NEGOTIATE LIKE “THE GAMBLER” TO WIN

Written by John Di Frances


Continued from page 1

Now forrepparttar song:

You got to know when to hold 'em: Negotiation requires that you haverepparttar 106807 patience and confidence to be still. Ifrepparttar 106808 other party precipitates a long silence, wait, that's right, just simply w-a-i-t. Let them breakrepparttar 106809 silence. If it is truly a relationship, they will. Remain steadfast, solemn, but not sullen and wait. Hold out firmly for your high priority/risk issues.

Know when to fold 'em:

Holding out for a lost cause is not only against your best interest, but it also makes you appear stubborn and foolish. Know when to give in on a point. If it is not a "walk-away" issue, then concede graciously and negotiate onward.

Know when to walk away:

Ifrepparttar 106810 deal cannot be had without violating your prior walk-away decision, then walk away, but just walk. Clearly articulate your position and reasons, then leave courteously, lettingrepparttar 106811 other party know that you mean what you say, but still leavingrepparttar 106812 door open for them to reopenrepparttar 106813 discussion after conceding to your walk-away issue (s). Never, never reevaluate your "walk-away" position while sitting atrepparttar 106814 table. I have seen this done too many times underrepparttar 106815 guise of "new information", a code phrase for "giving in". If indeed completely new facts have come to light, then takerepparttar 106816 time to recess, get away, preferably for several days or at a minimum overnight. It is too easy to convince oneself that you should alter your "walk-away" position when you seerepparttar 106817 negotiation going down in flames. Remember,repparttar 106818 whole reason for developing your "walk-away" positions well in advance ofrepparttar 106819 negotiation, was to prevent being pressured into giving up ground on these critical issues an inch at a time. This is an instance where unlessrepparttar 106820 other party reconsiders, you will be far better served strategically inrepparttar 106821 future by building a new relationship or finding another way of accomplishing your goal, despiterepparttar 106822 momentary discomfort. Facerepparttar 106823 fact today thatrepparttar 106824 relationship is no longer mutually beneficial and move on.

Know when to run:

Run? Yes run, whenrepparttar 106825 other party demonstrates bad faith or a lack of regard forrepparttar 106826 truth. No business relationship is worthrepparttar 106827 risk and inevitable pain that results from dealing with dishonorable people and organizations. After all, would you continue playing cards with someone after you learned that they were using a marked deck? Run, do not walk and do not leaverepparttar 106828 door open behind you. Let them know that you have no time or interest in doing business with those who do not understandrepparttar 106829 meaning ofrepparttar 106830 words TRUTH and INTEGRITY.

You never count your money When you're sittin' atrepparttar 106831 table Ther'll be time enough for countin' Whenrepparttar 106832 dealin's done

Never talk openly about how much you or your company will profit from repparttar 106833 deal and never, never gloat overrepparttar 106834 terms ofrepparttar 106835 agreement afterward. Both are evidences of bad taste and a severe lack of personal discretion. Also, news like that has a habit of getting around. I have seen successful negotiations sour afterrepparttar 106836 fact, because someone with loose lips later let slip an indiscreet comment, that ledrepparttar 106837 other party to believe they had been taken advantage of or mislead. Onrepparttar 106838 positive side, do celebraterepparttar 106839 outcome together withrepparttar 106840 other party atrepparttar 106841 conclusion ofrepparttar 106842 deal. Go out together to lunch, dinner or whatever. In doing so you celebraterepparttar 106843 success of everyone involved and thereby further reinforcerepparttar 106844 relationship forrepparttar 106845 future!

Although gambling and negotiating are notrepparttar 106846 same, we can learn a great deal from Kenny's straight faced poker player.



John Di Frances is the Managing Partner of DI FRANCES & ASSOCIATES, LLC founded in 1983. Phone:1-262-968-9850 Fax:1-262-968-9854 208 E Oak Crest Drive Wales, WI 53183 www.difrances.com synergy@difrances.com


Is Your Personality Killing Your Business?

Written by John Watson


Continued from page 1

Top 7 Daily Acknowledgements

#1. Acknowledge your maker. Be thankful that you have been given another day to pursue your dreams andrepparttar health and energy to do so.

#2. Acknowledge your spouse with a hug, a kiss and a "I love you." The one whom you have promised to love, honor and protect. The one who has been supportive of you in all your endeavers.

#3. Acknowledge your children with a word of encouragement that they may grow up to become strong individuals. They arerepparttar 106806 ones you have brought forth to carry on after you have completed your race.

#4. Acknowledge your neighbor with a friendly greeting and a kind word. As neighbors, we are here to watch over and protect each other that no harm may come to either.

#5. Acknowledge your employees/co-workers with a friendly greeting and words of support. They arerepparttar 106807 ones that keep your business running smoothly.

#6. Acknowledge your suppliers with a thank you for promptness when paying your bill. Without their prompt delivery of supplies your employees could not keep your business running smoothly.

#7. And last, but certainly not least, acknowledge your customers with a friendly greeting and a big "Thank you." They arerepparttar 106808 ones that pay your bills and without them you would not needrepparttar 106809 employees or suppliers.

Courtesy and friendliness seem to berepparttar 106810 lubricant that makesrepparttar 106811 cogs of society turn smoothly.

John Watson is editor of The Common Sense - Country Ramblings Newsletter which you may read and subscribe to online at: http://mysiteinc.com/commonsense or subscribe by email at: commonsense-request@listhost.net with subscribe in message body. You may contact John direct at: jjwwatson@digitex.net


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