The GOLDEN Approach To Negotiating

Since, so many of the necessities of effectively leading, for the best interests of one’s organization, necessitate quality, professional negotiating skills and abilities, in order to achieve, effectively, efficiently, and in the right direction, wouldn’t it make sense, to train potential leaders, in the arts, and sciences, of the skills and directions of negotiations? After more than four decades of involvement in nearly all phases and aspects of leadership, from identifying, qualifying and training, actual and potential leaders, to consulting to thousands of these individuals, I have dedicated many hours, and focus, to what might make someone, the best leader, he can possibly be. I have also, during this period, negotiated many contracts and agreements, both, large and small, in the areas of event planning, labor contracts, and many other area, so, this article will consider how the GOLDEN approach to negotiating, using the mnemonic approach, might provide better results, etc.

1. Goals; generate goodwill; growth: Organizations either undergo continuous growth, or lose their relevance and sustainability! A leader must try to generate goodwill, and a meeting, of the minds, by starting every negotiation, focused on goals, priorities, etc. How can anyone negotiate, effectively, if he does not start, the process, focused on possessing a clear understanding, and commitment to, what is needed, and why?

2. Options; opportunities; organized; organization: Different organizations have different needs, and requirements, and therefore, these must be fully considered, prior to negotiating. It is wise to consider numerous options and alternatives, and to be prepared, to recognize the finest opportunities, and/ or create one’s own. Effective negotiating means efficiently proceeding, in the most organized manner!

3. Listen; learn; leadership: Negotiators must effectively listen, and learn, so they understand their negotiating adversary, and his needs, and priorities, also. It takes the ability to exhibit superior leadership, by taking – charge, of the situation, and keeping, on – track, towards the best results!

4. Delve deeply; discover; deliver: Go beyond the surface, and delve deeply into what is most important, and proceed accordingly! Then, clearly discover, what makes the most sense, and remain focused and committing to delivering on the most beneficial ways!

5. Empathy; energy; excellence: The better one learns and cares about others, the better, the results! When one strongly believes, in his ideas, and ideals, he will maximize his energy, in a way, which energizes all, involved. Never sacrifice your commitment to proceeding with the utmost degree of personal excellence!

6. Needs; necessities: Know your needs, rather than simply, your wish – list! Put the necessities, first, consider economics responsibly, and consider options, to achieve, what you seek!

Using the GOLDEN approach, should help you enhance the quality and results of your negotiations. Are you up to the task, and the commitment?

The Dos and Donts of Creating a Powerful Presentation

Microsoft PowerPoint is a presentation program included in the Microsoft Office Suite of products. PowerPoint has become the industry standard for making presentations and it provides a number of advantages over conventional presentation methods, such as:

  • Saving printing costs, especially since many presentations are saved to USB drives;
  • Providing vibrant slides with the use of color, clip art, and different font styles and;
  • Allowing for dynamic content on slides, in the form of the Internet and Video insertions even polling an audience by using a wireless audience response system.

However, with all these advantages, often presentations are lackluster and unsatisfactory to the audience because the presenter uses the Powerpoint presentation software and equipment in ways that are not helpful in getting their message communicated. The tool becomes a distraction or worse yet, the presenter merely reads the slides.

Below, are some simple DO’s and DON’Ts in putting together your next presentation to make certain your next speaking engagement or product launching event goes off without a hitch.

Do’s and Dont’s of putting together a great PowerPoint presentation

First, even before turning on PowerPoint, create a rough storyboard idea of your presentation. Write it out on note cards and put the ideas in order with an intro, body, and conclusion. Now, you are ready to begin with PowerPoint.

DO use large fonts. For your headings, a 24 pt font or larger is best.

DO make certain you are using only 1 or 2 font styles through out the presentation. Add clip art and photographs only if they enhance the message. Consider adding an interactive survey with an audience response system rental.

DO use the 6 by 6 rule. No more than 6 words across and no more than 6 lines down the page. PowerPoint is there to enhance your presentation, not replace it. Keep your slides and presentation simple.

DO plan on the “2 minute per slide” rule. For example, if you have 60-minute presentation, the MAXIMUM number of slides you should have are 30. Too many presenters rush through their slides and give their audience very little time to think about the content.

DO have the presentation printed so if the powerpoint presentation equipment fails, you can read from a paper copy and continue your talk.

DON’T leave the laptop on standby power. If you engage in a discussion with your attendees, the last thing you want is for the laptop to go to sleep.

DON’T leave your screen saver on either. This is another unwanted distraction to the presentation.

DON’T use dark backgrounds in poorly-lit rooms or light backgrounds in well-lit rooms because the slides become too hard to read.

LASTLY, DON’T be the only one to review your presentation. Give it to co-workers, members of your association or even a family member to review. Take their edits and comments to heart.

Now that you’ve mastered putting together a presentation, learn about the PowerPoint Presentation Equipment you will need in Part 2 to be posted on Monday.

Small Business Owners – Master the Art of Negotiation

As a small business owner, you will need to negotiate on a regular basis. This could include negotiating contracts, getting better deals from your suppliers, as well as settling disputes between your employees and clients. So it definitely pays to have strong negotiation skills in your entrepreneurial arsenal. Let’s look at how you can do a better deal.

1. Determine exactly what it is you want

Before you enter into any negotiation you need to do a little bit of homework upfront. This includes being very clear and very precise about exactly what it is you want. Then prepare a bottom-line compromise position. Have very clear outcomes defined i.e. I want this outcome, by a certain date at x price. This gives you room to move in your discussions, starting with your ideal position and stop at the line in the sand that you have drawn.

It also pays to know what you can’t accept. Being aware of your limitations ensures that you will not, in the heat of the negotiation, accept a position that will put you at risk.

2. Ensure you are negotiating with the person who has the authority to say ‘yes’

There is nothing worse than going through a negotiation and then find out that the person does not have the authority to sign off on the deal. Simply ask at the outset, “who has authority to sign-off on this deal?” and go directly to that person.

3. Aim for a Win-Win outcome

Negotiations do not have to be adversarial. This is one of the biggest mistakes people make when negotiating. If you go into them with a mindset of win-win, and aim to satisfy each of the parties involved, you are much more likely to be successful and the deal is less likely to come back and haunt you.

4. Apply Proven Strategies

There are a few strategies you can employ to help you negotiate a better deal. But bear in mind, when employing these strategies, that you don’t want to make the party you are negotiating with feel like a loser. Win-win should always be top of mind.

Some excellent strategies include resisting your first offer – unless it is exactly what you want (sometimes simply putting your request on the table is enough). Another is to act reluctant and the other party may be inclined to up the ante based on your perceived resistance. Pretending to flinch can help you gain concessions. You can play dumb by saying you need to run it by someone else in higher authority and come back the following day saying that the ‘higher authority’ wants certain concessions. Another is to simply walk away.

If you are new to negotiating, try your newly learned skills out on smaller deals first. Preferably ones that don’t have much pressure attached. Then continue to build your skills so you are able to deal more effectively. Your business will be much better for it.