to provide additional information that would persuade your counterpart to see your ...
  read more...


WHEN YOU NEGOTIATE - MATCH YOUR MESSAGE AND BODY LANGUAGE  by

 Greg Williams 		3/20/2008 at 08:30
One cold wintry night, a business associate pulled into a gas station to fill his Mercedes with gas. While waiting, an average dressed man approached his vehicle; the man had a small gas can in his hand. The man very politely told my associate he and his mother were driving to a location close by and they ran out of gas. He told my associate he only had $1.10. He stated he was not a beggar. He further stated that the gas station attendant, in the gas station located across the street, told him he’d give him a gallon of gas if he had $2.78. So, the man asked my associate if he would please give him $1.68. My associate, who is also a very astute interpreter of body language, observed the man’s hands in an up turned manner, which indicates openness, and the sincerity in the man’s speech and mannerisms.

With everything being in sync, the man’s words and body language, my associate gave the man $2. The man thanked my associate and then scampered off into the darkness, in the direction of the gas station across the street. When the gas station attendant that was filling my associate’s car returned, he told my associate, "that man comes into this gas station every night asking people for money and giving them the same story."

... and so it goes.

What lessons can be learned from this situation?

1. While there were several cars getting gas at the same time as my associate, the ...
  read more...


QUESTIONING IN NEGOTIATION - RESTRICTIVE QUESTIONS  by

 Gloria Hamilten 		3/20/2008 at 08:29
Asking questions, in whatever area of human interaction you are commuting, will always mean that you will find out more than if you give your opinion, and then wait for the other person/s to respond.

Negotiation activities are no different.

On the contrary, negotiation scenarios are often very sensitive and for that reason, it is even more important to use the techniques of question-asking.

In the first instance, questioning shows that you are interested in your counterpart’s point of view.

This will automatically assist in rapport building. There is a saying that, ’anything is possible in the presence of good rapport.’

This article will deal with Restrictive or closed-ended questions, a later article will address Expansive or open-ended questions.

Restrictive or closed-ended questions usually seek a specific bit of information, and the answer is quite often a simple ’yes’ or ’no’.

Such questions can serve a number of useful purposes, such as directing the conversation to a desired area, or finding out which direction to avoid.

When asking questions in this manner, you need to be very sensitive with the tonality of your voice and with your body language to ensure that your counterpart doesn’t feel that you are leading her/him towards a certain response.

Another useful purpose of closed-ended questions is that it gains commitment from the other party to a definite position, eg

"If we can meet your needs regarding the price and terms, will you purchase our product today?"

That question simply requires a ’yes/no response.

Another example:

"You will send the revised quotation to me by Friday, right?"

Again, either ...
  read more...


QUESTIONING IN NEGOTIATION - EXPANSIVE QUESTIONING  by

 Gloria Hamilten 		3/20/2008 at 08:29
The more you curb your natural desire to talk and expound what you know and think, and ask questions, the more you will be informed of how another person thinks and is responding to a situation.

This article deals with expansive or open-ended questions while negotiating.

Expansive question techniques often begin with:

* who

* what

* where

* when

* how

* why

Starting a question with these question words leads your counterpart away from any specific direction.

S/he must open up and detail what position s/he is taking, likes and dislike.

Thus, open-ended questions in negotiation are more productive in revealing your counterpart’s objectives, needs, wants, and current situation.

Oft-times the desired end results is revealed such as the negotiation range.

Expansive questions in negotiation are very effective when you want to uncover your counterpart’s negotiation behavioural style.

It is easier to control your behavioural responses with simple ’yes/no’ answers, but more detailed responses may reveal such emotional states as agitation, contempt, anger, confusion, and feelings of decreased self-confidence and insecurity, of being out of your depth.

Open-ended questions tend to provide a window into your counterpart’s mind.

Here are some typical open-ended questions:

* "How do you feel about moving to a new office before Christmas?"

* "You seem to be unhappy with my offer. What seems to be the problem?"

* "Why do you feel that the price is ...
  read more...


ANATOMY OF NEGOTIATION  by

 Naveen Kumar Shelar 		3/20/2008 at 08:28
In my preceding article "Secrets of negotiation" I introduced the tools which make you an expert negotiator. Negotiation is the kind of tool that might really help you out of a corner in some circumstances, so in today’s article, I am going to take a look at what is the anatomy of negotiation.

Personnel may be required to use their negotiation skills on different levels with people, internally regarding the sharing of scarce resources or even in their personal capacity in acquiring a vehicle or house. Negotiation even takes place as a requirement for leadership and within relationships. Every negotiator draw two lines the bottom and the peak, which tells his or her at what point he or she can negotiate, or what type of and how much authority he or she are enjoying, and what are the limitations, some time it seems the big barrier to become an expert negotiator. Several negotiators break down because one person bother about his or her bottom line and the other one have a number in mind, and one or both parties adopt a negative attitude for closing the gap. Ideal and realistic objectives must be set for the negotiation, including a fall back position. It is important to set the correct tone for the negotiation from the outset.

The elegant solution is a spectrum of authority not a point in space. Know what your parameters are - what are you authorized to negotiate on, and what is your bottom line? A pre-assessment of ’both’ ...
  read more...


TEN THINGS YOU MUST DO TO BE AN EFFECTIVE NEGOTIATOR  by

 Gary Gorman 		1/20/2008 at 09:32
Contrary to what some believe, negotiation is not a game. Games have rules whereas negotiation has none... anything can, and often does, happen. Games have procedures, whilst negotiation is often subject to uncertainty and alternatives are frequently proposed and considered.

However, whilst there are no rules in negotiation, there are guidelines that need to be adhered to in order to be an effective negotiator. This article explores these ten key guiding principles.

These are as follows:

1. Effective negotiators know that all offers must be conditional upon the other party giving them something of value in return. They will never give anything away for nothing.

2. Effective negotiators never think on their feet or negotiate ’in the heat of the moment’. Proposals and counter proposals can come quickly, but an effective negotiator will consider, evaluate and reflect on the proposal, taking whatever time is needed, before making a counter proposal of their own.

3. Effective negotiators are capable of strict self-discipline. They remain calm, collected and composed in order to ’keep a clear head’.

4. Effective negotiators spend a considerable amount of time on planning, evaluating and testing their assumptions about the other party.

5. Effective negotiators maintain high aspirations throughout the negotiation. They build upon common ground rather than merely focus on areas of difficulty.

6. Effective negotiators take control of the negotiation before it begins. They take charge of the venue, timing, agenda, and other participants because they know it is more difficult to take control once the negotiation has begun.

7. Effective negotiators continually create room ...
  read more...


NEGOTIATING WITH PEOPLE OF PRESTIGE AND POWER  by

 Greg W 		1/20/2008 at 09:31
When you negotiate with people of prestige or power, do you become meek?

Sometimes, when we negotiate with people that we perceive as having more authority, power, or prestige, than ourselves, we become fearful or intimidated. Then, we tend not to negotiate with them as firmly as we might with other individuals. This can occur for several reasons ...

1. You don’t want to alienate the person of power for fear of losing something more important in the future.

2. You fear the possible retribution that might come from being perceived as a ’difficult person.’

3. You want to be perceived as a person that everyone can get along with.

You could have all kinds of reasons and thoughts that create barriers in your mind, as to why you don’t want to negotiate from a stronger position. Regardless of the thoughts, seek to understand the impediments that prevent you from negotiating and address them.

When you negotiate with your boss, a power broker, or anyone that has more perceived authority than yourself, you can utilize some of the following strategies.

1. Since the person has more prestige, power, or authority, appeal to their sense of fairness. You can cast yourself in the position of someone lower in stature that seeks their support. Depending upon the personality type of the individual you are negotiating with, that person’s ego may be stroked. Let her know how much you look up to her and the ’good’ she’s contributing ...
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THE JOB OFFER IS NOT ALWAYS AS GOOD AS IT LOOKS  by

 Carole Martin 		1/20/2008 at 09:31
Have you ever negotiated an offer?

If not, you are not alone. Most people DO NOT negotiate salary. They accept what is offered.

Whether you negotiate a salary or not is secondary to doing your homework before accepting an offer. It is always best to take some time before signing on the dotted line so that you understand exactly what you are gaining - or losing.

Here’s an example of someone who jumped at an offer before doing his homework.

Nicholas received an on-the-spot offer and was thrilled. This was the job he wanted and he was anxious to get started. He was going to get more money, and a bonus. What more could he ask for?

When he got home that evening, he sat down with pencil and paper and began to evaluate the offer, and what he was getting overall. He was not only shocked by what he discovered, but wished that he could go back and talk about some of the issues. But, he had signed on the "dotted line" that afternoon.

Once you sign the offer letter, you have essentially signed a contract. It is too late to go back and negotiate. Never accept an on-the-spot offer, unless it is absolutely out-of-this-world. It is generally wise to evaluate what you are gaining and losing. Let’s look at what Nicholas found out by doing some simple calculations.

Nicholas was offered $55,000 per year, with a hiring bonus of $5,000 paid in two payments over the next six months. This was a $5,000 a year ...
  read more...


5 WAYS TO GET THEM TO NEGOTIATE  by

 Jens Thang 		1/20/2008 at 09:30
Sometimes we do find that we have difficulty getting people to negotiate. They just seems to be disinterested in negotiating and have previously refused to negotiate. Things can get quite complex if not handled properly.

You must be thinking, "How do I negotiate with her if I cannot even get her to talk about the issue?"

How do you get people to negotiate?

First, look at the reasons why that person does not wish to negotiate.

Investigate from all areas and all perspectives:

Does she feel there is no need to negotiate?
Is she offended by something?
Is she concerned about some issue?
Maybe she is not ready to negotiate?
Could it be because she dislikes negotiation?

After you have tried to find out the cause for her refusal to negotiate, you can then truly understand from her point of view. Some people just dislikes negotiation. If this is so, maybe use another term to replace negotiation.

"Let’s discuss this issue."
"We need to talk about this."
"I am concerned that we are not progressing."
"Is there something that you like to talk about with regards to this issue?"
"When is a good time for us to discuss this?"

There are other ways to get her to negotiate with you.

1) Find someone close as your ally

Get that person to talk to her. She could be refusing to talk to you because of the kind of relationship she has with you. She could be uncomfortable negotiating with you alone. Get someone who is close to her or at least someone neutral to talk to her .

2) Lure ...
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WHY IS HAVING DIFFERENT PERSPECTIVES IMPORTANT IN NEGOTIATION?  by

 Jens Thang 		1/20/2008 at 09:29
This is a true example of how we can learn from everyone and everything.

Here’s the story:

There were 3 blind mice living in the Cat city. One day, the friendly cat, Kathy, decided to play a trick on the 3 blind mice. She took the 3 blind mice to visit an elephant in the zoo.

She took the first blind mice to the elephant trunk and let him feel it.

Then she took the second blind mice to the elephant leg, and the third to the tail.

As the 3 blind mice grew up not seeing an elephant before, they were asked to guess what is an elephant.

1st mice: "It is a tube. Something like a vacuum cleaner."

2nd mice: "What? You must be crazy. It is a tree trunk!"

3rd mice: "Both of you are wrong! It is a rope."

They started fighting with each other. Kathy was delighted with the trick she played on them.

What’s the moral of the story? (eek...)

Different people have different perspectives in life. Their perspectives are determined by the experience they had. We all have a tendency to delude ourselves into believing what we want to believe. Our minds have many different ways of mapping different possibilities even to a single event.

How can this be applied to negotiation?

Sometimes during a negotiation, both parties have different perspectives on a single issue. Many negotiation come to an impasse simply because they cannot see eye to eye on certain things.

From the 3 blind mice story, we learn that people might not see something the ...
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NEGOTIATE MEETING TIMES THE EFFICIENT WAY  by

 Dr. Gary S. Goodman 		1/20/2008 at 09:29
When someone asks you to call him back, he wants a call back and not an email, instead, right?

But what if I instructed you to violate his request by emailing him? That wouldn’t make any sense, would it?

For instance, I received an inbound inquiry by phone the other day from someone who discovered me on the Internet. I took the call at an inconvenient time, but I invested a few minutes, a sufficient amount, to determine:

(1) This was a qualified buyer of my training services;

(2) He had identified a specific training need he wanted to address; and

(3) He was local, making a visit on my part practical and desirable.

I promised to get back to him by phone two days later, and I did, only to find to my relief that his voice mail picked-up.

Instead of playing phone tag, or trying to have a protracted chat with him, I emailed him two meeting times and asked him to select the more convenient, at once.

He opted for the earlier time, and I’ll be seeing him just a few hours from now.

To me, this is an ideal sequence of events. We had a short chat. I offered two prospective meeting times by email, and he quickly selected one of them and communicated back to me, also by email..

And I’ll get an immediate opportunity to see him and his crew in person and assess their skill level.

The less time we spend in sales preliminaries, such as negotiating meeting times, the better for all concerned. ...
  read more...




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Blogs

Getting Results

 Negotiations - Hidden Meanings in Conversations

 Turning a Weak Position Into a Strong One

 Negotiation Strategy Vs Tactics

 Can We Talk? The Art of Negotiating

 Be Reluctant When Buying

 Negotiation Tactics - How To Get What You Want

 The Value of Time in Negotiation

 When You Negotiate - Match Your Message And Body Language

 Questioning in Negotiation - Restrictive Questions

 Questioning in Negotiation - Expansive Questioning

 Anatomy of Negotiation

 Ten Things You Must Do To Be An Effective Negotiator

 Negotiating With People of Prestige and Power

 The Job Offer Is Not Always As Good As It Looks

 5 Ways to Get Them to Negotiate

 Why Is Having Different Perspectives Important In Negotiation?

 Negotiate Meeting Times The Efficient Way

 How to Negotiate When You’ve Lost Control

 Benefits of Negotiating Subliminally

 Negotiating With Friends

 When you Negotiate Check Your Perception

 5 Traps to Avoid in Preparing for Negotiations

 Developing Winning Negotiation Outcomes

 How To Handle A Mistake During Negotiation

 How to Acknowledge A Fault During Negotiation

 Communications While Negotiating

 The Telephone And Conflict Resolution

 How to Apply Socratic Method to Negotiation

 What Do People Lack Most When They Negotiate?