Think Like A Negotiator

Creating Win Win Results and Understanding the Pitfalls to Avoid

How to Get Your Carpet Cleaned While On a Radio Show

So there I was on a one hour live radio show at 10 am til 11am PDT when my doorbell rings and it’s the carpet cleaning guys that I had scheduled to come after noon today.  They decided to show up at 10:30 instead!

I handed a note out to them that I was on a radio interview until 11am.  I wasn’t ready for them and had a couple extra uh’s and um’s on the show as I was in the middle of talking when they came ringing the doorbell off the ringer.  (they kept ringing until I answered because they heard me talking).

They came in and looked around my small place and asked me a couple questions about what I wanted.  The guy on the phone the day before had quoted me $60 for my place.  The guy who was assessing the place then quoted me $180 for all the extra’s they wanted to do.  I said forget it, too much money for this small place.  They proceeded to get ready to do the house.  They talked to their boss and made an offer of $140 for all the extras.  No deal, I told them just do the regular cleaning.

Because they came early I wasn’t ready so was scrambling to get pets out of the way and move excess furniture ; chairs etc.  While they were getting their equipment from the car, my son came out of his room and left.  They asked did I want his room done too and told me it would be $30 for that.  I said I was quoted $60 for the entire house.  They called the boss and ended up passing me the phone.

The boss then told me it was $20 for an extra room (not the $30 the other guy quoted me). I told him he quoted me $60 for the entire house.  We went back and forth but I stood my ground on the $60.  He kept saying different things and I went back to “I hear what you are saying but yesterday I told you the size of my place and you quoted me $60 for the entire place.”  Every time he brought up another point, I repeated the same thing back to him until he finally said pass the phone back to the technician.

End result, entire house done for $60.  They showed up early, attempted to upsell me into 3 times the price they quoted and were in and out in a few short minutes.  Then they wanted to be paid in cash but never told me to have cash for the payment.  They took my debit card in the end.  I won’t be calling them again.

The point is, stand your ground and don’t let people push you into a different agreement.  Actually I should have asked for a discount for the trouble they caused me showing up significantly before they were suppose to.  In the end I didn’t let them push me around which is part of what negotiation is all about.

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26 June 2013 Posted by | Negotiation | , , , , , , , , , , , , | Leave a comment

It’s My BIrthday and I’ll Write What I Want To

Negotiation isn’t just about doing the deal; it’s also about negotiating balance in your life, negotiating down the path of life, and negotiating through the twists and turns the life puts in our path.  In order to be a confident negotiator personally and professionally, you have to build a great relationship with yourself first and then build relationships with others at the same level.  What kind of relationship do you have with yourself?  Do you take time to reflect and adjust?

This week I had another birthday.  Those things seem to come around every year. Birthdays are a time to celebrate and also a time to reflect.  Looking at where I was last year this time and where I am today I almost don’t recognize things.  I was living in Redondo Beach and promoting my Pink Biker Chic brand last year.  I had been teaching negotiation a little bit as part of the Pink Biker Chic brand but realized it wasn’t working.  I knew it was time for a change. Since then I have shifted focus to my negotiation teaching.

I was a contracts expert in the military and for Government contractors for a total of 30 years.  It’s experience I took for granted and didn’t realize how many people I could help with my knowledge.  This wasn’t from doubt about my ability like one person attempted to convince me of, it had more to do with it being my genius and because I do it in my sleep I figured it was something most people knew.  As I started to develop  my negotiation content and started to speak on it and tell people about it, I discovered more and more people needed my knowledge not only to help them in business but in day to day personal life.

I have a lot to be grateful for.  As with anyone, there have been challenges and since I’m only human I have made mistakes.  Why did I do that?  Why did I react that way?  What triggered that response?  I always consider myself a work in progress and grateful for victory over the traumatic past I have lived.  Often time’s people expect someone in the public eye that maybe looked to as a mentor to be perfect.  Although I have a lot of great knowledge and have overcome many things in my life, train people, coach people and inspire people, I am not perfect.  I will always work hard to share my knowledge to inspire people to walk in their greatness.  I will be authentically me.

Over the last year I have had a lot to celebrate about.  I moved into a 2 BR condo in Irvine that I received through a veterans program.  I produced my first event in San Diego with a great turnout and published my second book The GoPINK Rules of Engagement.  My next book Think Like A Negotiator, 50 Ways to Create Win-Win Results by Understanding the Pitfalls to Avoid will be out by July and my next event is already filling up for October.

Things are going to start moving fast.  Thank you for following along the path and hopefully along the way you will have a positive shift and change in your life from being part of the community.

PINK is still in the mix for those of you Pink Biker Chic fans.  Remember, pink isn’t  just a color, it’s an attitude.  You don’t have to wear pink to be PINK, PINK comes from within in the form of Power, Integrity, Negotiation and Knowledge.  Hang on and GoPINK!

 

 

21 June 2013 Posted by | Negotiation | 1 Comment

Fair and Reasonable

Fair and Reasonable.  What is fair and reasonable and what does it mean in relationship to negotiation, contracts and doing business?  A Fair and Reasonable price can be defined as the price a prudent businessperson would pay for an item or service under competitive market conditions, given a reasonable knowledge of the marketplace.  Fair implies a proper balance of conflicting interests.  Reasonable means not extreme or excessive.  So a fair and reasonable price is one that is balanced and somewhat moderate.

Fair and reasonable is sometimes a judgment call, sometimes it’s what the market will bear, other times it falls inline with how similar things are handled. For instance, have you ever made a credit card payment to an entrepreneur or other service provider who passes the credit card fee onto you to pay?  I have come across that now and then in my dealings and don’t think it is fair and reasonable for them to require me to pay the fee.  It’s the cost of doing business.  That would be like making you pay for every cost and fee that is associated with their business.  How is it fair and reasonable to add on that charge?

Another area is in that of actual performance.  Have you ever hired someone to do a job and they do it in mediocrity? Then they get upset when you demand they do rework to bring it up to a higher standard.  I moved into a condo in Irvine CA about 6 months ago.  The condo was renovated before I moved in and I had to do a move in inspection within 10 days of move in.  I found so many things wrong with the place and within a couple of weeks the paint started peeling off in both bathrooms and the kitchen.  They had pretty much painted the chrome towel rack in one of the bathrooms as well. The sliding glass doors should have been replaced and there were several other problems that I noted.

The company that did the renovation came back to repaint the bathrooms and kitchen.  They not only left a mess that they didn’t bother cleaning up; they left splattered paint everywhere and didn’t completely cover the primer they put on in some spots.  They were sloppy with the paint to the point where I am sure I would have done a better job!  When I complained again about the work, they were upset about it.  Really?  If they had done the work in excellence to begin with they would not have to come back to make the corrections.

I also kept on them about the sliding glass doors, which they ended up replacing with completely new doors at no cost to me.  The original doors did not close all the way, would not lock and there was a huge gap between the two doors where air was freely blowing through. They forced the door into the slot to make it lock when they did the renovation.  As soon as the door was opened it never would lock again.  This was ridiculous and that fact that they were upset about having to fix it was criminal!

Sometimes it doesn’t feel comfortable to stand up for ourselves or complain about bad service.  Think about it this way, if you don’t complain or ask for it to be made right, you are telling that company or person that it is ok for them to do that kind of work and get away with it in the future. We owe it to ourselves to speak up when service is poor. We need to make a change in the way we do business and the things we are willing to accept.  I for one am not willing to accept substandard performance or service any longer and will speak up whenever it applies.  I hope you will too.  We need to hold each other accountable to a different standard. Minimum possible to get by should no longer be acceptable.  I have learned so much about my own business by seeing things that others are willing to put their name to.  We all make mistakes but low quality should not be the norm. We need to get back to high standards of quality and excellence in all that we do, in everything we do. Let’s do it now before it’s too late.

UPDATE: I was doing some further research on the issue of fees and surcharges and found some information that indicates it’s not authorized if the individual is paying with a debit card and there are 10 states where it’s not authorized at all.  California where I live is one of those states. 

States Where No Surcharge Laws Protect Consumers

Surcharging isn’t allowed everywhere. Currently, there are laws limiting surcharging in: California, Colorado, Connecticut, Florida, Kansas, Maine, Massachusetts, New York, Oklahoma and Texas. Consumers who are subjected to a surcharge or checkout fees in states where they may be prohibited from surcharging may want to report the retailer to their state attorney general’s office.
Click a state below to learn more about surcharging in these locations.

State Laws & Attorney General Contact Information

California

“No retailer…may impose a surcharge on a cardholder who elects to use a credit card in lieu of payment by cash, check or similar means…”

Statute: Cal. Civ. Code § 1748.1(a) (West)

Discounts for Cash Payments are allowed in California

“A retailer may, however, offer discounts for the purpose of inducing payment by cash, check or other means not involving the use of a credit card, provided that the discount is offered to all prospective buyers.”

Statute: Cal. Civ. Code § 1748.1(a) (West)

Statutes cover: Credit Cards only

Statute: (Cal. Civ. Code § 1747.02(a) (West) (defining “credit card”))

California State Attorney GeneralMore information

(*external link implies no endorsement by state of California)

Colorado

“[N]o seller…may impose a surcharge on a holder who elects to use a credit or charge card in lieu of payment by cash check or similar means…”

Statute: Colo. Rev. Stat. Ann. § 5-2-212(1) (West)

Discounts for Cash Payments are allowed in Colorado

“Discounts offered to induce payment by cash, check or other means not involving credit card are not finance charges if offered to all prospective buyers and disclosed clearly and conspicuously in accordance with regulations.”

Statute: Colo. Rev. Stat. Ann. § 5-2-212(2) (West)

Statutes cover: Credit Cards only

Statute: (See Colo. Rev. Stat. Ann. § 5-1-301(16), (16.5), (24), (43) (West)).1

Colorado State Attorney General – More information

Connecticut

“No seller may impose a surcharge on a buyer who elects to use any method of payment, including, but not limited to, cash, check, credit card or electronic means…”

Statute: Conn. Gen. Stat. Ann. § 42-133ff(a) (West)

Statute: Id. at § 42-133ff(d).

Statute covers: Credit & Debit

No surcharges on travel agents

”No provider of travel services may impose a surcharge on or reduce the commission paid to a travel agent who acts as an agent for such provider if the buyer uses a credit card to purchase such provider’s travel services.”

Statute: Conn. Gen. Stat. Ann. § 42-133ff(e) (West)

Statute does not define credit card to include debit card

Connecticut State Attorney GeneralMore information

Connecticut Department of Consumer ProtectionMore information

Florida

“A seller…may not impose a surcharge on the buyer…for electing to use a credit card in lieu of payment by cash, check, or similar means, if the seller…accepts payment by credit card…”

Statute: Fla. Stat. Ann. § 501.0117(1) (West)

Discounts for Cash Payments are allowed in Florida

Discounts offered to induce payment by cash, check or other means not involving a credit card allowed if offered to all prospective buyers.

Statute: Fla. Stat. Ann. § 501.0117(1) (West)

Statutes cover: Statute does not define credit card to include debit card

Statute: Fla. Stat. Ann. § 501.011(1) (West)

Florida State Attorney General ” More information

Kansas

“No seller…or any credit card issuer may impose a surcharge on a card holder who elects to use a credit card in lieu of payment by cash, check or similar means.”

Statute: Kan. Stat. Ann. § 16a-2-403

Discounts for Cash Payments are allowed in Kansas

Attorney General’s opinion interprets section 16a-2-403’s predecessor statute to not prohibit discounts for payments made by cash, check or similar means.

Statute: Kan. Op. Attorney Gen. 86-115, 1986 WL 238345 (1986)

Statutes cover: Statutes do not define credit card to include debit card

Statute: (See Kan. Stat. Ann. §§ 16a-1-301(18), (19))

Kansas State Attorney GeneralMore information

Maine

“No seller…may impose a surcharge on a cardholder who elects to use a credit card in lieu of payment by cash, check or similar means.”

Statute: Maine Rev. Stat. Ann. tit. 9-A, § 8-303(2) (See also id. § 8-103 (definitions and rules of construction))

Discounts for Cash Payments are allowed in Maine

Discount offered to induce payment by cash, check or other means not involving a credit card not considered a finance charge if offered to all prospective buyers and disclosed clearly and conspicuously.

Statute: See Maine Rev. Stat. Ann. tit. 9-A, § 8-303(3)

Statutes cover: Credit cards only

Statute: (See Maine Rev. Stat. Ann. tit. 9-A, § 1-301(15), (16)).1

Maine State Attorney GeneralMore information

Massachusetts

“No seller…may impose a surcharge on a cardholder who elects to use a credit card in lieu of payment by cash, check or similar means.”

Statute: Mass. Gen. Laws Ann. ch. 140D, § 28A(a)(2) (West)

Discounts for Cash Payments are allowed in Massachusetts

Discount offered to induce payment by cash, check or other means not involving a credit card not considered a finance charge if offered to all prospective buyers and disclosed clearly and conspicuously.

Statute: Mass. Gen. Laws Ann. ch. 140D, § 28A(b) (West)

Statutes cover: Credit cards only

Statute: (Mass. Gen. Laws Ann. ch. 140D, § 1 (West))

Massachusetts State Attorney GeneralMore information

(*external link implies no endorsement by state of Massachusetts)

New York

“No seller…may impose a surcharge on a cardholder who elects to use a credit card in lieu of payment by cash, check or similar means…”

Statute: N.Y. Gen. Bus. Law § 518 (McKinney)

Statute covers: Credit cards only

Statute: (N.Y. Gen. Bus. Law § 511(1))

New York State Attorney GeneralMore information

Oklahoma

“No seller…may impose a surcharge on a cardholder who elects to use a credit card in lieu of payment by cash, check or similar means.”

Statute: Okla. Stat. Ann. tit. 14A, § 2-211, -417 (West)

Discounts for Cash Payments are allowed in Oklahoma

Discount offered to induce payment by cash, check or similar means not involving an open-end credit card not considered a credit service charge if offered to all prospective buyers clearly and conspicuously in accordance with regulations.

Statutes cover: Credit cards only

Statute: (See Okla. Stat. Ann. tit. 14A, § 1-301(7), (9), (19)

Oklahoma State Attorney GeneralMore information

Texas

“[A] seller may not impose a surcharge on a buyer who uses a credit card for an extension of credit instead of cash, a check or a similar means of payment.”

Statute: Tex. Fin. Code Ann. § 339.001(a) (Vernon)

Statute covers: Credit cards only

Statute: Tex. Fin. Code Ann. § 301.002(a)(2),(9)

Texas State Attorney GeneralMore information

Above info from:http://usa.visa.com/personal/using_visa/checkout_fees/index.htmlCheck out the link to this article for more info:

http://www.cardfellow.com/blog/checkout-fees-charging-credit-card-fees-to-customers/

9 June 2013 Posted by | Negotiation | , , , , , , , , , , , , , , | Leave a comment

Ask For Exactly What I Want

Ask. It’s simple right? Ask for what you want? Many times we simply don’t ask and if you don’t ask you don’t get. Wayne Gretzky said “You miss 100% of the shots you don’t take.” If you are not going to take the shot, the opportunity or whatever is before you, you will miss out on many things in your life. Many times we don’t ask out of fear. The fear of rejection or the fear of hearing the word “no. “ Rejection is never personal. When I was a Mary Kay® consultant I was petrified to ask for fear of getting rejected. I got into Mary Kay® to get over my fear of speaking in front of people, but I had a bigger fear that I had to overcome, the fear of hearing “no.”

Negotiation is confrontational to many people I have worked with. They feel like they should not ask or don’t have the confidence to stand up for themselves. The first way to work on this is to develop a better relationship with yourself. If you have a great relationship with yourself, chances are you feel confident and secure in who you are. Oprah Winfrey said “if you to the work you will eventually become what I call a [person] who is in complete possession of [themselves].” When you’ve done the work, the confidence allows you the power to as Debbie Allen says “get your ask on.”

Let’s talk a moment about asking for consideration for poor or substandard service. Recently I was at Craig Duswalt’s 3 day Rockstar Mastermind event at a hotel on “LAX row.” I chose to valet park all 3 days. I chose to pay a little more than the parking lot for the convenience to walk into the hotel and get my car quickly. I needed to be able to get out of there quickly in the evening because I had other events I had to attend.

On the second day I went out to get my car. It took 30 minutes to get my car! I could have walked to the other paid parking lot in half the time. They had only one guy working because they made everyone else go to a staff meeting. Not sure who thought it was a bright idea to have a meeting at the busiest time of the day when everyone was getting out of the events being held at the hotel. I waited at least 10 minutes to pay someone along with several other people.

There were so many driverless valet cars stacked up in the front of the hotel that they couldn’t even bring my car up. The only guy working started moving all the cars around. The airport shuttle couldn’t even get through. I had to go get my car in the valet parking lot so I could get out of there. I could not drive through the hotel so had to back up around the valet parking lot to get out another way. By this time almost 30 minutes had elapsed since I had walked out of the hotel. I ended up being late to get my daughter for an event because of it.

When I came back the third day, I intended to ask for consideration for the substandard service from the day before. I asked when I went to pay on the third day and the guy behind the counter referred me to his manager. I explained the situation to him. He indicated there was a problem because everyone was in a mandatory staff meeting and they left only one guy to handle it all. He indicated they already discounted the rate 50% off the normal rate for the event. I agreed that they did but reminded him that the discount applied to the service I’m expected to get. I should not have to pay that price for substandard service. He agreed to give me a discount, which equated to $2.30 off the price.

Some people ask me why I do that. Why do I say anything at all? It makes some people uncomfortable and feels confrontational to others. The main reason I ask for consideration from substandard service isn’t about getting something free or at a reduced rate. That’s secondary. The reason I do it is because there is a level of complacency in this country that makes me sick to my stomach. If we accept substandard service and say it’s ok by not speaking up, we give them to ok to continue that level of service.

Now I need to interject a word about how you express your dissatisfaction. It is not ok to belittle, defame or rip someone apart. It’s important to be direct and firm. Please ensure it is not insulting. I see too many times when someone rips someone else apart for making a mistake. We are all human, mistakes happen; we just need to let those in business know that their mistake is not ok with us and not only do they need to do something to make sure it doesn’t happen again, they also need to give us some consideration for our having experienced it. Don’t go using social media to tear someone down. Do it in private if you can and do it with respect. Praise in public, correct in private should be the rule to follow in most cases.

The Air Force core values that I still live by today are Integrity First, Service Before Self and Excellence in all we do. Take the last one. Excellence in all we do. That is not the core value of many businesses and even employees today. Many operate in mediocrity. Do the minimal to get by and that’s ok. We owe it to ourselves to totally stand up and let people know when their service is below standards. If we don’t then that makes it ok for them to keep giving mediocre service. Mediocrity and complacency will destroy free enterprise. Take on the core value of “Excellence in all we do” and be sure to ask for exactly what you want

19 May 2013 Posted by | Negotiation | , , , , , , , , , , | Leave a comment

Negotiation Language – How You Say It Affects It

Negotiation is all about how we communicate and it’s one of the areas to consider when preparing for a negotiation. Language is so important. The words we use can often be construed in different ways to have different meanings depending on who is doing to receiving. In negotiation, you must be sure the language you are using conveys the appropriate message to gain the appropriate response. How you say it may ensure you win or lose the deal.

Most of you who have been following me have noticed my shift to showing people how to Think Like A Negotiator. People often ask me why I have made the focus on negotiation vs my Pink Biker Chic brand. I have responded by telling them that it’s negotiation is my genius and I never thought to teach it. I tell them about a good friend of mine who is a business strategist was having some contract challenges with a client; I shared some of my contracts knowledge to help her resolve the issue. Her response was “I get this Pink Biker Chic thing, but where did all that come from and why aren’t you teaching it to others?” I share that I thought why would anybody want to learn that? It’s my genius, I do it in my sleep and take it for granted that everyone has that knowledge.

Well, recently I was at an event and passed someone who said he knew me but couldn’t remember where from. I knew him too from somewhere and told him he probably knew me from my Pink Biker Chic brand and explained the story above. He immediately launched into this idea that I don’t value myself and have issues and need to resolve those issues with him so I value myself and my genius. Then he attempted to hard sell me into doing a session with him to fix my issues within myself so I will be successful, basically implying I am not successful because I don’t value myself. It was much more than that but you get the gist. WOW! Really? Thankfully another friend walked up and started talking to him so that provided a pattern interrupt for me to depart which I did.

What that did for me was enable me to take a look at my language and evaluate whether that was a message I am projecting when I share my story. I certainly don’t have the serious issues that he implied. Of course we all have some kind of doubt about ourselves but he was attempting to tell me I was broken and that I really needed serious help. This is without even taking the time to find out anything about me.

Be careful of the language you use. I’m not talking about being politically correct. Chances are we will offend someone with what we say, but if we evaluate our normal “shtick” to make sure we aren’t projecting negatively onto ourselves or others, we will be better off in day to day communication as well as our significant negotiations. Take the time this week to pay close attention to the things you say. You may need to make an adjustment based on feedback and results. I sure did.

30 April 2013 Posted by | Negotiation | , , , , , , , , , , , , , , , , , , , | Leave a comment

Negotiate A Happy Life

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Mildred Lucy English – my mother as a young woman.

My mother. I resented her for so many years from her disease of alcoholism. She died from it 39 years ago tomorrow when I was only 12 years old. She left me with low self esteem from her lifetime of abuse that she hurled at me through all the awful things she did to me; yelling at me, purposely leaving me in a store when I was 5, slamming my face into a wall giving me a black eye when I was 11, tearing my room apart constantly and throwing my things away that she thought to be junk, belittling me, threatening to send me away to boarding school constantly, you name it, she just about did it to me. She had scotch bottles stashed all over the house. I found some of them as a young girl and didn’t understand what they were doing behind the curtain or in the closet of the guest bedroom.

I had a right to be resentful; after all she put me on a loser’s path. I dropped out of high school, ran with the bad crowd, got into one abusive relationship after another, and struggled with self esteem all my life. I remained angry and resentful for years. I carried that resentment like a badge of honor but one day realized that the only person it was hurting was me. I did a significant amount of work to come to terms with my anger and resentment and release my resentment towards my mother. I negotiated my way to a happier life.

Three years ago I visited both my parents’ graves and read letters of amends I had written to them to finalize the work I’d done some years before to let go of the anger and resentment I had. I now understand she had a disease, an addiction that she could not control and it ultimately took her life.
Today I am thankful to my mother for bringing me into the world to share my gifts and live my purpose. I didn’t know her as the amazing woman she was before alcoholism took the real her away. I don’t know her in an adult mind but I see her in me every day.

She was beautiful, stylish, and classy. The lineage on my mother’s side comes from England and through her I am related to Charles Carroll of Carrollton who signed the Declaration of Independence. She was an artist and I used to draw as a kid. She used to sew some of my clothes and I taught myself to sew and made a lot of my daughters’ dresses and my maternity clothes. She taught me how to cross stitch and do other crafty things which I have enjoyed doing throughout my adult life. She taught me how to play cards and we used to play rummy 500 every Sunday night and when that game was over she taught me how to play poker.

She was an awesome cook but she never taught me how. She screamed at me whenever I was in the kitchen and told me to get out. I struggled with cooking for many years, still do somewhat today. Writing this, I just realized why.

She knew how to entertain and taught me some etiquette but started to lose herself slowly over the years. Her death brought a lot of pain but it wasn’t me feeling the pain, it was me living the pain, making choices that caused me pain in my life.

I am sure there are many more qualities my mother had that have been passed onto me. I just don’t know what they are but I embrace the possibilities that many of the good qualities I have came from her. Some of them had to of, I came from her!

24 April 2013 Posted by | Negotiation | 4 Comments

Negotiating A Transition

Transition means movement, passage, or change from one position, state, stage, subject, concept, etc., to another. It is fluid although often times feels like movement has halted. I have gone through many transitions in my life. The biggest transition I would say is transitioning from the military to civilian life. It has been 10 years and to this day I can see something that reminds me of my military service and tear up over it.

Recently I started to go through a transition with my business. If you have been following me since I created the Pink Biker Chic brand you may have noticed in the last month a transition to my focus on negotiation. I have been teaching negotiation over the last couple of years under the Pink Biker Chic brand somewhat sporadically while still focusing on the Pink Biker Chic empowerment brand and clothing line. I have had several thought leaders in the Entrepreneur space strongly suggesting I should focus on negotiation since it is my genius for 30 years. It would mean splitting off from my Pink Biker Chic brand and transitioning my focus to my negotiation and contracts expertise.

I fought this for a very long time. I didn’t want to stop my focus on Pink Biker Chic, I’d worked so hard at it. Many people love the brand. It’s a great brand but its a hobby brand as it’s not producing enough income to sustain me and wasn’t moving in that direction. I didn’t go into business to have a hobby. I went into business to be a sustainable business that would help people. It hasn’t been working and after much resistance I made a conscious decision to shift my focus to the new positioning of “Think Like A Negotiator.” With this shift I am totally focused on this positioning.

Making the decision isn’t the end of the transition, it’s just the beginning. As I move through the transition it now requires a whole new platform which will take some time. This is why you are seeing this simple blog site as my temporary website until I get a new site, look and position footprint out to the world. In the background I am working on my 50 tips book, marketing my next event and speaking at several venues on negotiation.

Transition is never simple. It’s not usually easy. It takes focus, work and determination. In a sense I feel like I’m starting over but in essence this is just the beginning of a whole new way to share with people and help them be a success while being a viable business.

Keep following the journey. This is just the start of something really big.

19 April 2013 Posted by | Negotiation | , , , , , , , , , , , | Leave a comment

Draw the Line

Many times discussions occur to resolve some sort of dispute. You may end up going back and forth on an issue to get it resolved and find that the other side just isn’t doing anything to resolve the issue. When it gets to that point, it is time to draw the line and push your position hard over to the other side. It may require indicating you will take some sort of action if they don’t resolve the problem within a reasonable time. That could mean going to court, reporting the company to an agency like the Better Business Bureau or the individual to the board or organization such as the Bar for an Attorney, the IRS for a tax professional, the Medical Association for a Doctor etc.

I prefer to use this strategy as a last resort. However, when it comes down to something that will in the end negatively affect me, my business or my family or personal life somehow, it becomes time for no more Ms. Nice Girl.

A had a situation where a service establishment was handling some professional work for my company. Their action and failure of action had resulted in my getting in trouble with the state and being assessed significant penalties. It was their fault, they admitted to it and I worked with them for months to get them to resolve it, which they did not. I finally had to draw the line and tell the owner of the company that if this wasn’t resolved to my satisfaction, not only was I going to report them to the Government agency that governed their profession, I was also going to send out a letter to 2 organizations where they had significant business dealings and were referral partners with those organizations. These two actions would have significant impact on their business.

I was prepared to go through with it, otherwise I wouldn’t use this strategy. The way I saw it they left me no choice. I sent them a 3 page letter in writing outlining everything that had occurred. I purposely did that so I would have the entire scenario already outlined for the other agencies so if I needed to send the information, I could simply sent that letter. That got some action pretty quick and although the problem is still being resolved, I will soon have the documentation that should clear my record with the state, which is all I wanted in the first place.

Bottom line, when a dispute can’t be resolved, draw the line and push back hard. You will get results or at least know if you need to elevate it to the next level such as court or some other formal proceedings.

14 April 2013 Posted by | Negotiation | , , , , , , , , , , , , , , , | Leave a comment

What Happened to Working in Excellence?

God has a great sense of humor….here I am writing a post about working in excellence and it disappears…lol…

5 April 2013 Posted by | Negotiation | , , , , , , , , , , , , | Leave a comment

Be Willing to Walk Away

Be willing to walk away, also known as “take it or leave it” is a great strategy to get the other side to agree to your deal. Of course in order for it to work, you have to be willing to walk away and cancel the entire deal.

IF you don’t want to get this direct, don’t use this strategy. If you waiver from this position, it won’t work and will most likely cause an overall negative impact on the deal you are negotiating. This works both personally and professionally. In our day to day lives sometimes we need to stand firm on our position as well as in business.

Here’s how it works:

Determine your bottom line price before entering discussions/negotiations. Once you have determined your bottom line go into the negotiation with that in mind. If it gets to the point where the other side isn’t coming to agreement with you on price or terms, put your final offer on the table and tell them “take it or leave it.” If they take it, great, the strategy worked, if they don’t great, there will be someone else who will. You don’t want to undervalue yourself and take less than your bottom line. Stick to your guns, be willing to walk away.

1 April 2013 Posted by | Negotiation | Leave a comment

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