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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

Presentation equipment are necessities for all types of salesmen. Whether they work for a huge company or are merely representing themselves, presentations are the principal methods salesmen have for convincing clients to subscribe to the products and services that they have to offer. There are various sizes and types of presentation kits available today. The more complete ones will feature some kind of pull down screen that can be assembled on site and can be used to enhance what the salesman is saying with graphical representations. These screens are, however, not suitable for a big assembly because they will be too small for everyone to see clearly what is shown there. A better alternative for larger presentations will be trade show rental equipment.

By availing of trade show rentals, the salesman can have the equipment delivered to the site of the presentation at the right moment, perhaps, 30 minutes before it is scheduled to start. In the process, he himself will be relieved of the responsibility of bringing the display equipment to the site. This frees up more time and energy to really work on what he has planned to discuss during the presentation.

Trade show rental equipment that may be ideally used for presentations are those types of displays that consist of a display frame and a desk. Truss displays and pop up displays fit into this category. Truss displays are the larger of the two and may feature a display board consisting of several panels which may be oriented the way the speaker wishes for them to be. In come cases, LCD screens may be custom-built into the screen. Alternatively, a projector can be used to show images on the panel. This will all depend on the understanding between the salesman and the trade show display company. For evening presentations, lights can be provided

Of the trade show rental equipment, pop up displays, are usually the lightest and most compact display equipment. All paraphernalia can be kept within the table that is included in the set and doubles as its container. In a sense pop up displays may be called self-contained display equipment. The frame of the display board of pop ups is usually made of metal that has hundreds of joints. This make it possible to fold the display board much like how you would fold an umbrella. When bundled up the frame fits snuggly into a container which may be the table itself accompanying the set.

Because it is lighter than truss frames and more easily assembled, the pop up display is extremely appropriate for bringing along during presentations. The table may be fashioned to be able to contain shelves aside from the bundled up blackboard. In other words, all the necessary materials and documents for the presentation can all be stored in the table which is small enough to fit comfortably in a medium-sized car.

Renting trade show rental equipment relieves the speaker of the tension of thinking about his display screen and frees up his time to work on more important aspects of the occasion. On the other hand, owning trade show rental pop ups makes it even more convenient to hold presentations at the exact time they were scheduled without having to wait for rented items to arrive.