It is late afternoon on Friday before the Labor Day weekend. Stacy is wrapping up at work, getting ready to drive to Hershey, PA, for some family fun. Just as she is about to leave, her supervisor hands her an RFP (request for proposal). “Hey, Stacy, please complete this so that customer can review first […]
Let’s face it. Life is a negotiation. Now, imagine Yourself succeeding every day. When you read Trends, Topics, and Tactics, you learn how to: Bring a protracted bargaining process to a stop with a “close” move. Ask, “What would it take to get this done right now?” Establish the other party’s position and expose any […]
You have an effective lead generation program. Sending a potential customer your company brochure or directing her to your website is secure. Even setting up a follow-up in-person meeting may be quite straightforward. Selling her on the services your firm offers could be hard. Entrepreneurs and executives alike often go to great lengths to explain […]
Circular debate during the dialog phase plagues many negotiations. Often, opposing parties struggle to go beyond the issue on the table. The result? Deadlocks, time delays and damaged relationships. You can conquer this and move negotiation forward by doing the following things: Agree on the problem. Develop a clear understanding of how you see the […]
Work place or life in general is full of negotiating opportunities – be it with your supervisor, spouse, customer or peddler in Egyptian bazaar! Well, let’s talk about customers here. You are an effective negotiator if you can persuade the customer to say yes, and mean it, to a proposal that also meets all your […]
Management of a major project and / or program frequently involves internal cross-functional teams that are large, diverse, and virtual. For example, developing and negotiating “Requirements Document” of a new product or service, could involve a large team consisting of members from product management, marketing, finance, IT and sales. As team becomes large and dispersed, […]