http://ezinearticles.com/?cat=Business:Negotiation EzineArticles.com - Trusted By Millions as The Source For Quality Original Articles http://creativecommons.org/licenses/by-nc-nd/2.0/ Unfortunately, some prospects see a sales call as an intrusion upon their day, and an interruption from the important things they want to be doing. Unless, of course, they see you as vital to providing the answers hey seek, the products they want or the solutions they need. Mon, 23 Nov 2009 17:24:55 -0600 http://ezinearticles.com/?Negotiation-Strategies-Building-Trust&id=3312123 http://ezinearticles.com/?Negotiation-Strategies-Building-Trust&id=3312123 This means using all the senses to sell to the potential clients. Of course you will use sight as the main sense, with charts or graphs or pictures to show your products or services. However, there are many other senses that will engage the potential client and help them to make the decision to purchase from you and your company. Mon, 23 Nov 2009 17:21:01 -0600 http://ezinearticles.com/?How-to-Negotiate-Sensory-Indicators&id=3312093 http://ezinearticles.com/?How-to-Negotiate-Sensory-Indicators&id=3312093 To err is human, but to "ERR" makes you a doggone good negotiator. There are just three basic steps to becoming a more effective negotiator. You may never need any others. Mon, 23 Nov 2009 11:53:44 -0600 http://ezinearticles.com/?E-R-R-Your-Way-to-Negotiating-Excellence&id=88282 http://ezinearticles.com/?E-R-R-Your-Way-to-Negotiating-Excellence&id=88282 Negotiating can be a lot of fun. Many people around the world actually enjoy it. For a better outcome, you need to prepare yourself by focusing on the fundamentals. Sun, 22 Nov 2009 17:06:14 -0600 http://ezinearticles.com/?Negotiating-How-to-Have-More-Fun-and-Achieve-Better-Outcomes&id=2804390 http://ezinearticles.com/?Negotiating-How-to-Have-More-Fun-and-Achieve-Better-Outcomes&id=2804390 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!... Fri, 20 Nov 2009 16:45:34 -0600 http://ezinearticles.com/?So-Whats-Your-Argument?&id=20386 http://ezinearticles.com/?So-Whats-Your-Argument?&id=20386 Teams can be a big help or a giant waste of time when it comes to negotiations. If you follow a few simple rules, you can be sure to get the most out of your team. Thu, 19 Nov 2009 19:17:25 -0600 http://ezinearticles.com/?Six-Ways-to-Get-the-Most-Out-of-Your-Negotiating-Team&id=3282333 http://ezinearticles.com/?Six-Ways-to-Get-the-Most-Out-of-Your-Negotiating-Team&id=3282333 Win-Win ranks high on the list of overused buzzwords, but many of us have trouble understanding the counter intuitive notion that two sides can win when a product or service is bought and sold. Win-Win is not only obtainable, it is the ideal result. How then does it work? Thu, 19 Nov 2009 16:51:15 -0600 http://ezinearticles.com/?What-Does-Win-Win-Negotiation-Mean?&id=3281520 http://ezinearticles.com/?What-Does-Win-Win-Negotiation-Mean?&id=3281520 Oftentimes, routine spending on business development such as capital equipment or employee training can qualify as an "economic development project" if aggregated and packaged properly. The incentives such project attracts will be "found money" for your company. M.R. Press Consulting (MRPC) insights gained from experience with relevant governmental authorities enables our professionals to spot business development incentives, tax credits and other opportunities where they are not obvious. Thu, 19 Nov 2009 11:04:35 -0600 http://ezinearticles.com/?Ten-Commandments-of-Negotiating-For-Business-Incentives&id=3276830 http://ezinearticles.com/?Ten-Commandments-of-Negotiating-For-Business-Incentives&id=3276830 Everyone's goal is "to become more comfortable, confident, and competent in negotiations." Businesses must constantly train buyers in negotiation, the core competency of the profession. When sales skyrocket, there is less interest in negotiation training than when sales collapse and negotiation training provides much to all of the profitability. In today's economic climate, the question of which training medium and associated costs is top of mind. Sales pros are always eager to hear from customers so negotiation training presented by a buyer is especially valuable. Wed, 18 Nov 2009 20:27:45 -0600 http://ezinearticles.com/?How-to-Find-the-Best-Purchasing-Or-Sales-Negotiation-Training&id=3276473 http://ezinearticles.com/?How-to-Find-the-Best-Purchasing-Or-Sales-Negotiation-Training&id=3276473 Evaluating the effectiveness of an offer is difficult. But in the final analysis, Offericity is in the buy of the beholder. Wed, 18 Nov 2009 15:23:36 -0600 http://ezinearticles.com/?How-to-Evaluate-an-Offer-Offericity&id=3220983 http://ezinearticles.com/?How-to-Evaluate-an-Offer-Offericity&id=3220983 It's all too easy to get caught up in the theory of negotiating and sometimes we forget to take the time to look around us and see other deals that are being made - and learn from them. If we needed a recent deal to teach us a lesson, the $20 billion dollar Clear Channel private equity buy-out would be a good example - because it almost didn't happen! Tue, 17 Nov 2009 17:28:21 -0600 http://ezinearticles.com/?Real-World-Sales-Negotiations-Clear-Channel-Takes-it-to-the-Brink&id=3282056 http://ezinearticles.com/?Real-World-Sales-Negotiations-Clear-Channel-Takes-it-to-the-Brink&id=3282056 Asking for a pay rise can be a stressful and worrying prospect. However more and more we are forced to go beyond the boundaries of company reviews and request more money as individual bargaining becomes more commonplace. Here is a simple list of Do's and Don't to help you get that raise! Tue, 17 Nov 2009 11:33:38 -0600 http://ezinearticles.com/?How-to-Ask-For-a-Pay-Raise-The-Dos-and-Donts-on-How-to-Ask-For-a-Pay-Raise!&id=745020 http://ezinearticles.com/?How-to-Ask-For-a-Pay-Raise-The-Dos-and-Donts-on-How-to-Ask-For-a-Pay-Raise!&id=745020 Learn the power of persuasion to win negotiations in sales and marketing and you can get all you want. Also learn how are you going to create a battle plan before engaging in negotiations. Tue, 17 Nov 2009 09:26:44 -0600 http://ezinearticles.com/?The-Power-of-Persuasion-in-Negotiations-The-Battle-Plan&id=3269154 http://ezinearticles.com/?The-Power-of-Persuasion-in-Negotiations-The-Battle-Plan&id=3269154 Right now, things are tough in the economy, and most businesses especially the small ones are not putting a lot of money into capital equipment. First, there is no commercial credit available for them to buy the equipment; and second, there are not enough customers coming in the door to warrant additional capital expenditures at this time. Therefore, this is a good time to negotiate the purchase of future business equipment; that is to say if you know that you'll still be in business at the end of this recession. Tue, 17 Nov 2009 08:12:25 -0600 http://ezinearticles.com/?When-Negotiating-Capital-Equipment-Installation-is-Key&id=3268021 http://ezinearticles.com/?When-Negotiating-Capital-Equipment-Installation-is-Key&id=3268021 As someone who works in marketing and sales, your main goal is to get a 'YES' from your potential clients. You will do everything you can to get your prospects to say that powerful word. Receiving a 'NO', even though you may know you did your very best, makes you feel like a failure and discourages you. Mon, 16 Nov 2009 22:21:26 -0600 http://ezinearticles.com/?What-People-Need-to-Know-About-Persuasion&id=3265513 http://ezinearticles.com/?What-People-Need-to-Know-About-Persuasion&id=3265513 As we are in marketing and sales business our aim is to hear the encouraging word 'YES'. I know that you all always like to hear "YES" from your prospective clients. You feel disgusted and failed when you hear "NO" from the client after much effort. Please do not be discouraged. Mon, 16 Nov 2009 22:20:42 -0600 http://ezinearticles.com/?Getting-Your-Client-to-Say-Yes&id=3265502 http://ezinearticles.com/?Getting-Your-Client-to-Say-Yes&id=3265502 You've heard it said that "If" is the biggest word in the English language. Not so if you're in sales or marketing. In these fields, the biggest, most powerful word in the English language is "Yes." What can you do to hear the word "Yes" as often as possible? This article will endeavor to explain some of the ways. Mon, 16 Nov 2009 22:18:55 -0600 http://ezinearticles.com/?The-Art-of-Persuasion-in-Business&id=3265490 http://ezinearticles.com/?The-Art-of-Persuasion-in-Business&id=3265490 In pursuit of persuasion. To many, the word elicits thoughts of power - an art, a flair, an inherent gift. Yet, like leadership, it is a skill that can be developed. Mon, 16 Nov 2009 19:20:21 -0600 http://ezinearticles.com/?In-Pursuit-of-Persuasion&id=3244357 http://ezinearticles.com/?In-Pursuit-of-Persuasion&id=3244357 Most government solicitations which require a proposal will contain a requirement for you to indicate your past performance. The government will require you to demonstrate your past experience in successfully completing (performing) similar projects in size and complexity to the tasks required by the solicitation. Ideally, you should be able to provide a list of satisfactory completion of similar projects in size and complexity or providing similar services to government agencies or companies of similar size and/or characteristics. Mon, 16 Nov 2009 16:28:48 -0600 http://ezinearticles.com/?Past-Performance-One-Essential-Part-of-a-Successful-Proposal-to-Win-That-Government-Contract&id=3255527 http://ezinearticles.com/?Past-Performance-One-Essential-Part-of-a-Successful-Proposal-to-Win-That-Government-Contract&id=3255527 If you want to know how to avoid sales and negotiation training then you need this article. If you can conquer just one thing then your negotiation skills will go through the roof. Mon, 16 Nov 2009 14:03:30 -0600 http://ezinearticles.com/?Negotiation-Techniques-How-to-Win-by-Not-Negotiating-Against-Yourself&id=1471040 http://ezinearticles.com/?Negotiation-Techniques-How-to-Win-by-Not-Negotiating-Against-Yourself&id=1471040 The negotiation rulebook is not written because nothing is standard. It also has a rather loose structure, like grammar, with its changing rules and exceptions. These tips will help. Sellers want the money and buyers want the stuff. Mon, 16 Nov 2009 08:31:44 -0600 http://ezinearticles.com/?Unwritten-Rules-of-Negotiation&id=3254950 http://ezinearticles.com/?Unwritten-Rules-of-Negotiation&id=3254950 At worst, the elegant tradable is actually a trick in the business of negotiation. At best, it's a bonus for a purchase or some sort of other deal. We must watch for it. Fri, 13 Nov 2009 20:16:44 -0600 http://ezinearticles.com/?The-Elegant-Tradable-Joy-and-Folly-of-Compromise&id=3260578 http://ezinearticles.com/?The-Elegant-Tradable-Joy-and-Folly-of-Compromise&id=3260578 In order to do business with the government, a GSA Contract is a must, also called getting a GSA Schedule. Government contracting is a great way to take your business to the next level, or weather the storm during the economic crisis. Thu, 12 Nov 2009 11:57:52 -0600 http://ezinearticles.com/?Government-Contracting,-Landing-Government-Contracts-With-a-GSA-Contract&id=3237567 http://ezinearticles.com/?Government-Contracting,-Landing-Government-Contracts-With-a-GSA-Contract&id=3237567 There are many opportunities in the world of business and working with the government is another one. The government is always looking for companies to contract out work to and for small businesses this can be huge. This article explains how to get started. Wed, 11 Nov 2009 13:20:41 -0600 http://ezinearticles.com/?Government-Contracts-Are-a-Great-Opportunity-For-Small-Businesses&id=3242469 http://ezinearticles.com/?Government-Contracts-Are-a-Great-Opportunity-For-Small-Businesses&id=3242469 At the end of the day, negotiating is all about power , who has it, who wants it, and what to do with it. You can read every book out there, you can attend every training class offered, you can even do your own field research, but ultimately what you will be trying to find out is how you can boost your power when you are in a negotiation... Wed, 11 Nov 2009 10:43:33 -0600 http://ezinearticles.com/?10-Ways-to-Quickly-Boost-Your-Power-in-Any-Negotiation&id=3242008 http://ezinearticles.com/?10-Ways-to-Quickly-Boost-Your-Power-in-Any-Negotiation&id=3242008 A nation which has the industrial capacity, resources, expertise, and/or labor supply is quickly able to generate a surplus of those products and services it specializes in, as well it should. Every nation, cluster, business, or skilled individual should be engaged in what they do best and be alleviated from what they can't well or from those activities in which they simply do not have the cost structure allowing them to do so. Mon, 09 Nov 2009 15:30:22 -0600 http://ezinearticles.com/?Why-Western-Style-Win-Win-Trade-Negotiations-Are-Best&id=3212624 http://ezinearticles.com/?Why-Western-Style-Win-Win-Trade-Negotiations-Are-Best&id=3212624 This (lack of) communication and understanding can be easily viewed in business situations, where direct contact, most of the times between people belonging to different cultures is necessary. Business relations could be seen as a series of negotiations held on different levels: from a one-to-one level, to company-to-company one, and subsequently, to a country-to-country level. All parties involved in the act of negotiation use different tricks to make the other yield to their wishes. Or they think they do. When dealing with the Other, especially if the Other is from a different culture, one should understand the way the Other works. That is, if a business entity plans to take over or build a branch in a certain area, only having material resources would not be enough. Mon, 09 Nov 2009 09:31:06 -0600 http://ezinearticles.com/?Misunderstandings-How-to-Unknowingly-Fail-a-Negotiation&id=3216897 http://ezinearticles.com/?Misunderstandings-How-to-Unknowingly-Fail-a-Negotiation&id=3216897 Many times people say they don't like to negotiate; yet, they still shop around and never pay full price. Most people act in their own best interest. And most people who say they don't like negotiating, actually still want to. Mon, 09 Nov 2009 09:17:59 -0600 http://ezinearticles.com/?People-Still-Love-to-Negotiate&id=1385882 http://ezinearticles.com/?People-Still-Love-to-Negotiate&id=1385882 The idea of acceptance time is so simple that it is often overlooked in negotiations. Yet, when understood, it has the power to make each of us more effective at negotiating. Fri, 06 Nov 2009 11:19:43 -0600 http://ezinearticles.com/?Acceptance-Time&id=3208062 http://ezinearticles.com/?Acceptance-Time&id=3208062 When the times get tough, many sellers respond by giving too much away to get orders. Those on the buying side of the table push for better deals and too many just give in. OK, there are pressures to get the business and fear of losing the order can take over. However, giving in too easily and just cutting your prices is not a good idea - you are just eroding your profit! This article encourages you too look at your approach to negotiation and how to improve on your deals. Fri, 06 Nov 2009 07:35:14 -0600 http://ezinearticles.com/?Careful-What-You-Cut&id=2107394 http://ezinearticles.com/?Careful-What-You-Cut&id=2107394 How to plan for win-win outcomes. Identifying what things to work on at the planning and preparation stage, how to assess the "balance of power" and leverage. What things you can trade with and what you want to ask for. Learn to negotiate on more than the price! Fri, 06 Nov 2009 07:33:39 -0600 http://ezinearticles.com/?Ask-For-More-You-May-Get-More&id=42153 http://ezinearticles.com/?Ask-For-More-You-May-Get-More&id=42153 It is an understood fact that a campaign is not necessarily a solution to a management crisis. One of the tools of communication that can be used in lobbying or advocacy, which is the ability to achieve a specific change in a government project or program. Let us consider an example here, a crisis situation where the legislature of a country was about to issue a law that would affect the production costs of a particular company, who had worked for many years with great success and generated an important source of direct and indirect ... Thu, 05 Nov 2009 20:17:37 -0600 http://ezinearticles.com/?Fair-Use-of-Lobbying&id=3215219 http://ezinearticles.com/?Fair-Use-of-Lobbying&id=3215219 Having some bargaining power when you are involved in a sales negotiation is a good thing. Have super bargaining power is much, much better. Most of us do a few things to prepare for a negotiating session, but are we doing enough? The answer in most cases is no. Let me tell you what you can do to fix this. Wed, 04 Nov 2009 15:25:27 -0600 http://ezinearticles.com/?5-Ways-the-Great-Sales-Negotiators-Build-Super-Bargaining-Power&id=3202820 http://ezinearticles.com/?5-Ways-the-Great-Sales-Negotiators-Build-Super-Bargaining-Power&id=3202820 There is something about a negotiation that always causes us to second-guess ourselves. Preparation is key in minimizing the angst and maximizing the probability for success. This article identifies eight additional traps to avoid in your next negotiation. Tue, 03 Nov 2009 13:17:34 -0600 http://ezinearticles.com/?Avoid-the-Great-Eight-When-You-Negotiate&id=3194488 http://ezinearticles.com/?Avoid-the-Great-Eight-When-You-Negotiate&id=3194488 Here are a score of classic mistakes that mark the user as a negotiation amateur. It is often far more beneficial in business, to study what not to do. Since we cannot possibly live long enough to make all the mistakes ourselves, learning from the mistakes of others is also efficient. See if you are making any of these gaffes that the authr learned the hard way. Tue, 03 Nov 2009 07:57:40 -0600 http://ezinearticles.com/?The-Amateur-Negotiators-Top-20-Boners&id=3157050 http://ezinearticles.com/?The-Amateur-Negotiators-Top-20-Boners&id=3157050 Plan your concession strategy to enhance sales success and customer satisfaction. Good concessions are donations of perceived value, not demonstrations of gamesmanship. A trap used by good negotiators on the unsuspecting amateur is to plant a low (actual) value concession and then demand that you reciprocate. Beware that the other side also engages in perceived value concessions. Mon, 02 Nov 2009 16:01:05 -0600 http://ezinearticles.com/?Using-Concession-Strategy-in-Negotiation&id=3162127 http://ezinearticles.com/?Using-Concession-Strategy-in-Negotiation&id=3162127 Children are naturally good negotiators. They know that 'no' means 'maybe', do not give up easily, and ask for more than they want. We could learn much by observing negotiation skills of children. Mon, 02 Nov 2009 16:00:07 -0600 http://ezinearticles.com/?Learning-Negotiation-Skills-From-Children&id=3158184 http://ezinearticles.com/?Learning-Negotiation-Skills-From-Children&id=3158184 Negotiation is the most important business skill we'll ever master, yet it is often among the missing in our profits tool box. The customer invites you to his office to "negotiate". He makes you comfortable, shares a little small talk, then looks into your eyes while intoning insincerely, "Your Quality, Service, and Delivery are all top notch or you would not have a seat at the table - so it call comes down to Price. What can you do?" Mon, 02 Nov 2009 10:04:33 -0600 http://ezinearticles.com/?Negotiation-A-Profit-Strategy&id=3162012 http://ezinearticles.com/?Negotiation-A-Profit-Strategy&id=3162012 Recently, I was invited to speak in Europe. My main expenses would be paid, but there would be no honorarium, no fee for researching, developing, and delivering the talk. What is in such a deal for me, apart from investing about a week of my time in preparing, traveling and performing? Fri, 30 Oct 2009 13:39:37 -0500 http://ezinearticles.com/?You-Can-Make-Any-Negotiation-Work!&id=3176051 http://ezinearticles.com/?You-Can-Make-Any-Negotiation-Work!&id=3176051 Having a single supplier for something that you want is the best thing in the world. "What?" you say, they've got me over a barrel, they can dictate any price or any conditions on a deal that they want because I have no other alternative... Tue, 27 Oct 2009 22:00:02 -0500 http://ezinearticles.com/?How-to-Play-(and-Win)-When-Theres-Only-One-Game-in-Town&id=3163580 http://ezinearticles.com/?How-to-Play-(and-Win)-When-Theres-Only-One-Game-in-Town&id=3163580 Negotiation is an essential art that is very important if your want to have a successful and profitable sell home by owner deal. Although some of you may think that bargaining with potential buyers can be very difficult, this task can become as simple as talking with your colleagues or family if you know how to approach it. Tue, 27 Oct 2009 10:30:10 -0500 http://ezinearticles.com/?An-Essential-Art&id=3148611 http://ezinearticles.com/?An-Essential-Art&id=3148611 Role playing to prepare for a negotiation can help you in many ways. Role playing is like rehearsing for a show; the more you prepare, the better the likelihood of a successful outcome. Fri, 23 Oct 2009 19:04:14 -0500 http://ezinearticles.com/?Negotiating-The-Role-of-Role-Playing&id=2787538 http://ezinearticles.com/?Negotiating-The-Role-of-Role-Playing&id=2787538 Not too long ago I had a meeting with a fairly new marketing and technology start up company. I met the Chief Financial Officer and the President right off the bat, and I was impressed with how organized they were with sharing what they were about and discussing a way we could potentially work as a team to reach their goal of raising some new capital for their business. Fri, 23 Oct 2009 08:50:32 -0500 http://ezinearticles.com/?Raising-Money-the-Right-Way&id=3100370 http://ezinearticles.com/?Raising-Money-the-Right-Way&id=3100370 "I need 25% margin to be profitable" you say. "So why don't you price to achieve that margin?" I ask. "Your 25% mark-up is actually a 20% margin!" It usually takes half an hour plus a calculator and several scraps of paper before you agree that they are pricing their product/service 5% lower than they intended. Wed, 21 Oct 2009 17:01:36 -0500 http://ezinearticles.com/?Mark-Up-Or-Margin-What-is-the-Difference?&id=3091269 http://ezinearticles.com/?Mark-Up-Or-Margin-What-is-the-Difference?&id=3091269 Sales negotiators are often our own worst enemies. So much of what it takes to have a successful negotiation depends on your mental state going into the negotiation that if you don't believe that you can close this deal, then I've got some bad news for you - you probably won't. One situation that my students seem to struggle with over and over again is the case where it's them and a whole bunch of other companies all trying to get the same deal. The other companies appear to be prettier, smarter, and all around better: what chance do any of us have against them? Tue, 20 Oct 2009 21:37:19 -0500 http://ezinearticles.com/?How-to-Win-a-Race-When-Youre-Not-the-Fastest-Runner&id=3123198 http://ezinearticles.com/?How-to-Win-a-Race-When-Youre-Not-the-Fastest-Runner&id=3123198 Did you know that most of the 'bargains' you get today are not REALLY bargains? Bargaining power is of ALL the importance in this expensive world we live in today. Find out what Myth and Fact actually are and how it can change your life. Tue, 20 Oct 2009 08:08:55 -0500 http://ezinearticles.com/?Bargaining-Can-There-Be-Any-Myth-to-It?&id=3047760 http://ezinearticles.com/?Bargaining-Can-There-Be-Any-Myth-to-It?&id=3047760 A bartering service is a great way to discover new business and promote your business at the same time. Businesses that can use marketing materials such as business cards can barter their web design services for those business cards. It's a win-win situation! Mon, 19 Oct 2009 16:34:47 -0500 http://ezinearticles.com/?Take-Advantage-of-a-Bartering-Service&id=3085236 http://ezinearticles.com/?Take-Advantage-of-a-Bartering-Service&id=3085236 Negotiations and persuasive communication are the skills most requested by business professionals. Communicating in the workplace requires tact, awareness, timing and the right words. Here are 3 key elements for successful negotiations in the workplace. Mon, 19 Oct 2009 10:57:55 -0500 http://ezinearticles.com/?Negotiating-and-Persuasive-Conversations-in-the-Workplace-3-Key-Elements-For-Success&id=3100035 http://ezinearticles.com/?Negotiating-and-Persuasive-Conversations-in-the-Workplace-3-Key-Elements-For-Success&id=3100035 Most negotiations start with both sides having a set of assumptions regarding what the other side wants, needs, or are able to do, or not do. One of the purposes of the negotiating process is to discover if your assumptions are valid. Thu, 15 Oct 2009 15:52:31 -0500 http://ezinearticles.com/?Negotiation-Starts-With-Assumptions&id=3062620 http://ezinearticles.com/?Negotiation-Starts-With-Assumptions&id=3062620 The Third Alternative is the synergy between two or more parties and their ideas that produces results that are not only desirable to all parties involved but is exponentially greater than the independent thoughts before they came together. Essentially, when you arrive at the Third Alternative, everyone involved in a given situation not only walks away happy but with much more than they'd expected in the first place. Thu, 15 Oct 2009 14:51:30 -0500 http://ezinearticles.com/?The-Third-Alternative&id=3033889 http://ezinearticles.com/?The-Third-Alternative&id=3033889 Stop me if this sounds familiar: you've done a great job finding a potential customer and identifying their needs. You've determined which product will best suit them, and made a fantastic presentation that reminds them of exactly why your solution can solve the problems you discussed. And now, only moments from a signed order form, you take the final step and... give away a chunk of commission. Thu, 15 Oct 2009 14:15:47 -0500 http://ezinearticles.com/?4-Negotiating-Myths-That-Are-Costing-You-Money&id=3057294 http://ezinearticles.com/?4-Negotiating-Myths-That-Are-Costing-You-Money&id=3057294 Government bids, also known as government contracts, are often issued when the national government of a particular country is looking to purchase certain equipment or goods. Construction, ground landscaping, security, engineering and consulting bids are popular government bids. Thu, 15 Oct 2009 10:40:58 -0500 http://ezinearticles.com/?Government-Bids&id=3058441 http://ezinearticles.com/?Government-Bids&id=3058441 Quick: what's the first thing that you think about when you picture your next negotiation in your mind? Unless you are Mother Teresa's brother / sister I'll bet that you saw yourself walking away from the bargaining table with the best deal in the world - you had gotten everything that you had wanted and more. Umm, what about the other side? That's why win-win negotiating never works. Wed, 14 Oct 2009 14:10:57 -0500 http://ezinearticles.com/?Why-Win-Win-Sales-Negotiating-Never-Works-and-What-to-Do-About-It&id=3084858 http://ezinearticles.com/?Why-Win-Win-Sales-Negotiating-Never-Works-and-What-to-Do-About-It&id=3084858 Given that the economy is not as strong as it could be, many companies are looking at layoffs as an option that will help them to stay in business. No matter how great you are at your job, there is a risk of the company eliminating your position - and if that happens, it's likely that they will offer you a severance package. Before you really start thinking about negotiating a severance package however, there are a couple of things to consider. Wed, 14 Oct 2009 14:05:30 -0500 http://ezinearticles.com/?Negotiating-Your-Severance-Package-Should-You?&id=3016535 http://ezinearticles.com/?Negotiating-Your-Severance-Package-Should-You?&id=3016535 Quite often it seems that sales people save their most impassioned and energetic negotiations for when they get back to the office. They are constantly lobbying to get their pet projects expedited, or to have special services lavished on their customers. Wed, 14 Oct 2009 11:47:35 -0500 http://ezinearticles.com/?Why-Johnny-Cant-Negotiate&id=3042978 http://ezinearticles.com/?Why-Johnny-Cant-Negotiate&id=3042978 Rule 1: Do more research than your counterpart. There is no such thing as useless information and by searching press releases, forums, annual reports and news channels you will discover some excellent information. Tue, 13 Oct 2009 14:42:14 -0500 http://ezinearticles.com/?10-Rules-For-Deal-Making&id=3015547 http://ezinearticles.com/?10-Rules-For-Deal-Making&id=3015547 Negotiating software contracts is a very important part of your software selection project. The software vendor writes the contract to protect their interests in the engagement. You need to negotiate the contract to protect your interests. Tue, 13 Oct 2009 08:33:28 -0500 http://ezinearticles.com/?Software-Contract-Negotiation-Tips&id=3068437 http://ezinearticles.com/?Software-Contract-Negotiation-Tips&id=3068437 An amendment is any change or addition made to an already existing written contract or rule. When it relates to an employment agreement amendment, it means a modification in the original employment contract. It can be a modification in the amount of salary, the length of employment, the perks given and also the bonus. It can be just a single change or a number of changes. Mon, 12 Oct 2009 14:04:51 -0500 http://ezinearticles.com/?What-is-an-Employment-Agreement-Amendment?&id=3053938 http://ezinearticles.com/?What-is-an-Employment-Agreement-Amendment?&id=3053938 Glen Beck came out with a new book today titled "Arguing with Idiots." I have not read the book but I thought the topic was interesting. Mon, 12 Oct 2009 10:47:29 -0500 http://ezinearticles.com/?Arguing-With-Idiots&id=3027857 http://ezinearticles.com/?Arguing-With-Idiots&id=3027857 Not everyone will know what is meant when the word procurement is mentioned, but in very basic terms, procurement is the purchasing of goods and services at the best possible cost in the best possible time. Some synonyms for procurement are: gain, acquire and purchase. If you decide to use a procurement services, you are essentially hiring someone to make purchases for you. Mon, 12 Oct 2009 10:01:50 -0500 http://ezinearticles.com/?How-Can-I-Understand-Procurement-Services-and-How-Can-They-Help-Me?&id=3052248 http://ezinearticles.com/?How-Can-I-Understand-Procurement-Services-and-How-Can-They-Help-Me?&id=3052248 All of us are born different and not everyone is cut out to be a negotiator. However, we have already learned how to get what we wanted when we are toddlers. Sat, 10 Oct 2009 20:09:00 -0500 http://ezinearticles.com/?Know-These-5-Essential-Tips-to-Become-Successful-in-Negotiation&id=3026886 http://ezinearticles.com/?Know-These-5-Essential-Tips-to-Become-Successful-in-Negotiation&id=3026886 Situational advantage, AKA negotiation leverage, can play a major role in scoring a hefty hike in pay. Read how one woman used it to get a double-digit percentage salary boost. Sat, 10 Oct 2009 14:49:10 -0500 http://ezinearticles.com/?How-to-Use-Negotiation-Leverage-to-Score-a-Higher-Starting-Salary&id=3045266 http://ezinearticles.com/?How-to-Use-Negotiation-Leverage-to-Score-a-Higher-Starting-Salary&id=3045266 If you are interested in getting a particular job, you know that salary is going to be one of the things that you look at. If you are interested in getting a promotion to a better job with the same employer that you currently work for, you know that salary is going to be one of the things that you look at. Fri, 09 Oct 2009 21:26:12 -0500 http://ezinearticles.com/?How-to-Negotiate-Your-Salary&id=3044600 http://ezinearticles.com/?How-to-Negotiate-Your-Salary&id=3044600 Many factors come into play when renting a space for your event. For now, we are going to focus on hotel contracts, because hotels are still the most popular and profitable place to host an event. When you meet with the Director of Sales, you will have several points to negotiate, such as the price of the meeting room, banquet costs, and booking hotel rooms... Fri, 09 Oct 2009 16:21:04 -0500 http://ezinearticles.com/?How-to-Negotiate-Hotel-Contracts-For-Your-Own-Event&id=3011927 http://ezinearticles.com/?How-to-Negotiate-Hotel-Contracts-For-Your-Own-Event&id=3011927 Rule 1: Do more research than your counterpart. There is no such thing as useless information and by searching press releases, forums, annual reports and news channels you will discover some excellent information. Fri, 09 Oct 2009 14:25:53 -0500 http://ezinearticles.com/?10-Rules-For-Deal-Making&id=3015547 http://ezinearticles.com/?10-Rules-For-Deal-Making&id=3015547 Have you ever wondered why there isn't much written about negotiating the terms of a job offer? It's because many dentists consider it an uncomfortable part of the Right hiring process. Many doctors fail to understand the process of compensation negotiation. It is not simply offering the lowest wage for services rendered. Fri, 09 Oct 2009 11:14:42 -0500 http://ezinearticles.com/?Top-Ten-Tips-on-Negotiating-With-a-Prospective-Employee&id=3009969 http://ezinearticles.com/?Top-Ten-Tips-on-Negotiating-With-a-Prospective-Employee&id=3009969 Negotiation Tactics are acquired by children from a very early age. They manipulate parents using emotional black mail, screaming and by stamping their feet as they make their demands. Children know what they want, and how to get it. Here we can see the roots of the old fashioned Positional Negotiation used by boisterous shouting business people which is all very much one-sided. Thu, 08 Oct 2009 16:05:39 -0500 http://ezinearticles.com/?Negotiation-Tactics-5-Simple-Rules&id=3003581 http://ezinearticles.com/?Negotiation-Tactics-5-Simple-Rules&id=3003581 In this world there are two types of negotiators: the good ones and everyone else. The goal of any negotiator is to become a member of the group of good negotiators. The challenge is that the path to becoming a good negotiator is not always clear. However, there are two basic skills that lay on this path: persistence and the ability to take the right risks... Thu, 08 Oct 2009 12:37:24 -0500 http://ezinearticles.com/?Negotiators-Know-That-Persistence-(and-Risk-Taking)-Pay-Off&id=3045388 http://ezinearticles.com/?Negotiators-Know-That-Persistence-(and-Risk-Taking)-Pay-Off&id=3045388 When you plan on buying something, you can lose a lot of money if you fail to negotiate when striking the deal. But if you are going to haggle, it's extremely important to improve your negotiating sophistication. So what are the big risks? Pay close attention to the following. Thu, 08 Oct 2009 10:27:48 -0500 http://ezinearticles.com/?Avoid-the-High-Cost-of-Haggling-Have-a-Game-Plan&id=3014446 http://ezinearticles.com/?Avoid-the-High-Cost-of-Haggling-Have-a-Game-Plan&id=3014446 No matter how attractive an offer may be, do not agree too quickly or the other party actually may feel dissatisfied after you've reached agreement. If your relationship is long term, they likely will be focused on how to get even with you next time you sit down to negotiate. Tue, 06 Oct 2009 15:45:37 -0500 http://ezinearticles.com/?Negotiating-Do-Not-Agree-Too-Quickly&id=2785739 http://ezinearticles.com/?Negotiating-Do-Not-Agree-Too-Quickly&id=2785739 When you plan on buying something, you can lose a lot of money if you fail to negotiate when striking the deal. But if you are going to haggle, it's extremely important to improve your negotiating sophistication. So what are the big risks? Pay close attention to the following. Tue, 06 Oct 2009 11:03:23 -0500 http://ezinearticles.com/?Avoid-the-High-Cost-of-Haggling-Have-a-Game-Plan&id=3014446 http://ezinearticles.com/?Avoid-the-High-Cost-of-Haggling-Have-a-Game-Plan&id=3014446 You're excited you found the job that you want and they are offering it to you. You are ready to shout "yes" from the hills. Don't. I am going to tell you what I tell each of my career clients. At the time of the offer may be the only time that you have to optimize to sweeten the pot, to not only get the job but to also get the salary, the job title and the flexibility you need to enjoy the lifestyle you desire. Mon, 05 Oct 2009 16:44:39 -0500 http://ezinearticles.com/?Influencing-the-Job-Offer-to-Get-the-Title,-Salary-and-Flexibility-You-Desire&id=2998808 http://ezinearticles.com/?Influencing-the-Job-Offer-to-Get-the-Title,-Salary-and-Flexibility-You-Desire&id=2998808 Asking questions and negotiating is part of business and life. So why do some questions put my teeth on edge and others don't? Where's the line? Sat, 03 Oct 2009 08:44:20 -0500 http://ezinearticles.com/?To-Ask-Or-Not-to-Ask?-That-is-the-Question&id=3014260 http://ezinearticles.com/?To-Ask-Or-Not-to-Ask?-That-is-the-Question&id=3014260 Without signing up for the Harvard Negotiating Project, how can you effectively bargain to get what you want? Negotiation is a means of getting what you want from others. It consists of back-and-forth discussions designed to reach an agreement with another party anytime you face common and opposing interests... Fri, 02 Oct 2009 06:47:08 -0500 http://ezinearticles.com/?How-to-Bargain-to-Win-and-Still-Be-Friends&id=160422 http://ezinearticles.com/?How-to-Bargain-to-Win-and-Still-Be-Friends&id=160422 I have seen it explained in many ways and watched it happen on different turfs and more often than not, the posture and position is always the same. People mistakenly enter a negotiation thinking that someone has to win and someone has to lose. Wed, 30 Sep 2009 17:00:17 -0500 http://ezinearticles.com/?Killer-Series-7-Steps-to-the-Killer-Negotiation&id=2951491 http://ezinearticles.com/?Killer-Series-7-Steps-to-the-Killer-Negotiation&id=2951491 Negotiating is a working partnership to achieve a long term mutually satisfying agreement. Whilst there are specific skills one needs to develop to master the Transparent Negotiation process there are also four (4) keys that if applied correctly will ensure you master Transparent Negotiations every time. Wed, 30 Sep 2009 16:05:43 -0500 http://ezinearticles.com/?Unlock-the-4-Keys-to-Modern-Selling-Negotiations&id=2963688 http://ezinearticles.com/?Unlock-the-4-Keys-to-Modern-Selling-Negotiations&id=2963688 Most things in life are negotiable. Of course this includes used electric guitars and used bass guitars. When you're shopping for your guitar it helps to know a few negotiating techniques. Wed, 30 Sep 2009 12:58:16 -0500 http://ezinearticles.com/?Used-Electric-Guitar-Negotiating-Techniques-Getting-the-Best-Deal-When-Buying-Or-Selling&id=2955899 http://ezinearticles.com/?Used-Electric-Guitar-Negotiating-Techniques-Getting-the-Best-Deal-When-Buying-Or-Selling&id=2955899 What is the secret for walking away from your next sales negotiation feeling satisfied? We all wish that there was some magic "silver bullet" technique that if we knew what it was we could use it every time we negotiate in order to be able to walk away feeling like our negotiating time was well spent. It turns out that there is such a technique, and it's called doing your homework. Wed, 30 Sep 2009 10:14:04 -0500 http://ezinearticles.com/?He-Who-Works-the-Hardest-Wins-the-Negotiation&id=3004428 http://ezinearticles.com/?He-Who-Works-the-Hardest-Wins-the-Negotiation&id=3004428 Take advantage of every negotiating opportunity with a simple two-step approach to secure a better deal. Effective negotiating does not have to be complicated or clever. Tue, 29 Sep 2009 16:34:24 -0500 http://ezinearticles.com/?Negotiation-If-You-Dont-Ask,-You-Dont-Get&id=2977462 http://ezinearticles.com/?Negotiation-If-You-Dont-Ask,-You-Dont-Get&id=2977462 When negotiating, we can use Gambits as manoeuvres for advantage to get us as close as possible to our ideal position, whilst still leaving the other party feeling as if they've got a reasonable deal too. So use these techniques to your advantage and, perhaps as importantly, recognise when someone is using these techniques on you. So let's have a look at the gambits people use. Tue, 29 Sep 2009 00:19:13 -0500 http://ezinearticles.com/?How-to-Use-Gambits-to-Negotiate-a-Better-Deal&id=2875907 http://ezinearticles.com/?How-to-Use-Gambits-to-Negotiate-a-Better-Deal&id=2875907 It is often very difficult to get a franchisor to negotiate much on the original Franchise Disclosure Documents when a franchisee is purchasing their first unit. However, once a franchisee is up and going, paying their royalties on time, making a profit, and establishing the brand name extremely well in the local community, now the franchisee has more leverage with the franchisor. In this case, the franchisor knows that this franchisee will operate the second or new unit by the book, and pay the royalties on time. Mon, 28 Sep 2009 14:18:45 -0500 http://ezinearticles.com/?Negotiating-For-an-Additional-Unit-With-a-Franchising-Company&id=2993397 http://ezinearticles.com/?Negotiating-For-an-Additional-Unit-With-a-Franchising-Company&id=2993397 This lesson explores the use of posturing as such a strategy and the implications of its use. Before you begin to negotiate, you can acquire additional advantages. How, you might ask? Mon, 28 Sep 2009 06:20:14 -0500 http://ezinearticles.com/?Proper-Positioning-Will-Lead-to-Successful-Negotiation-Outcomes&id=1325175 http://ezinearticles.com/?Proper-Positioning-Will-Lead-to-Successful-Negotiation-Outcomes&id=1325175 How did I handle the contractor? Read on to find out. Sat, 26 Sep 2009 13:47:08 -0500 http://ezinearticles.com/?Handling-Renovations&id=2917540 http://ezinearticles.com/?Handling-Renovations&id=2917540 In the film "The Taking of Pelham 1-2-3" (2009) there's a scene where the Mayor's counsel briefs the Mayor hastily on a press conference he's required to make a statement at. This scene shows us two simple attributes required of any good advisor. Fri, 25 Sep 2009 19:50:04 -0500 http://ezinearticles.com/?Two-Key-Attributes-of-the-Advisor-or-Counsel&id=2968162 http://ezinearticles.com/?Two-Key-Attributes-of-the-Advisor-or-Counsel&id=2968162 Time after time the same weakness shows up in my clients. No matter how confident they may feel about a negotiation or how much research they've done going in, the issue of available time seems to trip them up over and over again. Fri, 25 Sep 2009 15:18:26 -0500 http://ezinearticles.com/?The-Power-of-Time-in-a-Sales-Negotiation&id=2965159 http://ezinearticles.com/?The-Power-of-Time-in-a-Sales-Negotiation&id=2965159 A week or so ago, my wife and I were browsing in a second-hand shop when we came across a beautiful pine corner unit that was perfect for our newly-restored living room. Being cautious, we decided to think it over and return in a few days' time. Thu, 24 Sep 2009 22:26:47 -0500 http://ezinearticles.com/?Wanting-What-We-Cant-Have&id=2939843 http://ezinearticles.com/?Wanting-What-We-Cant-Have&id=2939843 As I've often said, "If you make a mistake and don't repeat it, then it becomes part of your experience base." As a result, it should become one of the lessons you've learned. On the other hand, if you repeat the same mistake, then shame on you! Tue, 22 Sep 2009 19:58:58 -0500 http://ezinearticles.com/?Negotiating-Its-Not-a-Giveaway-Program-Its-Like-Trading&id=2780527 http://ezinearticles.com/?Negotiating-Its-Not-a-Giveaway-Program-Its-Like-Trading&id=2780527 Do you ever come away from an interview or a meeting and think that you didn't really get what you wanted? Have you ever felt pressured into accepting a deal, and indeed, have accepted it without much of a fight? Mon, 21 Sep 2009 10:26:41 -0500 http://ezinearticles.com/?Do-You-Shy-Away-From-Negotiating?&id=2865520 http://ezinearticles.com/?Do-You-Shy-Away-From-Negotiating?&id=2865520 The recession has made 2009 a rough year for virtually everyone and every employer. No wonder then, at your otherwise positive performance review, you're likely to hear something like this. Sat, 19 Sep 2009 19:56:02 -0500 http://ezinearticles.com/?How-to-Negotiate-a-Pay-Raise-in-Lean-Times&id=2910331 http://ezinearticles.com/?How-to-Negotiate-a-Pay-Raise-in-Lean-Times&id=2910331 What's your mental picture of a typical sales negotiation? When you close your eyes do you see a lushly carpeted board room with a large oval table in the center and padded leather chairs all around it? If so, then in most cases you are sadly mistaken... Sat, 19 Sep 2009 15:07:07 -0500 http://ezinearticles.com/?A-Sales-Negotiators-Friend-The-Telephone&id=2935499 http://ezinearticles.com/?A-Sales-Negotiators-Friend-The-Telephone&id=2935499 All sales negotiations are driven by both public and private needs. If you can understand and deal with the other side's hidden needs, then you'll have more power during the negotiation. Sat, 19 Sep 2009 11:19:23 -0500 http://ezinearticles.com/?Hidden-Needs-Drive-Sales-Negotiations&id=2927085 http://ezinearticles.com/?Hidden-Needs-Drive-Sales-Negotiations&id=2927085 You can never say it too many times: in order to reach an agreement with the other side during a sales negotiation, you ALWAYS have to make some sort of concession(s). The trick to doing this correctly is to make sure that you don't make so many concessions that when a deal is struck that you're left feeling that you didn't get a good deal. Sat, 19 Sep 2009 11:08:21 -0500 http://ezinearticles.com/?5-Unique-Ways-Sales-Negotiators-Can-Use-Concessions&id=2927474 http://ezinearticles.com/?5-Unique-Ways-Sales-Negotiators-Can-Use-Concessions&id=2927474 Who wouldn't want to be in a long term relationship? I mean we wanted our parents to be in one, we want to be in one, movies always end by having the hero walk off into the sunset and into a long term relationship, right? It turns out (as with so many things in life), when it comes to sales negotiations it depends on what side of the table that you're sitting on as to if you should want to be in a long term relationship... Fri, 18 Sep 2009 20:12:48 -0500 http://ezinearticles.com/?Should-Sales-Negotiators-Be-in-Long-Term-Relationships?&id=2941574 http://ezinearticles.com/?Should-Sales-Negotiators-Be-in-Long-Term-Relationships?&id=2941574 Over the years, most of the people I have worked with in North America felt uncomfortable with the process of negotiating. For me, I enjoy the negotiating phase of the "deal" more than any other part of the process. It is the "lessons learned" from my successes and my mistakes that provide the foundation for this series of articles on negotiating. Fri, 18 Sep 2009 06:55:47 -0500 http://ezinearticles.com/?If-Having-to-Negotiate-Makes-You-Tense,-Consider-These-Negotiating-Tips&id=2769819 http://ezinearticles.com/?If-Having-to-Negotiate-Makes-You-Tense,-Consider-These-Negotiating-Tips&id=2769819 While I firmly believe that "everything in life is negotiable", I would have to admit that there are some situations that are just plain "no win." To illustrate this point, let me describe a situation that arises in my home periodically, and one that I certainly do not look forward to or enjoy. It just doesn't seem to follow any rules, or any of the lessons I've learned at the negotiating table. In fact, the situation is one, where I hate to admit it, but I am still at a loss to negotiate successfully. This is a negotiation that I refer to as "damned if you do; damned if you don't!" Tue, 15 Sep 2009 17:32:24 -0500 http://ezinearticles.com/?Negotiating-Recognizing-a-No-Win&id=2774651 http://ezinearticles.com/?Negotiating-Recognizing-a-No-Win&id=2774651 When you buy a business (or a franchise) the sellers traditionally are willing to pay a finder fee or commission. Business brokers will charge anywhere from 5-20% of the purchase price for listing the business. Fri, 11 Sep 2009 09:55:42 -0500 http://ezinearticles.com/?My-Business-Broker,-My-Banker&id=2832940 http://ezinearticles.com/?My-Business-Broker,-My-Banker&id=2832940 When buying a business there is really no way to tell if you have gotten the deal you expect from the seller until after closing. You can do all the due diligence in the world and the seller could still be hiding major latent defects. Heck, unless you can tell the future you really don't know the outcome of your business purchase until after closing. Wed, 09 Sep 2009 08:34:34 -0500 http://ezinearticles.com/?5-Tell-Tale-Signs-to-Know-If-Youre-Buying-a-Good-Business-From-a-Business-Seller&id=2821094 http://ezinearticles.com/?5-Tell-Tale-Signs-to-Know-If-Youre-Buying-a-Good-Business-From-a-Business-Seller&id=2821094 The single most important factor in determining how a negotiation is going to turn out centers on a single question: who has the most power? The big problem that most of us have is that we don't think that we have enough of it. Turns out, we're generally wrong about this... Thu, 03 Sep 2009 10:13:28 -0500 http://ezinearticles.com/?Power-Loss-in-Sales-Negotiations&id=2854917 http://ezinearticles.com/?Power-Loss-in-Sales-Negotiations&id=2854917 Negotiating with someone of authority can be tenacious. The negotiation can become more volatile when you also maintain a position of authority. How then can you negotiate successfully when negotiating with a person that possesses authority? Below are three strategies you can employ when you find yourself in such situations. Tue, 01 Sep 2009 22:38:22 -0500 http://ezinearticles.com/?Three-Strategies-to-Being-Masterful-When-Negotiating-With-People-of-Authority&id=2844495 http://ezinearticles.com/?Three-Strategies-to-Being-Masterful-When-Negotiating-With-People-of-Authority&id=2844495 How strong are you, mentally, when negotiating? What signs do you seek to determine when a negotiation starts to go astray? This article addresses insights you can use to gain mental sharpness when negotiating. Tue, 01 Sep 2009 22:26:20 -0500 http://ezinearticles.com/?Be-Mentally-Sturdy-When-Negotiating&id=2844237 http://ezinearticles.com/?Be-Mentally-Sturdy-When-Negotiating&id=2844237 Copyright 2009 EzineArticles.com - All Rights Reserved.