 BUSINESS AND GOVERNMENT COLUMNISTS |
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EDWINA FRAZIER AND ADELE FOSTER
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SISTERS IN BUSINESS, THE POWER OF NEGOTIATION!, WEEK OF JULY 29-AUGUST 4, 2010
by ADELE FOSTER AND EDWINA FRAZIER
The Wilmington Journal
Originally posted 7/28/2010
Do you remember the first time you bought a car? Were you young with no credit and little money? Were you older with bad credit and no money? Either way, you didn't boldly approach the salesman with a deal. You probably had more of a crossed-fingered; I hope they do business with me strategy. Negotiation was the furthest thing from your mind. You simply wanted them to sell you a car.
As an entrepreneur do you adopt the same demeanor when it comes to doing business with your vendors, landlord and/or clients? Are you so happy that they are willing to do business with you that you fail to negotiate terms that will be beneficial to you as well as to the other party? For some entrepreneurs, it comes as a complete surprise to learn that they can negotiate. According to Irene Zucker, president of VerbaCom Executive Development, If you don't know how or if you're shy about negotiating, you're missing out on opportunities to save money and collaborate on resources that could very well elevate your business to the next level. SIB had a delightful interview with Irene Zucker.
Her Dallas, TX based company specializes in public speaking, leadership and negotiations training. This dynamically engaging businesswoman shared with us her passion for teaching others the skills needed to deliver information through the art of communication. ''How do I help you succeed?'' Should be the question you're asking says Irene. ''This leads to a mutual discussion that should ultimately conclude with both parties getting what they need and want'' Irene shared with us with three powerful tips on negotiating:
• Every entrepreneur should know that they can negotiate. Has your landlord been talking about raising the rent or have vendors hinted at future price increases? Instead of biting the bullet, prepare to negotiate! Successful negotiation begins with Conversation! The right kind of conversation gets to the heart of the matter. What's important to them? What's important to you? How can we make this a win-win situation? The ability to determine what's truly important to you and your counterpart strengthens your bargaining position.
• Successful negotiating is not rigid. To arrive at a workable solution it's important to appropriately apply creativity, flexibility, timing and dialog!
• The savvy negotiator maps out a range of possible outcomes and learns the value of collaborative bargaining to maximize results even when dealing with tough negotiators. Again, all of this starts with a heart to really want to provide for the other person what they need, not just pushing for what you want.
SIB whole-heartedly agrees that learning how to successfully negotiate may well be the missing link you've been looking for. Still not sure where to begin?
Call VerbaCom and set up a 1 hour telephone consultation. SIB was very impressed with the level of expertise, quality of service and the personal touch VerbaCom gives to their clients. You will too. Their contact info is Toll Free: 888-815-6778 or check them out on the web - WWW.VerbaCom. com.
Sisters In Business is a non-profit organization. Adele Foster and Edwina Frazier are Entrepreneurial Development Consultants. In addition to their weekly column, they also facilitate self-employment and professional development seminars and provide business coaching.
Adele Foster foster4119@yahoo.com
Edwina Frazier 3835@yahoo.com
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