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BUSINESSLiME HOW TO ASK FOR MORE... LIMELITE Can you do anything about your price? Does this phrase give you that sinking feeling? If you are involved in sales, such questions can rapidly send you into a negative frame of mind. Yet, it is possible to prepare for this situation. In any negotiation there are four basic outcomes: I win – you lose; I win – you win; I lose – you lose; I lose – you win. A ' win- win' situation leaves all parties smiling and paves the way for future successful partnerships. Work through the ' AIMING HIGH' process, below, to achieve the deals you want. Aiming high Assess: Consider situation, balance of power, leverage. What is going to be needed for a win/ win outcome? What is the previous experience with this contact? How much do you need the deal and how much do they need it? What might be the barriers? What have you got to offer that is unique? INTERESTS: What are your needs, wants and desires? What are theirs? Put yourself in their shoes – what do they need? MAKE TIME: Do not be rushed – do not negotiate if under- prepared. Make time for the actual meetings. Time pressure can be a problem in a negotiation: the party feeling under most pressure will often make the biggest concessions. INNOVATE: If a genuine negotiation is to take place, it must be a joint one! Look at different ways of approaching the situation. Needs: What are their key needs? What are yours? Check that your ideas can satisfy these for both parties. GENERATE OPTIONS: Put your package together – consider all the tradeable items – those you want and those you can give. The more options the better. Think about the package in terms of more than price. Human factors: Good interpersonal skills are vital – assess the others, what they want and are doing, gain rapport and get the others to talk; listen and question well. Handling tough situations and managing the dynamics of the meetings is key. Integrity: Do not get caught up in game playing. Good negotiations will normally be 22 lime January - March 2009 taking place in the context of ( or at the start of) an ongoing business relationship and partnership. Operate with integrity and be true to yourself and your values. You will get more good quality deals in the long run. Get before you give: Trade well – ask for what you want BEFORE you give! Happy endings: Aim for win/ win – and if you can't strike a deal, leave the door open for another time! PLANNING When you are through the proposing stage and are into the actual negotiation stage, it is important to remember a simple phrase: " If you get then I will give". Think about the impact of switching it to: " If I give then will you get?" What will an experienced negotiator do in response to that? To help yourself with negotiations, practice! Look for opportunities in low- key situations and test out ways of getting a deal. Before going to meet that important client, make some time to go over your plan, your package and the options and consider how the other party might act. Practise using the ' get- give' trading phrase – and anticipate potential problems. You will be pleasantly surprised by the results you get. Know when to walk away. Think about what you will be willing to give, and more importantly, what you want to get in return Make negotiations ' win- win' with Graham Yemm's essential point- by- point plan Graham Yem is one of the founding partners of Solutions 4 Training Ltd ( ww. solutions4training. com)

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