Seven Key Elements That Make a Good Statement of Work

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Last week I wrote about knowing what you were buying or selling when you negotiate a deal.  To go a step further, this week I am going to give you seven key elements that make a good statement of work for your contracts or agreements.  They are: 1. A brief statement of why you are doing […]

Negotiating a Deal: Know what you are buying or selling.

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You need to know what you are buying or selling when you are negotiating a deal.  This is a pretty simple concept but one we often take for granted.  In the internet world, we often buy a service based on a great sales presentation that is good for that day only.  If you trust the […]

Bundling in Negotiation

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On the television show “American Pickers”  (History Channel) Frank Fritz uses bundling when negotiating with sellers.  Bundling is a simple concept that has a lot of power when used correctly.  Bundling is grouping items together and negotiating one price for the group rather than pricing each item separately.    Frank usually will bundle items when there […]

Seeding Ideas in Negotiation

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When you plant a seed in your garden you don’t expect to pick your vegetables immediately.  Similarly, you don’t expect immediate results when you plant a seed in negotiations, but you may get benefits later on. What is seeding? It is planting an idea that the other side can be thinking about it or getting […]

Why Negotiate?

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I worked with someone not long ago who did not negotiate with the buyers when she sold her company, and now she regrets it, is unhappy with the price she got for it,  and feels like she was taken advantage of.  What keeps us from asking for more?   Here are just a few of the […]

Establishing your Goal in Negotiation

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When you start preparing for negotiations, one of the critical items is to establish your goal.  A lot of people assume that your negotiation goal is to get the best price.  Usually it’s not that, but a higher objective, such as getting the best value or establishing a business relationship or becoming a preferred supplier.  […]

Channeling to Get What You Want in Negotiations

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Have you ever gone to a restaurant and the waiter tells you the specials and the meatloaf is really good?  You think “Why not, I’ll try it.”  Guess what, you have been channeled.  Channeling is a simple negotiation technique where you guide the other side to where you want to go.  You are offering choices, […]

Seven tips for negotiation preparation to selling your collectible

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Have you ever watched one of the reality shows (my favorite is Pawn Stars) and see someone make a complete fool of themselves when they go to negotiate to sell their collectible? They stand in front of the camera and declare I want $5,000 for this and I won’t take less than $2,000. After negotiating […]