Sharpen Your Negotiating Skills

When you think about it, life is a series of negotiations. The American Heritage Dictionary defines negotiate as conferring with another or others in order to come to terms or reach an agreement. You negotiate with others far more often than you may realize–negotiations that include interactions with family and friends, getting the best deal on a consumer purchase, and a wide variety of business activities.

Though effective negotiating does come more easily to some than others, it’s a skill that anyone can learn and everyone should. Though the consumer culture in the United States doesn’t leave much room for negotiation–you’re not, for example, likely to be able to dicker over price in a major department store–there are still plenty of opportunities for negotiating. The clerk at Bloomingdale’s might not have the authority to give you a discount, but the owner of a small store certainly could. And if you’re in business, you’ll find yourself negotiating on a wide range of issues on a daily basis, from prices and terms with vendors to salary and benefit packages with employees.

Fundamentals of negotiating

There are three fundamental components of negotiating: listening, obtaining information, and overcoming objections, and they occur simultaneously. To be a good negotiator, you don’t need to be pushy or overbearing, you don’t need to be the loudest or most forceful speaker, and most importantly, you don’t need to be offensive. Successful negotiations come from understanding these three components and using them in a way that results in a win-win transaction.

Good listeners place as much or more emphasis on what others are saying than on what they themselves are saying or planning to say. You can develop your own listening skills by changing your attitude from one that is self-centered to one that focuses on the other person. When you are truly focused on what the person you are negotiating with has to say, the information gathering process is enhanced. And that brings us to the second component of negotiating: obtaining information.

In order to propose an acceptable agreement, you need to understand what both parties need. You already know, of course, what will work for you; asking good questions and then listening carefully to the answers is a very direct and quite effective way to find out what will work for the other person.

Finally, as you negotiate, you will have to overcome objections. Many people fear objections, but a good negotiator welcomes them. Why? Because what is often perceived as an obstacle is really just a request for more information. When people seek more information, it usually means they are looking for reasons or ways to make the deal work.

Objections typically come in the form of questions but may be statements. If possible, find out what’s behind the objection before you respond to it. You may discover that it’s not really an objection at all.

Good negotiators are not adversarial or challenging. They listen, gather data, and address concerns, then offer a proposal that will work for all parties. Develop and refine your negotiating skills and you’ll find that every aspect of your life will become much smoother and more rewarding.

How to Price Your Product for Retailers

Millions of inventors and entrepreneurs set out every year with good ideas and great products, but what separates the many from the few is executing the fundamentals. One of these basic tenants that many businesses struggle with is setting the right price on your product and achieving the delicate balance between making a profit and keeping merchandise competitive.

There are many factors that go into pricing your product. Many companies will over-estimate or under-estimate how much a retailer is willing to pay for a quality product, as well as what the end-consumer will pay.

Here are a few key tips to competitively pricing your product to retailers:

1. Know your target consumer – Who are you selling to and why would they want your product? Take your time to do thorough market research before deciding the value of your product. Many companies will hire outside companies to help in this crucial step.

2. Know all your costs – This includes expenses like your sales and marketing team, cost of labor and materials, salary expenses, as well as your company’s future growth plans, your expected profit margin, and a realistic revenue goal.

3. Know your competition -Making a head-to-head comparison between your competition’s prices and costs can be very helpful when determining how to price your product. You can bet that any retailer you are selling to will check out your competition to gauge your prices.

4. Know your market – Are there new laws being considered that may affect your business? Or maybe the price of your materials has been on the rise? Consider the future stability of your market when making price decisions.

Everyone wants to sell to big-box retailers like Wal-Mart and Best Buy, but don’t forget that bigger retailers might mean a higher sales volume, but don’t expect to make a high profit off of them. Smaller retailers, on the other hand, will accept higher prices, but offer small sales revenue. Knowing who you are selling to is key to setting the right price for your products.

Lastly, after you set the right price, don’t forget to continuously monitor your prices after you get into stores. Keep an eye on the market, your competitors and the profit of your products. Be ready to shift the price of your product when it is necessary.

Striking the right balance between earning a profit and remaining competitive can be difficult, but with the right tools and know-how the task can become a little less daunting and help set your business up for success.

3 Tips For CIOs To Become Better Negotiators

It’s interesting to realize just how important the skill of negotiating is to CIOs. Sure, we all know about the importance of information technology, but when you think about it, we spend a great deal of our time negotiating no matter if it is with vendors, other departments, or even members of our IT team. Since we do so much of this, we should always be looking for ways to get better at it…

3 Ways To Become A Better Negotiators

First off, when we dive into a negotiation be it with a vendor or with someone who works for our firm, all too often we just start things off with a vague idea about what we’d like to accomplish. We know that we need to create a deal, but we’re not 100% what that deal is going to look like. However, we believe that we’ll recognize it when we see it.

What this mean to you as the person with the CIO job is that before your next negotiation starts, you really need to do some homework. By taking the time to prepare for a negotiation, you’ll have an advantage over the person that you’ll be negotiating with. Doing your homework can be as simple as coming up with a plan for what you want to propose to the other side. When you do this, the next step is for you to highlight the key details in your plan that you want to make sure that are part of the deal that you reach.

When we are negotiating with someone, all too often it can be easy to assume that they have more power than they really do. They may represent a big company or a powerful internal department. We need to take a step back and realize that they are just a peer – no more, and no less. If you can see them as someone just like you, it can remove a great deal of the intimidation that they may be presenting to you and you can focus on getting what you want from them.

Finally, don’t worry if what you are asking for has never been done before. Hey, there always has to be a first time, right? Make your case and explain to the other side how things will work. If they still seem nervous about agreeing to a deal, you can create checkpoints that will allow them to determine if the deal is being implemented in the way that they agreed to.

What All Of This Means For You

At the heart of what it means to be in the CIO position is the ability to communicate well. One form of communication that we all need to take the time to master is that of negotiation. Since we negotiate so often and with so many different types of people we need to get better at doing this.

There are three ways that we can become better negotiators. The first is to make sure that we always show up prepared to negotiate – we need to do our homework. Make sure that you see the person that you’ll be negotiating with as a peer – they do not have any special powers. Finally, just because something has never been done before does not mean that it can’t be done now.

As a CIO, you never seem to have enough time to get everything done. When you are trying to decide where to spend your time, learning to become a better negotiator is one thing that will be on your plate. Among all of the other things that you have to do, this is a good way to spend your time. Time spent becoming a better negotiator is time well invested.

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