Negotiating for the Successful Entrepreneur. How Do You Do It And Still Get What You Want?
Negotiating for the Successful Entrepreneur. How Do You Do It And Still Get What You Want?
First of all congratulations of doing a pretty good job in getting so far – let’s see if we can improve that for you. I’ve done some pretty heavy negotiating myself so I know how difficult it can be sometimes. Firstly some golden rules:
1. Both parties should leave the negotiating table feeling that they have been successful and gained something from the proceedings.
2. It is not a contest but a process where mutual agreement is being strived for.
3. Leave egos, prejudice and fixed ideas behind. Bring only your willingness to listen and your manners into the room.
4. Ensure that you know what you can give away, what you can’t and what you must most definitely not give away.
5. Be respectful of the culture of the people that you are negotiating with – this means not just the company culture but the culture of the company – an Asian company negotiates quite differently from an European or an American!
If you remember the above the process is very simple:
1. Prepare yourself, know what you are negotiating about, know what you would like the end result to be and know what your bosses have authorized you to agree to and not agree to. Understand as much about your fellow negotiator as possible.
2. Bring in all the documents that you need to the negotiating table and have someone handy on the phone in case you need more.
3. Make the negotiating room comfortable and friendly and non intimidating with refreshments and regular comfort breaks possible.
4. If you are the receiver of money you start. Start low and leave plenty of space to move to a middle area that is comfortable to both parties.
5. If something is not possible at all – politely explain why. Sometimes it helps to refer to a high level boss who won’t let you – but do not give away the authority that you have to negotiate to completion.
6. The answer you are seeking is Win Win
One last piece of advice: Listen, Listen, Listen to what is being told to you and what is not being said. Sometimes silence will win you the deal.
Negotiating for the Successful Entrepreneur How Do You Do It And Still Get What You Want - To learn more about this author, visit Lee Lister's Website.
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Going into a negotiation and desperately want to win the contract but still make a profit? Here are some pointers to a successful negotiation.
First of all congratulations of doing a pretty good job in getting so far – let’s see if we can improve that for you. I’ve done some pretty heavy negotiating myself so I know how difficult it can be sometimes. Firstly some golden rules:
1. Both parties should leave the negotiating table feeling that they have been successful and gained something from the proceedings.
2. It is not a contest but a process where mutual agreement is being strived for.
3. Leave egos, prejudice and fixed ideas behind. Bring only your willingness to listen and your manners into the room.
4. Ensure that you know what you can give away, what you can’t and what you must most definitely not give away.
5. Be respectful of the culture of the people that you are negotiating with – this means not just the company culture but the culture of the company – an Asian company negotiates quite differently from an European or an American!
If you remember the above the process is very simple:
1. Prepare yourself, know what you are negotiating about, know what you would like the end result to be and know what your bosses have authorized you to agree to and not agree to. Understand as much about your fellow negotiator as possible.
2. Bring in all the documents that you need to the negotiating table and have someone handy on the phone in case you need more.
3. Make the negotiating room comfortable and friendly and non intimidating with refreshments and regular comfort breaks possible.
4. If you are the receiver of money you start. Start low and leave plenty of space to move to a middle area that is comfortable to both parties.
5. If something is not possible at all – politely explain why. Sometimes it helps to refer to a high level boss who won’t let you – but do not give away the authority that you have to negotiate to completion.
6. The answer you are seeking is Win Win
One last piece of advice: Listen, Listen, Listen to what is being told to you and what is not being said. Sometimes silence will win you the deal.
Negotiating for the Successful Entrepreneur How Do You Do It And Still Get What You Want - To learn more about this author, visit Lee Lister's Website.
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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