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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
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
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
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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. 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. 75 Building Blocks The subject of the Building Block tactic has come up again recently in a couple of programmes Ive run. If you remember…it.
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Negotiation Tips No. 72 Acquisition Effective negotiators are by definition acquisitive people. They collect things during a negotiation and hopefully.
Management Tips ©Tom Beasor Talent I was reading a Tom Peters book called Talent and he is very keen to tell people that there.
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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.
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The people Look for some people. Write it down. By the water So there you are. Who will make it? You and I A long time What will they do?
By: Mandi Schumacher. When writing an essay/ paper you spend a lot of time sitting at the computer by yourself, so some people don’t find the point.
This is the Right Industry To Be In! In fall 2009, a record 18.4 million students are expected to attend the nations 2-year and 4-year colleges and universities,
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Englewood Public Schools Englewood, Colorado 2009 A Compilation of E.W. Dolch 1936, The Reading Teachers Book of Lists, Fourth Edition,© 2000 by Prentice.
Giving and Receiving Feedback Dr. Ramesh Mehay, Bradford VTS.
Win Madigan – Western English Language School Education in Victoria The Bridge.
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Writing for CS and CE Gabriel Dos Reis Assistant Professor Department of Computer Science and Engineering.
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How to be SAFE when you use the internet. Using the internet is something that we all do. It might be that you don’t use it very much or you might be.
Assessment for Learning Promoting Formative Strategies A quick reminder ….What does AfL involve in the classroom? Teachers having an understanding of the.
* Thoughts that go through your mind will always be there * You cant stop your thoughts * You dont need to stop the thoughts – you just need to choose.
Journal #2 Elaborate on this statement: –You cant love others until you love yourself.
By Zahira Gonzalez Time Management. To do list tips Try to spend 5-10 minutes each day on planning your activities with a daily to do list. Start your.
Mr Watsons Introduction to Spreadsheets The Quick and Easy guide to using Microsoft Excel.
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Look at me now By: Anis Nazri 6E. What dramatic skill would you say is the best part in your performance? Why? I think the best dramatic skill that I.
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