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             29 March, 2024
 

    
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Negotiation

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Equal Pain or Equal Gain: Negotiate for a Win-Win (Popularity: )
http://www.millerheiman.com
If there’s one thing everybody knows about sales, it’s that serious negotiation starts when you and your customer or prospect sit down together to close a deal. Right? Think again. In any successful negotiation, the real work begins long before either party comes to the table. “When people hear the word ‘negotiation,’ they think ‘Oh, that happens at the end of the sales process,’” says Grande Lum, author of The Negotiation Fieldbook: ...

Winning Arguments (Popularity: )
Plato stated that every message should have a structure like an animal (head, body and feet), so too must our arguments follow an understandable pattern. A confused mind says "no." If the audience can't follow your facts or the substance of your message, then their brains will not accept your message. That's because there is no clear message to accept. At one time or another, you have probably been in ...

Negotiation Hazards (Popularity: )
What might work wonderfully in one negotiation situation will not always be appropriate in another. The instant someone feels cheated, misled or taken advantage of, your opportunity to negotiate with her/him is over. Negotiation hazards tend to occur when you are taking a particular strategy too far. Many rookie negotiators have a tendency to push the envelope a little too far. Their ambition as beginners is understandable, but it will ...

Case Study - Franchise Agreement Disputes, Negotiation and Venue Problem (Popularity: )
Most franchise agreements require that the franchisee or franchise buyer sign an arbitration clause in case of a dispute. Of course these are hard to get out of and generally the franchisor will pick the venue, most likely the city where they are located. This makes things tough on franchisees, which find themselves in disputes. Lets say the Franchisor is Texas based and the franchisee is in Washington State; well then ...

Top 7 Secrets to Franchise Agreement Negotiations (Popularity: )
So you are thinking about buying a franchise are you, that is until you read the onerous franchise agreement and thought to yourself; What else does this company want from me? My right arm, first born and soul? Yes, indeed it does seem like that in reading these modern franchise agreements and you think to yourself who on Earth would sign something like that? And yet there are over 500,000 ...

Top 7 Issues with Franchise Arbitration Clauses (Popularity: )
It is often argued in the franchising industry that the arbitration clauses in franchise agreements tend to benefit the franchisee because they allow them to compete against the more well-financed franchisor in disputes arising from the franchising agreement. This is true in many cases because the cost of litigation these days is absolutely insane. However there are often franchisees who complain that the Franchisor has the upper hand in arbitration disputes. ...

Secrets of Successful Negotiators (Popularity: )
Persuasion occurs when your ideas are so convincing that the other party ends up adopting your point of view. With persuasion, there is no compromising as there is in negotiation. Rather, the other party willfully and enthusiastically abandons their position to embrace yours. This abandonment is not brought about by manipulation because the other party clearly sees the gains and advantages of doing business with you. Negotiation, on the other ...

Foundations to Success (Popularity: )
Preparation is the magic ingredient to all successful negotiations. When negotiating, you have to be prepared for anything. You need to know the ins and outs, the intricacies of both sides. The more you prepare, the more knowledge you have, and the better you will do. Skills, techniques and personality will never replace the concrete knowledge that can and will only be gleaned by doing your research and homework before ...

Face to Face Negotiation (Popularity: )
In our age of ever-expanding communication possibilities, researchers have been drawn to answer the question of which communication mode is most likely to lend itself to successful negotiation. Although the answer is undetermined, Face-to-face communication has been proven to have a greater possibility of alleviating miscommunication. When you're in person, you are more apt to pick up all the nuances of the exchange. That way, you will be better able ...

Expectation in Negotiation (Popularity: )
The fact that people's expectations influence reality can help dramatically in the negotiation process. Individuals tend to make decisions based on how others expect them to perform. When we know someone expects something from us, we try to satisfy her/him in order to gain respect and likeability. You have probably heard the saying "What gets measured, gets done." The same is true for expectations: That which is expected is what ...