This document provides a comprehensive guide to contract negotiation. It begins with defining negotiation and discussing common myths. It emphasizes preparing by understanding your skills, priorities, and alternatives. Key aspects of the negotiation process are presented such as each party presenting their position and attempting agreement. Timing of negotiations is an important consideration, looking for conflicts or impending decisions. Role plays demonstrate effective negotiation strategies.
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.
Presentation covers all the main aspects of negotiation process.
Key Elements of Negotiations
Variety of Negotiations
Type of Negotiations
Negotiation Styles
Type of Negotiators
Negotiation Tactics
Stages of Negotiation Cycle with Strategy & Tactics
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.
Presentation covers all the main aspects of negotiation process.
Key Elements of Negotiations
Variety of Negotiations
Type of Negotiations
Negotiation Styles
Type of Negotiators
Negotiation Tactics
Stages of Negotiation Cycle with Strategy & Tactics
(5) Sure Fire Hotel Contract Negotiation Tips I Bet U Missed!kimberlycorbin
Here are my (5) Sure Fire Hotel/Resort Contractual Terms that most companies or people miss during the contracting phase of booking guestrooms or meeting space from an industry expert insider with over 18 years experience in the current economic climate!
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.
م/حسام مؤنس " ورشة العمل"
Negotiation skills
الورشة التي قدمت يوم الاربعاء 9 ابريل 2014 في دار الحكمة بالقاهرة
من فعاليات مشروع اعداد طبيب حكيم ناجح بالتعاون مع معتمد باتحاد الاطباء العرب
و ضمن موديول الطوارئ و التخدير و العناية المركزة
Been wanting to learn the art of Successful Negotiation? How to approach your boss for salary negotiation? There are various styles to negotiate.
Here's 5 styles for your quick view.
And if you're still unsure, click on the link and come for us as we teach you the art of negotiation to prepare you for your next salary negotiation email.
We conduct a 3 day WSQ Course - Singapore with upto 90% Govt funding available.
https://www.leadershipinstitute.sg/negotiation
The Negotiation Process Four Stages {Lecture Notes}FellowBuddy.com
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.
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# Underachievers can find peer developed notes that break down lecture and study material in a way that they can understand
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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.”
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(5) Sure Fire Hotel Contract Negotiation Tips I Bet U Missed!kimberlycorbin
Here are my (5) Sure Fire Hotel/Resort Contractual Terms that most companies or people miss during the contracting phase of booking guestrooms or meeting space from an industry expert insider with over 18 years experience in the current economic climate!
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.
م/حسام مؤنس " ورشة العمل"
Negotiation skills
الورشة التي قدمت يوم الاربعاء 9 ابريل 2014 في دار الحكمة بالقاهرة
من فعاليات مشروع اعداد طبيب حكيم ناجح بالتعاون مع معتمد باتحاد الاطباء العرب
و ضمن موديول الطوارئ و التخدير و العناية المركزة
Been wanting to learn the art of Successful Negotiation? How to approach your boss for salary negotiation? There are various styles to negotiate.
Here's 5 styles for your quick view.
And if you're still unsure, click on the link and come for us as we teach you the art of negotiation to prepare you for your next salary negotiation email.
We conduct a 3 day WSQ Course - Singapore with upto 90% Govt funding available.
https://www.leadershipinstitute.sg/negotiation
The Negotiation Process Four Stages {Lecture Notes}FellowBuddy.com
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
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Sales negotiation is a significant part which every agent has to come across when he is having a conversation with the clients. No deal is closed without the buyer looking out for discounts and when the caller does not know how to tackle these situations a potential transaction can be lost
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(Co-presented with Jack Molisani) Negotiation. Just saying the word makes many people quake in terror or withdraw in discomfort because it feels adversarial to them. But, change the word to collaboration and people smile and lean in to hear more. And yet, that is what negotiation really is-collaborative problemsolving. You have something someone else needs and they have something you need. Identifying how each person can get their needs
met in a way that satisfies both parties is the core of what negotiation is all about. In this energetic workshop, we will change the way you look at negotiation, give you some tools that you can use immediately, and opportunities to practice your new skills.
At this workshop, you will gain the following:
• Understanding of how to negotiate and when
• Techniques for effectively negotiating
• Practice in these types of negotiations:
-- Salary
-- Vendor
-- Client
Big Negotiations and Deals for Entrepreneurs Starting Off99 Robots
Find more resources at http://www.99robots.com
Rhett L. Weiss, Executive Director of Cornell University’s Entrepreneurship and Innovation Institute, will discuss creating and negotiating entrepreneurial deals with players that have more resources and leverage.
About the presenter:
Rhett Weiss is the executive director of the Entrepreneurship and Innovation Institute at the Samuel Curtis Johnson Graduate School of Management at Cornell University.
In addition, he serves on its faculty, teaching or advising graduate business students in entrepreneurship, negotiations, and venture capital, including BR Venture Fund, Johnson’s evergreen venture capital fund. He also serves on the faculty of Cornell Tech, Cornell’s new campus in New York City.
Before joining Cornell, Weiss had over 25 years of successful leadership and management roles. He has served as a bank COO, directed a consulting practice at a Big 4 firm, practiced law at a major international law firm, and holds a software and business method patent.
During his career, he has been involved in over $35 Billion of transactions and in dozens of entrepreneurial ventures and innovation initiatives including XM Satellite Radio, Motorola, Orbital Sciences, AOL, and an Oracle joint venture, among others.
From 2005 to 2010, Weiss served as senior team leader - strategic development for Google Inc. He was chief designer and negotiator of several large strategic acquisition and development projects for Google’s global infrastructure, typically involving its legendary data centers.
Weiss holds a BS in management with honors (finance major) from Tulane University, a doctorate of jurisprudence from the College of William & Mary, and an MBA-level executive certificate in international business from Georgetown University. He also has held board chairman and other leadership positions at professional, educational, and civic organizations.
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“Negotiation is a process of forming an agreement on how two parties should proceed and act in accordance with a potential trading agreement or customer/supplier relationship. (sales-evaluation.com)
“Negotiation is a field of knowledge and endeavor that focuses on gaining the favor of people from whom we want things.” (Cohen, Herb)
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2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
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2. • Written By: Edwin J. Goitia
• A Promo Rockstars Publication
• Visit us at
http://www.promorockstar.com/group
3. • Note: This guide has been put together for
independent contractors and promotional
marketers alike. Although we speak in a
general sense, make sure to do your research
and ask yourself if negotiation is even a
feasible occurrence in your particular
situation. In most cases, negotiation occurs
when vying for a management position OR
when trying to sell business products/services
as a merchant/vendor/consultant. Good luck!
4. What is negotiation?
• Negotiation is the act of two parties discussing the
pros and cons of a particular problem at hand in an
attempt to arrive at an agreement.
5. What do you need to know about
negotiation?
• Negotiations can be tricky, uncomfortable and time-consuming
for those who may not be as experienced
with it.
6. The Anatomy of a Negotiation
• Presentation of a problem at hand.
• Where both parties stand.
• The issues that will make/break that deal.
• Meeting at a “middle ground”.
• Covering the pros/cons.
• Listing out the qualifications for driving the
decision-making process.
• Deciding on a final outcome (along with
reasoning)
7. Party #1
• Present research/claims to support their
argument.
• Reassessment of where both parties stand.
• Open the discussion to hear Party #2’s take on
the issue at hand.
8. Party #2
• Present research/claims to support their
argument.
• Reassessment of where both parties stand.
• Open the discussion to hear Party #1’s
rebuttal.
9. Both Parties
• Attempt at agreement
• Repeat
• Finalize agreement or Postpone till another
date/time to reassess
10. Common Myths
• Before we go into scenarios specifically in
relation to independent contractors, let’s
cover some myths.
11. Myth #1
• Negotiation is only for the pros.
• WRONG. Negotiation is how we learn to use
our skills and qualifications to their fullest
extent. As we are all natural sales people (we
sell ourselves and our services daily!), we
must learn to lay out our cards for a
contractual agreement and play our hand.
12. Myth #2
• Negotiation is an easy way to lose a contract.
• If done properly, one should never worry
about losing a potential contract with a client.
As long as a middle ground is met, both
parties should be happy to an extent. If you
try to sway everything to your favor, and it is
not a win-win for both parties, you can
potentially lose the opportunity.
13. Myth #3
• Negotiations are hard.
• Just like having a normal conversation, a
contractual negotiation should never feel tense
or difficult for any parties. Be laid back in your
approach, yet stern in making your points clear.
The conversation should never feel hostile, and
again as long as it is a win-win and you drive the
conversation to meet at the middle, all should be
well.
14. Myth #4
• Clients don’t like to negotiate.
• We may sometimes see or hear that what you
see is the final word or say, but just remember,
YOU are the one providing the service. If you can
find extra benefits to offer to the client for your
time and services, you should easily be able to
build up the value of what you are providing in
order to bolster incentives, pay, or any perks per
your contractual agreement. There is ALWAYS
more room in the budget.
15. Myth #5
• I’m not good enough to negotiate.
• Absolutely wrong. We all have certain talents
and skills that make us stand out in the
marketplace. Do your research, take time to
figure out what you can over deliver in, and
always use it as your secret weapon in
negotiating with a client. If you can surprise
them and make their lives easier somehow, do
just that.
16. Skills & Qualifications
• As independent contractors, it is easy to forget
what skills and qualifications you may have.
Here are some you may want to remember
(broken down by different types of roles).
• You will also note some of these can be areas
of study in college or any school of advanced
education.
17. Actor/Actress/Model
• Writer/Blogger
• Podcast/Radio Personality
• Photographer/Photo Editor
• DJ
• Communications/PR
• Sociology/Psychology
• Fine Arts
• Media
18. Production Assistant/Manager
• Teleprompter Reader
• Stage Production
• Lighting/Rigging
• A/V Setup/Technician
• Broadcasting
• Directing/Editing
• Film Studies
• Film Technology
• Management
19. Brand Ambassador/Promotional
Model
• Business
• Psychology/Sociology
• Persuasiveness
• Organization
• Knowledge of MS Office & Windows OS
• Social Media Maven
• Photographer/Videographer
• Automotive/Tech/Beer/Wine Conneisseur
20. Market Manager/Regional Manager
• Knowledge of CRM Software (Customer
Relation)
• Venue Relations and Negotiation
• Site Checks and Activation Layouts
• Google Maps/Earth
• Securing Venue Permits/Liability Permits
• Food safety/Event Safety Forms/Certifications
• Administrative/Staff Management
21. Tour Manager
• DOT Certification
• Knowledge of trailer hitching and driving
large-sized box trucks and trailers.
• Route mapping
• Activation site-checks and placement
• Load-in/load-out/production
• Travel Hacking
22. Timing
• Not everything should be negotiated right
away.
• One should always gauge in the beginning
whether it is worth negotiating a potential
contract in the first place.
• Let’s talk about the timing of a negotiation.
23. Conflict
• When a conflict is present, it makes a
negotiation seem more necessary than when
there is not.
• Conflict typically leads to less of something for
both parties. For example, less money is to be
made if the deal is to move forward with no
negotiation.
24. Types of Conflict
• Deadline is fast approaching
• Change in negotiator (individual)
• Contract set to expire soon
• Cannot prevail through a power struggle
• Power struggle is unresolved/undetermined
25. How To Determine Timing?
• Once you have recognized a conflict, and you
know it is one that calls for a solution, it is
time to present options to the other party.
• Ask yourself the following questions:
26. 1) Are all the parties interested in negotiating?
2) If not, why is one or more of the parties reluctant?
3) Can anything be done to make negotiation more attractive to them?
4) Do the parties all know their alternatives to a negotiated
settlement?
5) Do they feel those alternatives are good?
6) Do the parties have a legitimate leader or representative who could
effectively negotiate for them?
7) Is a forum available for negotiations?
8) Is a credible mediator available to assist in the negotiations?
9) Do the parties agree on the credibility of this mediator?
27. Timing Results
• Once you have determined the conflict, and have
reviewed these questions, you must make your
move.
• Keep good track of questions being asked,
challenges presented, and the dates that they are
implemented.
• This will give you a good sense of the trend that
your negotiation process is heading in.
• If things are not looking good, look to have a
resolution or agreement soon based off your
most recently agreed-at-point.
28. Other Tips To Know In Negotiation
• Back it up with claims/research, know your
facts, show your cards.
• Rank your priorities prior to going into a
negotiation.
• Be transparent in your communication.
29. • Know your walkaway price prior to going in, as it
will allow you to make better decisions “in the
moment” and not have reservations afterwards.
• Set the stage by making the first offer. Higher
prices make the buyer focus on the advantages,
the positives.
• Counter offers typically make both parties
satisfied.
30. • Identify what is interfering with a deal.
• Help solve the problem the other party has
brought to the table.
• Go in with zero assumptions.
31. • Admit that you don’t know what you don’t
know.
• Do your research, ask well-crafted, open-ended
questions at the right time, in the right
tone.
• Leave yourself room to negotiate.
32. • Leave emotion out of it.
• Don’t negotiate in the first place, unless you
need to. Sell to the value.
• Don’t negotiate with yourself. People tend to
lose confidence in themselves when they go
into a negotiation.
33. • Never accept the first offer.
• Never make the first offer, if you can avoid it.
• Listen more and talk less.
34. • Never give free gifts.
• Ask yourself 3 questions:
– What is the concession going to cost me?
– What can I do to make it equal for me in return
– Avoid the “quick deal”
35. The Agency Side of Negotiation
• Agencies and account managers
– The role of account managers
– Limitations
– Where negotiation plays a role
36. Negotiation Process
from the Client Side
• Account Manager must fill X number of roles at a
budgeted rate of Y.
• For higher level management roles (team leads,
market managers, regional/national managers),
there is almost always extra room in the budget.
• For regular contracted positions (non-specialized),
typically the only thing that is
negotiable is hourly pay/flat rate, mileage, and
parking/travel.
37. What clients can typically cover
• Mileage (rate varies by state)
– According to the IRS, standard rates are as follows:
• 56 cents per mile for business miles driven
• 23.5 cents per mile driven for medical or
moving purposes
• 14 cents per mile driven in service of
charitable organizations
39. What they do not cover
• Room service
• Clothing Expenses (unless required to
purchase clothing)
• Car Maintenance
• Amenities
• Entertainment
40. What is off limits
• Asking to work partial contract for same pay.
• Asking for company credit card without being
offered one
• Asking that a meal be provided during your
shift.
41. Role Playing Examples
• Salary Negotiation-Click here to watch
• The Art of Negotiation-Click here to watch
• How to Overcome Negotiation Fear
• General Contractor-to-Subcontractor Role Play
43. Works Cited (Cont…)
• http://www.mymajors.com/college-majors/
cinematography-and-film-video-production/
• http://www.colorado.edu/conflict/peace/trea
tment/idripe.htm
• http://www.irs.gov/2014-Standard-Mileage-
Rates-for-Business,-Medical-and-Moving-
Announced
44. Thank you!
• If you liked this free resource, please feel free
to check out our website for more info.
• http://www.promorockstar.com/group
Also, sign up to the latest contest and get FREE
access to the BRAND-NEW
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