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- 2007-11-13 22:16:19 - Negotiating tactics: don?t let ?good guy ? bad guy? control the sales negotiation
- Counter one of the classic negotiating gambits by addressing it directly.You've assembled a brilliant sales proposal for a new client and when you arrive to the meeting to hammer out the final details, you suddenly find yourself sitting across the table negotiating with two people. One is a person with whom you've had contact during the sales process; the other is new ? a purchasing agent....
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- 2007-11-13 22:16:19 - Negotiating skills: ask for more than you expect to get
- It creates some negotiating room, and you might just get what you're asking for.Whether playing the role of buyer or seller in a sales transaction, asking for more than you expect to get is a classic opening position in negotiations.In the audio book, "Sound Advice on Negotiating Skills," author Roger Dawson says, "Henry Kissinger called this the key to success at the ...
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- 2007-11-13 22:16:19 - Negotiations: the art, science, & sport of online deals
- Negotiations can seem as complex as physics, and in fact, people go to college to study the science of negotiating just as they would the laws of nature. At the same time, negotiation is like an ancient art form, some sort of Zen mental jujitsu. When neither the Zen nor the science works, though, no one wins.Just ask any hockey fan out there. The recent lockout and cancellation of the 2004-...
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- 2007-11-13 22:16:19 - 30 tips for keeping meeting expenses to a minimum
- Money makes the world go 'round. And when it comes to meeting planning, money can probably get you whatever you want. However, few event planners have the luxury of an unlimited budget. Your boss may like to drink champagne on a beer budget. In other words, caution you to spend less, but expect miracles at the same time.Preparing and managing a realistic budget is serious business, but to s...
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- 2007-11-13 22:16:19 - So whats your argument?
- Arguments aren't always bad things. Sometimes They're used to convince someone of an important point they may not yet realize.You've probably used arguments in this way most of your life in fact!Maybe you wanted to go somewhere and had to convince your parents that is was a good idea to let you go. So you argued your position with them.Maybe you wanted to buy a big ticket item...
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- 2007-11-13 22:16:19 - Negotiating technology contracts
- Have you ever tried to negotiate a deal for software, computer equipment, or consulting services with a technology company? The task can be daunting. Unfortunately, the sales forces of most IT companies are armed to the hilt with techniques to get the best deal for them, and not necessarily the best deal for you. And even worse, most of us computer folk (like myself) have never been trained in the...
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- 2007-11-13 22:16:19 - Dont be afraid of silence
- In any conversation with two or more people, there is a tendency to want to talk all the time to fill any awkward silences or gaps that appear in a conversation.However, if you think of the conversations that you have with your closest friends or family, you will notice that there isn't the same need to fill these gaps, as silences between you are comfortable. This is generally because you ...
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- 2007-11-13 22:16:19 - Determine your rate and negotiate carefully with unreasonable clients
- Consultants who offer executive assistant or computer services on a virtual basis must know their value and be prepared to gauge their billable rate to meet the circumstances.At some point everyone encounters potential clients who expect professional work at rates that are less than appropriate. For example, a posting advertises an opportunity that matches your highly polished skill set. Af...
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- 2007-11-13 22:16:19 - Suppliers as your partners in cost reduction
- This article is one of the many articles still to come in which I will discuss very basic yet proven techniques that you could use immediately in your encounters with your suppliers.Oh but wait, to find any value in this article, you must be a firm believer that Purchasing strategies have evolved from just 1) focusing on price and 2) focusing on quality, reliability, responsiveness and tota...
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- 2007-11-13 22:16:19 - Where to find the best employees --
- Obviously, you might logically say, "that is good!" You would most certainly be on track feeling good about everyone in your area having a job. Getting everyone working and being more self-sufficient is our logical goal.WHAT IS FULL EMPLOYMENT?For many years, the marketplace has considered 4% to be reaching a full-employment level. Very few employee choices are available. M...
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- 2007-11-13 22:16:19 - Lets make a deal
- Smart buyers will always ask for a better price. Unfortunately, too many sales people and business owners automatically think that reducing their price is the most effective way to respond to this request.However, negotiating is not always about price. Although price is a factor in virtually every sale it is not usually the primary or motivating factor. Everything you say and do from the fi...
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- 2007-11-13 22:16:19 - Cross cultural negotiations
- Cross cultural negotiation is one of many specialized areas within the wider field of cross cultural communications. By taking cross cultural negotiation training, negotiators and sales personnel give themselves an advantage over competitors.There is an argument that proposes that culture is inconsequential to cross cultural negotiation. It maintains that as long as a proposal is financiall...
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- 2007-11-13 22:16:19 - Managing the sales negotiation process
- How many times have you heard:"You've got to drop your price by 10% or we will have no choice but to go with your competition.""You will have to make an exception to your policy if you want our business.""I know that you have good quality and service, but so do your competitors. What we need to focus on here is your pricing.""I agree that thos...
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- 2007-11-13 22:16:19 - Games are a reflection of behavior
- You are standing on a small stage yelling, "What's the name of the game?!""Win as much as you can!!!" comes roaring back."Who's responsible for your score?!""I am!!"The audience is composed of ninety men, all prisoners in a federal maximum security prison.One more thing ? you're a woman.For three years, Alicia volunt...
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- 2007-11-13 22:16:19 - Power pricing - getting the right price for your products and services
- There's an old joke about the New York City blackout. Power was out everywhere, and the electric company couldn't figure out what was wrong or how to fix it. Finally, they decided that the only one who could solve the problem was a long-retired worker who knew the system inside and out. He came out to the power plant, looked around, picked up a hammer and tapped one of the generators.Sudden...
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- 2007-11-13 22:16:19 - The art of negotiation in 535 words
- I want to get better at negotiation, but where to start? UK Amazon currently has 2332 books on negotiation. Google indexed nearly 4 million relevant (yeah right) pages. All I need is a simple, straightforward model that I can put to use now. Phased by the glut of information, I went within and remembered the wise teachings from a senior manager in my early working life. So, come closer, li...
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- 2007-11-13 22:16:19 - A one stop financial solution
- Amy Wright, 34, was extatic when her realtor showed her the three bedroom townhome overlooking the lushious golf course. It was exactly the home she was looking for. The interior was sunny and bright, with a newly remodeled kitchen, spacious bedrooms, and the perfect little study area to set up her new home office. It had a spectacular pool and a lovingly tended flower garden. Best of all-the sell...
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- 2007-11-13 22:16:19 - Writing an rfp (request for proposal)
- A while back, a potential client provided me with some general details of the writing work he wanted me to do for his company. Then he asked me to send him a proposal. Proposal?! I panicked as I tried to confirm with him what he meant by that since I had never done one before, at least not as a freelancer. I must've not really wanted to pursue this opportunity since I didn't bot...
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- 2007-11-13 22:16:19 - Negotiating skills will get you ahead
- Negotiating skills can help you manage lots of different kinds of life situations, both at work and in your personal relationships. Here are a few examples of where these skills can help you build an even better life for yourself: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 decis...
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- 2007-11-13 22:16:19 - What makes you special?
- Many people are too busy today trying to fit themselves into the image of other people. This ranges from physical appearance to dressing mannerism right to extreme character imitations.And although I can understand the underlying feelings of insecurity which trigger such actions, still it goes without saying that this 'unhealthy' habit can be detrimental to your one big asset: recognizing a...
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- 2007-11-13 22:16:19 - How great is the strength of your belief?
- Be careful what you believe because that is what you will experience. Your belief system is a mechanism which is uniquely yours. It is powered by your desire and controlled by your thoughts and actions. In other words, your success is measured by the strength of your belief.What is it that you desire? Often people do not have a clue what it is they want, they just know what they do not want...
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- 2007-11-13 22:16:19 - Motivation: how to get unstuck
- Have you ever felt stuck?You know the feeling - you're not happy with a situation, you know it could be better, you've even tried to make it better. But all of your best efforts still end with the "same old-same old" feeling - STUCK!Well, you are not alone, it's a very big club.In fact, when I ask this question in seminars, just about everyone raises their hand. I ha...
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- 2007-11-13 22:16:19 - Time management - finding some personal time
- Personal time or relax time is often why people want to learn how they can squeeze an hour or so out of their busy day. Often though, personal time becomes television time. You may think that if you only have an hour left before going to bed, there's not enough time to start something so you might as well just watch T.V.That's where you're wrong. You plan your day (even if you don't know it...
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- 2007-11-13 22:16:19 - Change 101: how to get the changes you desire
- Here's a bold statement:Change can be simple and easy.It really does not have to be so hard, although sometimes we make it much harder than it needs to be. And there's really no magic involved. Although I do like this quote from science-fiction writer Arthur C. Clarke: Any sufficiently developed technology is indistinguishable from magic.What I have found is that what most peo...
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- 2007-11-13 22:16:19 - Change 101: how to handle the changes that come your way
- One of the few things that are constant in this world is change. At the same time, many people just don't like change. As a matter of fact, the only person I know that always likes change is a wet baby!Having said that, I believe that most people do not like change because they either don't know how to respond to it, or respond poorly.One way to think about this is that change is lik...
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- 2007-11-13 22:16:19 - 17 more things ive noticed along the way so far
- Three areas of life in which we get very little training, yet we all seem to have a strong opinion on: marriage, parenting and money.When all is said and done, it really is much simpler to succeed than to fail.Two A's for improving your marriage: awareness and anticipation. Awareness of how you are feeling -- anticipation of how your spouse might be feeling.Today's choices are...
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- 2007-11-13 22:16:19 - Motivation: 3 keys to lasting change
- David Bowie once sang, "Ch-ch-changes, tryin' to face the strain."There are times in life when trying to change can be a strain. If you are like most folks, you have tried to change something in your life. And, like most folks, may have found yourself frustrated when you were unable to change. Perhaps it was a habit, an attitude, or some part of an important relationship. Whatever...
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- 2007-11-13 22:16:19 - Motivation - the power of drive
- My experience tells me there are three stages people go through on their way to having the drive necessary to meet their goals:I want to want to I want to I will no matter whatIt's only when you reach the stage of I will no matter what that you access the power of drive in your life.Having said that, I've taken the word DRIVE and created an acronym that provides us wit...
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- 2007-11-13 22:16:19 - Motivation: the power of celebration
- CherishEnthusiasmLive with passionExcitementBeliefRejoiceAttitude and ActionTimeImaginationOpportunityNowCherish - your life, your loved ones, your work. My dictionary defines cherish as "to hold dear to you." There are so many t...
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- 2007-11-13 22:16:19 - Motivation: the power of opportunity
- I think each one of us has had the experience of coming up with a great idea for a product or a way to do something, only to see someone else do it and make a ton of money.Here's mine - A few years back I went through advanced training in hypnosis. One of the tools the trainers used to teach us about the state of hypnosis was simply a large sheet of paper covered with all these lines and sh...
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