Negotiating: The power of paper

Negotiating: The power of paper

Following on from the last article, another power in negotiating is paper. What I'm referring to here is being organised and documented. You see people say a lot of things in negotiations that are purely designed to get you to do what they want to do. They'll use anecdotes ("The same thing happened to a friend of mine"), statistics ("I read that 78% of people experience this") experience ("The vast majority of my clients had this happen to them") and, let's face it, flat out lies ("The oppos … read more
How to be a better negotiator

How to be a better negotiator

There's no doubt in my mind that one of the reasons small businesses fail is an inability to market/sell their product. So many business go through the same curve: Market their product, get really busy, realise there's a lot of activity but no profit, put prices up, lose business, fail. Many of these failures could have been avoided if (1) the original business structure was better and (2) the people within the business were better negotiators/sellers. It's easy to give a product away c … read more
What is a win?

What is a win?

I read a lot of articles about negotiating / sales where the term win/win is invoked. We should seek a win/win resolution. It's only a good sale if there's a win/win. And so on and so forth. Now this is all good and well, and I certainly agree that both parties have to feel good about the outcome if there is to be a long-term, fruitful relationship. But here's my issue - what constitutes a win? All of the win/win promoters talk as if a win is a concrete, definable thing, but it's not. A  … read more