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Negotiation Tips No. 95 Offers and Counter Offers At some stage in a negotiation an offer is put on the table. At that moment the receiving party has to react. An obvious reaction is to reject the offer and offer an alternative. I believe that this is half right. Certainly you should have an alternative ready to put forward but it is important to remember how best to do this. The script should go: Thats a very interesting offer and it certainly has real merit. I wonder if we could think about it for a moment and come back with a reaction. Weve given it some thought and what wed like to offer is a slightly amended version….. The McEnroe response: You cannot be serious… only causes deadlock and creates bad feelings. Accept offers warmly and then amend them slightly. Of course amending slightly often means ripping them up and starting again but done sensitively it shouldnt become a major issue. © Tom Beasor 2001 firstname.lastname@example.org
Sales Tips No. 76 Internet Tenders Sellers learn to live with failure. You cant win every pitch you make and your strike rate bears this out. What really upsets sellers is when they hear that a contract has been placed and a deal done that they did not know about. The advent of the internet has made tender searches even more important and much easier. Many organisations now only offer their tenders via the internet so if youre not surfing their websites regularly you may miss the opportunity to bid for some valuable work. The internet will always give you extra information about any organisation but in this specific case you may find that theres business to be done as well. Keep a list of the major players in your market, especially those in the public sector because they are the people most likely to use this system. In Europe OJEC is the means of hunting out EC based business. There will be similar publications around the globe. You may have got used to seeing the advertisements in the papers but also ensure that you know where to look on line and that you do it every week. © Tom Beasor 2001 tom_beasor@CompuServe.com
Management Tips No 24 Praise the Lord Ive mentioned that I believe feedback is a powerful medium for improving performance. I do believe that it is mostly underused because managers forget that it has two sides to it: praise for getting it right and guidance when getting something wrong. Most people do not object to be given corrective feedback when things go awry providing that they get equal praise when doing things right. Far too often getting it right is seen as the norm and attracts no comment. No wonder that people feel bruised if the only comments they receive are always negative ones. Try to catch people doing things right and let them know about it. Praise and congratulations given sincerely will mean that developmental feedback in difficult times will be much more likely to be positively accepted. © Tom Beasor 2001 email@example.com
Homework Assignment. Assignment One Ready for the next challenge. Great! Time to pick an affiliate product to promote. Go to ClickBank.com and go to the.
Negotiation Tips No. 112 Third party influence I generally keep well away from political negotiations. I much prefer the smell of money when Im negotiating.
Management Tips No. 32 Leaders and Managers There are many definitions about managing and leading. I particularly like the ideas of John Kotter and he.
Negotiation Tips No. 76 Radius of Credibility The use of markers always represents a difficult issue in a negotiation. On a starter course we teach not.
Negotiation Tips No. 72 Acquisition Effective negotiators are by definition acquisitive people. They collect things during a negotiation and hopefully.
Negotiation Tips No. 91 Value and Relationships The first words that I ask delegates on training programmes to learn are: Value and Relationships. I believe.
Negotiation Tips No. 75 Building Blocks
Management Tips ©Tom Beasor Talent I was reading a Tom Peters book called Talent and he is very keen to tell people that there.
Giving and Receiving Feedback
1 The purpose of feedback is to be helpful Feedback should include positive reinforcement of strengths Describe actual behaviour, not the individual person,
Hogeschool van Amsterdam Interactieve Media The art of pitching Hoorcollege marketing blok 2 week 6.
Turnaround Interview® Turn off your people problems, not your people.
Internet etiquette, or netiquette guides us in proper behavior on the Internet. There are widely accepted rules of behavior to follow when you're online.
What do other people think dignity means ….?. Being with my family and feeling useful rather than a nuisance Ensuring we have the privacy you would want.
Negotiation Tips No. 97 Negotiating on-line (1) I’ve been asked recently about on-line negotiations. The first thing we need to understand is the difference.
Buy vs. Rent Comparison* The chart below shows a cost comparison for a renter and a homeowner over a seven year period. The renter starts out paying $800.
FLIPPING THE CLASSROOM: ADVENTURES IN STUDENTS’ SELF DIRECTED STUDY ERI TOMITA AND JULIE DEVINE.
Computer games are anti-social and violent , and their users are mindless nerds.
Definitions Self-concept: Picture or perception of ourselves Self Esteem: Feelings we have about ourselves Self-ideal: The way we would like to be Self-Confidence-?
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