Negoation "What to watch for"

There are many keys and tricks to learning how to negotiate. It can be a battle where because of lack of knowledge and skill you may lose. How would you negotiate let look at an article those gives a real life negotiation with a billionaire that you may know. This link is from bnet.com by By Geoffrey James | May 8, 2009

http://www.bnet.com/blog/salesmachine/donald-trumps-negotiation-mind-games/2667

 A friend of mine just sold his company to Donald Trump.  The story he told me about the negotiation with Trump not only provides some insight in Trump’s negotiating skills, but  also illustrates an important point about “selling high.”  Even if your prospect is an uber-bigwig, you musttreat the prospect as an equal. Otherwise, you run the risk of being fleeced. Here’s how the situation played itself out for my friend…

About a year ago, my friend was contacted by Trump’s organization with a bid to acquire his company, a medium-sized startup in the health and beauty field.  After a period of due diligence and preliminary negotiation, my friend was invited to meet with Trump in order to iron out the final terms. 

The meeting was held famous Trump Towers in New York City. My friend, though savvy at business, found it impossible not to be awed by the fact that he was riding the elevator featured in television show The Apprentice.
Rather than meeting immediately with Trump (the original plan), my friend was taken to a conference room to discuss the final terms with some staffers.

A message was then brought to the meeting that Trump would be arriving at the meeting in a few minutes. A staffer took my friend aside and said: “You need to understand that Mr. Trump never shakes hands with anybody.  So don’t be offended if he doesn’t offer his hand, and don’t offer your hand when he comes in the room.”
While my friend digested this tidbit, the staffer continued.  “Mr. Trump is a very busy man and prefers to make decision quickly.  So if the meeting lasts less than five minutes, please don’t take it amiss, because that’s normal for him.”

Finally, Trump makes his appearance.  He walks right over to my friend and warmly shakes his hand.  Then Trump proceeds to spend 40 minutes with my friend, discussing the business and then, at last, ironing out the final terms.
And those terms were, as you probably guessed, less advantageous than my friend might have hoped.

Now, when my friend told me this story, he kept talking about how impressed he’d been by the Trump Towers and how gracious Trump had been. “He even shook my hand!” he said, taking that as a sign of special privilege.
My friend had absolutely no idea that he had been totally mind-gamed.

Now, I’m not sure that I would have done any better than my friend.  It’s easier to be a negotiation strategist when you’re sitting in your home office than when you’re inside a famous television location, meeting one of the most famous businessmen in the world.

Even so, I suspect my friend would have gotten a better deal if he’d kept his cool and realized that he was being gamed.  But instead he let himself get caught up in all the folderol of power.

Negoations - How to Win

 Check out this article form Willaiam Ury "Positive No

No is perhaps the most important and certainly the most powerful word in language. Every day we find ourselves in situations where we need to say No - to people at work, at home, and in our communities - because No is the word we must use to protect ourselves and to stand up for everything and everyone that matters to us.

But as we all know, the wrong No can also destroy what we most value by alienating and angering people. That's why saying No the right way is crucial. The secret to saying No without destroying relationships lies in the art of the Positive No, a proven technique that anyone can learn.

This book gives you a simple three-step method for saying a Positive No. It will show you how to assert and defend your key interests; how to make your No firm and strong; how to resist the other side's aggression and manipulation; and how to do all this while still getting to Yes. In the end, the Positive No will help you get not just to any Yes but to the right Yes, the one that truly serves your interests.

Based on William Ury's Harvard University course for managers and professionals, The Power of a Positive No offers concrete advice and practical examples for saying No in virtually any situation. Whether you need to say No to your customer or your coworker, your employee or your CEO, your child or your spouse, you will find in this book help in saying No clearly, respectfully, and effectively.

In today's world of high stress and limitless choices, the pressure to give in and say Yes grows greater every day, producing overload and overwork, expanding e-mail and eroding ethics. Never has No been more needed. A Positive No has the power to profoundly transform our lives by enabling us to say Yes to what counts - our own needs, values, and priorities.

Understood this way, No is the new Yes. And the Positive No may just be the most valuable life skill you'll ever learn!

Database Mining

W.I.I.F.M.  what does these intials mean and why is it important in database mining?

WIIFM stand for = What's In It For Me.

Recommended Books to Read and Websites

Buy In - by John Kotter  click on link Kotter International.com



http://www.bnet.com/

The Art of Delegation

Task + Responsibilty = Accountability
Delegation is a skill, So why should we delegate. We do this so Save time, Acheive More, Increase Value. for more information check the link below:

http://www.ncsu.edu/project/parkprgrd/PSTrainingModules/delegating/del13frame.htm

This informaion is from the above website by Parks Scholarship on Delegation.

"Why You Should Delegate

The introduction to this training module is a great example of why a team leader should delegate. Only when the leader of the LL2 began to delegate did the team reach success. This section discusses the benefits of delegation for you, and your team members. (We acknowledge that while there were numerous barriers to delegation, the benefits far outweigh any perceived disadvantages.)
By the end of this section, you should:

• Understand why delegation is an essential part of being a leader.
• Recognize the important benefits of delegation.
• Start to think of ways that you may delegate to your team.

Benefits For You

The following three benefits are ones that are directed toward the team leader.

Save Time

As a leader, you must take time to think about goals, not just activities. As the LL2 leader learned, she had to give herself no tasks so that she could spend time managing her team. Let your teammates pick up the routine tasks like scheduling meetings and calling speakers. It is unwise to spend your time doing tasks that your team members are capable of completing themselves.

Achieve More

By not delegating, you place a heavy burden on yourself. Like the LL2 leader, eventually you may become so overwhelmed that your performance and your health suffer. Even though she had given herself all of the tasks, none of them were complete! Delegating routine work will relieve some of your stress and give you more time to do your job.

Increase Your Value

Delegating can help enhance your credibility as a leader. By allowing your teammates new ways to show their responsibility, you get their respect and loyalty. Having extra time will allow you to look for more challenging tasks that can increase the value of the activities you are planning."

click on link for more info on this from the website:  Why delegate?

Keys to Remember About Management

This is Micro Management

"The moment you feel the need to tightly manage someone, you might have made a hiringing mistake" - Jim Collins

We delegate tasks and responsibilty which = accountability

5 Levels of Trust between Employer and Employee

1. Very High = The Independent Worker
2. High Level = The Conscientious Worker
3. Moderate Level = The Cautious Worker
4. Low Level = The Reporter Worker
5. No Trust = The Slug Worker

The key to these level is communication the better the communication the better the trust. Strive to be number one.