Bidding and Winning Projects as a Freelancer (01 Apr 2006)
When you're a freelancer, you cannot escape the task of bidding for projects and hoping to win the projects. Losing out more times than you'd actually care to admit, understand that it's part and parcel of being a freelancer. You're pitched agains...
Yes, Lets Make A Deal! (02 Nov 2005)
I received an inquiry the other day from an organization that's inviting me to speak before its staff.
Small problem: they can't pay me my standard fee.
Well, scratch them off them off the list, right?
Wrong.
If I've learne...
Become a Better Negotiator and Avoid Arguments (10 Dec 2005)
Ever noticed the outcome of an argument between two people or groups with contradicting views? Was there really a winner? It is important to come to some kind of understanding without burning bridges with the other party.
If you're on the w...
Savvy Salary Negotiations Can Seriously Boost Your Income! (01 Mar 2006)
It's crunch time. Are you ready for smart salary negotiations?
Let's say you're a finalist. There are a couple other candidates. But an employer has advised you that you are well-qualified for the job opening for which you've been intervie...
Learning to Listen - The Key to Better Negotiating Skills (16 Oct 2005)
Any experienced, successful investor will tell you that learning to listen to the seller is one of the most important skills you can develop. Many communication problems that arise during negotiations can be traced to poor listening skills. When n...
You Dont Get What You Deserve, You Get What You Negotiate (08 Feb 2006)
Easier said than done. Negotiating is complicated. No one style is effective in every situation and it's important to stay focused on your objectives and remain flexible in finding ways to achieve them.
The other side will not necessarily ...
Subliminal Persuasion (12 Jan 2006)
Subliminal persuasion? It is simply influencing people at a level below their conscious recognition. Many people don't even realize they are being influenced by a smile, making even that a subliminal technique. Here are two more subtle methods.
A Contrast in Buyers (25 Apr 2006)
One of the few mementos that remained from my grandparent's estate was a deck of playing cards. The other was a finger 'nappie' cut glass bowl signed by the artist. Their seven children shared equally the inheritance and not a stick of furniture...
The Sporting Rules of Negotiations (10 Mar 2006)
If you want to succeed at negotiations, you need to understand that negotiations are like a game. And, just like any game, the prizes go to the side that understands the rules and plays better. Here are 8 rules taken from the game of squash that c...
Everything is Negotiable—Including Sex—Learn to Do it Well (04 Nov 2005)
It is usually assumed that those who possess the greatest talent, dedication and education are the ones who achieve the rewards in life. Life can disillusion those who hold that belief. The 'winners' are usually people who are not only competent, ...
Innovative New Ways To Measure Supplier Performance (28 Sep 2005)
Supplier development programs and supplier scorecards are an enormous asset
in helping buyers rate the effectiveness of their supplier network
Industrial Metal Products Inc. prides itself on quality products, competitive prices,
and...
Valuing Yourself (01 Aug 2005)
During the past few months, I have had the opportunity to talk with many women about pricing and valuing - both themselves and their businesses - when delivering two of my popular seminars: profitable pricing and negotiation. The ability to value ...
Wholesale Negotiating Tips (31 Aug 2005)
It might seem funny for me as a wholesaler to give you tips on negotiating.
After all you might end up calling my wholesale business one day and using these negotiating tips on me!
But that concern aside, I do believe that the more kno...
Data Collection and Negotiations (06 Jan 2006)
What is data? How does it impact a negotiation. How do you gather it? Data is the meat of preparation. Negotiators should take the time to fully prepare. If they do this, often as not they will be better prepared than the other person. As a result...
5 Tips for Getting Paid What Youre Worth (30 Apr 2006)
According to a recent study conducted by the Institute for Women's Policy Research, if current wage patterns continue, a 25-year-old woman, working full time, will earn $523,000 less than the average 25-year-old man by the time they both retire at...
How to Stop People from Grinding on You in Negotiations (19 Apr 2006)
Let me tell you how to conclude negotiations very effectively. You don't have to use it when the other person is negotiating in good faith with you. You use it only when you feel that the other side is simply grinding away to get the last penny of...
Unethical Negotiating Gambits and How to Protect Yourself Against Them (28 Oct 2005)
Let me teach you the unethical gambits that people can use to get you to sweeten the deal. Unless you're so familiar with them that you spot them right away, you'll find that you will make unnecessary concessions just to get the other side to agre...
Never Make a Concession When Youre Negotiating Unless You Ask for Something in Return (15 Aug 2005)
Power Negotiators know that anytime the other side asks you for a concession in the negotiations, you should automatically ask for something in return. Let's look at a couple of ways of using the Trade-Off Gambit:
o Let's say that you have s...
How Time Pressure Affects the Outcome of a Negotiation (15 Jan 2006)
In Puerto Prince, Haiti, former President Jimmy Carter, Colin Powell, and Senator Sam Nunn were in intense negotiations with Haiti's military commander, General Cedras. The phone rang and it was President Clinton calling to tell them that he had a...
To Get a Better Deal, Learn How to Use the Vise Gambit (06 Mar 2006)
The Vise is a very effective negotiating Gambit and what it will do for you will amaze you. The Vise Gambit is the simple little expression: "You'll have to do better than that." Here's how Power Negotiators use it: Let's say that you own a small ...
