Here is how I did it:
Negotiation Research: What special offers are the competitors offering? Dish Network is offering a similar deal for new customers. Sure I don’t want to switch and think their service is weaker than Comcast, but Comcast doesn’t know that.

BATNA: What is my Best Alternative to No Agreement? Well I already have Comcast service and I am happy with it, I am just paying a bit too much for it. So really my alternative to having Comcast sign me up for their program is to maintain the Status Quo. It is not like they are going to cancel my service for trying to negotiate with them. I really have nothing to lose. They don’t have to know that I really don’t plan on switching to Dish Network.

Making the Call: 1-800-COM-CAST (I hate mnemonic phone numbers!) and ask for customer service. Once I get a representative I tell them how much I like the new offer and that I am interested in signing up for it. I already know I don’t qualify but I want them to starting trying to help me out. The Customer Service Representative(CSR) tells me that the offer is only for new customers or existing customers that don’t already have all three services. I politely ask if there is anything they can do. Of course the answer is “no”, but hey the first line usually doesn’t have the authority.

Escalation: I then ask who would have the authority to make a change, especially if I am thinking of changing my service provider? The CSR immediately transfers me to a resolution manager. BINGO! Someone who can actually help. Ok so these resolution managers(or whatever they are called) actually get paid to keep you as a customer but also get a commission for not giving in to your demands. If they give in the make a less commission, if they lose you as a customer they make less than if they give in. So their ultimate goals is to keep you at the status quo but give in before losing you as a customer. I start all over with this Resolution Manager. I tell them I really like the offer and ask if I qualify. Again the answer is “No, it is only for new customers.” I then stay really polite but mention the offer from Dish Network. I then ask them “Why shouldn’t I make the switch to the other company?” Ball game changes!

First Offer: They offer me the plan without some of the bells and whistles. The Resolution Manager is at this point trying to hang on to some of her extra commission for not giving totally in to my requests. My goal here is to stay nice and keep her happy with me but be frank about my willingness to leave(not really.) I tell her that I have some friends that really love Dish Network and that their offer is really enticing. I also tell her that I am a long time customer and have always been really happy with the service that Comcast has given me. Hook Set!

Next Offer: She offers me the plan as advertised. BINGO! I have achieved my goal. I thank the rep for her help(Always have your opponent leave happy) and tell her how happy I am to be able to keep Comcast.

Have you ever had to negotiate with your Cable company? What was your experience?

To Comment visit the original post Negotiating with Comcast for Triple Play.

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Get Connected

To begin networking you can almost start anywhere. Depending on your goals for becoming more socially connected, there countless ways in which to network—from your hometown to across the globe. Here are 25 suggestions to get you started:

1. Join a business networking group, i.e. BNI or Le Tip

2. Attend conferences and workshops in your industry

3. Become a regular at a local coffee shop or bar and get to know those who frequent the establishment

4. Use social media, such as Facebook, Twitter, or Linked-In, to build an online community

5. Contribute to online forums and make connections through common interests.

6. Join a sports team, such as intramural softball

7. If the opportunity arises, become a member on a board

8. Join a private club, gym, or golf course and get to know the members

9. Become a leader on your neighborhood watch

10. Throw parties frequently and invite everyone you know

11. Connect others

12. Stay in touch with your network

13. Practice altruism

14. Request introductions to grow your network

15. Send Birthday and Christmas cards

16. Be a good listener and friend

17. Never gossip, it will get around

18. Invite people out

19. Befriend extroverts with many connections

20. Befriend introverts who will appreciate your acquaintance

21. Always be sincere

22. Take a class of interest, like cooking, dancing, or creative writing where you will meet others

23. Talk to people everywhere you go, you never know who you might meet

24. Always carry business cards, or other form of contact information, with you at all times

25. Don’t be afraid to for something, they can always say no!

What is your favorite way to network?

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When you really think about it, ethics should be a disciple that deserves our attention, especially for those of the business world. After all, if you are in a position of supreme power, like so many scandalous CEO’s, your moral compass should point true.

One area of particular ethical concern is in negotiation. The line between right and wrong can often be hard to find when the pressures on and the stakes are high. How should you go about walking this tightrope of ethical negotiation? Read the following guidelines on negotiation ethics for a start:

Interests of Others

When faced with an ethical dilemma in a negotiation situation the first question you should ask yourself is, “Who and how will my actions affect?” If using questionable tactics in negotiation will have a negative impact on one or more parties, take this time for a detour to explore your next step. It is oaky to take a break during a negotiation if you need time to clear your head to find a better solution.

If you are able, open up and be honest with whom you are negotiating. Share your dilemma and work together to find a resolution. Sometimes candor can be the best way to create win-win solutions.

Relationship Value

If you have an established trust with the other side of the negotiation table, the rules of the game change. When negotiating with a stranger, such as when buying a car, it is expected that you may use more harsh tactics to get what you want. If on the other hand you are negotiating with someone whose relationship you value, like a friend or family member, you should respect that trust and be clear about your intentions from the get-go. If you ignore these unspoken rules, you could end up loosing a lot more than the negotiation.

Ethics Gap

An ethical gap is the point at which you question what is right and wrong. Take into consideration what was previously discussed, the interest of others and relationship value, when you encounter a situation that is not black and white. I will restate what I mentioned above, a time-out during the negotiation can bring light to the situation.

If you are still unsure about what road to take, consult an associate that you trust and get their thoughts on the matter. The act of taking through the decision making process in itself can often revel the answers you seek.

Your Moral Compass

When all else fails, listen to you inner conscious. Everyone has variations of what they consider to be ethical, but this innate moral compass is universal in all of humanity. Whether or not we choose to listen to the angel, or the devil, in us is another story…

Note of Irony: When researching for this article I came across a website selling term papers on Ethical Negotiation to college students. Talk about hypocrisy at its core!

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You may have encountered a similar situation yourself recently. Banks have been inventing new fees left and right to keep the money flowing. They need to do something to stay afloat during this financially tumultuous time. I don’t begrudge their efforts. Like so many Americans in my shoes, I just don’t want to be the one to pay for it!

If you want to join the fight against fees, read the following guide to get started and liberate yourself, and your money, today!

First, Ask Nicely

Sometimes all you need to do is ask nicely. If you’ve had an uneventful history with your bank, they will want to keep their customer happy and most likely fulfill to your request. Why might they be so apt to readily agree to your request? It generally costs 10X more money to attract a new customer than it does to keep a current customer!

So many people would rather not deal with the headache of calling the bank, waiting on hold, and haggling with the customer service rep that they don’t even bother to get their $5 or $10 back. The bank gets away with this sort of thing all the time. Think again next time you just accept new fees as part of your monthly expenses. Ten dollars a month for a year will cost you $120 and $600 in five years. It is probably worth 15 minutes of your times to get your bank bill corrected.

Persistence Pays

If your bank wants to play hardball, don’t give up. Ask to speak with someone else of higher authority that can help you. If speaking with that person doesn’t do the trick, call back the next day and you may hit an immediate homerun with the first person you reach. At some point the bank must consider what it’s costing them to pay their employees to negotiate with you, and the goodwill they’re losing with a customer in the process.

Bluff Your Way Out

The last thing your bank wants to do is lose your business (assuming you’re a customer worth keeping). If your bank flat out refuses to refund the fees, tell them that you are ready to take your business elsewhere if they do not stop with the charges. Most likely they’ll back down at this point and find a solution to ensure you stay a customer. If you do use the bluff tactic in this situation, be prepared to follow through. Have a reputable bank lined up, or better yet a credit union, to open an account.

Join a Credit Union

I mentioned earlier that I have not used my BOA account in several years. This is because I am now a member of a local credit union. The credit union has so far exceeded my expectations of customer service, without the snarky attitude the employees of corporate banks seem to share. Not to mention fees are virtually nonexistent! You are also able to use member credit union’s ATMs for free. Bonus!!!

If all else fails, there is sure to be another financial institution waiting to welcome you with open arms who will offer all the bells and whistles without the costly fees.

Have you negotiated bank fees with Bank of America, Chase, Wells Fargo, Key Bank, or another financial institution lately? What was your experience?

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Create a Budget

If you would consider yourself a shopaholic, even slightly, a budget is essential to making it through this season without paying for it next year. Don’t just consider gift purchases when deciding how much to spend, but ALL the expenses you are likely to incur before the New Year. Here’s a list of what to include in your holiday budget:

• Gifts
• Christmas Cards and Postage
• Holiday Meals
• Decorations
• Travel Expenses
• Charitable Donations
• Holiday Wardrobe

Avoid Financial Infidelity

Did you know that 29% of North American’s admit to lying to their partners about money? Don’t be like them! If you are, admit your financial infidelity and change your ways today.

Once you have set a budget with your spouse, do you part and stick to it. Be honest about what you have spent and disclose any financial missteps as soon as they occur. Your spouse will then be better able to hold you accountable the next time you are tempted to splurge on something off-budget!

The True Meaning

Remember that end the end, the true meaning of Christmas has nothing to do with how much or how little you are able to spend during this time of year. Quite the opposite, actually. It is about celebrating the birth of Jesus Christ and the life he gave for all of us. Put this truth into perspective next time you find yourself stuck focusing on the materialism of this holiday.

And the Grinch, with his Grinch-feet ice cold in the snow, stood puzzling and puzzling, how could it be so? It came without ribbons. It came without tags. It came without packages, boxes or bags. And he puzzled and puzzled ’till his puzzler was sore. Then the Grinch thought of something he hadn’t before. What if Christmas, he thought, doesn’t come from a store. What if Christmas, perhaps, means a little bit more.

Dr. Seuss

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1. Do Your Homework!

The very first thing you need to do before approaching any negotiation situation is your research. Cliché as is sounds, when you fail to plan, you plan to fail. You have absolutely no excuse to skip this crucial step. In this internet era, all the information you need is at your fingertips!

2. Stand Out From the Crowd

What catches the gleam in a potential, or current, employer’s eye? Those that make them take a second look, leave a lasting impression, make them want more… If you plan to ask for more than what is offered, you need to show them you will earn it. They will not regret their decision, not even for a second! How can you do this?

· Always Dress to Impress

· Arrive 10 Minutes Early and Stay 10 Minutes Late

· Constructively Contribute to Meetings

· Volunteer to Help Others with Projects

· Be Respectful and Polite to Everyone (Even the Custodian)

· Get a Higher Education

· Take Continuing Education Classes to Further Your Knowledge

· Be a Step Ahead of the Rest

· Work Your Butt Off!

3. Avoid Boxes

If the job you are applying for asks what your last salary was or what you expect to receive at your next job, do not comply! Instead, write N/A (Not Applicable) into these boxes. Leaving this box incomplete will not be a make or break factor when deciding who to interview. If the potential employer really wants to know your range, they will ask during the interview.

When you do comply and complete the form, it almost always affects your position negatively. Either you did not make enough at your previous place of employment, and thus are not worth much. Or they may assume that they can’t afford to hire you because your prior salary was too high. In either case, your best bet is to avoid disclosing this information until absolutely necessary.

4. Don’t Ask Until Offered

If you are on the job hunt, remember to avoid taking numbers until you receive a formal offer. In our culture it is generally considered taboo to ask a potential employer what you will be making before they have even offered you the job. Employer’s can be put off by the question of “What will I be making,” and that could hurt your chance of even being hired. Furthermore, asking them to state the salary range will set the anchor, in their favor, if compensation negotiations take place down the road.

5. Identify Your BATNA

Knowing your BATNA (Best Alternative to No Agreement) is important when entering into any negotiation. Having your BATNA clearly defined before a salary negotiation is absolutely necessary. Your livelihood depends upon the decisions you will need to make.

For example, if you are making $60,000 at your current job, all other considerations being equal, your BATNA would be to not accept any offer lower than that amount.

Another example may be that you have been out of a job for three months, the prospects are looking dim, but the unemployment check of $1500/month covers the bare essentials. Your BATNA would then be to accept any job paying more than $1500/month.

6. Leverage Opportunities

When defining your BATNA, don’t forget to consider the leveraging power of other opportunities. If negotiating with a current employer for a raise, you can tactfully mention that you have received many other offers from competing companies (only if true, of course). Simialrly, when working out the details of an offer with a potential employer, reveal that you have already received offers for employment from respected firms. This shows them you are a high demand asset of human capital.

7. Never Accept the First Offer

What is the number one rule of negotiation? Never accept the first offer! If the employer is the one who sets the anchor point, always assume that they have offered you less than they are authorized to give. You can bet that they’ll want to give themselves a little wiggle room and therefore will suggest a number in the low range. They may do this to see what they can get away with, while saving the company or themselves some major cashola.

8. The Benefits Bonus

So many people focus on the final cash income they receive that they forget to consider the value of benefits. Health and Life Insurance, PTO, 401K’s, Retirement Planning, Wellness Programs, along with many others are important assets to remember when negotiating your compensation package.

9. Get it in Writing

No matter how successful the company you will be working for, or already work with, get your compensation agreement in writing! No if’s, and’s, or but’s! Even those with the best reputation can justify going back on their word if there isn’t evidence to back-up what was said.

10. Why Win-Win Works

Principled negotiation, more widely known as the win-win strategy, is not always the right direction to take when negotiating. BUT, when you are in the midst of finalizing a contract for employment with a potential or current employer it is in your best interest to utilize this strategy. Ensure that your conduct is fair, honest, and collaborative. Work with your employer to find a compensation package that meets your needs and falls within their budget.

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Choose a Niche

You want your negotiation blog to reflect your experience and the interests of your potential readers. You’ll want to choose a niche that is focused, but not too much so that you run out of topics to blog about! Here are a few suggestions of blog topics to help get the creative juices flowing:

• Real Estate Negotiation
• Debt Negotiation
• Car Negotiation
• Salary Negotiation
• Law Negotiation
• Conflict Management
• Basics of Negotiation

Personalize It

The most valuable asset you can bring to your blog is YOU. Use your personal experience to appeal to the heart of your readers. If you are a novice negotiator, tell stories about your journey to becoming an expert. If you negotiate professionally, blog about your experience negotiating with other experts in the field. The point is to find your own style and your own voice to ultimately captivate your audience and leave them wanting more.

Share Successes and Failures

“There is much to be said for failure. It is much more interesting than success.”—Max Beerbohm

It is imperative that you share with your readers not only when you have succeeded, but also when you have failed. Without failure there would be no success. If you allow your readers to see past the professional facade you may exude, and into the part of you that is human, they will be much more likely to relate to what you write and even learn from your mistakes.

Want to write about negotiation, but not necessarily start your own blog? Email me about becoming a guest author on the Negotiation Board.
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1. Jerry Maguire “Show Me the Money”

Tom Cruise shows us the importance of securing your position before entering into a negotiation situation in this famous clip from Jerry Magurie.

2. Firefly “The Negotiator”

This Firefly episode illustrates that knowing your place, and your BATNA, is crucial in a high stakes negotiation. Since the first prisioner didn’t comply, he was made an expamle of. The next victim quickly agreed to the terms the captin layed out for him.

3. The Fifth Element “Send a Negotiator”

Bruce Willis  shows the other side the he won’t negotiate with terrorists and instead boldly takes action to win the fight.

4. The Godfather “Negotiation the Don Corleone Way”

Don Corleone’s reputation obviously precedes him in this scene from the Godfather. All he needs to do is sit back, be silent, and wait for the other side to make a better offer before he agrees to anything.

5. Entourage “Ari Teaches Terrance a Negotiation Lesson”—WARNING EXPLICT CONTENT

Ari Gold turns the table on his former mentor, Terrace, and shows him who’s now boss. He exploits private information to get what he wants, while saving $25 Million in the process.

6. Mobsters “The Commission”

Christian Slayter puts his cards on the table to persuade his fellow mobsters to change their business model. Since he was so open and honest, they unanimously vote him in as head of The Commission.

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1. Teach by Example

Your kids are learning from you the moment they are born and never really stop. The number one most effective way you can teach your kids negotiation skills is to let them see you negotiating. Take them along with you when you buy a car, let them overhear your conversation when negotiating with the cable company, and bring them to garage sales to let them see you practice the good ol’ fashion haggle. The point is to expose them to as many positive negotiation experiences as possible in their formative years.

2. Teach by Experience

Set-up situations where your kids have the chance to exercise their negotiation skills. For example, you may tell them that you will raise their allowance if they can tell you why it should be higher, what they will do for the increase in cash, and how they can assure you that they will follow through with their end of the bargain.

3. Teach Problem Solving

Much of negotiation involves working with others to find solutions that satisfy the interests of all parties involved. Give your kids a chance to work out differences between their siblings or friends on their own. Reward them for a job well done if they find a solution that doesn’t leave anyone in tears.

4. Teach Confidence

An essential trait of an expert negotiator is to be confident in his or her abilities. Praise your child for their successes in school, sports, and hobbies. Remember the first steps that your child took and how excited they got from all the positive attention? Depending on their age and attitude, they may not show their gratitude for your praise as obviously as they did when they were babies, but inside they are just as happy that they could please you.

5. Teach Resilience

We all make mistakes and failure is a part of the learning process. If we don’t even try, we will never succeed. To encourage your child to utilize their negotiation skills, however elemental they may be, show them that it is okay to make mistakes. The best way to do this is teaching by example. Instead of getting upset with yourself for doing something wrong, just laugh it off and hopefully they will learn to let things roll off their shoulders as well as you.

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