"Let us never negotiate out of fear. But let us never fear to negotiate."
--- John F. Kennedy
There is a plethora of material available describing the best techniques for negotiating. Books abound in the business section of your local bookstore and library. Most offer good insights into how to negotiate and how to create a win-win situation for all parties involved.
Some of the material offers the important step of preparation for the negotiation, but unfortunately, many readers breeze through that chapter or don't bother to read it at all --- at least that seems to be the case from what I've experienced. Perhaps you have too.
"Your ability to negotiate, communicate, influence, and persuade others to do things is absolutely indispensable to everything you accomplish in life. The most effective men and women in every area are those who can quite competently organize the cooperation and assistance of other people toward the accomplishment of important goals and objectives."
--- Brian Tracy
There are four critical things that need to be accomplished prior to beginning negotiating. First, you need to know the consequences or what Robert Fisher, author of the book, Getting to Yes: Negotiating Agreement Without Giving In, calls BATNA, which stands for Best Alternative to a Negotiated Agreement. In other words, know where the boundary line is or what you are willing to accept in the negotiation. Know your best available alternative. This is essential to the pre-planning phase.
"He who has learned to disagree without being disagreeable has discovered the most valuable secret of a diplomat."
--- Robert Estabrook
Second, know what the other side is going to do, or at least anticipate what they are going to do. Remember that they too have a BATNA and are looking for their best outcome. Try putting yourself in their shoes in order to determine what they might be striving for.
Thirdly, know what the real issues are before going in. A good example that Fisher uses is the company that wants to increase sales by strategically aligning one company with another, when in fact the bottom line is to justify increasing productivity of a particular product. Determining the other side's real reasons for the negotiation can help to better move your position.
"My father said: 'You must never try to make all the money that's in a deal. Let the other fellow make some money too, because if you have a reputation for always making all the money, you won't have many deals'."
--- J. Paul Getty
Finally, understand both sides' priorities. You may be able to give up on some of your issues in order to win what is most important. The other side also has priorities and may be able to fudge a little on areas that are of less concern at the moment. Knowing your priorities and trying to figure out those of the other side will give you wiggle room during the negotiation process.
"In business, you don't get what you deserve, you get what you negotiate."
--- Chester L. Karrass
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UV Coating Technology: Past, Present & Future
By Jim Tatum
Besides quicker curing times, today's liquid coatings have advanced to offer a variety of specialty finishes and applications. What was once an offering of a basic gloss, luster or matte finish has blossomed into a host of coating types that include specialty products like dry erase, anti-graffiti and even anti-slip finishes. Truly, a window of opportunity has been opened when it comes to UV curable liquid coating technology in terms of reduced cost and a wider variety of available products.
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Digital 2.0: Digital Workflow - The Next Big Thing in Profitability
By Chris Bernat
The current business environment calls for new priorities such as increased productivity and a focus on creating efficiency and automating systems. Productivity gains are being recorded throughout the economy. Read on to learn more.
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Sign seen in Madison, WI:
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With a 3mm solid-core aluminum composite panel, Omega-Bond is an economical choice for a range of applications, including digital printing. Use it for interior and exterior signage, POP displays, exhibits, billboards, fascias, canopies, and scoreboards. Offered by Laminators Inc. For details, call 877.OMEGA.77 or click here.
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