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Timeless Principles To Steer You Through Negotiations
By Eric Garner
If you want a sure-fire way to succeed at negotiations - whether it's with your partner over which TV programme to watch tonight, or with a business partner in some high-powered negotiations -- then learn these 7 principles of negotiations expressed through 7 timeless quotes:
1. Negotiating is an essentially human way of interacting. It is the way we progress. Adam Smith, the Scottish economist who wrote "The Wealth of Nations" put it this way: "Man is an animal that makes bargains. No other animal does this. One dog does not change a bone with another."
2. Negotiating is not about dividing up a limited cake in ways that are divisive. It is about making a bigger and better cake. David Ghitelman says that the key to making negotiations work isn't a scarcity mentality but an added value mentality: "Negotiating is about creating value, not dividing wealth."
3. Conflict is at the heart of negotiation but only a positive view of conflict will result in a successful outcome. As Dean Tjosvold said: "Co-operative conflict builds people up, strengthens their relationships and gets things done."
4. There is a time to speak and a time to shut up in negotiations. When you do more listening than speaking, you actually increase your power. Geoff Burch, the so-called "hell's angel consultant", put it this way: "If you're talking, you're giving information and therefore giving away power. If you're listening
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Fruit of the Loom partners with Goodwill As part of the product launch of its new Fruit of the Loom Gray Sole sock product for men, Mt. Airy-based Renfro Corp., Fruit of the Loom?s sock licensee, is partnering with Goodwill Industries International
Through July 31, Renfro will donate $1 to Goodwill for every ?like? it receives on its Facebook page www.facebook.com/fruitsocks. The goal is to raise $100,000, to support career services at Goodwills in communities nationwide. At a time when the unemployment rate hovers around 8 percent,...<div class="feedflare">
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</div>Elon names Raghu Tadepalli new business school dean<img src='http://assets.bizjournals.com/triad/news/raghu_tadepalli_hires-5-0-315-309*100.jpg?v=3'>Elon University has named Raghu Tadepalli the new dean of its Love School of Business, according to an announcement.
Tadepalli will take over as dean on July 1. He comes from Babson College in Massachusetts, where he is Murata Dean and professor of marketing at the F.W. Olin Graduate School of Business.
At Babson, Tadepalli oversaw a major overhaul of the MBA curriculum and has also contributed to many peer-reviewed journals in the areas of cross-cultural ethics, performance evaluation and sales.
?Raghu...<div class="feedflare">
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</div>Kirkland Construction wins Elon softball field projectHigh Point-based Kirkland Construction has been selected to build a new softball stadium at Elon University for an undisclosed price.
The project, which includes the field, fencing, press box and bathrooms, is part of Elon University?s $250 million in construction plans, which include adding nearly 1,600 beds and expanding academic facilities for science and communications.
Doug Dreyer, vice president of business development for Kirkland, said the Hunt Softball Complex is slated for completion...<div class="feedflare">
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</div>Syngenta expanding in AfricaAgribusiness giant Syngenta plans to invest more than $500 million in an effort to expand food production in Africa and grow to $1 billion in sales on the continent over the next ten years.
The Swiss firm, which has one of its two North American headquarters offices in Greensboro, plans to recruit more than 700 employees and develop new distribution and production channels to serve the African market. The goal, the company said, is to reach over 5 million farmers and enable productivity gains of...<div class="feedflare">
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</div>Would the Bryan Foundation ever fund a Greensboro performing arts center?The fact the Joseph M. Bryan Foundation might soon see an influx of cash from the sale of NewBridge Bank Park may bring some hope to supporters of building a performing arts center in downtown Greensboro.
Building such a center would depend upon generating about $20 million of private sector support for the project estimated to cost $50 million, and the Bryan Foundation has been generous with downtown projects in the past.
But as I gathered information about the potential ballpark sale to the owners...<div class="feedflare">
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and asking questions, you're gaining information, the raw material of knowledge, and therefore gaining power." 5. In power negotiations, when the stakes are high, let the other side believe what you want them to believe. But don't lie or be dishonest. Sun Tzu, the writer of the oldest military treatise in the world, "The Art of War", put it in these words: "All warfare is based on deception. Therefore when capable, feign incapability. When active, inactivity. When near, make it appear that you are far away. When far away, that you are to lure him. Pretend inferiority and encourage his arrogance." 6. Recognise that you will only reach agreement by understanding the deeply-held needs of the other side. In Frank Romer's words: "People will sit up and take notice of you if you will sit up and take notice of what makes them sit up and take notice." 7. You can only succeed in negotiations with a win-win attitude. To quote B.C.Forbes: "Any business arrangement that is not profitable to the other person will in the end prove unprofitable for you. The bargain that yields mutual satisfaction is the only one that is apt to be repeated." If you are new to negotiations or still struggling to master the skill, remember these 7 quotes. They are words of wisdom passed down the years and invariably learnt by the painful lessons of experience. Article Source: http://www.articlemap.com (c) Eric Garner, ManageTrainLearn.com.If you enjoyed this article, why not take our FREE 10-day Influencing and Negotiating Skills email course? It'll give you tons of tips, tricks, and techniques to help you become an outstanding negotiator. Just send a blank email to inflandnegskills@freeautobot.com. For tons of other great FREE learning resources, visit ManageTrainLearn and get the MTL learning experience!
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| houston mediator business news: |
Part of Dallas-based Coach America sold out of bankruptcy
Stagecoach Group PLC, a Scottish bus company, announced Friday that it is buying part of Dallas-based Coach America Inc. for $134.2 million.
Stagecoach said the acquisition includes businesses in Texas and California, and will allow the expansion of Megabus, Stagecoach?s Chicago-based bus network.
Coach America filed for Chapter 11 bankruptcy protection in January, and the deal requires Bankruptcy Court approval.
Stagecoach said the nine acquisitions include facilities in Dallas, San Antonio,...<div class="feedflare">
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</div>Texas unemployment rate drops to 6.9 percent
The Texas unemployment rate fell to 6.9 percent in April, down from 7 percent in March and 8 percent a year ago.
The state added 13,200 seasonally adjusted nonfarm jobs in April, the Texas Workforce Commission said, and saw an increase of 225,800 jobs over the past year.
Unemployment in the Dallas-Fort Worth-Arlington market was at 6.5 percent, down from 7 percent in March and 7.5 percent in April 2011.
?The Texas economy continues to add jobs, with 10 of 11 major industries growing over the...<div class="feedflare">
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</div>American Realty Advisors buy luxe Farmers Branch apartment community
<img src='http://assets.bizjournals.com/dallas/news/portofino%20exterior*100.jpg?v=1'>Illinois-based The Marquette Companies has joined California-based American Realty Advisors in a venture that has bought Portofino Luxury Apartments at 11601 Lago Vista W in Farmers Branch for an undisclosed sum.
The 224-unit, four-story luxury apartment community will be held as an investment.
"We see Texas as an area ripe with high-quality investment opportunity," said Darren Sloniger, managing director of acquisitions for The Marquette Companies, which will serve as the property manager of the...<div class="feedflare">
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</div>Stockdale buys Falk Fabrics retail building in Uptown
<img src='http://assets.bizjournals.com/dallas/news/mckinney%20avenue%20sale*100.jpg?v=1'>Dallas-based Stockdale Investment Group Inc. has acquired the historic Falk Fabrics retail building at 2633 McKinney Ave. in Uptown Dallas for an undisclosed sum.
The building has seven retail stores fronting McKinney Avenue and Boll Street in Dallas.
Kenneth Pratt and Joe Pastora represented Stockdale Investment Group. The seller was Uptown/McKinney Retail LLC.
Stockdale is proud to add the property to its portfolio and expects to see a growing Dallas real estate market, Pratt said.<div class="feedflare">
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</div>Railroad Commission candidates in their own words
Who knew being a regulator was so desirable?
The opportunity to join the Texas Railroad Commission, which oversees the state?s oil and gas industry, has drawn 10 Republicans and one Democrat into the May 29 primary elections.
Four Republicans, including incumbent appointee Barry Smitherman of Houston, are running for the final two years of an unexpired term. Six Republicans from across the state are running for a six-year term.
We profiled the race in this week?s newspaper, but didn?t have...<div class="feedflare">
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A hearing for a case where the injured party has concerns regarding his/her rights. The mediation can be held for claims concerning a definite period of time, a claim for medical bills only, a case where the injured party is not represented by an attorney, and if the bureau determines that the ...
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