Dead-End Negotiations Aren’t Useless

Are you aware of when you’re headed for a dead-end in a negotiation? If you recognize the signs that could lead to a dead-end early in a negotiation, you can save lots of time, energy, and headaches, by knowing when to exit and knowing how long to stay engaged to reap the benefits. Don’t consider ending the negotiation, just because it could be headed for a dead-end. You can still learn something from the negotiation.

Dead-end negotiations can be very frustrating, if you’re not aware of where a negotiation is headed before it hits a dead-end. To maximize benefits from a dead-end negotiation observe the following:

Before the negotiation:

• As with every negotiation, set your goals for the negotiation in the planning stage. Create a strategy addressing the possibility of not reaching a successful outcome. As part of the strategy, determine what benefits you can receive by engaging in the negotiation, even though you know it may meet an untimely demise. Prioritize the benefits, so you’ll have a ready-made ‘hit list’, when it’s time to maneuver out of the negotiation.

During the negotiation:

• During the negotiation, as soon as you sense you’re headed for a dead-end, at that point determine what is salvageable and beneficial to you. Take note of what might entice the other negotiator to concede items you can take from the negotiation.

• Try to comprehend why the other negotiator is not engaging in the negotiation in earnest. Based on your assessment, you’ll gain insight into how much time and effort you may wish to invest.

• Heighten your awareness of the possibility that a negotiation is headed for a dead-end, when more of a negotiation’s discussion revolves around conversations not related to the matter at hand. The more prolonged the non-pertinent discussion strays from the purpose of the negotiation, the greater the possibility the negotiation outcome will not meet your expectations. (Note: Be aware, in some cultures, it’s customary to have an extended exchange of personal information and interaction before starting the ‘real’ negotiation. While such endeavors can be time consuming, the getting to know you process is essential in adding to a more sincere exchange of information.)

After the negotiation:

• Seek insight as to what the real intent of the other negotiator’s efforts were for the negotiation. Ask yourself, what purpose was served by drawing you deeper into a negotiation that was either intended, or trended towards a dead-end. Consider what the other negotiator may have learned about your negotiation style and can use against you in the future. Assess what you learned about him, too.

When you’re negotiating and you realize your efforts are not going to bear fruit, you can still benefit from the exchange that occurs in the negotiation. Even though you will have exposed how you might react to a certain stimulus in a negotiation, hopefully, you will have gained insight that you can use, too. Try not to expose more of your demeanor than the benefits you get… and everything will be right with the world.

Remember, you’re always negotiating.

The Negotiation Tips Are…

• In any negotiation, attempt to control as much of the process as possible. To the degree you control the negotiation process, you’ll be better positioned to thwart efforts created to draw you into dead-ends.

• Be aware of when a negotiation may be headed for a dead-end. If you decide to remain engaged, determine what you wish to receive for your efforts (i.e. insight into how the person negotiates, strategies/tactics used, etc.). Get what you can, and then disengage.

• When confronted by the potential of a dead-end negotiation, be cautious of the amount of time you invest. Also be mindful of the mindset you maintain, once you sense a dead-end. Don’t let your mental guard down and be dragged into an unwanted position.

How to find a good IT solutions provider

An IT solution provider is a company that provides businesses with technology-related solutions. This can include anything from providing a new computer system to helping you set up and manage your website, to being a network solution provider or even a virtualization solution provider.

When looking for a good IT solutions provider, there are several things you should keep in mind:

First, ask around for recommendations. See if any of your business contacts have used an IT solutions provider in the past and what they thought of them. If you know someone who has had a good experience with a particular provider, that is a good sign.
Second, do some research online. Check out the providers’ websites and see what services they offer. Read reviews from other customers to get an idea of what the company is like to work with.
Finally, set up a meeting with a few different providers to discuss your needs. This will give you a chance to ask questions and see if the provider is a good fit for your business.

Choosing the right IT solutions provider can be tricky, but if you keep these things in mind, you are sure to find one that is perfect for your business.

Different services offered by these companies include:

Network design and security.
Data backup and disaster recovery.
Server virtualization.
Cloud services.
Email and messaging solutions.
Unified communications.
Collaboration tools.
CRM systems.

IT Solutions providers can help your business in a lot of ways, so it is important to do your research before choosing one. Make sure to ask questions and see if the provider is a good fit for your needs. With the right IT solutions provider, your business will be able to grow and succeed!

4 Deadly Sins of Sales Negotiations – Hope and 3 Others

We all hear so much about the smooth Donald Trumps of the world that we can fall in to the belief that everyone shows up for a sales negotiation better prepared than we are. Nothing could be further from the truth. In fact, there are four common sales negotiation mistakes that even really smart people make all the time. Are you making any of them?

The 4 Deadly Sins Of Sales Negotiations

It turns out that the reason that so many sales negotiations turn out poorly for negotiators is because they enter into the negotiations with the wrong state of mind. Instead of preparing for the negotiation, they go in with a “let’s hope for the best” type of mindset. How can they possibly hope to do well?

Sales negotiators who have this type of mind set more often than not don’t do well during a negotiation. They fall prey to the four deadly sins of sales negotiations:

  1. No plan
  2. Bad agreements
  3. Poor reading skills
  4. No follow up

Your Plan Is That You Have No Plan!

While I worked for Siemens, there was a large French-Canadian director who would occasionally explode in strategy meetings and shout at people that “Your Plan Is That You Have No Plan!” In a sales negotiation, this is often the case when people enter into the negotiation without a plan.

Instead of a plan, they have hope. Hope that things will go well. That they won’t make too many mistakes. That the other side will make mistakes. A sales negotiation is a journey, not a destination. You need to have a plan (concessions, demands, questions, schedules, etc.) for how you are going to get to where you want to go.

Agreement Without Clarity

During everyday conversations with friends and coworkers, we all have a tendency to agree to things that we may not have a full understanding of. This is a polite way of keeping the conversation going even when we may not fully grasp what they are saying – we figure that we can pick it up later on.

This same type of behavior during a sales negotiation can be disastrous. If you don’t take the time to fully understand what you are agreeing to, you may find yourself quickly in a bad situation. Call for a break, take a time out, or ask the other side of the table to better explain something before you agree to it.

Doing A Poor Job Of Reading

Looking the other side in the eye and signing a contract with a big flourish sure can make a strong impression – that you don’t have any idea what you are really signing. I learned a long time ago that he who takes the notes, ultimately controls how a meeting turns out. The same goes for sales negotiations – it really doesn’t matter what you THINK you’ve agreed to, it’s the words that make it onto the paper that really matter. Take the time to read them!

Follow Up, Follow Up, Follow Up!

It’s too easy to think that a sales negotiation is over and done with once the last paper has been signed and the handshakes have been exchanged. However, both sides of the table have a responsibility to follow up and make sure that the agreement is being executed by both sides. Not only is this a critical part of doing business, it can have a big impact on any future negotiations between the two sides.

Final Thoughts

A long time ago I took a scuba diving class. One of the key lessons that they taught in that class was the simple phrase “Plan your dive, dive your plan.” The same thing can be said about sales negotiations: you need to have a plan and you need to follow it if you want to have any chance of being successful.

We now know what can happen if you don’t have a plan: you’ll end up skipping over important steps like agreeing to things that aren’t clear, not reading things that you are signing, and not following up after the deal is done. Remembering to plan your negotiations ahead of time and avoiding the 4 deadly sins of sales negotiations will allow you to close better deals and close them quicker.