Negotiation Is a Fundamental Selling Skill

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Negotiation in selling is quite a complex subject matter if we decide to analyse it in any great detail. Today in this article I'm not going to reach those depths as I will attempt to break it down to the most essential elements that I believe count the most when it comes to getting results. We all want the "Perfect Sale" but this can't really be achieved in most cases without some form of negotiation. Everybody uses negotiation in their everyday lives but some of us are better at it than others. Remember, in every negotiation there is always someone who comes out better. An expert sales negotiator can make a customer feel like they have "won" when in reality they haven't.

1. Expected Outcome

We cannot go into a negotiation successfully without having a clear picture in our head of the outcome we expect. We need to know the exact threshold of compromise if this is indeed one of our options. On the other hand, if we are able to give concessions it would be a much better strategy to incorporate these into the plan beforehand, so they can become that "extra card up the sleeve" when needed.

2. Positive Attitude

It's critically important to enter sales negotiation with a positive attitude in order to set the correct tone right from the outset. This can be helped by analysing all the competitive advantages and benefits beforehand which will in turn strengthen confidence in a successful outcome. Positivity is contagious and can therefore also influence the prospect's general attitude, making it more difficult for them to be negative.

3. Reading The Situation

Reading the prospect's state of mind and personality profile is probably one of the key factors in determining whether a sales negotiation will be successful or not. If you know how someone will react negatively or positively to certain behaviour you will be more likely to follow the flow of the surrounding energy. The one thing that you can never do in a sales negotiation is to contrast the prospect's opinion, whether they are right or wrong. I see this a lot so it's by no means obvious. Sales people often react instinctively when they don't like what the customer is saying. In my mind, this is like running out of petrol while driving through a dangerous ghetto. You've got yourself into trouble, but how are you going to get out of it?

In an ideal scenario the best negotiator, like a good chess player, will be able to look one or two steps ahead. This will depend on "Insight" and the ability to predict behaviour from the other side of the negotiating table. Obviously we can't always predict the outcome of the prospect's reaction but even if we can predict 60 or 70% we already have a distinct advantage.

4. Patience

Never over-react to the reaction. In fact reacting during the negotiating phase is bad in general. It would be much wiser to "respond" with a solution rather than reply with "impulsive" or "emotive" reactions. The best poker player never shows emotions and all great sales negotiators should do the same.

One good example of this could be negotiating on price. If the customer asks for a reduction in price, any signs of a chink in the seller's armoury could easily lead to a loss of control and a different perception of the overall value on the part of the prospective buyer.

So always remember that a little bit of brainstorming and planning before the sales negotiation will give the sales person the edge.

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Samsung's SmartStay replicated by ISeeYou Android app, keeps screens on while you're watching

Samsung's SmartStay replicated by ISeeYou Android app, keeps screens on while you're watching

If you're not joining the Galaxy S III bandwagon and aren't keen on feeling completely left out, the ISeeYou app can give you a hand. Mimicking Sammy's SmartStay feature, the app prevents your ICS device from slipping into sleep mode when you're staring at its display. Springing $0.99 for the app nets you control over the frequency and length of the peeks taken by your phone's front-facing camera -- helpful for coordinating with a handset's sleep settings and presumably for optimizing battery life. A free version can be taken for a spin, though it doesn't allow for such fine tuning. Yearning to simulate part of the Galaxy S III experience? Mosey over to Google Play for the downloads.

Samsung's SmartStay replicated by ISeeYou Android app, keeps screens on while you're watching originally appeared on Engadget on Thu, 21 Jun 2012 01:23:00 EDT. Please see our terms for use of feeds.

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BFF or parent? How to navigate parent-child friendships

BFF, or best friends forever, qualities ? sharing secrets, overprotection, blurry boundaries ? can create problems in the parent-child relationship, but that doesn't mean parents can't be friends with their kids.

By Bonnie Harris,?Guest blogger / June 21, 2012

BFF parents take friendship too far, but it's OK for parents to be friends with their kids, which may include sharing opinions and being honest. In this June 2012 photo, Trish Nixon, left, stands with her 21-year-old daughter, Krista Nixon, in Colorado Springs, Colo. Trish Nixon talked to her daughter about challenges she has faced over the years with marijuana.

P. Solomon Banda/AP

Enlarge

Are you trying to be your child's "best friend forever"? Or are you a friend to your child? All kinds of strings are attached to BFFs, but a true friend should involve no strings whatsoever. Maybe it's the qualities of a BFF parent that make us think that friendship should not enter the parent/child relationship.

Skip to next paragraph Bonnie Harris

Guest Blogger

Bonnie Harris, a parenting specialist for 25 years, is the director of Connective Parenting and is known for her pioneering mindset shift out of the reward-and-punishment model to a connected relationship. She conducts workshops and speaks on parenting topics and is the author of "When Your Kids Push Your Buttons" and "Confident Parents, Remarkable Kids: 8 Principles for Raising Kids You'll Love to Live with. She is the mother of two grown children and lives with her husband in New Hampshire. Click here to learn more about her.

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All the "experts" say you shouldn't be your child's friend. Why not? I have a hard time understanding that point of view. Is it because we want to be able to punish, reprimand, and control our children? Is it because we want more power over them than a friend would have? I want to examine this friendship idea.

What is a friend? Someone you can count on; someone who is loyal, honest, and trustworthy; someone you really like and even love; someone you want in your life for a very long time; someone you empathize with who can empathize with you; someone who gives you a shoulder to cry on, listens, and understands your problems without fixing them or giving unwanted advice; someone who doesn't talk about you behind your back but instead has your back; someone you really like being with because you can be yourself. Wouldn't you like to be that for your child?

Are you afraid that being your child's friend means not being able to hold him accountable because your authority would be undermined? Don't you hold your friends accountable for their behavior? Good friendships are lost over less. When we can't say no to our friends, hold them accountable for certain behavior, or speak honestly, it indicates poor boundaries ? not a great foundation for friendship.

I see no reason we cannot be friends with our children. But there is a difference between being friends and being a BFF parent.

The BFF Parent:

? Alters own needs to suit child's demands
? Does anything to avoid child's upset
? Is dishonest to protect child from the "big, bad world"
? Avoids loneliness by sharing inappropriate information
? Demands loyalty and companionship through attached strings
? Tries to fix child's problems to gain love and appreciation
? Asks child to keep secrets
? Uses child as confidante for own problems
? Holds back feelings to be nice, yet can blow-up in a rage
? Insists that child has similar tastes, values, and opinions

The Parent who is also a friend:

? Enjoys spending time, hanging out with, and just being with the child
? Shares ideas, opinions, stories and encourages the same
? Learns what activities child enjoys and becomes familiar with them
? Listens and acknowledges feelings but does not take responsibility for child's problems, upsets, or disappointments
? Shows respect and consideration in all communication and never speaks disrespectfully, hurtfully, or abusively
? Laughs a lot and tells jokes
? Encourages child to find own way, follow own path, develop own values and opinions
? Is willing to speak honestly, trusting the relationship will remain strong
? Behaves in way that does not betray trust
? Expresses anger and deals with child's anger
? Argues and negotiates
? Is also the authority figure ? someone the child looks up to, learns from, and emulates because of the preceding attributes

I wonder if the qualities of friendship restrict parents too much from speaking disrespectfully and doling out whatever critical, labeling, or punitive reactions arise in the heat of the moment. I wonder if being a friend to your child requires accountability that most parents don't want to be held to. Are we afraid that our children won't respect us if we are their friends? Don't you respect your friends?

In the parent-child relationship, we are more than friends. We are teachers and guides; we provide for them and are responsible for their care and upbringing, but this does not preclude friendship as well. Problems arise when we try to be "best friends forever". Or when we are not their friends.

The Christian Science Monitor has assembled a diverse group of the best family and parenting bloggers out there. Our contributing and guest bloggers are not employed or directed by the Monitor, and the views expressed are the bloggers' own, as is responsibility for the content of their blogs. Bonnie Harris blogs at?Connective Parenting.

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315 : Luxury CuisinArt Golf Resort & Spa in ... - Shermans Travel Blog

Let?s be clear, everyone wants to bask in true luxury while on vacation. The problem is that we don?t all have the expendable income to be royalty of leisure and relaxation for a week. But, traveling to the 5-star CuisinArt Golf Resort & Spa in Anguilla, now through November 20, with the ?Stay 7 nights, pay for 5? deal will land you an average nightly rate of $315, a substantial drop from the winter rates of? $815 and up.

While saving over 60 percent, guests will be in chic accommodations that feature a marble bathroom, walk-in closet, and a private terrace overlooking the infinity pool, with serene ocean views just beyond. On the property lies an 18-hole Greg Norman golf course, 27,000 square foot spa, and a half-acre hydroponic farm that make the resort a true Caribbean standout.

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For the foodies, it all begins with the first resort-based hydroponic farm in the world, which grows produce for the resorts five restaurants and the Venus spa.? While most produce must be imported into Anguilla, restaurants like the AAA four-diamond Le Bistro Santorini have fruits, vegetables, and herbs at their fingertips to complete the modern, Caribbean dishes. Guests can take it to the next level with reservations at the Chef?s Table at Le Bistro, where the six-course menu changes daily and is paired with wines selected from the 3,600 bottle cellar. Additionally, tours of the farm, wine tastings, and cooking classes are available upon request.

Take advantage of low summer rates coupled with this special at CuisinArt Golf Resort & Spa, because if you were looking for the opportunity to be a sophisticated slacker, enjoying the finer things in life, this is your best bet.

See our Anguilla destination guide for general trip-planning information, then use our Travel Search price comparison tool to find the lowest rates on flights to Anguilla.

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Common-Sense Personal Finance Methods ... - Juss Free Vector Art

If you feel like you can not possibly cut one more penny from your personal budget, consider the possibility that you might be right. Sometimes, you just have to start making or finding more money. Hold a yard sale, rent a room in your home or pick up freelance work on your days off, in order to try to earn more money.

If you have several credit cards, you can raise your credit score by transferring all balances to one card. Lenders consider you a better credit risk if you have one larger balance than many accounts with smaller balances. Plus, with one lower monthly payment, you can add extra and pay off the account early.

Open a savings account that?s for emergencies only. A bad situation can easily take you from being in great financial shape to financial turmoil. An emergency account will get you through hard times without a scratch, and will help eliminate a major source of stress during whatever tough situation you might be in.

You should cook in more often. Think about your meals in advance, and use the extra time that you have on the weekend to cook several things ahead of time. Packaged food costs a lot, and it is not the best for you. You will see a dramatic difference in your grocery bills, if you take the initiative to prepare your own food.

If you?re using a rewards credit card that requires a minimum purchase amount to gain the reward, use it where you shop the most. Even if you aren?t planning on spending the minimum amount required, you can purchase gift cards, which you can use later. This technique works even better at grocery stores that you will consistently shop at.

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Save as much money as possible. Ideally, you should be putting away about twenty percent of whatever you make. Save half and invest half. This will ensure that you have money when you need it. While this might be initially hard to get used to, it will be worth the sacrifice in the end.

This might seem painful, but if you want to save money, cut out monthly cable. This could save you $700 yearly or more, and it forces you to engage in more productive and healthy forms of entertainment again. Go outside, read books and interact with your family for entertainment.

If you do not have great personal finances be sure that you do not make it worse. If you have bad credit, for example, do not try to get credit that you can not afford. Also avoid applying for credit cards, as this will hurt your credit and you will likely be denied anyway.

Look for ways to diversify your income. If having a full-time job is not enough to support your family, there is a number of ways you could earn more money. Start your own online business, buy and sell valuable objects, start trading on the stock market or look for odd jobs on the weekends.

Check your credit report on a regular basis to make sure that nothing is hurting your credit. Each of the three major credit agencies is required to give you a free credit report once per year. By spacing out your requests, you can get a free credit report every four months.

Save money by getting a cell phone and eliminating your land-line phone. Most people have both, which is just a waste of money. You can bring your cell phone anywhere with you and use it at home, as well. Eliminating the land line will save you tons of money.

When it comes to taking care of your home, a little maintenance will go a long way. Avoid waiting until major repairs are needed. Instead, regularly replace filters, pipes, wires and other elements as recommended. This will save you the cost of hiring a professional contractor or repairman to complete a major repair service.

In a perfect world, we?d learn all we needed to know about money before we had to enter the real world. However, even in the imperfect world that we live in, it?s never too late to learn all you can about personal finance. This article has given you a great start. It?s up to you to make the most of it.

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