Meeting – Planning efficiency of

any trial of the planning phase is probably the most important. Too often, we go to the ill-prepared and end up giving concessions that will reduce the overall profitability of the final agreement. The importance of planning, a very clear picture before the talks that

o What are your goals?

o What does the other side want to achieve?

o What information affects the final outcome of the trial?

o what concessions can be manufactured?

o How will I achieve my goals?

o What other people to play a part in the trial?

Generally, the more time is spent planning and preparing for the hearing, the end result
is preferable.

Objective: before

conclusion of trial, you need to have a clear idea of ​​the goals
and try to figure out the other side. Ask yourself the following questions:

o is exactly what I want to achieve in the negotiations?

o Which points

– I need to accomplish?

– you want to achieve?

– Did I want to achieve?

o What options or alternatives would be acceptable to me?

o What are the other side. The objectives?

o How do you see the other side of the trial?


often said that information is power. In any case, negotiations will be four types of information that are important for the end result.

o What information should the other side as well?

o What information must be that the other side is not?

o What data is needed, before negotiating with the other side?

o What information does the other side is needed before negotiate with me?

This may be particularly important when discussing who concentrate
price issues.

o What other things are important to people?

o What is her pressure him to conclude the deal?

o How well the company is doing at this moment?

o How important is that she is engaged to my company? etc.

The early stages of the negotiations is to find out more info on both sides speak of a certain business or alternatives identified
before. For example, if you find out
on the other side there is a time limit that only the company can meet, you get
the opportunity to negotiate favorable prices. If you know that the other side
recently expanded its production capacity, it is possible to negotiate
favorable terms in exchange for a commitment to buy certain volumes agreed

sacrificed as part of the preparation time for the ad, what you already know, and
what they need to know, you give yourself a better chance to negotiate well
company & # 39; s behalf.


The trial process of bargaining, which is agreed between the two
or more parties. This is the conclusion of a rare bargaining agreement immediately or
each side of the same objectives. More often than not, arrangements
to be worked out if concessions given and received, and this is the area where
the profitability of the final decision.

When preparations for negotiations, it is advisable to write down a realistic assessment of
how we perceive the final result. Get to know the limits of the authority of
negotiations, and decide what you are willing and able to admit that
reach an agreement that satisfies all parties.

Concessions have two elements; cost and value. It is possible in the negotiations of
recognize issues that there is little cost to you, but great value to the other side. This
do the best kind of concession. Avoid, however, give up the question of
high cost to you, regardless of their value to the other side.

When preparing for negotiations, ask yourself following questions:

o What is the best deal I could realistically be achieved in this trial?

o What is the expected outcome of the trial?

o We extended the authority?

o Which point I act?

o What concessions are available to me?

o What is the cost of each concession, and what value does the individual need for both sides?


Planning Strategy is important for negotiations. Once you know your goals,
you have to work, how will you reach them. It is also useful to try
see the trial of the other side and try to figure out what the strategy
should be.

During the negotiations, it will be possible to different tactics and
decision must be made as to which of them feel comfortable and at the same time recognize the tactics used by the other side. Ask yourself the following questions:

o How will I achieve the goals of the trial?

o What is the strategy likely to be on the other side?

o What tactics should I use the trial?

o What tactics are likely to use the other side?

and finally – Tasks:

If you go into negotiations with a colleague or colleagues, you need to decide when
The preparation phase

o What role each team member will take the negotiations?

o How do they work together most effectively?


Some teams called team leaders, note takers, observers and
professionals, each performing its own clearly defined roles and authority.
Having a clear understanding of the roles of the trial will be that the team
approach is more effective.

Copyright © 2007 Jonathan Farrington. All rights reserved

Source by Jonathan Farrington

TRID Policy and hard money lenders

Here, the hard money lenders …

TRID regulations are going to have a mixed impact on the investor.


Tila-ReSPA the Integrated Disclosure Rule, also known as the "know before you owe" control, perfect for consumers, but unfortunately a bit cumbersome for you. Hopefully, it is successful enough to deal an enviable credit every year, but the new government / consumer protection regulations require that all hard money lender (or private money lender for that matter) who arranges for five or more credit you must provide a year all facets of commercial and residential transactions in their forms. And these are the bills that are transparent and thorough as possible. In other words, the end result is (or rather should be) a real estate business, which deals with the purity of the client, and – at least until you get used to this – much more work for you.

now, …

as you probably know, is still small documents, such as the Note and the Trust deed of private creditors needed. Other forms varied, but generally include some form of a promise by the borrower (usually included in the bill of exchange); proof of financial statements, such as tax returns and proof of income (but certainly not as intense as that required for conventional lending institutions); and a guarantee that the property was worth investors, while finance. It was somewhat like a business. The proof of evidence lay largely due to the borrower; He tried to convince the lender to invest in the property.

Things have changed …

Since October 1, 2015, all residential real estate transactions requires that the lender will outline the shenanigans that customer. If a hard money lender, you may be able to send the customer has two new forms: a credit estimate and the final Disclosure (final loan terms and conditions statement closing costs). The client should receive these forms within a certain time, and you and the client just signed a loan if the client understands and is pleased with the calculations of repayment, which include interest on the loan value for money, and all the terms involved and schedules.

Details of the new documents

use the loan Estimate form to summarize the simple language of good faith Estimate (GFE) and the truth explains the lending Disclosure stages of the customer and this the most important characteristics of the loan, the costs and risks.

Disclosure form of the final report of the Truth-In-Lending final statement and the HUD-1 settlement, and again in language that facilitates the customer to understand. This will give him a detailed account of the transaction, including the proposed monthly payments, fees, balloon payments, interest and other costs.

Closing Disclosure You are responsible for the preparation (although you can pick up the settlement agent to do this if you want, as long as it satisfies the requirements of the final rule Closing Disclosure). What is this new form contains some additional information that may be required in the Dodd-Frank Act, as well as a detailed account of the settlement transaction.

Timeline of this form

TRID insists that the customer receives a credit estimated at least within three days for a loan – which means at least three working days after the receipt of the personal information, such as details of income, social security, property address and the amount of loan required. Three days before, and the client sign a loan, the customer must be received by the closing Disclosure giving him the last details. This gives it time to look at and examine aspects of the loan – or asking if there is one. They were

Hard money loans are known, speed. This was one of the attractions. It may be impatient to retain this reputation, because a lot of the business depends on it. With this new TRID obstruction, experts advise to practice patience. Prepare for anywhere from a 14-day waiting (and possibly more) before the credit can legally go to closing. Sometimes, you or the client wants deli, void, or start the process over again. This would be the case if you or a customer decides to place significant changes in credit conditions. Examples would be an increase in April, more than 1/8 percent fixed-rate or adjustable loans 1/4 percent; prepayment penalties or changes to the credit product. Either they are causing re-start the three-day transitional period.

The stipulation that affects the bottom line.

TRID also insists that the only fee you can impose the client's consumer credit report to obtain a reasonable amount, as long as the customer has received and reviewed both forms, and agreed to continue. A small clause, but it affects you had asked for such money in the past.

How to prepare for the new policy?

Creditors are advised to prepare customers for the changes. Both you and the client initially experience confusion and delay, documents and processes (especially because you're used to, and like usual rapid process of private money lending). It may be worth hiring a help to help. Lenders say that the new deadlines in mind when drawing up contracts, coordinate closings with caution and avoid the last-minute changes. Lenders should also encourage the client to thoroughly review the document and disclose all aspects. Our advice is to explain the situation to the customer.

Pros and cons of TRID

On the one hand, you are going to longer deadlines and delayed closing date because of the volume and the first few weeks of the initial work needed steeper learning curve to master them. But over time, the process is likely to become more routine and easier.

On the other hand, TRID benefit you, too. This new loan documentation may result in a stronger relationship with the client. will depend on to explain the new forms and trust you more than to see that the "advance consumer protection policies, and to clarify the necessary data.

In short …

the new TRID control uncomfortable and annoying hard money lenders . the fact that they come up with the process and thus the business more do not like. They can ruin the business that the customer does not agree argument. But TRID can benefit you, because rightly or wrongly, hard money loans is a certain stigma that intimidates borrowers. for all you know, the TRID can be a blessing.

Source by Yanni A Raz

The First Time Buyer Business – A Leverage Buyout

Business customers come in all sizes and shapes. There could be corporate customers, individual customers, partner of the customers, management and customers most often first time buyers. First, customers usually do not know what the business did not earn, how to go in the process of finding, evaluating, negotiating and closing a purchase deal.

Assuming that the buyer knows himself and knows what he is looking for career and salary, effective determination of the type of business should be to target a quick decision. But it is not as simple as picking up a showcase, a gas station or a restaurant. True entrepreneurs that can handle the long days and constant micro-management may be suitable for the smallest of small businesses to buy.

But a significant segment of business customers do not see themselves running the local main street businesses. I'm not sure when I started buying businesses. So what we are looking for a business?

The next level of Main Street that I was a "real" business and that enough staff and sales that take care of itself should any employee leaves, or otherwise unavailable. In fact, the business can "run itself" without the owner is involved? If the answer is yes, then this is not only a real business, but can be classified by other means, such as investment or away on business, or even a leveraged buyout or LBO is my favorite term.

An LBO is simply based on any financing a buyout basis using the strength of the balance sheet and the device. It includes a form of financing, or more, and the use of the creditors, investors and the seller. This makes a lot of high street providers and enterprises, a category because they do not have the strength of their balance sheets. But if a business can be purchased using LBO structure, then that in itself it qualifies the company as a viable candidate for most small business customers to consider. It may indeed be easier for the business buyer to complete and LBO is a bit bigger company than trying to scrape up the money without any entitlement to a smaller financing.

to some real-world example of this framework, it is a reasonable range of sales and profit typical LBO candidate to be one level up the main street, but well below the radar of larger customers and private equity. This range may be the $ 2 million-plus in sales and profits in the $ 250,000 plus range, which is arguably a minimum size of leveraged buyouts.

This is the lowest range includes the largest universe of companies to buy the business without dipping into the size that is too small for the buyer to breathe, or too weak to be funded. The ideal candidate will have enough assets retained LBO business is about to cover the purchase of an advance. This is where the buyer will be able to do business the right size. However, there is no magic deal size, sales and even lower than $ 1.0 million or less can generate significant cash flow and high salaries for most buyers.

The other end of the spectrum, companies more than $ 1.0 million if the profit is usually out of the reach of first time buyer, since the business is likely to require a lot of capital. However, there is at the lower end of a sweet spot when it comes to small customers some quick math and determine that the required capital in the business will not break the budget.

As first time buyers to go through a buyout or two can easily change the size of the business. They are well aware that the next level and be able to build larger buyouts were a significant amount of capital to complete the deal later.

Source by Rockwell Marsh

What are the four types of negotiation results?

negotiation results in the kind of results that can happen at the end of a trial. At the end of each negotiation is one of the four possible outcomes: one party wins and the other loses, both parties lose, you get stuck in a stalemate, or both end wins. Obviously, the goal for a cooperative negotiations both parties to go their own needs met. Learn about the four different negotiating results and the goal to aim for mutually beneficial results.


This type of outcome, ego come into play which may jeopardize the negotiation process. Both sides dig their positions, and are not willing to compromise with each other. In the end, both sides end up losing business. Anger is between the two parties as a result of the outcome, and it is unlikely to ever negotiate with each other again.


The union rejects contract offer and goes on strike until demands are met. The company refused to note that this type of intimidation technique and position is not budging. In the end, the strikers go back and increase the loss of income and the company loses a large amount of revenue and the consumer loses because the company must raise prices to pay for the losses without work.


this type of result, one side wins and the other side loses. No Compromise on a win-lose outcome. It takes all battle with one side getting one side to satisfy every need, and the other side gets almost nothing. While the side that wins is very happy about the result; the losing side of a high level of anger over the deal because they do not have their needs met. This is usually the end of that future negotiations and the termination of employment.


a street brawl in the final to win-lose negotiation. On one side wins and physical violence on the losing side has no choice but to submit to defeat.

The civil court battle win-lose. A judge or jury decides winner and loser of the available evidence. One side wins punitive or compensation and the other side losing money.


This type of outcome, neither side wins or loses, then a long negotiating session, both sides in the exact same place that they started in. This is a result of not being able to handle only the interests and positions. Stalemates happen when both sides aggressively defend their positions, and neither side able to make the other side budge.


You go to buy a car and the salesman quotes you a price that is too high. Are you willing to budge on price and the seller is not willing to budge on his quote. Then you walk out of the dealership and go find another one to deal with, and the seller is moving to the next customer.


This is the type of results that are trying to achieve when street negotiate. These types of results, leaving both parties' interests and needs. Both sides leave the negotiating table satisfied because they came out of the talks more than they started with. The relationships are preserved because both parties cooperated with each other in determining a just solution to the problem. This result confirms the confidence of future negotiations between the two parties because they have established a positive relationship.


The hostage taker agrees with the police negotiator to surrender and release the hostages. In return, the negotiator agrees that the SWAT team will not bust through the door and kill the hostage taker. In this example, the hostage taker gets taken care of survival needs, and meeting the needs of end to receive a potentially deadly confrontation without bloodshed satisfied.


The four possible outcomes of a trial are: lose-lose, win lose, stalemate, and win-win.

Set a goal that is a win-win outcome for all negotiations. A win-win outcome where both negotiating parties walk away with having both of their needs are met.

Source by Tristan Loo

Reclaimed Lumber Sales

My business partner and I decided to invest in a project that provides cash flow, profitability, and ultimately a means to an end. We decided to purchase a 115-year-old bourbon barn, disassemble it and sell the material being demolished. There was no previous experience in rescue, demolition or the timber industry. Its purpose is to share our experiences. Hopefully the reader to learn the (incorrectly) adventures. The article is organized into sections on business models, sales and marketing, and operations. Also included in the history of the barn.

business model – 6 insight

1. There is no professional association or certified agents recovered lumber market. In general, the reclaimed wood industry is a fragmented market in ten local or regional agencies and manufacturers.

2. The buying and selling of wood raw material associated with at least one, often two brokers. As the seller, brokers do not work for you. These are typically pays the buyer will take the fees or percentages, will pay the seller. There is a natural conflict of interest only mediator is involved.

3. Buyers are reclaimed lumber is not always on-site inspection of the material before buying. Digital images and patterns in addition to the broker's advice and study of the business. Unfortunately, the customers do not know what they were until they surrender or add value to the material at a later date.

4. Party subjecting often perceived positively by the business: buyer, seller and the broker / s. Not one of the seven different sales transactions of different customers and brokers do not feel that the deal was executed agreed on the (load out, the final number, species classification).

5. Part of the reason is that players feel they handled that the terms are usually not written. No contracts, offers continuously changed (put it in writing). Sometimes the players put it in an e-mail, but it's mostly over the phone.

6. Fuel economy rises and hurt the poor profitability of the company. Because of the house typically reclaimed wood (floor was the greatest demand), one of the housing market hurts the plan. Further, since the raw material of wood pulp coated with many potential new customers looking at the timber, in contrast to our old tree.

Sales and Marketing – 7 points

1. One of the errors occurred at the beginning of the project does not sell the material. In retrospect, I should have been placed on the material forming early relationships and find channels to sell the product. We waited until it was in the timber, down to earth, and the package, which hurts cash flow. Also, it takes time to meet new customers and development (if it is for the first time). Another mistake we made was not to each other, also known as stacked die, the tree than we were dismantling. We learned that the best practice is to acquire the "sticks" such as smoking before sticks, take them. They are arranged in rows to the table between the sticks to the wood to breathe and prevent rot. Stacking timber makes it easier to load lumber. Our recommendation is not to wait to get our sticks. Unfortunately, I had to buy a saw mill and overpaid.

2. The more value you can add to get more revenue is taking on more risk. Value-added activities may include sorting, cutting, drying, transportation, and finishing. I've found that it really is worth the investment to count each stack and mark each batch-type board feet, and location. If not, then setting yourself shrink issues, loss, debates, etc. It is essential that basic as it seems that specifies the conditions of the sale.

3. Species seems to be important to prospective buyers, but it seemed as if all the brokers and the potential buyer has claimed the tree was another race, what was or what another expert said. Also, the species rarely gave us a higher price. Much more important than the species, size was what brought a higher price. Longer and wider than the material, the higher the demand for our products, we are always at a higher price.

4. The use of the material has changed. We sold to buyers and brokers that worked on the floor, cabinet, DIY and furniture. If the wood defects, such as holes or worm holes, but still have value (often more value).

5. Screen prospective customers and brokers diligently. It was fruitless to meet customer on the spot, unless a serious, well-founded, and the broker materials, such as full-time work. It is important to get an online broker that works. Brokers can bring more parties to buy the materials. There will also be an intermediary between the buyer and the seller's broker.

6. The intranet is a good starting point to generate interest in the matter. Wood, Craigslist, and Google searches "Reclaimed Lumber" generate good leads.

7. It helps to have a great story to tell in the barn that recovered (see "Bourbon Barn").

Operations – 9 Tips

1. Count the board leg of the material is packed, after that you know if there is shrinkage and show the customer to organize. It helps to identify the quantity of a placard on each stack, type, etc.

The second type of train crew of the race, so do not mix oak, poplar and pine. A knife cut grain to show a simple table map, or indicating the scale and quality of the various types of wood.

3. Make sure that there is room for the flatbed semi truck to load and easy to maneuver.

4. Protection: make sure that it is hard to secure the timber and the equipment. Unfortunately, we encountered several thefts or materials and tools. Make sure that the project's safety equipment, processes and training.

5. Implements: you have purchased long forklift. If the project you can sell it when the project is over. This is an opportunity to reduce labor costs.

take off before the barn 6. Organize. It should have planned better which would bring the pile of wood.

7. Do not work with the staff in poor conditions. W spent hundreds of hours working team of muddy, wet conditions, where productivity was poor.

8. Make sure you have a license, insurance, permits and cash. After providing you with the staff and having the funds to pay the staff is also important. Several are members of staff of the principles into one nail.

9. Take lots of pictures in all phases of the project before the project. We have samples ready to ship.


my partner says it will never be interrupted by another barn. I do not agree. If I got a very good deal, I think that would've learned to the next project, so much more profitable and satisfying.

Bourbon Barn: A Rich History of Kentucky and the descendants of the owners of

Mr. Wertheimer, Little Rock, had planned to get into the restaurant business. She met with the Ripey a party and got into the liquor business together. Mr. Wertheimer became co-owner of Hoffman Distillery Company Ripey family (in Lawrenceburg, KY) in 1940 (shortly before the Second World War). Mr. Wertheimer's grandson, Edward, was born in 1933, he said that the distillery and warehouse built in 50-65 years earlier, was born in the barn dating back to the 1880s. The barn barrel was the oldest distillery in the warehouse property. They had only three stores simultaneously. The other two were erected after his grandfather was jointly owned. Edward spent his youth entertainment in the stream of Lawrenceburg. Later, Edward Wertheimer, Cincinnati, sold the property to Julian Van Winkle III in 1981 was renamed the Commonwealth Distillery Company, where bourbon was marked next to Old Rip Van Winkle. Julian (Louisville) sold by the owner (in 2000) we bought it in 2007. Unfortunately, much of this history is lost (not fixed) which is one of the author's point of view in the article.

Prior to the Second World War, the bourbon barrels floated down the stream that feeds the Salt River, which connects the bourbon distilleries of the original warehouse. Barrel hand-picked loading the barrels of the stream and placed in storage. The barrels were filled and waterproof. After trucks were common in this region of Kentucky, the barrels are no longer floated down the river. Another interesting fact was that there is a shed across the road, where the government Gauger lived. The shed still exists. Each barrel had to be taxed and stamped with a government employee.

Source by John Damm

What is the subordination and Collaborative Negotiation style?

Unlike other styles trial? The subordinative style characterized by regular capitulation to the other side. People adopting the style of advantages which are not adequate, which was not requested. Then they throw themselves at the mercy of the opponent, in the hope that a sense of fair play prevails and you'll come away from talks lost, but a sense of well-being and martyrdom. You can expect little game, either personally or in the trial of this style. You must find a way to balance this pattern of behavior if it is the natural tendency. It should be set in the style of negotiations in order to get the best possible result for their clients.

a much better style of negotiations in a collaborative style that takes advantage of the strengths and weaknesses of both you and your opponent. The aim of the agreement the two sides are willing to make concessions and to achieve this goal. A trust each other and feel able to change positions easily. The fact that the bids open borders, a discussion of the issue and try to avoid your competitors will. In a typical co-operation negotiations, the parties focus on the problem, ignore the personality and are often surprised by the ease with which a solution is found. The benefits of adopting cooperative approach include better coordination team efforts and a more equitable distribution of risks and load. Most people can contribute regardless of their position, and hence the active participants in listening and understand each other's positions. For this reason, it is much preferable to a collaborative style of negotiation is supposed to be a competitive one.

Source by David A Coleman

Five Ways To Protect Yourself When Selling Your Business

I read with interest the report on April 23, 2008, entitled "Millions are involved in the local business purchase scam" published in Christian County productions News. As a chartered accountant, which represents the buyers / sellers in business sale transactions and also as managing partner of Sunbelt Business Advisors – a business brokerage firm, I thought it useful to write a lot of red flags that were present in the article. Red flags that people should be aware of and protect themselves from any attempt to sell or buy a business.

Small businesses are usually sold as a means PURCHASE AND NOT buy shares. This transaction, it appears that the purchase of a stock, not the purchase of an asset. It was one of the first major red flag. Small, privately owned companies almost never sold as a purchase of stock. The stock purchase is the company's current owners legal entity, continuing instead to the new customer set up a new company. A stock purchase, the new owners to put everything on sale shop owner – bank accounts, assets, potential and actual liabilities. This includes contingent liabilities for the new owner does not even know. In addition, the share purchase will not allow the new owner will be enhanced on the basis of the company's furniture, fixtures and equipment. According to the FF & E increased the mean thousands of dollars in tax savings to the new owner, it would be very useful for the first few years of ownership. The customer walk in and immediately want to buy the stock of the business and assumes all the responsibility, potential future liabilities – known or unknown, and thus the additional depreciation on the table is almost unheard of. In a normal asset purchase agreement (non-stock purchase), it is usually not part of the cash and bank accounts of the former company. The new owners of the asset purchase agreement, unlike share purchase would not have been able to transfer the company accounts. It is necessary to open new bank accounts in the name of the new company.

customers under

closes funds must be available. Apparently, this transaction closed without confirmation, or an actual funds from the buyer. No business purchase transaction should close without having the resources available and the final report. This is the same as to sell the house to someone closing of the transaction, but the customers do not have credit approval yet. You would not do it and not be sellers of small businesses.

ALWAYS QUALIFIED CLOSING lawyer. The sale of the business should be closed by a qualified closing attorney. Trained closing attorney will have their own space and do not usually need to use others. A qualified lawyer will be closing that all legal documents are in order; make sure resources are available to pay the seller and file all necessary legal and IRS documents. Whoever you are buying a business must adhere to a qualified closing attorney to conduct the closing. In fact, a qualified lawyer should be the final red flag.

is a qualified business broker – do not try it alone. You can not use qualified, professional business broker is another red flag. You may not use a business broker spends stores? Safely! One can also write their own contracts without using a lawyer or prepare their own tax returns without using a CPA, but this is not necessarily the smartest thing to do. Especially if we are talking about selling a business that is probably one of the biggest, if not the biggest asset a person owns. Something as important as this should not be attempted alone. A qualified business broker can help educate the seller than the process, help create a current market price, effectively market your business, your screen customers and help eligible customers, assist in negotiations to work with existing seller CPA and attorney, and conclude the work lawyer and general management, and the process will be there to advise the seller that the red flags!

never change bank accounts until the money runs out. A delicious, but the red flag is displayed on the seller changed the signature cards of the bank (s) and the names of people authorized to access. Even the purchase of a stock, the bank account owner – the seller would have to change the names and bank cards. Obviously, if it really could happen, it happened before the seller has the resources of the buyer. The new receiver is also believed to be "key" to the business before the seller is paid the purchase price. It's like selling a car to someone and agree to be paid at a later date; While watching the "new customers" that met just drive the car into the sunset. You probably will never see the money or the car.

Most small business stories, as the article remains undisclosed. As with most financial scams that occur in small businesses. People do not like to talk about the failures of small business transactions, but they happen all the time and all over the country. It is very important that sellers and buyers understand the process of selling / buying business, pay attention to red flags and skilled professionals to help them in the process. This will save them money, time and effort, and that is a much better business transaction.

Source by Ted A. Smith

Proper positioning will lead to a successful trial results

This lesson explores the use of posturing as such a strategy and the implications.

before you start to negotiate, you can earn additional benefits. How can you ask for? The answer is that the posturing. Posturing the way in which project the image you wish to be perceived before and during the negotiations and the negotiating positions. posturing before and during the trial will determine to a large extent, the result of the trial.

Sometimes, it's not what you want, but how do you do in order to determine the answer you get. Sometimes, it's not what you say but how you say it determines how you are perceived.

through posturing, it is negotiating the project's personality that is difficult, easy, or one that does not really care about the outcome of the negotiations; then why you can project the image someone that does not care about the outcome of the negotiations. Then the trick is to cast doubt on the mind of the trial partners to see what the "real" intentions of the outcome of the trial. It creates a quiet subconscious forces doing so to be reckoned with throughout the trial. Essentially, if you keep the negotiation partner mentally off-balance.

How To Use posturing to negotiate?


before negotiate, posturing occurs on the way to communicate. Thus, the style, then you agree that the tone of the negotiations, which follows.

a face-to-face negotiation, posturing occurs in the way of concessions to respond to request additional information and / or access to the target then the negotiations. Essentially, you can use body language to transmit an image in your mind. In addition, you can detect the direction of a negotiating partner in the negotiation correctly interpreted her body language.

At the hearing, when responding to a "hands off" way, you convey, through the actions that a federation of negotiations has little or great importance to you. By doing this, it gives the impression to the perceived value of the center. If you want to send mixed signals (symbols that are potentially multiple meanings, in order to disturb the mental balance of the negotiation partner) will agree verbally, while the body language indicate uneasiness to the point of discussion.

When the posturing as a strategy, be sure to project a coherent picture of what that picture, which coincides with the goals you seek in the negotiations and the way you want to be perceived. If you change the personality of the negotiation process modest way, as long as it is consistent with the plans that are created in the negotiations, it is still able to maintain the facade. Be careful that you do not change your personality too drastically. If you change it too drastically, you run the risk of losing credibility, to see what the position is indeed possible, and if so to what extent, you & # 39;. Simulates "is

There are those who view the strategy posturing as an unfair practice can not be relied upon when negotiating when you have such a way of thinking, ask yourself what you are willing to stand.? If you have an aversion to posturing to enhance its position in the negotiations, we must ask, what is the more important that you are negotiating or the facade, if you are trying to project. in the end, only you can determine what is best for you. If you do, you will feel good that you earn … and all will be right in the world.

the negotiation lessons …

· When you negotiate, it is unusual tactics as before to gain leverage in addition posturing and negotiations.

· be adept at nonverbal body language to convey ideas, in order to shape and move the negotiations in a specific direction.

· As you negotiate the planning stage, to consider how you can improve the outcome of the trial posturing. By doing this, you can create a new path that will influence the behavior of the person with whom to negotiate.

Source by Greg Williams

The Policy Meeting

How many sales people really understand RECONCILIATION? Unfortunately, too little. There are no critical part of

Many of the negotiation cycle could enter the sales process … and if you are a salesperson, and you can not determine where boundaries are, read on.

negotiations, which can be used is a powerful sales tool, but how many people really use it to best effect? How many sales people are 100% ready when the negotiations. Not many.

Moreover, the communication is not always related to Sales situations. For example, we all had a discussion with the brothers in the line of "take me to the pictures tomorrow?", Replied: "Only if you tidy your bedroom." Indeed, a primitive but effective negotiation is often, in fact one of the (if performed) can lead to a "win – win" results!

It is important to recognize when the sales process enters the "negotiation phase". If you do not recognize this may be detrimental to the desired result, and not the seller with a bad.

So, what's the discussion?

I have heard many definitions over the years, but the simple ones are always the best

"the exchange of industrial goods in order to facilitate the agreement."


And what industrial product? And more importantly, how many men selling list them?

manufactured goods are the areas where the Salesman or buyer "to get a little." This became evident in the price, or more accurately, the cost of goods / services. But there are many others as well. These include aspects such as product / service description, payment terms, delivery and quantity.

Let's look at some examples of sales.

The customer says, "Yes, I like the look of the resistance, and if you can get the price by 10%, then we can do business."

inexperienced agent who does not notice that recently entered the negotiation phase is inclined to say "Yes" in a hurry to close a deal. However, the experienced agent who has a clear understanding of his industry articles you can answer the following manner:

"Sure, but I have to commit to a 12-month contract to me that this price"


"we can meet this price, but we will have to make the product without wired connections"

another example:

Customer – "If able to guarantee delivery by the end of the month, we can order right now. "

Again, the inexperienced may jump at the offer, but the approach would be: "of course, but we will need to engage the team in extra time of the deadline, so it will attract a 10% premium."

Salesmen, of course, believe that taking the upper hand, especially as you can make the choice of suppliers. However, if you have reached the negotiation stage, it can assume you will win the competitive battle. At this point, the sales people never underestimate the power of suggestion.

is no stranger to the negotiations to break down irrevocably, though thorough preparation on both sides, this is an unlikely outcome.

The result is a trial, and business into three categories. The first is a "win – win" is the most desirable, both parties feel good about what has been achieved in this is a great foundation for further business and the two parties.

The "win – lose" is when a company is delighted with the deal, and the other regretted the agreement and the feeling of "sets". Often, the "half-delighted" forgot your thoughts on the "victim". In this case, when some repair work can be done in the relationship, it is very likely that the parties do business together.

The result is a "lose – lose" result. Both sides feel the deal was poor and these results should be avoided at all costs. These can not be done because of business pressures, expediency and other compelling questions. Indeed, it is highly unlikely that these parties do business with each other again.

So how can we ensure that the outcomes are "win – win".

Simple – preparation is key. An agent must know and understand the industry articles. The receiver of various industrial products, depending on what you buy. Both sides should accept that the transaction value is talked up as well as down.

Typical industrial goods would be (and they can be traded up and down) an agent




duration of the contract

Product design (specifications)


packaging and transport costs

insurance cover

delivery frequency

Payment terms

in summary, the best salespeople recognize tradables, then recite them for a moment to notice, and they recognize the signs of a simple negotiation. Furthermore, there is an empathy for the needs of their clients that all outcomes are "win – win".

Happy Sales.

Source by Ian Thomas

Negotiation Tactics – Pride and principles

Negotiation tactics essential skills for business success. If you want to advance beyond the competitors, if you want to have an edge if you want to close more deals … then you should use negotiation tactics in business relationships every day.

The successful business strategies strikingly similar to all other human relationships; how to deal with business relationships reveals how to deal with family relations, and vice versa. When someone says he is doing such and such, because "this is a business and this is different," it can not be quick to believe is true. A closer look reveals the way in which he deals with a colleague or business associate is dramatically similar to how he is dealing with a family member or other human contact. The way a person deals with a proof how they see others.

There are two main considerations when discussing the successful negotiation tactics: the principles of pride and . These two aspects are playing each other in any negotiations. They are similar in that both can lead to a deadlock, which is a fruitless negotiations. But differ in that pride motivated by arrogance and self-interest, and damage to both parties to the deal, while principles motivated by belief, and both parties benefit from the deal.

is a close relative of pride, selfishness, the attitude that all things are measured by one's own interest. Often these negotiations, but it is poison for successful negotiations. It can ruin the purpose of inclusion reconciliation talks in the first place.

If someone says at the outset of the trial that they were "non-negotiable", they are not posturing (trying to create an impression) or serious. If posturing, easy out is to call your bluff and see how hard it really is. But if you really can not be rotated at any time discussions with them are likely to waste everyone's time.

The real question is not how much or how little will negotiate with the other side, but why they say and what they are doing. If the motive of pride or selfishness, subsequent discussions include one-upmanship, brinkmanship and constant teasing. Not very productive whole range of things. But if the motive principle or belief, there could be a quick way to settlement and movement.

If the problem is not with pride, maybe principle. Believe it or not, there are things that are definitely non-negotiable. When talking about personal beliefs, religious beliefs, and ideals of the company, there may be no settling. This is fine, because it is the result of free enterprise. Principle differences stifle discussions on the "line in the sand 'borders and can not be exceeded. They are good to know, and follow, because it threatens them create disrespect and mistrust of the other side.

If someone threatens the generally short-term profits, what will you do? How long can you trust this person?

to position yourself in the strongest possible stance in a negotiation, you need to:

1. Leave pride at the door. It never helps the hearing to consider the plan an important one. On the other side of the flex with you flex them. Negotiation strength can be found in modest definition of .

2. Know where to draw the line, to the point where they leave. You need to consolidate your mind when you need to be in barter. Everyone has a point beyond which they will not go. Look for yours, make sure they're legit and park.

3. Respect the other side of principles. There are non-negotiables in the business world, as in the rest of life. If you can show disrespect to the opposite side of what is important for them to be more likely in what is important to you. Time period

spent to learn and develop a negotiating tactic filled. If you can not hold on to the principles of pride and lose, then from the race when he sat down to negotiate deals with the business, they will gain respect and suppliers, competitors and customers.

Source by Rhett Kniep