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Monthly Archives: February 2018

Tricks Effective Negotiating

1. Know the needs, and what you want: Before you begin any negotiations, it is essential to learn, discover, and be certain, you truly know, the needs, and being able to prioritize the most essential ones, from your wish – list! Don’t assume you fully know, and understand, but, rather, begin the process, by effectively listening, and learning from others, and using that knowledge, as a relevant guide. How can anyone properly articulate what he seeks, until/ unless he truly understands it, himself?

2. Budget/ financial restrictions: All too often, pseudo – negotiators begin the process, and then later, try to align the economic realities, to fit, what was negotiated! On the other hand, quality, professional negotiations, begin, with creating the budget, and then using that, as an important guide, in seeking what you need, and can afford.

3. Research; homework: Begin by doing your homework, and researching, and fully understanding, both, what you seek, but what, the other side, needs, and might be able to agree to! One should try to balance, making the best possible deal, with creating a win – win, scenario!

4. Proceed with genuine integrity: How can anyone hope to effectively negotiate, and get the best possible, meeting of the minds, unless/ until, he maintains absolute integrity, and avoids, the often – taken, easier path, of distorting the facts, and manipulating them, to attempt to take advantage?

5. Common interests/ common good: The focus of quality negotiating must be on creating an agreement, which works for the common good, and, which, both sides, believe, serves their needs. This means looking at all perspectives, and seeking a viable solution!

6. Meeting of the minds: The result will never be a good one, especially in the longer – term, unless there’s a genuine, meeting of the minds, and some, true, give – and – take!

7. Win – win: Those with negotiating skills, do not seek personal victory, but, rather, a viable solution, which all sides, feel, is beneficial! Those who proceed with this win – win, negotiating philosophy, and approach, generally, create the best results!

Secret to Successful Negotiation

1. Know the ‘pie’ – fixed or variable

‘Fixed pie’ negotiations are those where the only way I can get a better outcome is to get you to accept a lesser outcome. These never result in a win-win outcome. ‘Growing the pie’ negotiations include variables that creative negotiators use to create high perceived value for the other side at little cost to them. Thinking creatively can even allow you to turn a fixed pie into a variable one. Perhaps the asset (a motor vehicle) is fixed, but you could add variables like payment terms, advanced servicing or new tyres. The salary might be fixed, but flexibility of hours could add significant value for some candidates.

2. Know the impact

Will the outcome of this negotiation impact on any other current or possible future negotiations with the other party? You don’t want to compromise any negotiations going on now or set precedents that might disadvantage you at some time in the future.

3. Know which side is under the most time pressure

The side under the most time pressure has the greatest incentive to be flexible and may be prepared to give more as the deadline gets closer. If the other side is under the most pressure, your advantage grows daily. If the time pressure is on you, be aware this is a weakness and that if the other side becomes aware of it they will use it.

4. Know the relationship

Is this a one-off negotiation or are there likely to be future dealings? Is the relationship important to you? If the answer is yes, is it important enough for you to be more generous with your offer(s)? If the answer is no, will this change your approach and tactics?

5. Know the other side

Is their negotiation style primarily competitive or cooperative? How likely are they to try to bluff? If you haven’t negotiated with them before, is there someone else you know who has that you can talk to? Is there anything you can find out about them that they might not expect you to know? Anything you can do to compromise their confidence in their preparation is a useful tactical tool.

Generate Leads to Upscale Sales Target

This typically works out well and that what exactly called. It is nothing but a way of preparing your potential customers to your business and steer them to the extent of making them buy your products.

However, the question arises that when your product is already in good shape, then buyers will automatically be buying it. Then what is the need for this? Well, the answer lies in the kind of relationship you build with your potential customers.

It can be those strangers and potential customers that may show an organic interest in your business and might want to initiate a business proposal with you versus you as an owner of the business initiating a discussion with them. The former approach makes it easier for the future customers to buy from you over the given point of time.

In the concept of inbound marketing methodology, it comes with the level 2 stage of learning. Its role becomes significant when you have already attracted your targeted audience and are almost on the brink of actually converting those set of the audience into leads for your sales team.

Let’s talk about creating the best fit for the idea of lead generation into the inbound marketing methodology domain. For this, we first need to understand the concept of this in detail.

Suppose a visitor has come across your business, it could be through any means such as your company’s website, or a blog promoting your venture or even through a social media platform. Once he identifies if it interests him, he will try to look for a CTA button which is a Call-To-Action button. This CTA button actually will prompt him to take some more actions if he wants to get the information in detail.

Another form of generating leads us through a landing page through which you can understand the specific need of the guest who clicked to access that landing page.

Attaching a form with multiple fields is also a good way to generate leads. If this form is embedded in the website then you can capture the needs and requirements of the customer through his response in the given form.

Small Business Owners

1. Determine exactly what it is you want

Before you enter into any negotiation you need to do a little bit of homework upfront. This includes being very clear and very precise about exactly what it is you want. Then prepare a bottom-line compromise position. Have very clear outcomes defined i.e. I want this outcome, by a certain date at x price. This gives you room to move in your discussions, starting with your ideal position and stop at the line in the sand that you have drawn.

It also pays to know what you can’t accept. Being aware of your limitations ensures that you will not, in the heat of the negotiation, accept a position that will put you at risk.

2. Ensure you are negotiating with the person who has the authority to say ‘yes’

There is nothing worse than going through a negotiation and then find out that the person does not have the authority to sign off on the deal. Simply ask at the outset, “who has authority to sign-off on this deal?” and go directly to that person.

3. Aim for a Win-Win outcome

Negotiations do not have to be adversarial. This is one of the biggest mistakes people make when negotiating. If you go into them with a mindset of win-win, and aim to satisfy each of the parties involved, you are much more likely to be successful and the deal is less likely to come back and haunt you.