Archive for: May, 2023

Present Your Way To The Top: Selling At The Whiteboard

May 30 2023 Published by admin under Uncategorized

What if sales presentations were easier, faster and better without slides? What if you could engage your clients, create meaningful conversations and collaborate together-from the start? Find out the 3 secrets to unlock unstoppable results.

Selling at the whiteboard revolutionizes what you know about sales presenting.

It’s not just that slides are boring. It’s that audiences are fed up with being passive while sales presenters ‘spit sand.’ There’s a lot of discussion about what makes sales presentations really work.

It’s not as simple as benefits in…sales out. If it were all that simple, sales professionals would take the time to truly distinguish a feature from a benefit. But that’s another topic for another time. Right now, let’s focus on heating up sales conversations at the whiteboard.

If you’ve ever taken a presentation skills training, you know that it truly is possible to learn new skills. It’s the same with whiteboard presentation skills.

Only a few things stand in the way. Belief. Skills. Training.

Let’s look into each one and see how to build skills to successfully present your sales story at the whiteboard…in minutes not weeks.

“Man often becomes what he believes himself to be. If I keep on saying to myself that I cannot do a certain thing, it is possible that I may end by really becoming incapable of doing it. On the contrary, if I have the belief that I can do it, I shall surely acquire the capacity to do it even if I may not have it at the beginning.”
- Mahatma Gandhi

1. What Do You Believe?
Have you been repeatedly telling yourself that you’re hopeless at the whiteboard? Do you say it over and over again, with firm conviction?

If so…you’ll realize one thing. You’re really good at convincing yourself!

Use the same talent of persuasion to believe that you can acquire the skills to simplify complex ideas and engage clients-at a whiteboard.

Funny how that works, right?

2. What Skills Do You Have?
When is the last time you picked up a marker? Was it in kindergarten? Was it to draw a picture with your kids? Was it to plan a cool sales training program at the whiteboard?

If it’s been a while since you worked on your interactive visual storytelling skills, don’t despair. These skills are learnable. In fact, it’s easiest to think of it like a language-a visual language.

To speak a language you must learn the alphabet, words, sentence structure and story flow. Just like a foreign language. To speak a visual language for whiteboard presenting, follow the same organization.

Learn visual icons. Discover how to combine words and icons. Organize this symbolic language into ‘sentences’ so everyone ‘gets’ what you are describing. Then, organize sentences into visual frameworks. Finally, learn how to talk ad lib, engage with other people and respond on the spot. This kind of fluidity in speech is why whiteboard presenters learn the skill of facilitating interaction.

It’s real-time visual storytelling. Just remember…when you learned to speak your native language, you had to start at the beginning. A baby learns by experimenting. They rarely start speaking fluid sentences from the get-go. There’s a whole lot of trial and error first.

The same is true for learning a visual language. Don’t miss the beginning steps. Everything else builds on this foundation.

3. What Training Do You Need?
Training in skills is critical-if you’re serious about being poised and professional in front of important clients. Standing with a marker in your hand is something you want to learn well, practice, and get personal training to do effectively.

Many of my clients start out swearing that they are ‘incapable’ of thinking visually, drawing, sketching on the spot, or creating a visual map that guides conversation. They are thrilled when they realize that by following a step-by-step approach, the impossible becomes very do-able.

The most important training is to challenge limiting beliefs, build hands-on skills, and target specific opportunities to whiteboard sales conversations with your customers.

But the key is to start.

Start with uprooting negative self-talk and attitudes that hold you back. Continue to build your skills in a visual language.

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Delivering a Presentation – Voice Controlling

May 29 2023 Published by admin under Uncategorized

It has been a common mistake for most of us – in which we tend to spent too much time in preparing the presentation material content, rather than how we are going to present them.

Our mental preparation on how to deliver our presentation is such a crucial point, especially on how our verbal tone, taking advantage of pause and pitches — presents different phrase of emotion and emphasize which could help the audience easier in understanding which parts are the important points that they should give more attention to.

From the way you pronounce your tone and voice of presentation, audience could figure out if the speaker is being confident or in such unconfident state of mind in presenting his/ her ideas.

The most common problems in presentation voice controlling are:

- Mumbling, unclear words or just bad pronunciation
Exercise Your Clear and Correct Pronunciation — you must have a big heart and be honest to yourself to realize your own true level of pronunciation clarity in presenting your message. Especially for those who use English as a foreign language it’s an obligation to do so, but even though you are native to English, sometime your local dialect or popular slang words could make a different perception for others.

- Forceful entrance voice but fading out ending
Manage your emotion – plan on how you going to distribute your emotions and power throughout the whole presentation time. Prior to certain points, you might required to make a forceful stressing while other points will require you to make a soft deliberation — to get certain kinds of emotional feedback you can expect from audience. Don’t get too much carried away by your emotion when presenting some points which related to own personal experience.

- Soft voice
Take a Breathing Exercise (diaphragm breathing) – take a deeper breath from the diaphragm at the beginning of a phrase to prevent your voice from being too soft and getting a better power of your voice. By practicing diaphragm breathing, you can get a bigger lung capacity to breath, more oxygen intake and longer time to maintain your speech power. Build your confidence and practice your speech as much as possible if your soft voice is coming from the lack of confident in presenting your messages.

- Rapid statements
Insert pitch and pause – many great orators deliver their speech making benefit of using pitch and pause to emphasize their points and giving a greater emotional impression to their audiences. It is better way to avoid an emotional drained and making an impression to audience as if you are just nervous. Although rapid statements are more acceptable in debate contest or bidding auction, it is not recommended in a normal presentation to prevent message-misunderstanding.

- Flat speech
You must avoid a flat and boring presentation, since it will only give the audience the reason to fall asleep and even snoring while you are presenting you ideas. Emphasize to deliver an impressive and with a little theatric presentation by mastering your presentation inside out, sideways and under. Learn when you must give a strong powerful emphasis or soft tone in dramatizing a necessary phrase.

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Exceptional Presentation Skills: Turning Up The Heat

May 28 2023 Published by admin under Uncategorized

Do you wish you had exceptional presentation skills? Are you are fed up with not getting noticed, not getting ahead, and being a wallflower? If so, it’s time to take a step forward.

Giving phenomenal presentations is a lot simpler than it looks. Imagine you are cooking a wonderful meal. You’ve made it before. You feel confident. You’ve been to the farmers market or farm stand. You know for a fact: all the fresh ingredients will transform into a delicious outcome. Your friends and family will be blown away.

Presenting is a lot like cooking. When you first start out…it seems overwhelming. But with a great teacher, a proven recipe and plenty of practice, you quickly build new skills.

Strangely, many people believe that presenting is not a ‘learnable’ skill. This may stem from the belief that some people are talented communicators-while others are hopelessly fearful. This is just false belief.

And as you may already know FEAR is also an acronym for: false evidence appearing real. Fear keeps many people at the sidelines. It holds back their careers. It stifles their ability to share ideas.

But if you’ve been feeling afraid, you don’t have to stay in that state of mind. Now, it’s much easier than ever before to discover new presentation skills. Just like learning to cook…once you learn how to give presentations, you’ll feel an inner sense of confidence and certainty. You’ll have a gut feeling that guides you.

In many situations where previously you trembled or felt reluctant to speak, you’ll step up to the front of the room. Imagine what this will do for your career. When you are up at the front, speaking with poise and elegance, people listen. They see you as the expert. They want to know your opinion. 5 minutes in front of the right audience can do more for you than a year at your desk.

Think of presenting in 5 phases. At each phase there are specific resources, skills and tools that make you successful.

1. Preparation

Great presentations (like great meals) require fresh ingredients and careful preparation.

2. Structure Your Story

Stories are highly memorable. Weave your data, facts and research into a story that everyone understands.

3. Deliver With Impact

The best preparation and story come to life with passionate delivery. Voice, body language, audience interaction all come into play here.

4. Connect Visually

People learn and remember information visually. Use pictures, whiteboard sketches, props and visual maps to simplify your story.

5. Handle Questions and Answers

Think fast and think on your feet. Handling questions under fire is the mark of a professional and confident presenter.

If you’re looking to improve your presentation skills, keep this in mind. You can learn new skills. Skills, unlike abilities or natural talents, can be learned. You don’t have to be born with a talent gene, or a gift for charismatic presenting. Presenting skillfully in front of any audience is a specific set of skills-which you can learn.

Plus, it’s easier today than ever before to learn these skills. You don’t have to wait for your boss to approve a class or seminar. You don’t have to hold off. You can take charge of your learning-and of your future.

Take a creative and disciplined approach to build your business communication skills. Once you learn the step-by-step approach, you won’t have to reinvent the wheel each time you give a speech, talk or briefing. You’ll know exactly what steps to take, how much time to allow, and how to present concisely and persuasively.

Isn’t it time you stepped to the front and turned up the heat? Isn’t it time you took your presentation skills to the next level?

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Custom Presentation Folders – Why Are They So Invaluable?

May 27 2023 Published by admin under Uncategorized

Organizations both big and small know that first impressions are the most lasting. Thus when making a presentation for the first time every tiny aspect is important and zero should be left to probability. Not only does the presentation itself have to be up to par but also the packaging of your presentation needs to be astute. Corporate professionals repeatedly find themselves equipped with a less than wonderful packaging for their conferences. To avoid making this blunder, you should consider the magnitude that custom presentation folders can take part in your on the whole production.

Imagine you spending weeks on a presentation for a possible customer, countless hours have been compiling the, creating the graphics, and placing it all collectively to form the ideal presentation. You are positive your group has every building block in just the right place to daze the potential consumer and acquire their business. You get ready for the day, get there on time, go into the meeting, put forward the presentation, and wait for their response. Everything in this scenario seems to be going well up to this point. Now imagine that the client is not impressed with the materials which contain your presentation. As a result for the rest of the presentation they are mulling over the terrible folders and organization and do not even pay attention to the presentation causing them to turn you down. Do not wait for this to happen to realize how important presentation folders are for the success of your business.

Custom presentation folders are one of the most excellent ways to get your significance across right from the commencement of the presentation. They say that you are well organized and that you pay attention to even the smallest details. If these are qualities that the client wants they don’t even have to listen in-depth to the presentation. They already know that you are the right member for their team. Using custom presentation folders gives you the peace of mind that comes from knowing that you have represented yourself and your class of work to the fullest.

You have many other opportunities to make use of custom presentation folders as they are suited for more than just presentations. You can use them at business events such as conferences, seminars, in-house planning meetings, or a customer conference in another city. Custom presentation folders are the perfect method to display your vigilantly calculated presentation and make certain that you get the preferred reaction.

There are a lot of options when it comes to these folders, you can decide to generate your custom presentation folders on your own, or have them designed and printed by professionals. This enables them to be customized precisely to fit your goals with designs and even the method and type of printing. You can even personalize these with your company’s name and put a copy write on your design. Therefore you will ensure that you are presenting your best in more ways than one.

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Presentation Skills: Traps For Inexperienced Presenters To Avoid – Part 1

May 27 2023 Published by admin under Uncategorized

There are a number of traps that inexperienced presenters can fall into when they first begin presenting. Any one of these traps can make your presentation look less professional than it otherwise would. This article is Part 1 in a 3 part series and shares 6 traps for inexperienced presenters to be aware of.

Trap #1 Not understanding the assignment

You do not set yourself up to have a successful presentation if you misunderstand the assignment. Misunderstandings can arise about:

  • The reason why you have been requested to speak.
  • How long you are to speak for.
  • The type of audience you will be speaking to.
  • Whether you are allowed to distribute your own advertising materials during the presentation.
  • Whether you are allowed to obtain the details of attendees.
  • The time of your presentation.
  • The location of your presentation.

It is worth clarifying all these things with the presentation organiser before you begin preparing your speech. It is much easier to sort these matters out early in the process.

Trap #2 Failing to know the audience

The worst example of this I have ever seen was by an Australian Government body which toured the East Coast of Australia to talk about the impacts of a particular change to the law. This law only applied if there was a public car park in the town that charged more than a stipulated amount. The seminar was to run for 3 hours. Ten minutes into the presentation, the audience advised the speakers that none of the towns they were scheduled to speak at for the next 3 days even had a public car park that charged for parking. This failure to adequately research the audience caused quite a lot of embarrassment and wasted a lot of time and money.

The types of things it may be helpful to know about your audience before you begin preparing your talk are:

  • Job level;
  • Salary;
  • Cultural diversity;
  • Age (you may have to pitch things differently if you are talking to teenagers as opposed to people approaching retirement);
  • Educational background;
  • The aim of the presentation/seminar/conference;
  • Whether the audience know each other or are strangers;
  • The other presentations at the same event (particularly the ones before and after yours); and
  • What the audience’s biggest problem is in relation to your topic.

The type of things you will need to know about your audience will vary with your topic. If you are organising the conference or seminar, you can find out some of this information by placing appropriate questions on the enrolment form. If someone else is organising the conference, they may be able to give you some of the information. Some countries, however, have privacy laws which may prohibit the conference organiser from sharing this information with you.

Knowing this information can help you to avoid uncomfortable situations. I once saw a conference organiser for a seminar on greenhouse gas emissions, use polystyrene cups for tea and coffee. The audience members were outraged that something more environmentally friendly had not been used instead. The whole point of the presentation was lost in the outcry about the cups for the tea and coffee! With a little bit of thought about the attitude of the attendees, the conference organisers could have avoided a big headache.

Trap #3 Waiting for latecomers

If you fail to start a presentation at the advertised time, what you effectively do is:

  • Reinforce the message that it is OK for people to arrive late; and
  • Penalize those people who were polite enough to arrive early or on time and who have been sitting there waiting for the presentation to begin.

Trap #4 Offering excuses

The audience turn up expecting a professional presentation. They are interested in what you have to say. They are not generally interested in your personal circumstances; and neither should they be. The focus of the presentation should be them, not you. It is how the audience feels at the end of the presentation that will determine whether they buy your product or services and whether the seminar organiser asks you back to present again.

Do everything you can to arrive early and be organised. That way there should not be any need to apologize to the audience or make excuses for being late or disorganised.

Trap #5 Speaking without a microphone

It can be difficult at first to use a microphone. The key is to hold it closer to your mouth than you think you need to.

Regardless of the difficulty of using the microphone for you; it far outweighs the disadvantage to the audience if they cannot comfortably hear what you are saying. Practice using the microphone before the audience arrives. If you plan to walk around the room while you are presenting; find those parts of the room where the microphone feeds back into the speaker (squeals) and avoid them during your presentation.

Trap #6 Uncomfortable or ill adjusted clothing

There are enough things to feel uncomfortable about when you are presenting without worrying about your clothing. Always dress so that you are slightly better dressed than your audience and always dress comfortably. That way you won’t be worrying about your clothing and can focus upon presenting.

As well as being comfortable, it is helpful to check that everything is in place before you go onto the stage. I have had the very embarrassing experience of a skirt caught up in underwear. It is not an experience I wish to repeat. Before every presentation I now check that all zips, buttons and other things are in place.

I hope that sharing these traps for the inexperienced presenter will help you to avoid some of the mistakes I have made over my many years of presenting.

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Attraction Investment From China – Negotiation Process

May 23 2023 Published by admin under Uncategorized

Any developer of business project should pay attention not only to particularities of Chinese management and Chinese philosophy of business, but also to the process of negotiation, in order to get proper investment. It is important to present own investment project correctly.

First of all, it is necessary to be ready to prolonged negotiations, which endure not two or three days. Usually, the duration of negations with Chinese businessmen is about 1-3 months. So, Chinese representatives already at the beginning of negotiation process ask a question about departure date from China of foreign project manager. If departure day is approximately in a week, Chinese will be busy and there is a small chance, that they will get down to business.

To illustrate sluggishness of Chinese during negotiations, possible to look at the following example. One of the billionaire of the USA, having an office in Hong Kong, decided to move to China. When he was asked about the reasons of his leaving to Shanghai, he answered, that he was going to live in Shanghai, because of strict time-management and often contract concluding on unfavorable terms, that happens on the base of short termed staying. This example proves one time more, that the negotiation process with Chinese representatives is long in majority of cases.

The next point that should be noted is strictness of Chinese representatives. To be exact, they will try to check seriousness of the proposed project and its representatives. For instance, Chinese managers can make show, that they are not interested in your professionally developed project, even they liked it; however, they could call in two or three days. In such case, their reaction will be positive or negative, depends on character of your answer. If your answer will be fit of anger, Chinese can decide, that you have not enough serious attitude to the project. That’s why working on conception of the negotiation process, experienced manager should make his team ready to some kind of tricks and seriousness checks.

The other point to be noted is that the negotiation process in frame of investment talks is stretched and it is difficult to understand, where is the beginning and end. Moreover, it is impossible to predict signing of the contract and money receiving. Many experienced managers give an advice to go with the stream during any stage of negotiation process. There should be absolutely similar attitude to the first and to the last meeting and other events, which are offered by Chinese party. For example, there is a rule, that a person, who wasn’t on Chinese wall, can not understand China. Many Chinese managers pronounce this saying during negotiations. In majority of cases, Russian or European representatives propose to rent a bus in order to go to Chinese wall; however, for many Chinese the climbing and foot excursion to the Great wall will be stimulus. Proposing a foot stroll, manager could demonstrate respect to representatives’ culture and traditions.

Thus, negotiation process with Chinese representatives requires to be calm, serious to the project and ready to some kind of unexpectedness. Moreover, it is necessary to show patience, even then if negotiations are long. These points about business talks with Chinese could help to present own project properly and to gain investment.

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Debt Negotiation Service That Works

May 22 2023 Published by admin under Uncategorized

For anyone who has been in debt and dealt with the stress of bills piling up and collection agencies calling at all hours of the night, finding a debt negotiation service seems like a really tempting prospect. If you want to find a service that can help you, that’s a great way to be proactive about digging yourself out of a credit hole-but make sure you take the time to find the right company that can truly help you and get you where you need to be without wasting your time or money. Read on to learn more about debt negotiation service that can work for you.

Many Americans are in debt either with credit cards or personal loans, and there is no shortage of companies that are available to offer negotiation services to people who want out of their unsecured debt problems. The big challenge here lies in finding the right service that will fit your needs and still deliver the service you want, all at a price you can actually afford. What should you look for to make sure a debt negotiation service will work for you?

Proven Track Record: Many companies that have been in business for a while have a proven track record for helping people eliminate or reduce their debt. You wouldn’t hire an auto repair company to fix your car if they didn’t have a reputation and proven track record for actually doing a quality job, this is no different. Make sure the company you use for your debt negotiation service gets results and has a reputation to protect. This is the best way to get the most value for your money and get the best results for reducing your debt.

Experienced Team: Just like you wouldn’t hire an auto mechanic to fix your car if he had no experience, you shouldn’t hire a debt negotiation service company to assess and negotiate your debt if they’re not professionals in the field. Going with a company with experienced professionals who know the legal ins and outs plus the best methods for getting the highest reductions is the most practical choice. Keep an eye out for a professional and experienced staff at the company you choose and don’t just settle for the first company you find.

Fees & Rates: How much is the company you’re looking at going to charge you after all is said and done? Some companies have rates that are based on the percent of the debt you have and what you save, so it’s important to know whether or not the company you’re looking at charges a flat rate or a percentage of the overall debt. This information is usually readily available on the debt negotiation service’s website or via a simple and quick telephone call.

Whether you choose to use an online website or go to a local brick and mortar style firm that can assist you, you’ll want to look at the factors listed above to make sure you choose the right company to work with.

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4 Sneaky Tricks Expert Negotiators Use To Win Negotiations

May 21 2023 Published by admin under Uncategorized

Winning a negotiation requires knowledge of some of the tricks expert negotiators use to their advantage during negotiations. These tricks are not at all complex and in fact, are rather easy to grasp. However, when used correctly, they might just tip the scales in your favor. Here are some sneaky tricks that expert negotiators use during negotiations.

1. Express A Visible Reaction To Their Offer

This technique works best if you are up against an opponent who clearly has not done their research and thus, is unaware of their own bargaining position. Once your opponent makes an offer, express your shock and surprise that they have dared to make such an offer. You could say something like: “What was your offer again!?” If they haven’t done their research well, it is likely that they will start to feel uncomfortable and try to justify the price or they could offer an immediate compromise to your demands.

2. Set The Tone Right For Each Negotiation

Setting the right kind of atmosphere for a negotiation is half the battle won. You want your opponent to be in as pleasant a mood as possible for them to agree to most, if not all of your requests. One way to do this would be to have negotiations right after a meal with your opponent.

Having a delicious meal generates positive feelings that might just carry onto the negotiation itself, giving both parties a higher chance of reaching a favorable agreement. In fact, many business deals have been negotiated over food. Such is the effect of food on persuasion that it has even been mentioned by Professor Robert Cialdini in his book about the science of influence.

3. Walk Away With Power

If things just aren’t going your way, it would be better to leave rather than take the existing offer. Sometimes, walking away for now may lead to a better deal in the future. All you need is the discipline to thank your opponent for their time and leave. Do not force yourself into accepting an offer that makes no sense.

4. Look At Their Body Language

Normally, people do not give away their negotiating positions during a negotiation. Doing so would immediately compromise their bargaining power. If you can read body language, you increase your chances of spotting any slip ups they may make that can reveal their negotiating positions to you. For example, if your opponent is saying that he has no need for your product but is tapping his feet and avoiding eye contact as he is speaking, he or she probably needs your product very badly and you can use this to your advantage to charge a higher price.

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Are You Overly-Invested in Your Negotiation? If So, You Are in Danger

May 20 2023 Published by admin under Uncategorized

In my interview with master negotiator Jim Camp, he explained a concept about the four investments we make in a negotiation. If we maintain control over these four, then we maintain control over the negotiation.

Each of the four investments has a different level of importance depending on your negotiating adversary. It’s important to gain as much info as you can about the opposing side so that you can understand which of the factors provides the most motivation for them.

The four investments are time, energy, money, and emotion.

Time has a varying degree of importance depending on the person. Most people dealing with a high-level negotiation will be dealing with someone who considers time to be important.

You want to control time as much as you can. This can mean the time of day that the negotiations take place as well as the amount of time invested in the negotiation. For example, if your counterpart is from another country, attempt to have them fly to you as opposed to you flying to them. The more time that they invest in the negotiation, the more they will want to have something to show for it.

Energy is closely related to time. If the other party is spending a lot of time traveling, researching, and reporting on the negotiation, then they will be expanding a great amount of energy as well.

Analyze your counterpart and try to find out how his or her energy levels compare to yours. Can you gain an advantage by requiring more of an energy investment from the other party? Have you created a situation where this person has already spent a lot of energy toward the completion of the negotiation? If so, you have gained a valuable advantage.

The next factor is money. Depending on what you are negotiating for, the amount might represent something very significant to the other person or it may be a small amount for them. Spending $100,000 on consulting services may be unthinkable for a small start-up but may be not worth worrying about for a large, established company.

So, you need to try to find out where you are on the spectrum. Is what you’re negotiating for a large financial decision, or is the cost not as important to the other party?

Finally, you need to analyze the emotional investment made in the negotiating process. Is there excitement, expectation, fear, worry, a sense of fulfillment, or other emotional investments being made?

If your negotiating counterpart is afraid of losing his job if the negotiations don’t end successfully, you have a high investment of emotions working against the other person.

If they are thinking they will gain a sense of fulfillment by concluding the purchase you are negotiating, that is a major factor as well.

If you are able to raise the level of excitement, you have successfully taken control of a major investment in the negotiation.

Constantly take inventory of these four things. They act as a barometer in your negotiating process and will point you in the right direction, showing you which area needs more attention.

Remember, it is not just the other party, it is you too. Control the amount of time, energy, money, and emotion that you invest in the negotiation. If you over-invest, you may find yourself stuck and unable to pull out even when things are going downhill.

It is the same phenomenon that happens when an investor logically should pull the plug on a stock purchase that went bad, but instead, since they’ve invested time, money, energy, and emotion, they continue to hold out, hoping for things to get better as they continue to get worse.

Gain control over these four investments, gain control over your decision-making, and you will be on the path to being a master negotiator.

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Real Estate & Business Negotiating Tips – These Will Save You Time, Money & Aggravation

May 19 2023 Published by admin under Uncategorized

Almost every one, sooner or later would find himself/herself in a situation where he has to negotiate for the things he likes and wants.

Negotiations are part of our lives. The fact is that right from the early life, negotiations are forced upon us. As a child we are asked of a certain behavior in exchange for toys/sweets/ an outing /a movie etc. etc. Same is true when we are teenagers or adults. We negotiate and trade for the things and services we want in exchange for what the other party wants.

As negotiations are part social, personal and business life, it would help if we understood the process of negotiations and how to handle such situations for a successful outcome. Here are the fine points:

1. Negotiations is a process by which two or more than two parties, with different needs and wants try to find an acceptable resolution to satisfy their needs and wants.

2. Though the interests, needs and wants are different for the parties involved, the process should not be viewed and approached as unpleasant.

3. Parties involved should be committed to have a resolution of the issues. It is impossible to negotiate with those who are not ready to negotiate and resolve the issues.

4. Party negotiating, should have access to the data, facts and figures that are relevant to the negotiations prior and during the negotiations.

5. In negotiations, one should remain open and flexible. Unfortunately, many negotiations fail simply because, the parties involved view the term flexibility, applicable to the other side only.

6. Negotiations should be conducted with an open mind and without preconceived ideas and positions.

7. The process should not be confrontational for a friendly resolution of the issues.

8. At the beginning of the negotiations, the rough guidelines of the negotiations and the results to be achieved should be established. These should remain the guidelines and not the hard line positions.

9. One should try to establish as to what and why the other party wants. Try to understand their point of view. Your position and what you are prepared to give, should remain confidential to the last minute for successful negotiations.

10. Business negotiations should be approached as pure business. One should never approach it as a compromise of ones principles as such stand will not be healthy for a successful outcome.

11. Never state or view the outcome of negotiations as a win or loss. Both parties should be able to see it as a win-win scenario.

12. Try to detach your self from the issue of personalities involved in the issues. Stay focused upon the issues and commitment to have a resolution through negotiations.

13. At all levels of negotiations, give attention to the body language; that is not listening to only what is said and proposed but keenly observing how it is said and proposed.

14. For a successful, pleasant and lasting results of the outcome of negotiations, especially where the parties involved are likely to face each other in day today life, the resolution of negotiations should be without undue pressure. It should be fair and mutually rewarding.

15. One must understand that in many situations, the parties involved may have to justify the results of negotiations to others who are affected by the outcome. Allow them enough reasons to feel good about the results achieved.

16. Before the process of negotiations begin, all parties involved should know as to what the other party wants and the reasons for their concerns and wants.

17. Have several options, for the negotiations to be successful. For every option, point out to the other side the benefits of the proposal and how acceptance of the proposal could help them also.

18. Be prepared to revise your stand and make modified proposals and point out not only the benefits of the proposal but also the consequences, if your proposal is not accepted. Make sure such details are not perceived as threats by the other side, otherwise it could do a serious damage to the atmosphere of negotiations.

19. Negotiations should be conducted in a calm and friendly and unemotional manner for a successful outcome. Parties involved should not be under undue stress or pressure to reach a decision as one is likely to behave illogically and make negotiations difficult and the resolution unlikely.

20. Negotiations should be conducted with mutual respect and without anger, abuse or hurting other side’s pride or social position.

21. Parties involved should be able to devote full and uninterrupted attention to the negotiations.

22. If the negotiations involve complex issues which are beyond the scope of the parties negotiating, experts and consultants should be immediately available for consultations.

23. For negotiations to be successful there must be a time limit to the negotiations to achieve results. The set time limit should be reasonable and acceptable to all the parties and should be established before the negotiations begin. Negotiations involving several issues and of complex nature would need more time and should be allocated the time frame accordingly.

24. Do not lose hope or enthusiasm if the progress during negotiations appears slow. In most negotiations, agreements are reached during the tail end of the negotiations.

25. If your point is lost among the different issues and concerns, do not lose cool, simply restate your position calmly and ask for the response.

26. Try to negotiate one point at a time and not the whole as one issue…that is to negotiate one issue as if no other issues exist.

27. Tackle easy issues first where there is likely to be a meeting of mind and then build on the success of these to negotiate more difficult points.

28. While making certain demands, do explain what they are and why do you want those? Also make sure at every stage that the other side understands exactly what you want to convey, and what you are prepared to give for getting your demands fulfilled.

29. Keep some trump cards to rescue the negotiations, if they hit some serious setbacks.

30. For a lasting outcome of the negotiations (except for those cases where the outcome finishes further interaction, for example in cases such as buying / selling a property, where legal contract binds the people and there need not be any further interaction) parties involved should be allowed a reasonable time, to digest the terms and benefits of the proposed outcome of the negotiations before agreeing to accept the final outcome of negotiations. If it is not allowed and one party feels that the other side has taken advantage of them, they will hold a grudge against others. This is likely to breed the feelings of distrust and make the environment hostile. Going forward, negotiations of any future tradeoffs / conflicts will become extremely difficult

31. Both real and perceived values of the outcome of the negotiations should be a Win-Win scenario.

32. If negotiations do not bring out a successful resolution, do not blame the other side or an individual for the failure in public. It should be avoided in private also as it is likely to create an atmosphere of hostility and jeopardize any future settlements.

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