Nancy Nardin: Where do you think most sellers stumble when it comes to negotiation?
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Rod Collins promises to shake things up! This former health care CEO has a message for management. You’d better start sharing knowledge or you risk losing your competitive advantage. Rod has a terrific blend of business savvy and interpersonal skills. He believes in people’s ability to think through situations as long as 1) they are given a chance and 2) they are given a little guidance. Learn more about Rod and his Wiki-Management theories. He is someone to keep your eye on! I am honored to count him as a friend and fellow collaboration junkie.
This is a great article about the myths companies tell themselves about why they won’t initiate sustainable business practices. http://www.greenbiz.com/blog/2009/11/23/8-myths-about-sustainability-business I also just picked up Necessary Revolution from the Seattle Public Library. I am particularly interested in the author’s views on collaboration.
This is a terrific blog post about Vested Outsourcing. From a negotiation point of view, working on agreements that focus on the outcome and not the tasks, and focusing on the total value and not the price per widget will be a challenge. It will take a paradigm shift. I know Ms Vitasek personally and she is up to the challenge. And, so am I. Read more here: http://gtbp.org/index.php?option=com_content&task=view&id=68&Itemid=1
You submitted your proposal and you’d love to discuss their counteroffer in-person or even on the phone, but this negotiation is going to take place through email. Every word you write is critical. 50% of email negotiations end without reaching a deal…make sure yours gets done!
Jeanette Nyden, author of “Negotiation Rules,” and Dr. Julie Miller, author of “Business Writing That Counts,” help professionals effectively negotiate through email. In this webinar, they teach you the strategy and tactics you need to effectively resolve your email negotiation. They’ll provide you with the tools you need to deliver the right message during every step of the email negotiation process.
Terry called me to ask my advice about a contract re-negotiation. He was facing a company that had changed its management recently. The company took a take-it or leave-it attitude with Terry and unilaterally reduced his contract. Allegedly, they needed to maintain profitability. What do you do in a take-it or leave-it atmosphere?
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I was introduced to Transition Towns in Seattle recently. This is a very thought provoking article on this green initiative.
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“Big companies ‘have the power over small vendors. At this point we have kind of swallowed and accepted that indignity,’ he says, adding that ‘we’ve had more trouble managing our cash flow this year than in any year in the history of the company.”” Hero Arts Inc., Chief Executive Aaron Leventhal.
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I am proud to announce that Seattle University is using the assessment in their MBA negotiation course.If you want to know how good you really are at the bargaining table, I’ve created a tool that will let you test your negotiation know how! If you’re interested in improving your negotiation performance, check this out. It’s a free sample assessment.
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