Negotiating Skills: Ask For More Than You Expect To Get
Negotiating Skills: Ask For More Than You Expect To Get
It creates some negotiating room, and you might just get what you're asking for.Whether playing the role of buyer or seller in a sales transaction, asking for more than you expect to get is a classic opening position in negotiations.In the audio book, "Sound Advice on Negotiating Skills," author Roger Dawson says, "Henry Kissinger called this the key to success at the bargaining table." It's simple, notes Dawson, but there are many profound reasons for doing it."It creates some negotiating room that makes it easier to get what you really want," says Dawson. "It creates a climate where the other person can have a win with you." This climate can prevent negotiating deadlocks, especially when dealing with an egotistical negotiator, according to Dawson."When you're selling, it raises the perceived value of your product or service," says Dawson. However, some salespeople are so eager to reach agreement that they soften their opening negotiating position. "They hope that by doing this the client will appreciate how generous they've been," says Dawson. "The danger in this is that the client may instead think, 'If they've given us this much, we can get a lot more; let's be tough negotiators.'"The solution, says Dawson ? a renowned speaker and author of the book, "Secrets of Power Negotiating for Salespeople" ? is to "ask for more than you expect to get, but imply some flexibility so that you can encourage them to negotiate with you."Roger Dawson offers negotiating skills advice each week in the free audio newsletter from What's Working in Biz, http://www.whatsworking.biz/full_story.asp?ArtID=92About The AuthorRichard Cunningham is a principal of What's Working in Biz, http://www.whatsworking.biz, a publisher of business audiobooks and online audio programs on marketing, sales, and small business strategies.
Ask yourself, So what? – Goal-Setting
Ask yourself, So what?
Neil Armstrong made his first moon walk on July 20, 1969, two months before I entered college. I remember that many Americans were euphoric about this accomplishment. There were songs written, celebrations, ticker tape parades, and coins depicting an eagle landing on the moon.Yet what really stands out in my memory was a poster on a classmate's dorm-room wall. It looked like the front page of a newspaper's special edition. The large photo dominating the upper half of the page showed Armstrong in his space suit, visor down, planting the U.S. flag into lunar soil. The banner headline screamed, "So what?"I think the "So what?" poster was questioning whether the billions poured into the space program were justifiable while people in the U.S. and around the world were still suffering from hunger, poverty, illiteracy, and poor health care. Stewardship was the issue the poster was raising.Most would agree the space program has been well worth its expense. The many spin-offs are not the only benefit. This great achievement forever transformed our assumptions of what is possible.We should ask ourselves, "So what?" at the very moment we accomplish anything we are tempted to label "great." We should do this so habitually that we learn to ask it at the beginning of a project, not just at its end. Is this thing into which I am pouring so much of my time, money, and energy really worth it all? Will it change the world for the better? Will it change me?The Master asked, "So what?" again and again. He wanted his disciples to count the cost, to inspect the fruit, to look down the broad road and up the narrow road. Many of His parables have to do with Judgment Day. The fire of judgment will burn up all the unworthy pursuits and the fly-by-night goals. What survives will be only what can face such a probing question with solid confidence.Steve Singleton has written and edited several books and numerous articles on subjects of interest to Bible students. He has taught Greek, Bible, and religious studies courses Bible college, university, and adult education programs. He has taught seminars and workshops in 11 states and the Caribbean.Go to his DeeperStudy.org for Bible study resources, no matter what your level of expertise. Explore "The Shallows," plumb "The Depths," or use the well-organized "Study Links" for original sources in English translation. Sign up for Steve's free "DeeperStudy Newsletter."
How to Answer Questions Your Audience Will Ask – Public-Speaking
How to Answer Questions Your Audience Will Ask
In elementary school, most of us asked questions which were for purely informational purposes. A raise of the hand usually got the attention of the teacher and the question was treated matter-of-factly. In training however, questions from the audience are rarely asked and when they are, they don't get the attention they deserve. However, these questions, along with other indicators, can give a trainer an abundance of information to analyze their audience. It is crucial that trainers take these questions and other indicators seriously to avoid having their presentations become one-sided.In training, audiences don't just ask questions because they want information. In fact, simply needing information actually represent a small percentage of the motives behind audience questions. For example, an audience member is likely to ask a question because they may want to lead you and the discussion in a different direction. Someone might use a question to tell you something that they know. A trainee also might ask a question simply out of need for attention.An audience's four basic reasons for asking questions are: to get feedback, to stimulate discussion, to provoke thought, and to maintain interest. Mishandling questions can destroy an effective talk. Always prepare for questions by knowing both your topic and the audience, and anticipate areas for potential questions. When answering questions be concerned with the whole group. Never let one person dominate; repeat or rephrase questions for the entire group. If you do not know an answer, admit it, but do try to find the answer or advise the person who asked the question where the answer might be found. An excellent technique for involving the group is encouraging others in the group to respond to questions.Trainers are often asked questions when they haven't asked the audience for them. This often catches trainers off guard, but may alert them to an area unintentionally left out of the presentation, or alert them to a new area of audience interest. Such an unsolicited question can throw a trainer off balance, but there are methods for handling it. First of all, prepare completely in advance. Survey possible questions which might arise and come equipped with the answers. When a question is asked, listen carefully and think while it is being asked. Repeat the question to be sure that all have heard it. Pause before answering in order to concentrate. Try to draw the questioner out further if necessary. Although the best answer to a question may be another question, make sure that you never argue with an audience member. Finally, after answering the question, return as soon as possible to your main thought sequence.Copyright AE Schwartz & Associates All rights reserved. For additional presentation materials and resources: ReadySetPresent and for a Free listing as a Trainer, Consultant, Speaker, Vendor/Organization: TrainingConsortiumCEO, A.E. Schwartz & Associates, Boston, MA., a comprehensive organization which offers over 40 skills based management training programs. Mr. Schwartz conducts over 150 programs annually for clients in industry, research, technology, government, Fortune 100/500 companies, and nonprofit organizations worldwide. He is often found at conferences as a key note presenter and/or facilitator. His style is fast-paced, participatory, practical, and humorous. He has authored over 65 books and products, and taught/lectured at over a dozen colleges and universities throughout the United States.