Ten Secrets to Negotiating the Deal You Want

1. 90% of successful negotiation is down to preparation. Effective negotiators go to great lengths to plan the questions they will ask and the assumptions they will pressure test in order to get a totally clear picture of the current situation.

2. Set your ‘walk away’ point then forget about it. This is the breakpoint beyond which you will lose money and should never ever be exceeded. Once this ‘stop point’ is set you need to forget about it and solely concentrate on hitting their breakpoint. In other words, if you are buying from them getting them to accept the least they would accept (without walking away) or, if you are selling to them, getting them to pay the highest possible price they would pay without walking away.

3. Observe their language and behaviour. You will never truly know their breakpoint- unless you have a truly open book relationship- but the way they react and what they say (and how they say it) will give you clues as to how close to their breakpoint you are.

4. Be creative. Negotiation is a fluid process and the more flexible and creative you can be with what you offer or demand the more successful you will be, the more room you will have to manoeuvre and the more likely you are to avoid deadlock.

5. Trade your concessions and give absolutely nothing away without getting something back in return. Don’t think you have to give something away for free just to ‘get the ball rolling’…this won’t soften the other party up it will just make them tougher!

6. Never ever accept the first deal no matter how good it is! Negotiation is about giving and receiving satisfaction and the more someone has had to fight for something the more satisfied they will be once they get it.

7. Negotiation takes place in their head. Through your use of specific and concise questions you need to understand their pressures, priorities, alternatives and areas of interest. Without having a thorough appreciation of their situation you will not be able to pinpoint their breakpoint let alone drive them towards it.

8. Maintain high aspirations. Negotiation can be uncomfortable and frustrating and it is easy for your head to drop. Accomplished negotiators don’t get bogged down in areas of disagreement they build on positive forward momentum in order to keep the negotiation fluid and dynamic.

9. Keep track of where the money is. Negotiation is not about ‘winning’ or ‘losing’ but growing profitable business. Therefore it is crucial to keep track of the cash value being traded at all times and effective negotiators have a system in place to do this.

10. The more you say the more you give away. Negotiation is not selling. You don’t need to enthuse, justify or present when negotiating. In order to be successful you need to keep your emotions in check, evaluate everything and state your proposals clearly and concisely.

© Gary Gorman 2008

Marketing With Presentation Folders

Design Presentation Folders for the Long Term

Professionally designed presentation folders offer a unique advantage over many other forms of advertisement because, often, customers or clients keep them and use them over and over again, which keeps your company name out there, reaching farther and wider audiences than you initially planned for.

Choose Quality Presentation folders

For most forms of print advertising, such as business cards, postcards, brochures, and the like, you can shop around and often, get by with the most affordable price and no one will know the difference. However, presentation folders need to be not only attractive, but strong and sturdy as well, even if you don’t put much in them. Let me illustrate: Recently, a friend of mine began house hunting. She initially looked at a mobile home park but then changed her mind and decided to stick with traditional housing. Everywhere she goes, she takes the presentation folder from the first place she looked – the mobile home park. Just the other day, over lunch, she was showing me listings she had printed from the Internet and had organized in her presentation folder. Even though the mobile home park did not get her business, they have no idea how much free advertising they’re gaining because of my friend.

I’ve done it myself. I’ve used presentation folders that I’ve received from job training sessions for years afterwards to keep papers organized. There are countless uses for these little gems and if your logo and business name is affixed prominently on the outside, your advertising budget may not take quite as big a punch when you consider the long-term effects of the folders.

Design With the Eco Conscious in Mind

There’s a growing segment of the population that will reuse almost anything until there’s nothing left of it simply to prevent as much trash as possible from ending up in the landfills. This group reuses aluminum foil, envelopes, and makes scratch pads out of used calendar pages. People used to laugh at them but as more of the country and more products become environmentally friendly, fewer people laugh. That means more people are reusing presentation folders instead of throwing them away. That means more people will see your company name and while it may not cause a rush of business, it will serve as another avenue to keep your name in the minds of the public.

Keep this in mind next time you order presentation folders for a team meeting or to present to clients. Chances are, many more people will see them than you originally thought.

How to Quickly and Easily Conjugate the Present Perfect Spanish Verb Tense

In this article, I will assume that the reader already knows when to use the Spanish present perfect tense. Therefore, the focus of this article is how to conjugate this tense and how to conjugate it with ease. Let’s examine how -ar verbs are conjugated in the present perfect tense:

Practicar (To Practice)

Past Participle: Practicado (Practiced)

Yo he practicado (I have practiced)

tú has practicado (you have practiced)

él ha practicado (he has practiced)

ella ha practicado (she has practiced)

usted ha practicado (you have practiced)

nosotros hemos practicado (we have practiced)

ellos han practicado (they have practiced)

ellas han practicado (they have practiced)

ustedes han practicado (you have practiced)

Now let’s try a phrase or two with this verb:

Pamela ha practicado las letras.

(Pamela has practiced the lyrics.)

Hector ha practicado la natación por mucho tiempo.

(Hector has practiced swimming for a long time.)

Keep in mind, that in the Spanish language, as in the English language, the auxiliary verb haber (to have) must always precede the past participle of the verb. It is important to note that -er and -ir verbs take on a similar pattern when they are conjugated.

Recojer (to pick up)

Past Particple: Recogido (picked up)

Yo he recogido (I have picked up)

tú has recogido (you have picked up)

él ha recogido (he has picked up)

ella ha recogido (she has picked up)

usted ha recogido (you have picked up)

nosotros hemos recogido (we have picked up)

ellos han recogido (they have picked up)

ellas han recogido (they have picked up)

ustedes han recogido (you have picked up)

The student should also be aware that in addition to “to pick up,” this verb can also mean “to collect,” “to gather,” and “to pick.” Here is an example using the verb recojer:

Ella no ha recogido las muñecas del piso.

(She hasn´t picked up the dolls from the floor.)

Here´s an example using the -ir verb “discutir” which means “to discuss,” “to debate,” or “to argue.”

Discutir (to argue, debate, discuss)

Past Participle: (argued, debated, discussed)

Yo he discutido (I have argued)

tú has discutido (you have argued)

él ha discutido (he has argued)

ella ha discutido (she has argued)

usted ha discutido (you have argued)

nosotros hemos discutido (we have argued)

ellos han discutido (they have argued)

ellas han discutido (they have argued)

ustedes han discutido (you have argued)

Here´s an example using “discutir”:

Bobbito no ha discutido con su hermana hoy.

(Little Bobby hasn´t argued with his sister today.)