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Will You Add? - When is Negotiating Not Negotiating? 4 Tips for Improved Success
It seems that banks are constantly coming up with new ways for us to pay bills and withdraw money. First there were paper checks, then credit cards, then ATM cards, then debit cards linked to bank accounts, and now ACH electronic funds transfers. Of course, with each new payment method comes a new set of fees passed on to account holders and merchants. The smart merchant will weigh the pros and cons of each method with regards to safety, accountability, and processing cost, and then design her business practices to maximize profits without compromising customer service.This article will help merchants do this by comparing two very similar payment methods
Four tips to help you negotiate successfully
1. If you want a better deal, ask for one. You'll never know unless you ask! Remember, make sure it will satisfy your needs - do not get locked into bargaining over positions.
2. Argue to learn, not to win. To meet your own needs you need to learn as much as possible about the other party and their needs. The more you learn, the better chance you have of getting a good deal.
3. Make proposals regularly during the negotiation - proposals move the negotiation forward. Use proposals such as "If you will provide . . . . then I might consider . . . ." T
If the Bill of Rights was written today, it would likely include the right to complain.Americans love to complain, but who can blame us? For the most part, customer service has been heading downhill as companies try to cut costs by outsourcing, off shoring and hiring inexperienced staff. Take the airline industry, a favorite punching bag, as an example. In the first quarter of this year, the Federal Aviation Administration received 2,650 complaints about airlines and other travel-related services. That's up by one-third from a year ago, and doesn't include complaints from frustrated passengers who never bothered to file a formal grievance.Many times
We often think of negotiation as a formal process conducted behind closed doors by high powered executives, politicians or world leaders. Yet everyday all of us negotiate. You may have to agree with colleagues on the content of a report or presentation; with a customer over a disputed invoice; with a supplier on the terms for goods or services; or with your partner on what to have for dinner tonight! All of these things are negotiations.
Our problem is that we don't recognise them as negotiations, nor ourselves as negotiators. As a result, we enter these discussions less prepared than we could be. The result? Sometimes a less-than-successful outcome!
To help make all our daily negotiations more successful (for both you and the other party), you need to:
- State your case clearly and appropriately
- Organise your facts
- Control the timing and pace of your discussion
- Properly assess both yours and the other parties needs
How do you carry out these four points successfully? First, you need an understanding of some of the key principles of successful negotiation. Try this quiz to test your knowledge of negotiating by answering "True/False" to each question.
1. Should you ask for twice the amount you need?
2. Is your aim to prevent the other party from saying "No"
3. Will a small concession relieve the pressure?
4. A "Win/Win" result is always possible.
5. Is admitting to an error or omission a sign of weakness?
The following answers will provide some useful tips for your negotiating situations.
1. Should you ask for twice the amount you need? False. You will have to back down and will lose an important opportunity to influence the other party. Research clearly indicates that negotiators who make large concessions end up worse off. The secret of successful negotiating is to first identify your needs, then work out a range of options that will satisfy those needs. Start the negotiation by asking for the options that best meet your needs.
2. Is your aim to prevent the other party from saying "No"? False. In fact getting a "No" from the other party can be very useful because it gives you the opportunity to ask "Can you give me your reasons?". This leads to uncovering the other party's real needs and some options that will satisfy them ?V options which you can probably supply.
3. Will a small concession relieve the pressure? False: If you make a small concession, chances are you are negotiating over options rather than needs. Additionally, the other party may think you are weakening and put more pressure on. Far better to state or restate your needs and then explore as many options as possible to satisfy them. As part of this discussion, you may come back to the offer that was just rejected, or you may find some even better options. Either way you have gained a lot more information and not weakened your position.
4. A "Win/Win" result is always possible. False: It's desirable, but not always possible. Sometimes, even the best of negotiators have to "agree to disagree". The way to improve your ratio of "Win/Wins" is to focus very clearly on your own real needs (not positions) and the needs of the other party. Searching for many different options to satisfy both party's needs generates more "Win/Win" situations.
5. Is admitting to an error or omission a sign of weakness? False: Research shows that disclosing such information demonstrates honesty. In psychological terms, it breeds what is called "reciprocity" - if you do something for me, then I'll do something for you. People are far more likely to be honest with you when you are honest with them. Pulling the wool over someone's eyes may give you a short term result at the expense of a long term relationship.
Four tips to help you negotiate successfully
1. If you want a better deal, ask for one. You'll never know unless you ask! Remember, make sure it will satisfy your needs - do not get locked into bargaining over positions.
2. Argue to learn, not to win. To meet your own needs you need to learn as much as possible about the other party and their needs. The more you learn, the better chance you have of getting a good deal.
3. Make proposals regularly during the negotiation - proposals move the negotiation forward. Use proposals such as "If you will provide . . . . then I might consider . . . ." T
James Q. Wilson and George Kelling probably didn’t expect to trigger a massive policy shift of colossal socio-political consequences when they wrote an article for The Atlantic Monthly in 1982 entitled Broken Windows: The Police and Neighborhood Safety. The authors had developed a theory based on their observations of a well-known sequence of events in some urban communities, summarizing it like this:“Evidence of decay (accumulated trash, broken windows, deteriorated building exteriors) remains in the neighborhood for a reasonably long period of time.People who live and work in the area feel more vulnerable and begin to withdraw. They become less
- State your case clearly and appropriately
- Organise your facts
- Control the timing and pace of your discussion
- Properly assess both yours and the other parties needs
How do you carry out these four points successfully? First, you need an understanding of some of the key principles of successful negotiation. Try this quiz to test your knowledge of negotiating by answering "True/False" to each question.
1. Should you ask for twice the amount you need?
2. Is your aim to prevent the other party from saying "No"
3. Will a small concession relieve the pressure?
4. A "Win/Win" result is always possible.
5. Is admitting to an error or omission a sign of weakness?
The following answers will provide some useful tips for your negotiating situations.
1. Should you ask for twice the amount you need? False. You will have to back down and will lose an important opportunity to influence the other party. Research clearly indicates that negotiators who make large concessions end up worse off. The secret of successful negotiating is to first identify your needs, then work out a range of options that will satisfy those needs. Start the negotiation by asking for the options that best meet your needs.
2. Is your aim to prevent the other party from saying "No"? False. In fact getting a "No" from the other party can be very useful because it gives you the opportunity to ask "Can you give me your reasons?". This leads to uncovering the other party's real needs and some options that will satisfy them ?V options which you can probably supply.
3. Will a small concession relieve the pressure? False: If you make a small concession, chances are you are negotiating over options rather than needs. Additionally, the other party may think you are weakening and put more pressure on. Far better to state or restate your needs and then explore as many options as possible to satisfy them. As part of this discussion, you may come back to the offer that was just rejected, or you may find some even better options. Either way you have gained a lot more information and not weakened your position.
4. A "Win/Win" result is always possible. False: It's desirable, but not always possible. Sometimes, even the best of negotiators have to "agree to disagree". The way to improve your ratio of "Win/Wins" is to focus very clearly on your own real needs (not positions) and the needs of the other party. Searching for many different options to satisfy both party's needs generates more "Win/Win" situations.
5. Is admitting to an error or omission a sign of weakness? False: Research shows that disclosing such information demonstrates honesty. In psychological terms, it breeds what is called "reciprocity" - if you do something for me, then I'll do something for you. People are far more likely to be honest with you when you are honest with them. Pulling the wool over someone's eyes may give you a short term result at the expense of a long term relationship.
Four tips to help you negotiate successfully
1. If you want a better deal, ask for one. You'll never know unless you ask! Remember, make sure it will satisfy your needs - do not get locked into bargaining over positions.
2. Argue to learn, not to win. To meet your own needs you need to learn as much as possible about the other party and their needs. The more you learn, the better chance you have of getting a good deal.
3. Make proposals regularly during the negotiation - proposals move the negotiation forward. Use proposals such as "If you will provide . . . . then I might consider . . . ." T
Corporate Cultures excluding highly contributing employee input will soon find itself with an insufficient and less than seasoned workforceMany American workers are becoming more savvy when choosing how to spend their work life. The days of choosing a career and remaining with that same career for our entire lifespan have long since passed. There are several contributing factors to this trend but I believe they all come from the same root cause. A lack of focused intention.The trouble with most relationships is that we pick out the one little thing we do not want, and then give that unwanted thing all of our focus, energy, and attention, thus brin
2. Is your aim to prevent the other party from saying "No"? False. In fact getting a "No" from the other party can be very useful because it gives you the opportunity to ask "Can you give me your reasons?". This leads to uncovering the other party's real needs and some options that will satisfy them ?V options which you can probably supply.
3. Will a small concession relieve the pressure? False: If you make a small concession, chances are you are negotiating over options rather than needs. Additionally, the other party may think you are weakening and put more pressure on. Far better to state or restate your needs and then explore as many options as possible to satisfy them. As part of this discussion, you may come back to the offer that was just rejected, or you may find some even better options. Either way you have gained a lot more information and not weakened your position.
4. A "Win/Win" result is always possible. False: It's desirable, but not always possible. Sometimes, even the best of negotiators have to "agree to disagree". The way to improve your ratio of "Win/Wins" is to focus very clearly on your own real needs (not positions) and the needs of the other party. Searching for many different options to satisfy both party's needs generates more "Win/Win" situations.
5. Is admitting to an error or omission a sign of weakness? False: Research shows that disclosing such information demonstrates honesty. In psychological terms, it breeds what is called "reciprocity" - if you do something for me, then I'll do something for you. People are far more likely to be honest with you when you are honest with them. Pulling the wool over someone's eyes may give you a short term result at the expense of a long term relationship.
Four tips to help you negotiate successfully
1. If you want a better deal, ask for one. You'll never know unless you ask! Remember, make sure it will satisfy your needs - do not get locked into bargaining over positions.
2. Argue to learn, not to win. To meet your own needs you need to learn as much as possible about the other party and their needs. The more you learn, the better chance you have of getting a good deal.
3. Make proposals regularly during the negotiation - proposals move the negotiation forward. Use proposals such as "If you will provide . . . . then I might consider . . . ." T
Let’s talk about strategy. A lot of companies that we work with spend too much time focusing on tactics and execution and not enough time really determining what their overall strategy is as a business and the impact on spending enough time at the strategic level can really have an stunting impact on a company’s overall ability to accelerate its sales, gain market leadership, and really power up its revenue growth. A lot of CEO’s get bored when it comes to spending time on strategy and they view strategic work as being theoretical or hypothetical exercise that doesn’t add a lot of value to a company. But when you look a little bit more deeply, companies that execu
4. A "Win/Win" result is always possible. False: It's desirable, but not always possible. Sometimes, even the best of negotiators have to "agree to disagree". The way to improve your ratio of "Win/Wins" is to focus very clearly on your own real needs (not positions) and the needs of the other party. Searching for many different options to satisfy both party's needs generates more "Win/Win" situations.
5. Is admitting to an error or omission a sign of weakness? False: Research shows that disclosing such information demonstrates honesty. In psychological terms, it breeds what is called "reciprocity" - if you do something for me, then I'll do something for you. People are far more likely to be honest with you when you are honest with them. Pulling the wool over someone's eyes may give you a short term result at the expense of a long term relationship.
Four tips to help you negotiate successfully
1. If you want a better deal, ask for one. You'll never know unless you ask! Remember, make sure it will satisfy your needs - do not get locked into bargaining over positions.
2. Argue to learn, not to win. To meet your own needs you need to learn as much as possible about the other party and their needs. The more you learn, the better chance you have of getting a good deal.
3. Make proposals regularly during the negotiation - proposals move the negotiation forward. Use proposals such as "If you will provide . . . . then I might consider . . . ." T
It is happening to people all over the country; in large cities and small towns. Companies are downsizing or closing. You may be with the same firm for 20+ years in a senior position and still you are not immune to the chopping block.During a brain-storming telephone conversation my friend casually mentioned what another friend did to make extra money. I thought, oh sure, another stuffing envelope business or something similar. That wasn’t the case at all – this person worked as a legal secretary by day – and medical transcriptionist by night using the internet to receive and send documents. The light bulb flashed on and I thought – I can do that. How
Four tips to help you negotiate successfully
1. If you want a better deal, ask for one. You'll never know unless you ask! Remember, make sure it will satisfy your needs - do not get locked into bargaining over positions.
2. Argue to learn, not to win. To meet your own needs you need to learn as much as possible about the other party and their needs. The more you learn, the better chance you have of getting a good deal.
3. Make proposals regularly during the negotiation - proposals move the negotiation forward. Use proposals such as "If you will provide . . . . then I might consider . . . ." The other party's response to these proposals will give you a lot of information to work with.
4. Ask for, and give as much information as possible. For example, questions such as "Can you explain your reasons for . . . . ?', "What are your priorities? and "What else is there that you think I should know?" are excellent ways of gathering the information you need.
Successful negotiating!
If you would like some more tips on negotiating, feel free to contact me via www.nationallearning.com.au.
Copyright © 2006 The National Learning Institute
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