Negotiation Skills

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Home Page > Business > Negotiation > Negotiations – Finding the Win-Win Deal

Negotiations – Finding the Win-Win Deal

Posted: Oct 26, 2009 |Comments: 0

| Views: 269
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Finding the win-win deal

Freight negotiations don’t need to be like poker games, where only one side can win the pot.

By Sam Kopytowski

Negotiation is something logistics professionals will be called upon to conduct many times throughout their careers. It comes with the territory. Successful negotiation is essential in business – especially when the economy is struggling. Everyone strives for the best value and the lowest costs when obtaining the best service possible.

Unfortunately, however, when it comes to freight negotiations, many companies specialize in the “win-lose” approach – a positional or distributive negotiation whereby one party’s gain is another party’s loss.

In win-lose bargaining, both parties are in direct competition and there can be only one winner.

Understandably, many people look at win-lose as a kind of game. Indeed, it can be compared to poker in that it is adversarial in nature, with both side trying to win the pot through keen observance of an opponent’s weaknesses, and a strategic use of bargaining chips. The big difference, of course, is that win-lose negotiations are not a game. And the stakes are very real.

Poker players like to play their cards “close to the vest,” careful not to share information or reveal too much to their opponent. The same is true in win-lose negotiations, where there is minimal disclosures to the other party. Furthermore, buyers avoid giving any clues (or “tells”) that would reveal their true position. In fact, good negotiators are known for their poker faces. They ‘hold’ and ‘raise’ as necessary with pressure tactics and they pressure their opponents through delays, walkouts, and threats.

How effective is this approach to negotiations? Not very. In fact, it is often counterproductive and does not have any long-term sustainability.

Even when you win in this confrontational style of business, you still lose because the relationship with your counterpart is irreparably damaged. If you win enough your opponent will eventually stop playing the game. No one likes to lose, and they certainly don’t appreciate being bullied. As the relationship deteriorates, the winner can expect the tables to turn when their opponent gets even by providing substandard service at lower cost in an effort to recoup losses.

In win-lose negotiations, logistic professionals are taking a short-term view, potentially locking their companies into a narrow range of positive outcomes. Win-lose does not serve the long-term interests of the winner, even in if short-term objectives are achieved.

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“Win-win” negotiations, on the other hand, involve integrative bargaining or interest-based bargaining, where the parties collaborate to find a mutually beneficial solution.

In the win-win approach to freight negotiations, both the shipper and carrier are engaged in finding the best solutions to move freight economically. It yields a freight agreement that each party is willing to fulfill.

Successful logistics buyers looking to achieve best outcomes use win-win techniques where both parties in the negotiation walk away with the sense they have accomplished their objectives. Relationships are developed that have a foundation of trust because they are mutually beneficial. At the heart of the negotiation is true cooperative problem solving, cost cutting, customer service, and mutual profit.

This kind of collaborative takes additional work on the part of the logistics buyer.

1. Preparation

This is the most important element in achieving an agreement… and it starts long before you sit down at the table. It involves a lot of data gathering.

First, understand the shipment. What is the size? The weight? The average cube per shipment? What kind of commodity is it? Is it dangerous? Does it have special requirements? Will it need temperature controls? Additional security? Dunnage?

Next, you have to know your customer’s requirements. How much will be shipped? How often? What are the delivery locations? What about the dock-side requirements? Unloading equipment at consignee? Dock? Tailgate? Pallet? Hand bomb?

Now, what kind of equipment will be required? Dry van? Reefer? Heated service? Flat bed? Tridem? Tandem?

And finally, what is the service cycle time? What is the best mode of transportation?

Proper preparation will help you understand the implicit costs. Use benchmarking, historical data, industry associations, and the Internet to map out what you need. Based on this information, the shipper can set flexible objectives. They’ll consider what would be the ideal situation, the very best that can be achieved. They’ll also get a sense of the biggest challenges they’ll face.

Preparation also involves finding the right transportation suppliers to negotiate with. Research and qualify the carriers that can provide the services you required. Find out as much about the companies as you can, the lanes they service, their service objectives, their response to damages, their reputation in the market place, the corporate culture they have fostered… anything that will help with the discussion.

2. Exchanging Information

At preliminary meetings with potential partners, a frank and open discussion is the best way to meet objectives. Shipment data is shared and service requirements are discussed. Where the sides differ, their expertise will be needed to improve the cost and service.

3. Making a Deal

When you’re close to an agreement, have the carrier provide the full cost and service proposal electronically in advance of the meeting. This allows you to prepare for the meeting. Analyze the quote against current shipping data to understand the value proposition. The meeting agenda should consist of a discussion to understand services, rates, fuel surcharges and ancillary charges, and process improvements.

There is no room now for misconceptions. Don’t be afraid to ask the carrier representative how rates can be lowered. Talk about what needs to be done. Never assume the amount quoted is the final price. Most carriers’ rates have some “wiggle” room.

The steps you take to improve the transportation deal are important blocks to building a solid relationship. Some concessions may have to be provided, to get lower costs, but it is worth it. Problem solving must be done jointly.

Focus on the issues at hand, don’t take positions, and be flexible, using fair business practices. Most important, use reason not control, pressure, or power. Listen to what is being said. Find ways to make your freight attractive to the carrier.

This is true win-win negotiating, and it ensures that in the long run, everyone wins.

Sam Kopytowski is the principal at XCD Logistics Solutions Ltd. in Toronto. You can reach him at skopyto@xcdlogistics.com. www.xcdlogistics.com.

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About the Author:

Principal at XCD Logistics Solutions Ltd. Helping business with the logistics transportation function, reducing cost, improving process and optimizing services.

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Seven Steps to Win-Win Negotiations

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Article Tags:
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Principal at XCD Logistics Solutions Ltd. Helping business with the logistics transportation function, reducing cost, improving process and optimizing services.
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Negotiations – Finding the Win-Win Deal

Thu, 01 Dec 2011 16:17:50 +0000

Negotiations – Finding the Win-Win Deal

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Home Page > Business > Negotiation > Negotiations – Finding the Win-Win Deal

Negotiations – Finding the Win-Win Deal

Posted: Oct 26, 2009 |Comments: 0

| Views: 269
|

]]>

Finding the win-win deal

Freight negotiations don’t need to be like poker games, where only one side can win the pot.

By Sam Kopytowski

In win-lose bargaining, both parties are in direct competition and there can be only one winner.

How effective is this approach to negotiations? Not very. In fact, it is often counterproductive and does not have any long-term sustainability.

]]>

“Win-win” negotiations, on the other hand, involve integrative bargaining or interest-based bargaining, where the parties collaborate to find a mutually beneficial solution.

This kind of collaborative takes additional work on the part of the logistics buyer.

1. Preparation

This is the most important element in achieving an agreement… and it starts long before you sit down at the table. It involves a lot of data gathering.

Now, what kind of equipment will be required? Dry van? Reefer? Heated service? Flat bed? Tridem? Tandem?

And finally, what is the service cycle time? What is the best mode of transportation?

2. Exchanging Information

3. Making a Deal

This is true win-win negotiating, and it ensures that in the long run, everyone wins.

Sam Kopytowski is the principal at XCD Logistics Solutions Ltd. in Toronto. You can reach him at skopyto@xcdlogistics.com. www.xcdlogistics.com.

Retrieved from “http://www.articlesbase.com/negotiation-articles/negotiations-finding-the-winwin-deal-1382960.html”

Sam Kopytowski -
About the Author:

Principal at XCD Logistics Solutions Ltd. Helping business with the logistics transportation function, reducing cost, improving process and optimizing services.

]]>
Questions and Answers

Ask our experts your Negotiation related questions here…

I realize transition cost and risk associated with transformation during this stage can influence the deal win. In your opinion how should one position its transition solution? What do clients look?

200 Characters left

Rate this Article

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2
3
4
5

vote(s)
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Seven Steps to Win-Win Negotiations

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if(ch_selected == ch_queries.length) ch_selected–;
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Source: http://www.articlesbase.com/negotiation-articles/negotiations-finding-the-winwin-deal-1382960.html

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Principal at XCD Logistics Solutions Ltd. Helping business with the logistics transportation function, reducing cost, improving process and optimizing services.
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National Theater and Concert Hall, Republic of China

Thu, 01 Dec 2011 03:21:50 +0000

National Theater and Concert Hall, Republic of China

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National Theater and Concert Hall, Republic of China

Posted: May 18, 2009 |Comments: 0

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I want to introduct something about plunger kit. plunger kit of water jet loom
(Redirected from National Concert Hall (Taiwan))

National Concert Hall, Taipei, Taiwan.

Apo Hsu and the NTNU Symphony Orchestra on stage in the National Concert Hall.
The National Theater (traditional Chinese: ?????) and National Concert Hall (traditional Chinese: ?????) are twin performing arts venues in Taipei, Taiwan. Completed in 1987, they are the national performing arts venues of the Republic of China which governs Taiwan. The landmarks stand, respectively, on the south and north sides of Liberty Square in front of the Chiang Kai-shek Memorial Hall, near the Republic of China’s Presidential Office Building. Together they are referred to by the acronym NTCH and represent facilities of the National Chiang Kai-shek Cultural History

The pipe organ in National Concert Hall was the largest in Asia when installed in 1987.
National Theater and National Concert Hall were among the first major performing arts facilities to be established in Asia. Upon the death of Chiang Kai-shek in 1975, the Kuomintang government authorized the construction of a monument and cultural arts facilities on the grounds of a memorial plaza. The project cost NTD 7 billion.
Yang Cho-cheng and Architects and Engineers Associates were responsible for the overall design. The buildings, though modern in function and purpose, recall traditional elements of Chinese palace architecture. The G+H Company (Germany) and Philips (The Netherlands) played leading roles in the design of the interior facilities, stage lighting and acoustics. Civil engineering issues were handled by Ret-Ser Engineers Agency (RSEA) and Engineering Corporation. Six directors oversaw the project from initial planning sessions to final completion: Jou Tsuo-Min, Chang Chih-liang, Liu Feng-shueh, Hu Yao-heng, Li Yen and Chu Tzung-ching.

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The structures were completed on September 20, 1987 and officially opened their doors the following month as venues of the ational Chiang Kai-shek Cultural Center. Vice President Lee Teng-hui and Premier Yu Kuo-hua presided over the opening ceremonies for the two buildings on October 31, 1987.
In 1999 the Ministry of Education integrated the administration of the Cultural Center with the administrations of the National Symphony Orchestra, National Chinese Orchestra and National Chorus. In 2004 this more robust Center administration became a distinct executive judicial body. The Cultural Center is led by an artistic director accountable to a board of directors. The artistic director oversees all activities in the two venues.
Each structure can host at least two events simultaneously. The National Theater incorporates a smaller Experimental Theater and the National Concert Hall incorporates a more intimate Recital Hall. The pipe organ by Flentrop Orgelbouw in the National Concert Hall was the largest organ in Asia at the time of its installation in 1987; it is heard frequently in concerts and recitals. Both structures house art galleries, libraries, shops, and restaurants.
In addition to supporting performances at the two venues the Cultural Center hosts a Performing Arts Library and publishes the Performing Arts Review.
National Theater and Concert Hall, like all performing arts venues in capital cities, play diplomatic as well as artistic roles. Guests regularly include the top elected leaders in Taiwan as well as international dignitaries. Visitors over the years have included Margaret Thatcher (UK), Mikhail Gorbachev (USSR), Lee Kuan Yew (Singapore), Rafael Calder (Costa Rica) and Betty Ford (U.S.).
Artistic Life

National Concert Hall, view from Chiang Kai-shek Memorial Park

Thousands gather outside National Concert Hall to watch the broadcast of a performance inside by Simon Rattle and the Vienna Philharmonic. The National Theater provides scenes of the backdrop.
The National Theater and Concert Hall host 500,000,000 people and is a constant stream of events by local and international artists.
Performers who have appeared in the National Theater include the Cloud Gate Dance Theatre, The Kirov Ballet, the Suzuki Company of Toga, Yang Li-hua Taiwanese Opera, the Ming Hwa Yuan Theater Troupe, the Fei Ma Yu Opera Troupe and Pili Heroes, kabuki performer Tamasaburo Bando, stage directors Tadaki Suzuki and Robert Wilson, and dancers Martha Graham, Merce Cunningham, Rudolph Nureyev, Pina Bausch, Trisha Brown, Liu Feng-hsueh, Lin Hwai-min, Lo Man-fei, Yu Hao-yen and Liu Shao-lu.
International performers in the National Concert Hall have included composers Philip Glass and Samuel Adler and Fredrick Ernest, sopranos Jessye Norman, Barbara Hendricks and Mirella Freni, tenors Placido Domingo, Jos Carreras and Luciano Pavarotti, baritone…(and so on) To get More information , you can visit some products about floor door stop, hydraulic floor jack, . The plunger kit products should be show more here!

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himfr can provide you most popular hot products from china!

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Who is president of the people’s republic of china ?
One Child Policy in China ! Restricting Individual liberty for the sake of National interest. Discuss, ” Whether Public health policies in India are based in individualistic or collective approach?
What are china’s national colors?

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Negotiations 101 – The Most Important Skill In Negotiation

Wed, 30 Nov 2011 07:09:34 +0000

Negotiations 101 – The Most Important Skill In Negotiation

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Negotiations 101 – The Most Important Skill In Negotiation

Posted: Feb 01, 2010 |Comments: 0

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The overwhelming majority of folks assume they are good listeners. Rather than enjoyable your ego with hedonistic comfort, take a survey to work out if you are a good listener. Find out the true state of your listening talents from objective proof or people who will be totally honest with you.

Learning to listen is one of the most vital abilities to develop when negotiating. Before a negotiation, know the explicit areas where you wish to gather info. Listen attentively in the meeting. Get the maximum info you can, and you’ll have a successful negotiation.

Take a look at your bad listening habits at the door. Always look forward to finding something valuable from the other person. The advantages of good listening talents are dazzling.

Stated affirmatively, these are some tips for changing into a good listener : Clear away the muddle in your office. Count to 3 before replying to a query so the question ( or comment ) can sink in. Keep notes. Be certain that you are completely awake and present. If you experience communication issues in a negotiation, it’s doubtless as you or the other party was not listening. Part of the listening process involves interaction between the 2 parties. Don’t be scared to raise questions as you gather your info. When you raise questions, you refine the data you have received from the other party. Questions are a genuine power tool in talks. If you do not get the data you need to receive, ask a follow-up query. And never, ever interrupt someone that is trying to reply to a query you have asked. Whatever you do, don’t accept any substitutes for the info you are looking for. Some people will try to dodge a query or make a strong general statement rather than responding to your precise question. If someone replies to your question without responding it, ask it rather differently. But do not let them off the hook.

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Dorothy Richardson is a school teacher in the Midwest. She is exploring colon cleansing and is curious about colon cleansing information that’s available on the net.

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Article Tags:
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Magnesium oxide

Tue, 29 Nov 2011 15:20:50 +0000

Magnesium oxide

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Magnesium oxide

Posted: May 06, 2010 |Comments: 0

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Applications

Desiccant

MgO is an efficient moisture absorbent used by many libraries for preserving books. It is also one of the raw materials for making cement in dry process plants; specifically Portland cement. If too much of MgO is added, the cement may become expansive.

Medical

In medicine, magnesium oxide is used for relief of heartburn and sore stomach, as an antacid, magnesium supplement, and as a short-term laxative. It is also used to improve symptoms of indigestion. Side effects of magnesium oxide may include nausea and cramping. In quantities sufficient to obtain a laxative effect, side effects of long-term use include enteroliths resulting in bowel obstruction.

Other

MgO is used as an insulator in industrial cables, as a basic refractory material for crucibles and as a principal fireproofing ingredient in construction materials. As a construction material, magnesium oxide wallboards have several attractive characteristics: fire resistance, moisture resistance, mold and mildew resistance, and strength.

It is used as a reference white color in colorimetry, owing to its good diffusing and reflectivity properties. It may be smoked onto the surface of an opaque material to form an integrating sphere.

It is used extensively in electrical heating as a component of “CalRod”-styled heating elements. There are several mesh sizes available and most commonly used ones are 40 and 80 mesh per the American Foundry Society. The extensive use is due to its high dielectric strength and average thermal conductivity. MgO is usually crushed and compacted with minimal airgaps or voids. The electrical heating industry also experimented with aluminium oxide, but it is not used anymore.

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Pressed MgO is used as an optical material. It is transparent from 0.3 to 7 m. The refractive index is 1.72 at 1 m and the Abbe number is 53.58. It is sometimes known by the Eastman Kodak trademarked name Irtran-5, although this designation is long since obsolete. Crystalline pure MgO is available commercially and has small use in infrared optics.

It is packed around transuranic waste at the Waste Isolation Pilot Plant, to control the solubility of radionuclides.

Precautions

Magnesium oxide is easily made by burning magnesium ribbon which oxidizes in a bright white light, resulting in a powder. However, the bright flame is very hard to extinguish and it emits a harmful intensity of UV light. Inhalation of magnesium oxide fumes can cause metal fume fever.

Gallery

Unpolished MgO crystal

See also

Calcium oxide

Barium oxide

Magnesium sulfide

References

^ O. E. Taurian et al. (1985). “Self-consistent electronic structures of MgO and SrO”. Solid State Communications 55: 351. doi:10.1016/0038-1098(85)90622-2.

^ Material Safety Data Sheet. Magnesium oxide

^ MedlinePlus medicinal use

^ Tatekawa Y, Nakatani K, Ishii H, et al. (1996). “Small bowel obstruction caused by a medication bezoar: report of a case”. Surgery today 26 (1): 6870. doi:10.1007/BF00311997. PMID 8680127.

^ Tellex, Peter A.; Waldron, Jack R. (1955). “Reflectance of Magnesium Oxide”. JOSA 45 (1): 19. doi:10.1364/JOSA.45.000019. http://www.opticsinfobase.org/abstract.cfm?URI=josa-45-1-19.

^ Index of Refraction of Magnesium Oxide Robert E. Stephens and Irving H. Malitson

^ wipp.energy.gov Waste-handling guide for WIPP

^ National Pollutant Inventory – Magnesium Oxide Fume Fact Sheet

External links

Data page at UCL

Ceramic data page at NIST

v  d  e

  Magnesium compounds

MgB2 MgBr2 MgCO3 MgC6H6O7 MgC14H10O4 MgCl2 Mg(ClO4)2 MgF2 MgH2 MgI2 Mg(NO3)2 MgO MgO2 Mg(OH)2 MgS MgSO3 MgSO4 MgU2O7 Mg2Si Mg2Si3O8 Mg3N2 Mg3(PO4)2

v  d  e

Drugs for acid related disorders: Antacids (A02A)

Magnesium

(increases motility)

Magnesium carbonate Magnesium oxide Magnesium peroxide Magnesium hydroxide Magnesium silicate

Aluminium

(decreases motility)

Aluminium hydroxide Algeldrate Aluminium phosphate Dihydroxialumini sodium carbonate Aluminium acetoacetate Aloglutamol Aluminium glycinate

Calcium

Calcium carbonate Calcium silicate

Sodium

Sodium bicarbonate

Categories: Magnesium minerals | Magnesium compounds | Oxides | Refractory materials | Optical materials | Ceramic materials | Common oxide glass components | AntacidsHidden categories: Chemboxes which contain changes to watched fields

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http://www.himfr.com/ contain a great deal of information about
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welcome to visit!

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Granite Tiles Vs Slabs – Which Is The Better Choice?

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Be A Successful Seller Using Persuasion Power!

Mon, 28 Nov 2011 18:35:36 +0000

Be A Successful Seller Using Persuasion Power!

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Be A Successful Seller Using Persuasion Power!

Posted: Apr 30, 2009 |Comments: 0

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A good seller must be able to persuade people to purchase or support his products and/or services. The only way to make a sale is to persuade; without it, you have no chance whatsoever in making a career in sales.

In any endeavor, there are challenges that must be faced. To be able to persuade, you must be aware of some of the obstacles you may encounter.

*Build Your Own Millionaire Consciousness:

Obstacles in persuading the client:

Existing or formed perception of client. It is most difficult to persuade a client who already has an opinion or judgment about a specific product, service, or any other concern.

No interest whatsoever. Even before you are able to do your initial convincing, you must be able to get the client’s attention. Without it, he won’t even give you the time of the day to let you present your persuasive speech.

Time constraint. Bear in mind that there are instances when you only have limited time to persuade the client. Also, getting their attention is different from keeping them interested. Most of the time, you have a one-shot deal to get your message across and convince the client from the moment he gives you his attention to the moment he shifts his attention to another matter altogether.

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Mood or attitude of consumer. The feelings or state of mood of the person should be considered. People who have had a rough day are more likely to be inattentive to you and they will be harder to convince.

It is not enough to know the above-mentioned factors that may hinder you from successfully persuading a buyer. After you analyze the various scenarios, you must be able to device ways to overcome the said obstacles.

Pointers to keep in mind:

Be patient. Don’t expect yourself to perfect this craft immediately. Also, being able to persuade takes a lot of time and effort depending on the project or situation involved.

Persevere. As the cliché goes, “Try and try until you succeed.” Enjoy the chase; after all, this is what makes the experience rewarding.

Value hard work. You must be able to recognize that the amount of effort that you invest in your act of persuasion will affect the end result.

Be sincere. The act of persuasion should come as a sincere act to the person who is being persuaded. And of course, it is in the ethics of businesspersons to be honest in their dealings. Therefore, being sincere in your approach of convincing should be a natural thing to do.

Evolve. Everything changes – the level of competition, the situation in business, the attitude of the market, and the like. To keep up with all these changes you must not be stagnant and you must change with the times – so be a chameleon and learn to adapt!

Reward yourself. A done deal because of excellent persuasion prowess is a good reason to celebrate.

The value of persuasion goes beyond its role in business. Aside from being able to use it in your career as a seller, this skill may be applicable in various aspects of your life as well. Making the most of your persuasion skills will not only allow you to get what you want from people and situations; ultimately, it will enable you to get more out of life.

Go from Broke to Billionaire, Step by Step, with my new book, Pennies to Billions

www.pennies2billions.com

Thomas

Thomas S Fisher

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The Critical Ingredient To Success

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Common questions when buying repossession houses at sheriff sale auctions

Mon, 28 Nov 2011 03:53:10 +0000

Common questions when buying repossession houses at sheriff sale auctions

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Common questions when buying repossession houses at sheriff sale auctions

Posted: Sep 08, 2009 |Comments: 0

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Why Should I Buy At home Auction?

There are many reasons for purchasing at property repossession auctions. Often the home properties will renovation work carrying out that means there is a chance for the purchaser to earn some cash and also increase the value of their property. Also once the hammer falls at a property auction there is no chance of going back on a deal so there is a certainty of purchase.

Are there fewer costs in buying through auction or purchasing through an agent?

In every case the costs tend to be similar, there’ll be legal costs and surveyors fees to pay as well as any fees to pay to arrange finance. When buying at auction you sometimes will need to pay an administration fee to the auctioneers.

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The type of properties sold at auction are repossessed properties which have been foreclosed by the bank or mortgage company. As a result the properties could be unmodernised or wanting work. These properties are commonly different to houses sold at normal estate agents as they may not be instantly prepared to move into.

The risks of purchasing at auction are like those of purchasing through estate agents. The most important thing to remember is that once the sale is over the deal should be followed through and you are not ready to return to the vendor afterwards should any problem arise. There are no guarantees on the purchase and you must purchase it as it is.

How do I find a bargain at auction?
You should search auction sites on the web and contact auction homes immediately. Bargains are usually properties which are not so popular, so looking out for a property with defects or one which requires work could be a great option.

How can I identify reclaimed homes at auction?

There are several things to keep an eye open for when identifying a reclaimed home at an auction. In other times it’ll say’by order of the receiver’. These are all methods of picking up a property repossession home at auction. If you believe the property is a foreclosed home, the simplest thing to do is telephone up the vendor’s solicitor and ask them who is the seller. You can also ask your local real estate professional and he or she should be able to help you out.

Retrieved from “http://www.articlesbase.com/negotiation-articles/common-questions-when-buying-repossession-houses-at-sheriff-sale-auctions-1209199.html”

Sammy Buckner -
About the Author:

Sammy Buckner is a real estate professional and focuses on Spyglass Falls Homes Fishers and Royalwood Fishers.

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Power Of Legitimacy

Sun, 27 Nov 2011 12:57:29 +0000

Power Of Legitimacy

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Power Of Legitimacy

Posted: Mar 03, 2010 |Comments: 0

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Let me provide you an example that illustrates a powerful negotiating tool — Legitimacy.

Consider a standard lease agreement for some rental property. Most people don’t bother to read a standard lease before signing. They feel somewhat helpless in front of all that fine print. Standard terms and conditions exert a power of their own. I call this “the power of legitimacy.”

When you sign the lease, you have probably agreed:

1. To let the landlord visit you anytime without notice.

2. To pay the rent even if the landlord doesn’t keep his or her promises.

3. That the landlord can reject any prospective sublease tenant you find for whatever reason he or she wishes.

]]>

4. That if you have a claim for injury, you waive your right to collect from the landlord to the extent the law allows.

5. To pay the landlord his or her legal costs if he or she sues you, but if you bring suit, he or she pays none of yours.

Why in the world would anybody sign something like this? People do it every day. These standard terms are so ingrained in our landlord-tenant relations that one feels powerless to change them. They shift the balance of power to the landlord without even the dignity of a negotiation.

That’s the way the power of legitimacy works. It hypnotizes you into compliance.

Both buyers and sellers use this technique to legitimatize terms and conditions, selling price, specifications, and more. The next time you are asked to accept the terms on the fine print of the contract, to follow a regulation or procedure, pay a listed price for extras, give additional credit terms, pay extra for a service contract, pay a surcharge or penalties, or give required discounts, watch out. These things are more negotiable than they appear to be.

Retrieved from “http://www.articlesbase.com/negotiation-articles/power-of-legitimacy-1934456.html”

Dr. Chester Karrass -
About the Author:

Dr. Chester L. Karrass brings extensive experience, advanced academic credentials in negotiation techniques, and over 35 years experience in seminar delivery no other negotiator in the country can match. After earning an Engineering degree from the University of Colorado and a Masters in Business from Columbia University, Dr. Karrass became a negotiator for the Hughes organization. There he won the first Howard Hughes Doctoral Fellowship Award, and spent three years conducting advanced research and experimentation in negotiation techniques before earning his Doctorate from the University of Southern California.

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Take it or Leave it Negotiating

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Source: http://www.articlesbase.com/negotiation-articles/power-of-legitimacy-1934456.html

Article Tags:
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How to Prepare to Negotiate or Influence

Sat, 26 Nov 2011 14:52:43 +0000

How to Prepare to Negotiate or Influence

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How to Prepare to Negotiate or Influence

Posted: Jun 10, 2009 |Comments: 0

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Persuading others isn’t difficult but it does take effort and thought. Preparing to influence others and understanding the limits and strategies of others takes time. Every negotiation should start by asking yourself these questions:

What do I want? Why do I want it? Do I want to invest my time and effort to get it?

Be crystal clear

Being crystal clear about the outcome you want to reach with any negotiation is crucial. Knowing what you want to achieve is the first step in achieving it. You need to know what constitutes a “win” or a stopping place for you. Once you achieve your goal, you can feel comfortable with quitting. Unfortunately, many people don’t do the simple act of writing out their desired outcome. Without clarity you can flounder and not realize whether you should quit or continue. If you don’t know what your goal is in a negotiation, how do you know if you’re getting close to reaching it?

Know your desired result and the reasons supporting it

If asked what you are trying to achieve, you should be able to list not only the desired end result but reasons supporting why you want that goal. You’ll be surprised how many people are willing to help you reach your goals if you tell them your rationale for wanting them. For instance, a boss that is aware of your desire to make more presentations and train others could help scout out opportunities or shift those responsibilities from a co-worker who doesn’t like that performance aspect. If you are a good employee, it is in the boss’s best interest to keep you happy, productive and doing work for which you are best suited.

]]>

Determine if what you want is available

Some people just don’t know what they want when they begin. These people may not understand the elements of a deal or risk being vulnerable to one who knows what is at stake. As a practicing mediator and a recovering attorney, it still amazes me how many people can be in a lawsuit for years and not know “what” result they really want. Many times the result they desire cannot even be addressed by the court system. Here they waste hours, weeks, even months of time pursuing a process that doesn’t get them what they want. It is hard to evaluate how near you are coming to achieving an outcome if you haven’t defined what constitutes a “win.” If you aren’t aware of what you want, you won’t know if something is inappropriate or even when to stop. Define where you are heading first.

Don’t waste your time

Also, be clear that where you are spending your time and effort is a good investment. Most of us don’t have the time to chase down paths that are not fruitful. We don’t have the time to waste on solutions that don’t produce the required results.

Getting Over the Fear of Negotiating

Most of us are afraid of the unknown. We are afraid of not being in control or being taken advantage of. One of the biggest problems is actually getting some people to understand that by negotiating you are not trying to cheat others, you are simply trying to get the best deal you can. You often see the same concerns or reluctance when people are having difficulty in sales. They don’t want to appear greedy or undesirable or too manipulative.

The problem most people face is they plan on one approach and are flustered when a party takes a different stance than expected. Also, people are afraid of tricks and tactics. Very few tactics are effective. Most are amateurish and are structured to throw an opposing party emotionally. There may be flinching, sighing and yelling but if you stand your ground and know your position, you are going to be in much better shape than trying a counterattack.

The secret to good negotiation is to remain cool, calm and in control.

Retrieved from “http://www.articlesbase.com/negotiation-articles/how-to-prepare-to-negotiate-or-influence-964639.html”

Linda Swindling -
About the Author:

A recognized authority on negotiations, workplace issues, and persuasive communication, Linda Byars Swindling, is an author, television expert, a former employment attorney, and a Certified Speaking Professional. As a chair for Vistage International, the World’s Largest CEO Development Organization, Linda has more than 2,000 hours as a CEO advisor and facilitator. She can be reached at linda@lindaswindling.com or 972-416-3652.

]]>
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Ce when discussing business. But in China the pace can be quick and slow at the same time. Those involved in negotiations know how long they can drag on when the Chinese side is consulting internally
Why do you think is it important for an organisation’s knowledge strategy to be explicity linked to the organisation’s business strategy?
Currently have a business strategie with main objective of continous improvement. Can you provide some examples of tactical plans for this strategy?

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How Do You Respond to a “take it or Leave It” Demand?

Sat, 26 Nov 2011 00:25:41 +0000

How Do You Respond to a “take it or Leave It” Demand?

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How Do You Respond to a “take it or Leave It” Demand?

Posted: Aug 20, 2008 |Comments: 0

| Views: 306
|

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What do you do when the other party gives you a firm but polite “take-it-or-leave-it”? There are options available. My advice is to test it hard—their position may not be as firm as it looks.

The best approach to testing a “take-it-or-leave-it” is to change the nature of the deal. Broaden the project or reduce its size; change the quantities (more – less); modify the quality levels; more or fewer services; extended or shorter delivery periods.

If you are working on a package deal think about modifying the product mix to include new items or spare parts or training. Mix items that are not “take-it-or-leave-it” with those that are. Then negotiate the agreement.

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In addition, you might want to try any of the following negotiating countermeasures to test the firmness of the other person’s “take-it-or-leave- it” position:

1. Agree that it appears you are at a negotiating impasse, and walk out. (Don’t forget to plan your walking back in strategy.)

2. Protest to higher management. (Be aware that there may be repercussions.)

3. Ask the other person put their “take-it-or-leave-it” in writing—you want to discuss it with others.

4. Talk on as though you never heard the “take-it-or-leave-it” demand.

5. Determine whether or not there are some parts of the deal you can do without (i.e. things you can do for yourself, or get from others) that will reduce the scope of the deal subjected to the “take-it-or-leave-it” demand.

The key to testing “take-it-or-leave-it” is to find a face-saving way by which the other party can retreat from this awkward position. If you can, the problem has a chance to evaporate. Most times you’ve got nothing to lose by testing the “take-it-or-leave-it.” It’s worth a hard try.

Retrieved from “http://www.articlesbase.com/negotiation-articles/how-do-you-respond-to-a-quottake-it-or-leave-itquot-demand-529312.html”

Dr. Chester Karrass -
About the Author:

Dr. Chester L. Karrass brings extensive experience, advanced academic credentials in negotiation techniques, and over 35 years experience in seminar delivery. After earning an Engineering degree from the and a Masters in Business, Dr. Karrass became a negotiator for the Hughes organization

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Florida law – Spouse accuse me of adultery and demand the other to move out of the home they both are on the deed. Does that spouse have to leave?

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