Archive for: May, 2023

Kids, Christmas, and Presents in a Tough Economy

May 31 2023 Published by admin under Uncategorized

The average household will go into some sort of debt in order to keep up with their ideas of providing a good Christmas for their children. In stable economic times, it took most people six months to pay off their Christmas debt and many, around 1 in 4 according to some statistics, will still be paying off their debt by the time the next Christmas rolls around.

Part of the problem is we often feel that we must compete for our children’s affection. For example, divorced parents will often try to buy their children’s attention and love by purchasing bigger and better toys than their former spouse does, or even reducing discipline and eliminating rules to try to win their children’s affection over the other parent.

On a more subconscious scale, we do the same thing for Christmas regardless of our family situation. We feel the pressure to put as many presents under the tree as we can. We compete with our society, other family members, our neighbors, and other parents of other kids during the Christmas season. Setting aside the fact that we have missed the entire purpose of Christmas-that of a Saviour born to take away our sins and provide a way to Heaven-we have turned Christmas into a materialistic means of promoting greed and selfishness.

For some reason we feel that we are lousy parents if we do not provide a good Christmas for our children. The problem lies in what we perceive to be a ‘good’ Christmas. For most, that means material items under a tree. But why does this have to constitute a good Christmas? Why do we have to compete with those around us? Why do we feel lousy if our kid doesn’t get the toy that the neighbors’ kid got?

There is a better way than going into debt!

THE GREATEST GIFT YOU CAN GIVE YOUR CHILDREN

This Christmas give your children the greatest gift that you could possibly give them…your time. Think about it, it is not the toys you got as a child that you most remember. It is the time you spent with loving parents. If you never had time with those loving parents, that is most likely your greatest regret from childhood.

A well thought out and planned Christmas can generate fonder memories than any present under the tree could. One of the things I most remember about Christmas never happened on Christmas day. It was going to the mountains and cutting down a Christmas tree. I can probably only name one or two presents that I ever received under a tree. But I can regale you with stories of cutting down Christmas trees in the mountains! I remember Christmas caroling (although I hated to sing) more fondly than any present. I remember the time spent with my parents.

We spend too much money and not enough time on Christmas. If you want a better Christmas, spend less money and more time with your children!

SUGGESTIONS FOR A BETTER CHRISTMAS

  1. Wrap a huge box in wrapping paper. Inside have a smaller box wrapped in paper and so forth until you have a very small box with a piece of paper inside. On the paper, write something like this: “One Free Hour of Wrestling with Daddy.” The paper can say fishing, playing a sport, and for girls doing makeup or her hair with mommy. Get creative!
  2. Take your family into the mountains to cut down a Christmas tree. This may cost you a small amount of money, but eliminate some presents to do it. There will be fonder memories of that than any present.
  3. Conspire as a family to make someone else’s Christmas memorable. Have your children sneak onto the front porch of a friend or of a family in need and have them ring the door bell and flee before anyone answers it. Leave a wrapped present behind for someone in the family. If you can, do it again at the back door some time later. Your children will have so much fun doing this!
  4. Go Christmas caroling.
  5. Always bring Jesus into Christmas. I remember the Christmas stories read before opening the presents.
  6. Start new traditions that involve the entire family.
  7. Christmas morning before the kids all get up, hide a few of the presents. This will turn finding their gifts into a treasure hunt for the kids. Split up into teams with children working with parents to find a present based on clues. Your kids can get involved by hiding presents for their parents.
  8. Make decorating for Christmas unique and enjoyable.
  9. Fun and enjoyable Christmas pranks that make people laugh (not get embarrassed) are more memorable than merely opening presents.
  10. Make Christmas gifts for others. Spending time with your family, especially your children, to make a gift will provide good memories. If you have experience in wood working, crafting, carving, sewing, knitting, metal working, or graphic design, you can crate gifts that will provide lasting memories.

Ultimately, the memories of Christmas will center around what you do together, not what is under the tree. The mistake that so many people make is to assume that a good Christmas is dependent upon the number of expensive gifts that you can put under a tree.

Even for married couples, a voucher for 10 ‘passionate kisses to be redeemed upon request’ may be just as good a present as a diamond necklace. Done right, the kisses will be much more memorable than the necklace.

Try to spend ‘time’ with your family this Christmas and you might just make it the best Christmas you ever had!

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Keeping Your Audience Involved During Powerpoint Presentations

May 31 2023 Published by admin under Uncategorized

Giving a good PowerPoint presentation is a tough job, but getting the audience involved in it is even harder! It is only through some tactics and methods, can you get the audience to get involved in your PowerPoint presentation. So try them out and see the effects!

The first and foremost thing to remember when making a presentation is to make the audience engaged and listen to you by asking them good questions. Make it a point to ask the audience a challenging question in the middle of the presentation, and wait for the response. If someone calls out an answer, repeat it for other’s benefits

Try getting more than one response, as this really wakes up an audience, and makes them more focused on your presentation. If at all you come into a speaking situation wherein the audience has been lulled into a passive state by some previous presentation, you can create an immediate impact by starting some interesting question. You could ask them a question like how many people drive more than ten miles to work everyday, if you are starting a presentation on telecommuting.

If you ask a question, always make sure to raise your own hand to encourage a response of a show of hands. Another thing to remember to get the audience involved in the presentation is to make sure you give your presentation in their language. Meaning, it is better to use simple words as if you use words with five or more syllables, you will only end up in making the audience walk away with a completely different message from what you were trying to communicate. If the audience cannot understand what you are presenting, how will they get involved in the presentation?

You could also start your PowerPoint presentation by getting the audience to think right away. Make them think about, or perhaps enact something related to the presentation you are about to make. To keep your audience with you throughout the presentation, organize the presentation in an easy to understand format. Limit the main points to three or four, as most people do not remember more than four points at a time. Most of the times, the PowerPoint presentation you give will be related to selling some product to the audience. As most of us tend to become uncomfortable with the selling process, the presentation tends to dwindle off at the end, when they should instead, close with a clear and bold call to action slide.

A call for action is a term used in advertising wherein it tells the audience what you would like them to do. Therefore, in case you are making a fundraising presentation, the call-to-action slide should ask the audience for financial commitment. If it is a new project you are presenting, then the slide should tell the managers the exact steps they need to take to help you start the wheels rolling. A well-designed and simple PowerPoint slide takes the burden off you as the audience gets involved reading whatever is on the slide.

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Four Tools to Open Your Presentation That Will Get Your Audience to Listen

May 30 2023 Published by admin under Uncategorized

Your audience is looking for you to give them a reason to listen to your presentation. Everyone has busy lives, and, as your audiences sits in front of you they have plenty of things, other than your presentation to think about. Whether it be an email that needs to be sent, a problem that needs to be solved, or even what they will be cooking for dinner tonight. You need to cut through the chatter that’s going on inside their minds to get their attention. And, this applies, no matter how senior you are within your organisation. You must give your audience reason to listen to your speech!

Your opening lines are critical – you need to demonstrate that your presentation is worth listening to. To earn the attention of your audience you need to do be different. If you are the same as every other speaker you immediately tell the audience that you will be like every other speaker they’ve seen… BORING!
You need to be – dare I say it… Interesting!

In a recent blog entry on my website I commented on the speaking style of Steve Balmer, CEO of Microsoft. His opening is certainly unique, and it may or may not work for your next presentation. So, below I have four types of openings that may be better suited to your speaking style.

Question
A question is a powerful way to get the audience participating immediately. It provides an avenue which can trigger each member to think about the answer to your question (that is relevant to the subject you will be speaking on). The question can be rhetorical, requiring the audience only think about an answer, or you can get some audience participation by having them raise their hands or shout out their answers. In my keynote speeches I often open with the question “Raise your hands if you’ve experienced a boring presentation in the office?” This generally gets everyone in the room raising their hand and nodding in agreement. I will then follow up with the statement “Keep your hands raised if you’re the one delivering the presentation”. This gets a few laughs and I have everyone’s attention for the rest of the speech.

Startling Statement
A startling statement will prick the emotion of your audience. By delivering an opening line that startles or shocks your audience they will immediately stop listening to the internal chatter and listen to what you have to say. Your startling statement needs to be carefully considered from the perspective of knowing what the audiences’ likely view on the statement is, and how you will guide them from where they are to where you would like them to be. If your statement raises the hackles of your audience too much they will be focused on your opening line and not on the rest of your speech. For example, if you were speaking to an audience who were victims of violent crime and the purpose of your presentation was to advocate alternative punishments your opening line could be “Judges are promoting violent crime with senseless sentencing of offenders!” This would have the effect of getting the audience to question why you believe judges are promoting violent crime.

Story
One of the most neglected areas of corporate presentations is the use of stories. Yet they make great speech openings (as well as meat for the body of your speech). But as an opening they have the potential to emotionally engage your audience from the first word. If you look around your business I’m sure you can find stories or anecdotes that you can use to illustrate your points. When using stories as speech openings, ensure the story is relevant to the overall message of the speech and short. A long rambling story will lose the attention of the audience as quickly as it initially captured them. In my opinion nothing can beat a short, relevant story to open a presentation because it can capture the attention of the audience (intellectually and MORE importantly) emotionally allowing you to move the audiences thinking with the rest of your presentation.

Quote
Google your speech topic and the word quote and I’m sure you will see plenty of potential quotes appear in the search results. Quotes allow you to borrow the credibility and thoughts of someone else while prompting the audience to think about the words you are speaking. This credibility will help break down any barriers between you and the audience while centering their thoughts on the topic you are presenting. Working with my coaching clients I advise them to take caution in using quotes. It can be easy to fall into the trap of using the most popular and well known quotes to open your speeches with. The unfortunate side effect with a well known quote is the audience will generally finish the quote in their mind before you can finish speaking the words – leading them to the next thought of “So what!” Aim to use quotes which are less well known and your audiences will want to hear what you have to say next.

There are the four different ways to open a speech. Each of them will help you get the attention of your audience when used correctly. There’s no reason you couldn’t combine two different opening tools together, such as combining a question with a story. I do in some of my keynote presentations to great effect. Try each one, or a combination to find which one(s) resonate with your unique presentation style.

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Effective Presentation Skills – 3 Tips to Engage Our Audience

May 29 2023 Published by admin under Uncategorized

The process of engaging our audience goes beyond the simple act of speaking in public. Many public speakers fail to engage their audiences with their enthusiasm or knowledge of their subject — just being on the podium does not guarantee that we will make the all-important audience engagement. But, with an understanding of some techniques and a feeling for the dynamics of an audience we can become much more effective. In common with all effective presentation skills, there are organizational tools and techniques that we can apply to great effect. Mastering these techniques is crucial to forming the vital link with our audiences. Here are three main pointers to becoming more effective when we reach the podium.

  1. Appear knowledgeable. There is a natural play-off between our presentation skill and subject expertise. When an audience knows we are expert in our field they do not expect our presentation skills to be so casually slick. In essence they are less demanding. Note, of course, that the reverse also applies — if we are not knowledgeable then we had better be slick! Being an expert presenter allows us to radiate passion and interest in a subject, enthusing an audience. It is true that no one can possibly be an expert in everything but most of us can expect to be expert in something — the sweet spot of presenting success. With the combination of an appropriate subject, our own knowledge and expertise we become unbeatable.
  2. Use a presentation theme. Our audience will adopt a theme in the same way that they adopt a slogan or a logo; because it is simple and memorable. A consistent theme to our presentation, conveying practical benefit and familiarity will be remembered best — proving most effective for helping our audience to follow the presentation. Themes are essentially memory aids. They provide presentation continuity. When we develop a theme it is best to consider the main issues that preoccupy our audience and hook into these. In a competitive industry with low barriers to entry we might try themes along the lines of…”Compete to Win” or, “Perfection is Completion” or “Being First”. These are suggestive of competitive survival. They imply benefit and are short enough for memory retention. Take some time when considering a theme and it will really pay off.
  3. Present the right points. We should expect our audience to retain no more than 10% of our presentation. If we present too much then it will either be forgotten or not absorbed at all. Typically we should aim to present some 3 to 4 main points during a 30 minute presentation. Yes, there might be room for sub-points but the focus has to be on the 3 to 4 main points. When working out our main points we should also note that our audience is thinking ahead at a rate of 600 or so words a minute and we will be speaking at a rate of around 150 words a minute. Such a speed difference has huge potential for the audience to disengage and wander off at a tangent — probably jumping ahead of us dramatically in the process. Too many points will simply make this worse. If we add linguistic interpretation into this potent mix then we have even more room for uncertainty. The main points in our presentation should be:
  • Unambiguous. They must be certain and clear.
  • Self-standing. They must be capable of standing alone without the support of others. If we have points that merge into one another then they are not strong enough. We should edit these.

The task of engaging our audience can be easily and readily undertaken. With expertise, area knowledge and advocacy we can engage an audience and keep their attention. All audiences respect expertise even where it is in areas of arcane detail. Everything has its importance somewhere. It just goes to emphasize that prior to reaching the presentation podium we are fully prepared and well-versed in the detail of our subject.

It makes sense to use organizational techniques — a presentation theme and 3 to 4 main points to assist absorption and memory retention by the audience. Our audience needs solidity and substance with which to engage. Thinking ahead at the rate of 600 words a minute our audience benefits from a clear and relevant presentation theme providing the means to place our main points into a mental framework of their own making. These points, strongly and purposefully made, will keep our audience on track, engaged. These organizational techniques can be boosted by other procedural devices for audience engagement — but more about these later.

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A to C of Presentation Design

May 27 2023 Published by admin under Uncategorized

Handy little tips to consider when you are designing and presenting your presentations. In this article we look at A to C.

Animation – PowerPoint supplies a huge variety of animations which can be used in your presentations, but it doesn’t mean you should use all of them. Sticking with 2 or 3 subtle and smooth animations throughout your presentation will look much more professional and less cheesy. Don’t forget your audience will read the slides faster than you can speak so use animation to help focus their attention.

Audience – Your audience are key to your presentation, know who they are, know what motivates them; make the presentation relevant to them as individuals. What does this information mean to them personally and will encourage them to concentrate and interact with you.

Ask – Ask questions, they don’t have to be directed at individuals but make your audience think, don’t just speak at them.

Body language – Be confident in what you are saying, if you’re not how do you expect your audience to believe in what you’re saying. Stand up straight, move around the room and engage your audience with eye contact.

Bullet points – These can be overused so asses if they are really necessary. You can use bullet points to focus your messages. But remember your audience will read faster than you can speak so build your bullet points as you go.

Basics – Don’t forget the basics of presenting. Be clear when speaking, pronounce everything, and make sure you talk to the person at the back of the room. Arrive early, make sure your presentation is correct and your microphone works and familiarise yourself with the stage and set up.

Creativity – Remember this is a presentation not a hand-out; you can use creativity to find alternative ways of displaying your messages without them losing impact or importance. Making a more creative presentation will make the audience remember you and your presentation after they’ve left the room.

Concise – Be clear and concise with your messages, audience’s attention spans are not great so you want to make sure they leave with all the key messages and aren’t bogged down with too much detail.

Captivate – Try finding an alternative way to approach your subject. Maybe use a current news story or sports situation to help explain your points. The audience won’t expect to hear the presentation told in this way so will captivate their imagination more.

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How to Tackle Salary Negotiation With a Job Offer

May 23 2023 Published by admin under Uncategorized

Salary negotiation takes careful footwork, especially on the current economic terrain. Even at the worst of times, however, senior managers can create opportunities to negotiate a better deal. Using a competing job offer as a bargaining chip may be one of those opportunities – but handle with care.

Let’s be clear: Companies are still willing to discuss raises even in a recession. Many firms have already gone through layoffs, so the remaining employees are the ones that are the most highly valued. Professionals with the right skills and experience in key projects still have leverage.

Are you contemplating using a job offer as a salary negotiation tool? First, get a sense of how much your current company can give even if it wants to. Take a look at the course the company has taken over the past 12 months. If compensation has been shrinking and benefits are being taken away, this is a clue to how successful salary talks might be. Whether negotiating the salary for a new job or asking for a raise in your current position, these tips can help you secure the salary you deserve.

Don’t Bluff

Never, ever pursue a counteroffer unless you’re prepared to leave. Understand that there is a chance that the current employer may take offense and let an employee go on the spot. And if you’re compelled to back down, you’ve already marked yourself as a flight risk.

Therefore, never use an undesirable job as leverage; a potential raise is not worth the trade. On the other end, remember that the company extending the competing offer actually wants to hire and not just be used as a bargaining chip. Offers can be rescinded; it is best to weigh each situation individually and only take on a comfortable level of risk.

Why Are You Negotiating?

More money is always nice, but it should not be the sole focus of your negotiation. Being able to change responsibilities, work with different colleagues or managers, shift projects and develop a career path are all excellent reasons for coming to the bargaining table.

Set goals before you go into a salary discussion and establish acceptable results on a scale. Don’t refuse an offer out of spite just because the numbers may not be as high as you’d hoped; see if you can balance the gap by negotiating other goals.

Forms Of Compensation

Base salary is not the only negotiable element of a compensation package. Performance bonuses, milestone payouts and signing bonuses are also common forms of payment. Other big-ticket items include healthcare and their premiums, 401k programs and employer match amounts, stock options, and company discounts. Don’t forget other tangible benefits such as gym memberships, company cars, travel expenses and allowances.

You should always come prepared to take something off of the table. Decide in advance what’s most important to you; that way, you can plan to scale back your other conditions in an orderly fashion.

It Is All About Attitude

Negotiations should be a dialogue, not a confrontation. It’s a two-way street: Professionals deliver value to a company through their expertise and performance, and they want to be fairly compensated for that added value.

Use a competing job offer as a metric of market value rather than a threat. Combine it with other market metrics, such as national compensation figures for your position, so the discussion is a compressive evaluation of an employee’s worth, not simply a debate about the position currently on the table.

In the end, using a job offer as a part of bargaining has its own set of risks and rewards. With a good job offer in hand, professionals have a good deal of leverage and a viable backup plan. Be aware of the pitfalls before entering any salary negotiation while focusing on getting what you want.

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Salary, Raises, and Perks: Negotiate to Get Paid What You’re Worth

May 22 2023 Published by admin under Uncategorized

Salary negotiation requires preparation and good timing. It’s important to determine your salary needs and research the market value for the job you want. Timing is critical for negotiation. Discussing salary requirements too early in the interview process can jeopardize your chances of getting the salary you deserve. Failure to negotiate could result in losing money.

Market Value

The negotiation process begins by determining what salary you need. Prepare a detailed outline of your expenses. Next determine the market value of the job for which you are applying. Research similar positions with other companies and jobs requiring comparable experience. Information can be gathered from classified ads, competitors, informational interviews, and web sites.

Win-Win

Be polite and professional during negotiation. Try to impress to the employer that your goal is a win-win situation. It is your job to convince the employer that you are worth more than they are offering. Be prepared for objections by talking about how your past accomplishments benefited previous employers.

Wait

Never bring up salary until an offer has been extended. At that point, the employer has decided that you are the best person for the job, giving you bargaining power. If the employer brings up salary before an offer has been made, be prepared with a response. For example, “I need to know more about the job responsibilities before I can talk salary.” If the position is newly created you could say, “Since this is a newly created, position, I’m sure you have a salary in mind.”

Start Higher

When you have determined an acceptable salary, start negotiating higher than you think the employer wants to pay, and then go to a middle ground. If the employer offers you $50,000 and you want $55,000, ask for $58,000 and then work backward toward your target salary.

The employer may offer you some reasons for not wanting to give you the requested salary. Again, be prepared with a response. If the employer tells you their budget won’t allow an increase, negotiate some perks such as flex-time or an early salary review. If the employer tells you that you would be earning more than others at that level, point out that you should earn more, because you’re worth more. Another option is to ask for a different job title so that you’ll fall into a higher salary range. Be sure to mention that you will take on some additional responsibilities to compensate for the higher salary.

Perks

If the employer can’t increase the salary, be creative and look at other ways to boost your compensation package. You could ask for extra vacation days. Another option is to ask for an early salary review. Request that you be given a three-month review. If your performance is satisfactory, ask that you receive your annual raise at that time. Other options to consider include: a one time sign-on bonus, flex-time, or a shorter work week.

Get Paid What You’re Worth

Why should you negotiate your salary? You have a right to be paid what you’re worth and what the market supports. Records indicate that 60 percent of all negotiators get more than the initial offer. If you don’t negotiate, you’ll lose money, since each annual raise is based on the amount of your starting salary. For example, suppose you were hired at $30,000 per year, without negotiating. Had you negotiated you may have started at $32,000. Based on a five percent salary increase each year, you would lose more than $26,000 over ten years.

Finally, salary negotiation isn’t reserved for the corporate world. People in all types of industries can successfully negotiate their salary. Remember, you are negotiating for your future!

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Search Results

May 21 2023 Published by admin under Uncategorized

#EANF#

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How to Negotiate for Increased Sales and Profits

May 20 2023 Published by admin under Uncategorized

Learning how to negotiate to increase sales and profits is an essential skill set in a competitive marketplace. Discussing price before you’ve estab­lished the value of your product great­ly reduces the options available to create a win/win agreement. Talking price up-front usually results in a “single curren­cy negotiation.” These negotiations are generally not in your best interest because the only thing to nego­tiate is price. The options you face in this situation is either meeting the price de­mand or losing the sale. Neither is an ideal outcome. Although customers may apply “price pressure” during any sale there are strategies and tactics you can take that can help you make sales without dropping your price.

Here are some key negotiation tactics that you should use before you cut your price. Using these tactics can help you negotiate more effectively and sell at a higher price.

DO’s

  • When you meet sales resistance, try selling benefits before you negotiate.
  • Plan your negotiation.
  • Know what you want and what you need.
  • Set your aim high.
  • Know the other party.
  • Establish a positive climate for negotiating.
  • Identify all the issues before you begin to bargain.
  • Maximize the value of each concession you give.
  • Break complex negotiations down into pieces, and solve each piece one at a time.
  • When you lack power, structure the negotiation around facts, figures and hard numbers.

DON’Ts

  • Be the first to concede on a major issue.
  • Make unilateral concessions.
  • Get caught in a price only negotiation.
  • Bow to pressure.
  • Be afraid to say “no”.
  • Offer to split the difference.
  • Rush the process – how you negotiate is as important as what you negotiate.
  • Be put off by the word “no”.
  • Negotiate with anyone who has less authority to make concessions than you do.
  • Negotiate at times when you desperately depend on a favorable outcome.

There are no simple short cuts or magic bullets for dealing with price pressure. By learning how to negotiate to increase sales and profits you can greatly enhance your chances of not only getting the sale but at the price you want.

Remember, if your sales situations require an ongoing relationship with your customers use the negotiating tactics described with care. As with any sales tactics you must establish and maintain rapport during the sale. Doing so helps you be assertive when necessary without threatening the relationship.

Use these tactics as part of you sales strategies to increase sales, profits and customer loyalty.

For more information on negotiating go to: philfaris.com

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What Is the Best Negotiation Process?

May 20 2023 Published by admin under Uncategorized

Although nearly everything in life is negotiable, few people either understand the nuances of the art and science of negotiating, or adequately prepare themselves for negotiations. However, in one of life’s ironies, it appears that negotiating is often considered easy and many people believe that anyone can negotiate. There are many simple and basic examples from everyday life that clearly demonstrate the need to be a better negotiator, from the car buying and home buying processes, to wage negotiations, etc. While these circumstances certainly put some individuals at a competitive disadvantage, the results are generally personal, and thus not that impacting on larger groups or society. When organizations are in negotiating situations, how well they handle these circumstances often dictates their eventual success or failure.

In my more than thirty years as a professional negotiator, I have learned how essential negotiations are. Many inexperienced negotiators falsely believe that negotiations is a contest, where one party needs to best the other. In fact, the best possible scenario is invariably when the negotiations end up being win- win (meaning both sides are content with the result). In many cases, the victories are far more subtle, and while one side gets what it wants and feels it needs, the other side is also satisfied.

1. One of the best examples comes from the event planning world, where an event/ conference organizer is dealing with a hotel. In order to get the best result, the organizer must first do his homework, and understand the needs of the hotel, and what it seeks and needs. Some inexperienced negotiators push too hard for certain concessions that may be harmful to the hotel. What invariably occurs is either the hotel terminates the discussions, resolutely refuses, or in a weakened state, agrees because they desperately need the business. When the last scenario occurs, the hotel will often adopt an inflexible attitude after the contract is signed, and thus the group generally loses in other areas. When there are open and honest discussions, and the group explains its budget, what it needs, etc., and permits the hotel to suggest alternatives (for example, serving in specific rooms, tweaking menus, piggybacking other groups menus to create economies of scale for the hotel, etc.), the optimum resolution to the negotiations often results. For this to occur, however, the group’s negotiator must be totally prepared and know the group’s needs in advance, such as audio- visual requirements, special dietary needs, guest room needs, etc. When the two negotiators build their relationship based on mutual trust and respect, negotiations have the best chance of being resolved to both sides satisfaction.

2. Many groups falsely believe that they save monies by doing their own negotiating rather than hiring a professional negotiator. While occasionally that is the case (for example, if the group happens to have in- house a qualified and experienced negotiator), in most cases, a professional negotiator will attain results which will end up best serving the group’s needs. One caveat, however, is that the group or organization must carefully interview the professional negotiator, and clearly make sure he understands the needs and the group’s philosophy. Like in most consulting situations, many claim to be experts, but few can and do actually deliver. For example, in my years of negotiating professionally, I have found that I will generally save a group at least 30%, which is often the difference between the event being a rousing success or a dismal failure.

Negotiations are essential, and the most groups that utilize proficient, skilled and expert negotiators generally save time, money, aggravation, as well as ending up with a far better overall situation.

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