Business Action Group

Archive for the ‘Negotiate Tips’ Category

Beyond progress in dealing with employees, there are benefits that make your stay more pleasant in the office, such as coffee machines, heating, flexible meal times, time to devote to your own projects and rewards performance. However, many companies forget that the main reason that drives people to seek employment is the salary. Sometimes employees feel the need to request a salary increase, either because their needs have grown, because the increase in prices has impacted or just because it considers just this demand. The solution is very simple: if the company has a compensation policy for well-structured, should not have to meet rising orders. And if wages were fair, would not expose employees to make a wage claim, which usually ends up tensions.

What motivates negotiate a raise?
First, there is the possibility that the person experiences a change in your life that prevent you from fully cover its financial obligations with the current salary. That obviously is necessary to demand an increase or, failing that, find a new job. Addition, the lack of equity remuneration of employees can also become a problem. Another reason is linked to tiredness and stress of some employees delivered every effort to improve the numbers of your business, but are not paid the wear. No less common is the entry of new employees who are paid much more than older ones. This triggers the discomfort of those who for years have given their work and company loyalty, and feel they are passed to carry. Generally these cases end up on waivers. Despite its validity, such reasons are not enough to perform in front of your boss and negotiate an increase in your pay. For best results, you need to argue on the side of interest or benefit to the company. In other words, we must explain “why the employer earns elevating the salary.” Your new salary should be presented as a good business, not a loss.

Your knowledge of the specific market of the company.
Your personal performance.
Special contributions made.
Level of training provided, whenever profitable in the post.
Potential contribution of new roles and responsibilities.
Availability and willingness to collaborate in the growth of the organization.
Another job offer concrete.

Representative
The guru of the Stanford Graduate School of Business, Jeffrey Pfeffer argues that the best way to deal with a wage bargaining is through a representative, as traditionally do artists and professional athletes. In fact, he says, not only you feel better when the accolades come from the mouth of another, but this practice multiplies the odds of getting a good deal. To test their hypothesis, the expert from Stanford, conducted a series of experiments: The first asked college students to help set the salary of two candidates for directors of the student center. The students, divided into two groups, transcripts received job interviews of applicants. The first group read the transcript of an interview where the candidate himself told of her success.

Meanwhile, the second group read exactly the same arguments. However, if any, was an agent who spoke wonders of his client. result? Students set a higher salary for the candidate who negotiated by his agent. The second experiment took a new group of students to put in the role of CEO. Their task was to propose prices for the purchase of works of different writers. Again, the experiment confirmed the hypothesis: Students awarded the author a better price trading through your broker.

When and how?
The time to negotiate a raise is not the end of the year as many believe, is the beginning, when the company began a new period, new goals are generated for each person in pursuit of the overall business objectives. Another ideal time is when the company has been a fundamental change in the organization, it is time to do so. Especially when this change has an impact on higher revenue for the company or on the image to provide the possibility of greater economic benefit for those involved in it. Regarding the amount, the consultants say they must be very realistic in the amount request. You must not exceed the amount assessed by your impact on the company or the salary paid in the market for the type of functions you perform. Similarly, it is recommended to be very clear on the expectation of increase, because if he finally gets the increase, but this does not meet your expectations, it is important to say at the time and understands the reasons for the decision.

If you disagree
At present it is very difficult to correct a salary that was initially low. Should your application be rejected, you can change dollars for other benefits as a consolation prize, including bonuses, training , reduced hours, change of sector within the company. Before the end of your meeting is important to be stipulated that the salary will be revalued within three to six months, hoping to make a better future. Something as important, if their efforts to get a raise are not successful, you should not discourage you. Look at the issue as part of an ongoing conversation between you and the director.

The Euribor closes April at 1.77%, the lowest level in history. For its part, the Spanish Mortgage Association (AHE) notes that those who purchase a home now enjoy interest rates for mortgage “lowest of the last 50 years.” However, the stock of unsold homes is through the roof, (), so that the buyer, for the first time in many years, has “caught by the pan handle.” Miguel Angel Alemany, CEO of pisos.com gives us a set of keys to negotiate.

Know the circumstances that prompted the sale of a property is essential because depending on the urgency of the seller, the buyer will have more or less scope to impose its conditions.
Thus, Alemany recalls that “before the offer price adjustment allowed bands moving between 5 and 10%. Today, you can get discounts of between 20 and 30% on initial prices. Everything depends on the rush of the seller and whether the financing terms are adjusted to the buyer.”

To start the negotiation, it is essential that the buyer handle the same information as the seller in that market price trends are concerned. That is, there is to know what prices are being asked in the same area for properties with similar surface characteristics, age, quality, etc..

Moreover, the CEO of pisos.com recalls that one of the arguments used frequently by the vendors is the pressure , the buyer looking for an early commitment. Thus, it is very common comment that other people are interested in the property for sale. Similarly, the buyer may allude that he is also comparing different floors, thereby balancing the scales.

Nor should we rely on assumptions about future developments in relation to typical facts phrases like ‘here will be a pool’, ‘the council will demolish the old building and will build a square’, ‘will make a school near ‘. Usually lie. Or half-truths. You can not assess the home for those things uncertain, but the reality today. Today the house is worth a price. If there is a signed project something that may involve a revaluation, is the same as if there were: a possibility.

So it is very important that all these arguments to accelerate the purchase does not affect the prospective buyer. Do not forget that housing is almost certainly the most important investment of our lives. So you have to take time to analyze well all the variables and not make hasty decisions.
If you already have clear, begin the negotiations. This is getting tough, but with arguments . Not worth a ’5 million less’ because. That is weak. Arguméntalo: reform is not like I like, no garage and I’ll have to rent one, I have seen a similar one in this site and have low price is too expensive for years with …

If you can not agree, lets hang out and try again, perhaps, over time, the seller had agreed to an offer and now is willing to accept it more easily. You can even agree with another person (your partner or family) to deal with, negotiating one harder than the other, cause the impression to the seller is pulling the market is much lower. This strategy may eventually have an excellent result, even combined with calls asking price and commenting that it is exaggerated.

Here are four tips for anyone negotiating a position in any project:

1. Successful negotiators listen more than talk: cualdo someone expresses an interest, analyze what you said, put yourself in the shoes of the person who is in front.

2. Exit, change scenario: If you reached an exit, get away, take away, take a while. Perhaps we are negotiating about a problem that is not ours, but often react to someone who is angry putting on the defensive. The first is out, the second is to use the power of surprise to show the other the opposite view.

3. Build bridges: we all want to talk and listen to us. Repress that desire: Cross the bridge and listen to the other party. Transform verbal confrontation in a listening session: it is amazing the peace that comes only act of listening.

4. Ask a woman, men have the gene destroyer, built in centuries to defend our survival. We kill, kill, destroy. Women do not. Ask a woman what is your opinion about the confrontation that you are living. The council will be more constructive than destructive. This fourth point is inspired by a chapter of the book “The Art of the Start” Guy Kawasaki’s great, and certainly should not be taken as a generalization of men.

When negotiating, Brenda Baran, a specialist consultancy Michael Page, remarks that is essential to know with whom you will negotiate and to discuss in advance what you want, what their culture and way of negotiation.

Knowing, for example, if the “other side” we will find someone who is promoting win-win, or if it is much more rigid in its position.

Then we need to focus points and goals in common, and there are always important to look ahead and ask as it is negotiating.

Finally, consider that points can be flexible to reach an agreement, ie those that can give no impact on the objectives, as well as which are key to generate a profit.

“It is important to understand that you will always have to give at some point and win others. The goal of negotiation is a win-win and this is also the key to building a long term agreement “emphasizes Baran.

* KEEP A GRANT TO THE FINAL

It is important that the other party is with a sense of victory, having done a good deal. For that to happen, you need to save some small concessions to the end of trading. His counterpart will come with the ego you satisfied and happy with their wallets. Speaking of ego, is always good to remember that the ego is one of the factors that hinder the negotiations. Always leave an honorable solution for your opponent to change his mind, without having to grovel.

Case: Look what I got for being cute

Well actually this is a case seen from the other side, from the person who inflated ego. Years ago I dated a girl who was buying the first thing that crossed him by sight. A happy day comes and shows me the strangest combination of things we got:

1 pen color (this is a pen with several inks), a comb reversible and that the seller “gave” a set of rubber bands for hair and some bracelets autoenganchables being cute girl. All this for the modest price of $ 10 or something.

This person was happy mainly because the seller “gave” something to be beautiful because she initially wanted to buy the pen and the comb (jajaj that strange combination to sell), but that kind of product we all know that gave him anything. The pen that’s got to $ 1 at any place the comb reverse also for about $ 2, gummies hair until nowadays consegís $ 1 and those bracelet (another of my business college) were purchased at $ 0.20 and sold them quiet $ 0.40 there.Everything went a total of about $ 5 in there … but be nice … I left $ 10

* ALWAYS HAVE AN ALTERNATIVE

Never negotiate without alternatives. When we have no choice, we are entirely in the hands of our opponent. If he manages to discover this certainly going to get upset the negotiations. See this example: in a small town, there is a trader who buys and sells used furniture. Read the rest of this entry »

* NOT ACCEPT THE FIRST OFFER

If you accept a first offer of his opponent, he always left with the feeling that was a bad deal, they could have gotten something better. Imagine this scene: you’re buying a used car. After careful consideration, decided to make an indecent proposal, 30% below actual market value, only to begin to negotiate. At this point, the car owner extends his hand and said smiling: I agree! Deal! What is your reaction? Is it really did a good business? This car should have no problems …

Well, I do not remember any particular case or known here.

* NEVER GIVE ANYTHING FOR FREE

All that is freely given has no value. Have your partner recovered everything that you yield. Do not give anything, trance all. For example, if you ask an additional discount price, a payment request more favorable. If asked for more time, get something in return. The most important word in the vocabulary of a negotiator is the word “if.” Everything that starts with “if” is conditional and involves compensation, if you do that, I can do that … Read the rest of this entry »

* JUSTIFY YOUR BID

Offer little or too much to ask not work if you do not know how to justify their position. Find ways to show the value of the solution you are proposing, differentiate their solution. Know the difference means to get higher values. See the example of French mineral water Perrier. By creating a tap, Perrier water gets to be the most sold in the world and one that gets the highest price. If someone manages to differentiate mineral water, certainly you have items to get to differentiate their position, do not you think?

Case: on t-shirts:

Just this sentence sums it up:

Me: Well, if you leave me 5 to $ 40 I’m taking them because I have no more money here and not enough for me to go home and come, and will be fully closed.

In a way it was communicating my need to have the shirts, I knew that this person’s situation and wanted to sell something happened to justify the fact that he lived far away and not come to look for silver to my house, to return.

* BE PATIENT

In general, we like to solve everything very quickly. With the stress of everyday life, our patience runs much shorter. The computers seem slow, a TV commercial is endless, a traffic light stuck forever, everything takes a long time. In a negotiation process then who gets to wait, usually get better results. Read the rest of this entry »

* PLAN

Never go into a negotiation without studying their lessons at home. There are many records that you need to find before starting negotiation. For example: How many options does your opponent? What pressures are suffering? Does your party a deadline to fix the problem? What is your budget?

When you plan, the tension and reduce stress. The scenario becomes more familiar and some new options emerge before their eyes. Thus, you will face more peaceful and secure any negotiation

Case: I will close the local

This case is just funny and I did it with a friend (more than anything to play.) He was such a fair selling everything, we saw some interesting T-shirts and the truth we wanted. This person tells me he wanted to buy 2 or 3 and tell him to wait, let’s try something. Read the rest of this entry »

The ability to negotiate well is essential for survival in the competitive business world. With globalization, downsizing, reengineering and other trends, all resources are highly contested and won that negotiates better.

The negotiation process can be distressing for those unfamiliar with the techniques, but it is extremely involving and exciting for well-trained negotiators. For you busy executive, here are 10 practical tips for negotiation.

* ATTEMPT TO NEGOTIATE

Successful negotiators know one thing well – everything can be negotiated! This means that you should not accept anything that is imposed, should question everything. On a practical level, this means trying to negotiate the value of a fine, the rate for a hotel or the price of a ticket. You can not negotiate if you are willing to verify the accuracy and soundness of the views of their opponents.

Being assertive means asking for what you want and do not take “NO” as an initial response. Start practicing a position where you can express your feelings without anxiety or anger. Ask people what you want in a friendly, nonthreatening. You will see that there is a difference between being assertive and aggressive. You are assertive when caring for their own interests and says what he thinks, with good manners.

* BECOME A GOOD LISTENER

Negotiators are like detectives and ask questions then remain silent. Most times, your opponent will tell you everything you need to know, if you remain silent. In reality, many conflicts could be resolved if the negotiators listen better. The big problem is that we were never trained to listen, but to talk. Read the rest of this entry »