1. The document discusses key topics for becoming an effective negotiator including gender differences in negotiation, the 5 styles of negotiating, and the wish-want-walk approach.
2. It notes that women may be reluctant to negotiate due to tendencies encouraged by gender norms but that being aware of differences and understanding negotiation strategies can help women become stronger negotiators.
3. The wish-want-walk approach involves determining your best alternative, desired asking price, target price, and bottom line before negotiating to maintain power in the negotiation.
All of us negotiate every day at work, in relationships and with third parties however most of us have never been taught any negotiation theory or some tricks of the trade. Join Samuel Tait for a review of what he learned from top 5 US business school, Wharton from their semester long Negotiation class.
Learn about:
- Negotiating some of the big & small things in life.
- The 3 secrets of principled negotiation and win-win outcomes.
- The top 10 things about negotiation you’ve probably never been taught.
- Understand the 3 elements that drive principled negotiation and win-win outcomes
- Find out what a BATNA and ZOPA are and how they will make you a better negotiator.
The “Course Topics” series from Manage Train Learn and Slide Topics is a collection of over 4000 slides that will help you master a wide range of management and personal development skills. The 202 PowerPoints in this series offer you a complete and in-depth study of each topic. This presentation is on "A Negotiation Game Plan".
Any decision that requires more than one person involves some level of negotiation. We all negotiate as part of our jobs, but few of us have consciously thought through negotiation strategies. At this program you’ll learn a step-by-step process for approaching any negotiation, leaving you better prepared to create outcomes that meet the interests of all parties.
FellowBuddy.com is an innovative platform that brings students together to share notes, exam papers, study guides, project reports and presentation for upcoming exams.
We connect Students who have an understanding of course material with Students who need help.
Benefits:-
# Students can catch up on notes they missed because of an absence.
# Underachievers can find peer developed notes that break down lecture and study material in a way that they can understand
# Students can earn better grades, save time and study effectively
Our Vision & Mission – Simplifying Students Life
Our Belief – “The great breakthrough in your life comes when you realize it, that you can learn anything you need to learn; to accomplish any goal that you have set for yourself. This means there are no limits on what you can be, have or do.”
Like Us - https://www.facebook.com/FellowBuddycom
All of us negotiate every day at work, in relationships and with third parties however most of us have never been taught any negotiation theory or some tricks of the trade. Join Samuel Tait for a review of what he learned from top 5 US business school, Wharton from their semester long Negotiation class.
Learn about:
- Negotiating some of the big & small things in life.
- The 3 secrets of principled negotiation and win-win outcomes.
- The top 10 things about negotiation you’ve probably never been taught.
- Understand the 3 elements that drive principled negotiation and win-win outcomes
- Find out what a BATNA and ZOPA are and how they will make you a better negotiator.
The “Course Topics” series from Manage Train Learn and Slide Topics is a collection of over 4000 slides that will help you master a wide range of management and personal development skills. The 202 PowerPoints in this series offer you a complete and in-depth study of each topic. This presentation is on "A Negotiation Game Plan".
Any decision that requires more than one person involves some level of negotiation. We all negotiate as part of our jobs, but few of us have consciously thought through negotiation strategies. At this program you’ll learn a step-by-step process for approaching any negotiation, leaving you better prepared to create outcomes that meet the interests of all parties.
FellowBuddy.com is an innovative platform that brings students together to share notes, exam papers, study guides, project reports and presentation for upcoming exams.
We connect Students who have an understanding of course material with Students who need help.
Benefits:-
# Students can catch up on notes they missed because of an absence.
# Underachievers can find peer developed notes that break down lecture and study material in a way that they can understand
# Students can earn better grades, save time and study effectively
Our Vision & Mission – Simplifying Students Life
Our Belief – “The great breakthrough in your life comes when you realize it, that you can learn anything you need to learn; to accomplish any goal that you have set for yourself. This means there are no limits on what you can be, have or do.”
Like Us - https://www.facebook.com/FellowBuddycom
This is a one-day negotiation training that I recently presented to Qwest Communications in Denver, over a two-day period (50 people is the maximum number that exercise-based negotiation training can be effective)
Part of the CIBC Presents Entrpreneurship 101 lecture series. For more information including a session webcast, visit: http://www.marsdd.com/Events/Event-Calendar/Ent101/2008/negotiations-11052008.html
The art of effective negotiation; how to build lasting agreements without becoming either a bully or a wimp. The art of negotiation touches every aspect of our lives -- we routinely negotiate with our spouses, our children, our landlord, our employer, and so on. It is equally important in business -- we negotiate with our customers, our suppliers and our investors. This lecture, \"Negotiation for Fun and Profit,\" is given by Michael Erdle, managing partner of Deeth Williams Wall. Michael is a specialist in mediation and arbitration and gives a thorough grounding in the basics of negotiating skills.
Case studies focus on issues situations most entrepreneurs will face: research projects, starting a business venture, obtaining investors and licensing a product or invention.
Does the word "contract" evoke the same feeling in you that the word "dentist" does? Are you, perhaps, someone who enjoys negotiating, but who could use some pointers on how to step up your game? Then this session — led by veteran meeting planner +Christy Lamagna CMP, CMM, CTSM — is for you. You can view the webinar on-demand here: http://www.youtube.com/watch?v=lqZpDjKrZ84.
Explore different negotiation strategies and tactics depending on with whom you are negotiating, learn key clauses to include in all your agreements, discover how to add value to your program while minimizing risk, focus on the critical component of clear, fact-based communication and the power that holds.
This information-packed, fast-paced session will inspire, educate and empower you!
About the speaker
Christy Lamagna, CMP, CMM, CTSM, (@SMEChristy) is the founder and chief strategist of Strategic Meetings & Events (smeplanners.com), an event planning company that specializes in producing events that achieve clients’ marketing and sales goals. With an ability to see the big picture while simultaneously understanding events down to the minutiae, Christy’s ability to create, market and execute programs has made her a leader in the industry. A former vice president of a Fortune 20 company and a member of five startup organizations, Christy has built successful marketing, event, travel and trade-show, departments for companies while helping them create or strengthen their brands and the infrastructure that supports them. Christy teaches event and meeting management classes at a college level and is working on an industry textbook on the science of strategic planning. She speaks at industry events whenever possible as a way of giving back to the profession that has given her 24 years of career satisfaction.She is a frequent contributor to Plan Your Meetings, penning solo advice columns as well as co-writing the popular “Beauty and the Brain” blog.
Why should you get none of what you want when you can get most of what you want? There is no skill more fundamental to success than the ability to negotiate.
Whether you are negotiating with venture capitalists or for a promotion, negotiation skills are vital to get more of what you want by giving up less than what you want. You will leave this talk with specific operational advice to immediately improve the quality of your professional life.
Learn more about:
» Emotionally connect with opponents for better outcomes for all parties.
» Understand the limits of BATNA as a negotiating technique.
» Transform negotiations from fixed to variable sum gains.
An assortment of inappropriate attitudes of mind and their ensuing behaviour are of primary importance to the outcome of negotiations which illustrate the other integral keys to success and failure in negotiation
This is a one-day negotiation training that I recently presented to Qwest Communications in Denver, over a two-day period (50 people is the maximum number that exercise-based negotiation training can be effective)
Part of the CIBC Presents Entrpreneurship 101 lecture series. For more information including a session webcast, visit: http://www.marsdd.com/Events/Event-Calendar/Ent101/2008/negotiations-11052008.html
The art of effective negotiation; how to build lasting agreements without becoming either a bully or a wimp. The art of negotiation touches every aspect of our lives -- we routinely negotiate with our spouses, our children, our landlord, our employer, and so on. It is equally important in business -- we negotiate with our customers, our suppliers and our investors. This lecture, \"Negotiation for Fun and Profit,\" is given by Michael Erdle, managing partner of Deeth Williams Wall. Michael is a specialist in mediation and arbitration and gives a thorough grounding in the basics of negotiating skills.
Case studies focus on issues situations most entrepreneurs will face: research projects, starting a business venture, obtaining investors and licensing a product or invention.
Does the word "contract" evoke the same feeling in you that the word "dentist" does? Are you, perhaps, someone who enjoys negotiating, but who could use some pointers on how to step up your game? Then this session — led by veteran meeting planner +Christy Lamagna CMP, CMM, CTSM — is for you. You can view the webinar on-demand here: http://www.youtube.com/watch?v=lqZpDjKrZ84.
Explore different negotiation strategies and tactics depending on with whom you are negotiating, learn key clauses to include in all your agreements, discover how to add value to your program while minimizing risk, focus on the critical component of clear, fact-based communication and the power that holds.
This information-packed, fast-paced session will inspire, educate and empower you!
About the speaker
Christy Lamagna, CMP, CMM, CTSM, (@SMEChristy) is the founder and chief strategist of Strategic Meetings & Events (smeplanners.com), an event planning company that specializes in producing events that achieve clients’ marketing and sales goals. With an ability to see the big picture while simultaneously understanding events down to the minutiae, Christy’s ability to create, market and execute programs has made her a leader in the industry. A former vice president of a Fortune 20 company and a member of five startup organizations, Christy has built successful marketing, event, travel and trade-show, departments for companies while helping them create or strengthen their brands and the infrastructure that supports them. Christy teaches event and meeting management classes at a college level and is working on an industry textbook on the science of strategic planning. She speaks at industry events whenever possible as a way of giving back to the profession that has given her 24 years of career satisfaction.She is a frequent contributor to Plan Your Meetings, penning solo advice columns as well as co-writing the popular “Beauty and the Brain” blog.
Why should you get none of what you want when you can get most of what you want? There is no skill more fundamental to success than the ability to negotiate.
Whether you are negotiating with venture capitalists or for a promotion, negotiation skills are vital to get more of what you want by giving up less than what you want. You will leave this talk with specific operational advice to immediately improve the quality of your professional life.
Learn more about:
» Emotionally connect with opponents for better outcomes for all parties.
» Understand the limits of BATNA as a negotiating technique.
» Transform negotiations from fixed to variable sum gains.
An assortment of inappropriate attitudes of mind and their ensuing behaviour are of primary importance to the outcome of negotiations which illustrate the other integral keys to success and failure in negotiation
Successful selling in a new market or new business is a blend of art and science, creativity and discipline. But no matter what you’re selling, and to whom, a certain foundation of core strategies can get you off on the right track and accelerate your path to customer and revenue growth.
Sales for Startups gives entrepreneurs, business owners and startup leaders a set of fundamental sales tools, processes and best practices to begin selling and producing results fast, with a foundation in place that can facilitate rapid scalability. Whether you’re building a sales effort from scratch or looking to improve an existing team, this book will give you specific new ideas and insights to hit and exceed your number.
UMASS Lowell Sales and Customer Relations Management We.docxmarilucorr
UMASS Lowell Sales and Customer Relations Management
Week 4
Page 1 of 11
Sales and Customer Relations Management – Week 4
Evaluating Your Position in a Sale:
Red Flags – Leveraging Strengths – Buyer Response Modes
Selling can be a bit like investing in the stock market. If you are lacking a
strategy, then your expectations for making a gain can swing like a
pendulum from wild optimism to deep pessimism. Your emotions will cloud
your judgement and keep you from forming an objective assessment of
potential outcomes. Even worse, you’ll be unlikely to see the true gaps in
your competitive position or, conversely the opportunities to leverage
unique advantages.
The remedy for this ailment is to have a strategy that’s well informed by
facts. Effective information gathering is the key to making an informed
assessment of your true position for a sales opportunity. Any gaps in your
view of the customer’s decision dynamics – such as not knowing all the
decision makers, not understanding buying motivations, not knowing which
of your product’s features and benefits will most impact the customer - will
reduce your chances of making the sale.
The Strategic Selling framework provides an organized method for
identifying dangerous gaps in knowledge (Red Flags) as well as valuable
differentiators (Strengths to Leverage) in order to improve your competitive
position.
Red Flags
The symbolism of a Red Flag highlights critical information that’s missing or
unclear about your Single Sales Objective. Red Flags are not “negatives”.
Image of a
Red Flag
UMASS Lowell Sales and Customer Relations Management
Week 4
Page 2 of 11
In fact the symbolism of a red flag is akin to the situation of a driver on a
winding mountain road. As he comes around a corner, he sees a road
worker holding a red caution flag. The driver is grateful for the advance
warning about an impending road hazard. He drives ahead with heightened
vigilance. As a sales rep, your clear eyed assessment of knowledge gaps
or other shortcomings is the first step in acting to remove any obstacles to
making the sale. Examples of Red Flags are:
New, or as yet un-contacted Buying Influences – if you haven’t
identified or met all key buying influences yet then the probability of
making a sale remains uncertain.
Reorganization, transformation, corporate action – any organizational
or structural changes in the midst of a customer’s purchase
assessment will require you to redefine the buying group and roles.
Uncertainty about other key informational aspects
Emerging competitor – has a new rival come on the scene?
Technology shifts, compatibility issues – has a change in IT
standards caused your product to be considered non-compliant
Mandates for standardization – has a corporate standard been
established that all business units must recognize?
Any of these developments should prom ...
Need leads to conflict which in turn leads to politics.Human nature of leading gives another colour to politics ,which at times are so damaging that we must learn tact to manage the same and protect ourselves
5 Buying Decisions and 6 Possible Buying Motives in a SaleLeadScorz
Key concepts contained in the book "World Class Selling" by the late Roy Chitwood, formerly of Max Sacks International training. Supplemental information contained as examples and blog posts on sales, sales management and leadership.
Self Assessment Test for Conflict ManagementJennifer Kumar
This 15 question assessment will help you to understand your conflict style as per the Thomas Kilmann Conflict Resolution Model. See more about that model in a video: http://blog.authenticjourneys.info/2015/11/conflict-management-model-thomas.html
Dr. Rick Goodman, the Team Building Expert, provides useful tips and tricks for Team Building for Human Resource Professionals. For more information go to www.rickgoodman.com or www.advantagecontinuingeducationseminars.com
The secret way to sell pi coins effortlessly.DOT TECH
Well as we all know pi isn't launched yet. But you can still sell your pi coins effortlessly because some whales in China are interested in holding massive pi coins. And they are willing to pay good money for it. If you are interested in selling I will leave a contact for you. Just telegram this number below. I sold about 3000 pi coins to him and he paid me immediately.
Telegram: @Pi_vendor_247
USDA Loans in California: A Comprehensive Overview.pptxmarketing367770
USDA Loans in California: A Comprehensive Overview
If you're dreaming of owning a home in California's rural or suburban areas, a USDA loan might be the perfect solution. The U.S. Department of Agriculture (USDA) offers these loans to help low-to-moderate-income individuals and families achieve homeownership.
Key Features of USDA Loans:
Zero Down Payment: USDA loans require no down payment, making homeownership more accessible.
Competitive Interest Rates: These loans often come with lower interest rates compared to conventional loans.
Flexible Credit Requirements: USDA loans have more lenient credit score requirements, helping those with less-than-perfect credit.
Guaranteed Loan Program: The USDA guarantees a portion of the loan, reducing risk for lenders and expanding borrowing options.
Eligibility Criteria:
Location: The property must be located in a USDA-designated rural or suburban area. Many areas in California qualify.
Income Limits: Applicants must meet income guidelines, which vary by region and household size.
Primary Residence: The home must be used as the borrower's primary residence.
Application Process:
Find a USDA-Approved Lender: Not all lenders offer USDA loans, so it's essential to choose one approved by the USDA.
Pre-Qualification: Determine your eligibility and the amount you can borrow.
Property Search: Look for properties in eligible rural or suburban areas.
Loan Application: Submit your application, including financial and personal information.
Processing and Approval: The lender and USDA will review your application. If approved, you can proceed to closing.
USDA loans are an excellent option for those looking to buy a home in California's rural and suburban areas. With no down payment and flexible requirements, these loans make homeownership more attainable for many families. Explore your eligibility today and take the first step toward owning your dream home.
BYD SWOT Analysis and In-Depth Insights 2024.pptxmikemetalprod
Indepth analysis of the BYD 2024
BYD (Build Your Dreams) is a Chinese automaker and battery manufacturer that has snowballed over the past two decades to become a significant player in electric vehicles and global clean energy technology.
This SWOT analysis examines BYD's strengths, weaknesses, opportunities, and threats as it competes in the fast-changing automotive and energy storage industries.
Founded in 1995 and headquartered in Shenzhen, BYD started as a battery company before expanding into automobiles in the early 2000s.
Initially manufacturing gasoline-powered vehicles, BYD focused on plug-in hybrid and fully electric vehicles, leveraging its expertise in battery technology.
Today, BYD is the world’s largest electric vehicle manufacturer, delivering over 1.2 million electric cars globally. The company also produces electric buses, trucks, forklifts, and rail transit.
On the energy side, BYD is a major supplier of rechargeable batteries for cell phones, laptops, electric vehicles, and energy storage systems.
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
where can I find a legit pi merchant onlineDOT TECH
Yes. This is very easy what you need is a recommendation from someone who has successfully traded pi coins before with a merchant.
Who is a pi merchant?
A pi merchant is someone who buys pi network coins and resell them to Investors looking forward to hold thousands of pi coins before the open mainnet.
I will leave the telegram contact of my personal pi merchant to trade with
@Pi_vendor_247
Currently pi network is not tradable on binance or any other exchange because we are still in the enclosed mainnet.
Right now the only way to sell pi coins is by trading with a verified merchant.
What is a pi merchant?
A pi merchant is someone verified by pi network team and allowed to barter pi coins for goods and services.
Since pi network is not doing any pre-sale The only way exchanges like binance/huobi or crypto whales can get pi is by buying from miners. And a merchant stands in between the exchanges and the miners.
I will leave the telegram contact of my personal pi merchant. I and my friends has traded more than 6000pi coins successfully
Tele-gram
@Pi_vendor_247
Abhay Bhutada Leads Poonawalla Fincorp To Record Low NPA And Unprecedented Gr...Vighnesh Shashtri
Under the leadership of Abhay Bhutada, Poonawalla Fincorp has achieved record-low Non-Performing Assets (NPA) and witnessed unprecedented growth. Bhutada's strategic vision and effective management have significantly enhanced the company's financial health, showcasing a robust performance in the financial sector. This achievement underscores the company's resilience and ability to thrive in a competitive market, setting a new benchmark for operational excellence in the industry.
The Evolution of Non-Banking Financial Companies (NBFCs) in India: Challenges...beulahfernandes8
Role in Financial System
NBFCs are critical in bridging the financial inclusion gap.
They provide specialized financial services that cater to segments often neglected by traditional banks.
Economic Impact
NBFCs contribute significantly to India's GDP.
They support sectors like micro, small, and medium enterprises (MSMEs), housing finance, and personal loans.
how to sell pi coins on Bitmart crypto exchangeDOT TECH
Yes. Pi network coins can be exchanged but not on bitmart exchange. Because pi network is still in the enclosed mainnet. The only way pioneers are able to trade pi coins is by reselling the pi coins to pi verified merchants.
A verified merchant is someone who buys pi network coins and resell it to exchanges looking forward to hold till mainnet launch.
I will leave the telegram contact of my personal pi merchant to trade with.
@Pi_vendor_247
Lecture slide titled Fraud Risk Mitigation, Webinar Lecture Delivered at the Society for West African Internal Audit Practitioners (SWAIAP) on Wednesday, November 8, 2023.
Turin Startup Ecosystem 2024 - Ricerca sulle Startup e il Sistema dell'Innov...Quotidiano Piemontese
Turin Startup Ecosystem 2024
Una ricerca de il Club degli Investitori, in collaborazione con ToTeM Torino Tech Map e con il supporto della ESCP Business School e di Growth Capital
Turin Startup Ecosystem 2024 - Ricerca sulle Startup e il Sistema dell'Innov...
Jared Simmer - Wish, Want, Walk
1. Jared D. Simmer, Esq. & Marick Masters, Ph.D. _____________________________________ 2008 E-Magnify Conference “ The Power of Women, One and All” - April 1, 2008 -
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5. The ability to negotiate effectively affects the quality of your life and directly impacts the profitability, and maybe even the viability, of your business. ______________________________________ While we are not taught how to negotiate, we do learn how to negotiate. Unfortunately, what most of us learn is how to get very good at being very bad . _____________________________________________ As a businesswomen, never underestimate the importance of being able to effectively articulate and assert your personal and economic interests.
6. Let’s remember, whether you’re self-employed or not, as a businesswomen you negotiate every day: - The lease of office space or equipment - Delegating work to staff - Hiring new employees - Your compensation - Contracts with suppliers/vendors - Deals with current/prospective clients - Advisors (attorneys, accountants, etc.) - Even how you spend your time
7. How do you know if you’re negotiating your interests effectively? ___________________________________________________ - You lose, or can’t close, business deals - You feel frustrated & unsatisfied when you negotiate - You find yourself with relationship “issues” - You get “buyer’s/seller’s remorse” after a deal - Your profits aren’t growing/declining - You have low staff morale - You have high staff turnover - Your business fails
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9. Negotiation and Gender ________________________________________________________________________________________________ The “ good news ” - Women are encouraged to be demure, play nice, keep other people happy, meet other’s needs, get along, overlook their own needs, and make sure people are happy. The “ bad news ” - Businesswomen need to be aware that these tendencies/expectations, while admirable, can make them reluctant to assert themselves in negotiations (particularly in situations where the negotiation is competitive or ambiguous), or make them too willing to compromise.
10. During negotiations, how are some of these gender differences manifested? Women tend to: __________________________________________ - Be susceptible to being intimidated. - Assume that most things are not negotiable. - Negotiate effectively for others but not for themselves. - Let others dictate what their skills, contributions or services are “worth”.
11. - Get caught up in the “empathy trap” (going along to get along). - Be unwilling to say “no”, and too willing to take “no” for an answer. - Take things too personally. - Accept the first offer (don’t counter).
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13. - Believe that negotiation is a game that men play. - Be too afraid to take chances (= risk-averse). - Allow the other party to determine the parameters of settlement. - Believe that everybody has to like them. _______________________________________________ In addition to being aware of these tendencies, it’s also important to understand what the research suggests are some of the reasons for these tendencies.
14. The first thing to be aware of is that we associate negotiation with competitive metaphors, usually war or games, both suggestive of a “male” activity. E.g.: ________________________________________________________________________ - “We went at it tooth and nail” - “I negotiated with my adversary/opponent” - “I played hardball” - “We played to win” - “It wasn’t a level playing field” - “I kept my cards close to the vest” - “I told them to “take it or leave it” - “I refused to budge” And, because these metaphors lead us to envision negotiation as a male, and not a female, “thing”, women are prone to buy into a sort of self-defeating attitude about the process.
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16. The second thing to be aware of are the traits that are universally associated with effective negotiators: ____________________________________________ Assertive vs. Passive Confident vs. Unsure Demonstrative vs. Reserved Winning is everything vs. Winning isn’t everything Take charge vs. Go along to get along Competitive vs. Accommodative Risk-taking vs. Risk-averse And, because we tend to identify the traits in the first column as effective (and “male”), women may again be led to question their negotiating confidence.
17. The third thing to be aware of is how men view negotiations: __________________________________________________________________ - As a challenge - Everything is negotiable - Insist on overvaluing their “worth/services” - Setting higher/more ambitious targets - Meeting their needs - The object is to win (“competitive”) - Willing to take risks - Not shy about asking for things they want (even if they don’t deserve them) _______________________________________________________________________________________________________________________ Any one of these things can create an advantage for men in negotiations.
18. The fourth thing to be aware of is why many women are reluctant to negotiate (ask): _______________________________________________________________ - They’re concerned with harming the relationship - They’re not as competitive (concerned with “winning”) - They lack the self-confidence to do well (= male domain) - They question their value (“depressed-entitlement” effect) - They’re satisfied with less (“paradox of the contented female worker”) - Female modesty in achievement settings - They’re reluctant to ask for anything more than what’s “fair”
19. The fifth thing to be aware of is that all negotiations involve two dimensions: the outcome and the relationship. This is known as the dual concerns model. ____________________________________________ All negotiations can be viewed in terms of the importance we place on each dimension. Depending on the relative importance you place on either or both of these dimensions determines how you should approach the negotiation.
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22. Each of these 5 negotiating style have a time and a place where it should be used. To be an effective negotiator you not only must be able to use all 5 styles, but know when to use them. You will compromise the effectiveness of your negotiations if you mismatch your style to the wrong time/place, or become overly dependent on a single style.
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27. Your “ WISH ” ( asking ) price is what you hope to buy/sell a product or a service for – your goal in the negotiation. Your “ WANT ” ( target ) price is what you expect to pay for/sell a product or a service for – where the market likely will push the results. Your “ WALK ” ( reservation ) price is the most/least you are willing to pay/sell a product or a service for – the line you will not cross to get a deal done. [From Fearless Negotiating , Michael C. Donaldson]
29. “ Power” is an important factor in negotiations. And, research tells us that women often feel that they have less power than men. Why is this realization significant? Because power affects one’s confidence, expectations, perceptions, and willingness of the parties to have high aspirations, resist making concessions or to walk away. ___________________________________________________ “ Power is the ability to bring about outcomes you desire” ________________________ “ With power one party can get another to do what the latter normally would not do”
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33. TO CONCLUDE _________________________________________________________ We’ve studied gender differences in negotiation, the 5 styles of negotiating, the wish-want-walk system, and the importance of claiming and exercising power. In conclusion, we’d like to leave you with some parting thoughts. _________________________ - YOU ONLY GET WHAT YOU ASK FOR! - YOU ONLY GET WHAT YOU’RE WILLING TO ACCEPT! - LEARN TO BE A DRIVER AND NOT A PASSENGER IN LIFE - YOU’LL NOT ONLY ENJOY THE RIDE A LOT MORE BUT HAVE MORE CONTROL OVER WHERE YOU’RE GOING! - GOOD LUCK -