During Negotiation

Upon entering the board room or any other negotiation with due preparation (see other article before negotiation), then consider adding these techniques to your repertoire. These are all good solid people skills that will put people at ease and reflect on you positively…whether you’re in a divorce settlement and it’s furniture or homes up for grabs or you are a bigger business out to merge tempoarily with a smaller business, these skills will be invaluable.

Start each negotiation with a friendly handshake and decent eye contact. Be sure as always that you have dressed in a manner that the other party will not find offensive. In other words, make sure you are taking this negotiation seriously by trying to prevent hindering viewpoints in advance of entering the negotiation.

Consider telling a joke. Like most good talk show hosts, be sure to tell a story to break the ice. It reminds people that though there are dollars and cents to consider, you are also a human being. It puts you and the other person at ease and it also makes you look good. Always choose to tell a story that makes you sound human or revolves around you in some way. Telling a joke about an ethnicity or minority is completely out.

There is one amazing talk show host that comes on at midnight on the CBC called George Stephanopolous. He started his show the other day with a first hand account of how he thought a racoon had come into his house through his window and he was freaked out. It gets worse. Makes him look funny throughout and worse yet, it turns out to be a cat. He told this slice of life for a good five minutes.

Even I was sitting there after ready to listen to every word this man said. I was blown away by this reminder that despite his great job, he is human and naturally, that meant I would place value on what he said.

Try to quietly lay out the ground rules after the story. Remind the party that your negotiating in of why you are interested. Try to have a few good reasons. Point out the positives that may be accomplished but of course, let them know that though you are negotiating, it may take time to ‘do the deal’ and that is to be expected when so much is at stake.

Good manners now come into play. Remember good eye contact. Remember to maintain your composure, your posture throughout with good eye contact. This reflects well on you that you are willing to listen. Chances are the other person will offer less than they would actually deliver. Though you would be tempted to pepper the person with the presentation with question after question, hold onto them by taking notes. Unless there is a serious misunderstanding, do not try to ask questions until after the presentation. This could break the flow of their presentation.

While in negotiations, avoid negative body movements such as sloped shoulders. This means disinterest. Make sure not to tap or shuffle. Maintain a studious composure. Don’t doodle! Whether you’re a big company thinking of merging with a little company for a project, the bigger company must come off good if not better than the smaller company. You want people to be in negotiations with you, otherwise you would not have come to the meeting. Your secretary would still be saying that you’ll phone them back.

Listen to the presentation and take notes. It means that you’re interested and that they do have points of interest. It also helps you to stay on task.

When it is a natural break or the presentation is over, ask questions.

To maintain complete control in a negotiation, you would not offer one square thought but of course, this would not go over well with a company that spent time on a presentation. Praise the good points in the presentation and ask a few questions. Perhaps, direct questions to find out where you meet in terms of negotiations.

Put down some points on paper that you both can mutually consider and make a copy. Sketch these out with possible scenarios of how it works in conversation. Try not to get hung up in the details. These can be tied up later.

A first negotiation typically leads to a second negotiation when you do not immediately agree to everything. When things mean so much such as two businesses coming together for an event, you need to make sure that you consider such things as reputation. Will partnering with this company adversely affect you? Are the stakes too high? Do you want more guarantees? What are the expenses? If your company covers one thing, what will their company cover or are the budgets merged?

In terms of settlements, agreement on the first round is almost unheard of and the reasons for this are plentiful. So make sure that after a reasonable time, you end the proceedings and ask for a second negotiation after you both have considered all the points that bring up.

Those who rush to the altar are often disappointed so key here is having more than one negotiation and repeating many of these same successful people skills, great skills to improve your negotiation repertoire.

How Many Slides Are Ideal in a Sales Presentation?

When I conduct a Presentation workshop for sales and marketing professionals, the one question I always get is – How many slides should you use in a presentation?

The opinion ranges from 3 slides to 25 slides.

The reality is that there is no study that suggests that short presentations are more successful than long presentations or vice versa. But, there are a couple of suggestions about slides to help you make clear and convincing presentations.

Suggestion 1: Don’t spread a single idea over multiple slides

I have seen presentations that drive the audience crazy by dividing a single sentence over multiple slides. What is more, in these types of presentations – the presenter keeps moving the slides at break neck speed, while reading the sentence to the audience. Unless you wish to insult your audience’s ability to read English, don’t use this method in your sales presentations.

It always helps to put all the relevant elements of an idea onto one slide, so that the audience can see the connection. If you divide your message into multiple slides, the audience needs to strain their memory to recollect the details of the previous slides.

Suggestion 2: Don’t put more than one idea on a slide

A slide is like a paragraph in a novel or newspaper. You should always start a new paragraph for a new thought. In the same way start a new slide to convey a new thought in a presentation.

This ensures that audience gets the time to absorb your ideas completely, and build their understanding in gradual steps. It also allows you to use meaningful diagrams to convey your ideas visually.

So, crunching your entire sales presentation into 2 slides – is NOT a great idea.

Conclusion

When you follow these two suggestions, you will automatically come up with the right number of slides for your professional presentations.

Remember what matters are whether you are able to influence your customers to make a purchase decision, by giving them sufficient information. It doesn’t matter how many slides you use.

Happy selling!

Negotiate Debt – When Should I Negotiate Myself and When Should I Hire a Professional?

It has become obvious that you will have to negotiate debt to reduce it and bring it down to manageable levels. It is only when you negotiate debt, will you overcome your financial problems without going in for bankruptcy.

However, this issue leads to an even bigger confusion-should you negotiate debt on your own or should you hire a professional service provider? You must understand that there is no absolute and universal answer to this question. On the other hand, a lot depends on the circumstances and the variable factors involved.

If you have been employed in the credit card industry in the past and if you know how the industry works, it is obvious that you should negotiate debt on your own. Since you can tackle the negative tactics often utilized by credit card issuers to overcome their financial issues, you can easily manage negotiations on your own.

Well, what if you are not involved in the credit card or unsecured lender industry? In such a scenario, you should ask yourself whether you are prepared to face the consequences of failure. On one hand, you will save 15% to 20% of the savings that you enjoy as you would not have to pay any fees to any professional expert.

On the other hand, if you fail, you might as well end up in bankruptcy. How do intend to proceed? If you have other hidden options up your sleeve and if you just want to negotiate debt because it is available in the market today, you might as well negotiate on your own.

However, if even a single failure is going to push you towards bankruptcy, it makes sense to employ professionals. Some of us are very good at finances. We love calculations and the permutations and combination that often involve debt and debt relief. If you are one such person, do not hesitate to negotiate debt on your own.

However, if you are person who hates numbers and prefers sticking to the solid world of facts, it is advisable to hire professional. You must keep in mind that debt relief networks help you find reputed and affordable professionals without a lot of effort.

Hence, the money factor should not be considered when you are searching for debt negotiation options. Rather, you should focus on the extent to which you will be required to expend skills, time and effort when taking the final decision.

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