Business Sales, Negotiation

Make them feel important! Because they are!

July 26, 2016
A very powerful gift!

Who’s the most important person in a negotiation?   You?   Nope….if you feel that way, and they perceive you do not value their position or them as a person, you will most likely lose or not get the sale. You must make them feel important, and you need to believe that they are.     But this is probably another 90/10 rule, as it is much more powerful for your subject/opponent/potential customer to feel important.  You believing it is probably less crucial, especially if you are a good actor. A VP of sales I used to work with was nick named Rambo, because he never lost the deal.     He slayed meetings and I couldn’t figure out why.   Our corporate psychologist (longer story) clued me in.   He said to me “he’s like Eddie Haskel, over complimenting his potential customers”. Once I was wise to his ways,…

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Negotiation

Mean ego? Feed it!

July 4, 2016
Mean ego walks into a room? Feed it!

It happens. You step into the negotiation room and the beast emerges from the opposition. Immediately taking an fighting stance, launching into attacks on your position, and aggressively looking to change your mind through his assault, and overall just an ornery figure. Don’t buy it, don’t give an inch, just listen and understand what you are dealing with…. A mean ego. And yes, they absolutely can be defeated, often times easily. How you might ask? Mean egos are hungry and you need to feed it! Hungry for recognition, praise, acknowledgement and ability to be right. Therefore all you need to do is give it some nourishment it seeks. Like a hungry and crying baby, the mean ego once fed, is a smiling pleasure to be with! Similarly mean ego can turn into a mush and become a huge asset in a deal. Once upon a time we were selling a…

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Nonprofit Work

Ten reasons why feeding homeless people on the street is the wrong approach

November 11, 2014
Feeding people in need indoors is the right way to go.

Ten reasons why feeding homeless people on the street is the wrong approach: It’s our community and we all share our space – We have zoning laws, code enforcement, and city planning for a reason. Some spaces are best for certain activities. The beach, downtown, and other places are not conducive for feeding the homeless. When we eat, nature calls – Feeding people then not having a clean and convenient place for them to use bathroom facilities will lead to impromptu use of public space as a toilet. People attending a meal should sanitize before eating. Your mother taught you better…wash your hands before you eat. Food handlers should be trained an properly dressed – Gloves, hats, hairnets, long sleeve coats and pants, closed shoes, and many other OSHA and health department regulations that professional soup kitchens can provide.   You can’t do this on the street.   And yes, it matters. Food…

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Negotiation, Nonprofit Work

Negotiating Hunger

November 6, 2014
Arnold Abbott, the 90-year-old man who heads Love Thy Neighbor, along with other volunteers, helps feed homeless people in Fort Lauderdale, Fla., on Wednesday, Nov 5. 2014. (Michael Clary/Sun Sentinel/MCT) ORG XMIT: 1159674

The headlines are hard to believe.  90 Year Old Man Cited for Feeding The Homeless.     Sounds crazy right?  Who would threaten to arrest someone for helping people who are hungry?  Very frustrated people trying to run a community. Well, here’s my take on the story. I know Arnold Abbott.    I met him when I was chairman of Lifenet4Familes www.lifenet4familes.org  and he used our kitchen and facility to operate his charity Love Thy Neighbor  http://lovethyneighbor.org  He since moved on and operates elsewhere.    Arnold actually was at my first Pasta Dinner www.andyspastadinner.com and really saved the day as he help me get acquainted with the new commercial equipment we had at the our new kitchen. Here is a picture of that day (he even let me wear his coat)   I consider Arnold a true advocate for the hungry.    We share our passion for making sure people who…

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Uncategorized

Top ten and a half ways to get better grades without studying harder.

August 20, 2014
safecollege03

  Be a student. Get it in your head! Realize you’re at college to go to school (sounds dumb, but some of us thought we were there for different reasons). Treat it like a 9-5 job. Up in the morning, go to school all day, between classes hang at the library instead of your dorm.   Only go home after dinner. 8 hours of class and studying, you’ll have plenty of time for fun afterwards. Dress like a student- It’s way to easy to dress like a slob. And it’s even easier to give the loser looking student in the class (yeah the one in sweats and bed head hair) a lower grade. If you don’t think looks matter with grades, you are sorely mistaken. Professors are humans and they behave like the rest of consumers. The nice packaging wins. Also, first impressions are huge.   At least dress smart the first…

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Negotiation

Authority Tactics

August 18, 2014
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In negotiations there are three distinct authority tactic circumstances. No authority, limited authority and full authority. Each comes with assets and liabilities in the negotiation process. No Authority If you have no authority to negotiate you may have a great advantage. Say your a salesperson at a company and you are selling something to a potential client. Once you present the value proposition and it is turned down, and if you have no authority to adjust it, you have the ability to probe and ask “what would it take for the proposal/price to be acceptable”. Having no authority to change the proposal is an advantage in there is no pressure to be swayed by the prospective client. “Passing the buck”, “being the good cop”, “blaming a third party” are tools of this circumstance that can be used expertly. Limited Authority Just as it is defined, as a manager or person…

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Negotiation

Escalation or the Haircut – often a negotiation dirty play

July 24, 2014
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Often times in a negotiation the leverage changes from one party to another. Think about in business sales or buying a car, once the buyer tips their hand that they have chosen a certain deal, the sell side can sometimes be emboldened into applying what I feel is a dirty trick. Escalation. What ever the excuse is, the seller (in this case) would raise the price or terms even though the deal had been agreed to. They often use an authority tactic, think about the car salesperson that goes back to the “managers office” and comes back with a slightly elevated monthly payment. Full of apologies that the deal they thought they could offer was expired, or misstated. We also see the haircut tactic employed by the buy side. Imagine a buyer of a business under a contract that has a due diligence period contingency. The buyer then spends a…

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Uncategorized

Move Cagnetta! The motivational speaker’s myth!

July 8, 2014
Move it!

The Myth – You can give 110% or work hard all the time and motivational speakers can help you get there!  Far from the truth…we are all human and we need to work within those parameters.   It’s about maximizing our “up” time.  Move Cagnetta!  I say it every morning to get out of bed. My wife laughs and sometime preempts the statement herself. The fact is, I don’t want to get out of bed, work out, shower, put on a suit, and go to work. I’m tired, would rather relax and take the day off and stay in bed. But I don’t! Why? Because, I believe that success and getting what you want in life can happen with an incrementally small amount of extra hard effort performed strategically, when you can, and at the appropriate moment. I know what you’re thinking…. What does he mean by that???? Simply, work really hard when…

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Business Sales

Business value can be wiped out or exponentially surge suddenly through ongoing business risk

July 7, 2014
Understand value is ever changing

Timing is everything they say, and watching a businesses value change wildly in a short period of time can either be an opportunity or crushing to a seller or buyer.     Most often I see the latter, a seller who holds on too long to lose a majority of their market value,  or worse, become unable to run the business and lose everything. Two cases that make me lose sleep. A large manufacturer of metal products receives a 5.5 million dollar all cash offer.  The family also owns the real estate and eventually cannot come to terms on the lease rate.    They wind up passing on the offer due to the lease stalemate.   Shortly thereafter, the economic forces and resulting demand changes for this product. The company loses revenues and most of its profits.   Meanwhile the family has issues that continue till today, but the company is now not saleable at…

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Negotiation

The squeaky wheel…often gets its grease!

June 17, 2014
original

I hate to admit it.   But the idiom “the squeaky wheel gets the grease” is true in negotiations.      I have seen it work over and over again in practice.  It is a form of “the flinch”, as it creates discomfort in the opponent thereby winning the negotiation through pure intimidation, threat, or inflicting emotional or actual pain (think ear pain…someone being loud, no violence please). As I watch negotiation tactics in practice, this one often works well.    Case in point.   I was in Macy’s once and someone was at the checkout creating a fuss…let me rephrase…this person was shouting like she was going to burn down the place.     Security, managers, and the sales associate surrounded her and through some terse, but very quick negotiations, she got what she wanted. Now, it doesn’t have to be at that level.    Squeaky wheeling can be done…

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