To Negotiate Successfully, Whose Ethical Compass Do You Follow?

When you negotiate, do you have problems with your ethical compass? Do you assess those with whom you negotiate to determine the direction in which their ethical compass points?

During negotiations, people get ‘caught up in the moment’. As a result, sometimes they say and/or do ‘things’ that are misleading, misaligned with their core values, and even downright fraudulent. Nevertheless, one’s ethical compass is a matter of perception.

Consider the following situations and in your own mind assess who’s right from an ethical point of view.

· As the result of a new state law (SB 1070 in a state in the U.S.), the local police have the right to stop anyone that does not ‘look’ a certain way. Some people are cheering, because they’ll get relief from local crimes that have occurred. Other people think the law will serve as a tool used to stop and possibly harass people that ‘look’ a certain way. Are there ethical misalignments at work in this situation, or a genuine concern for the public’s safety?

· You’re stuck in a plane, on the tarmac for hours. Airline authorities indicate they don’t want to let passengers deplane, because ‘conditions’ could change at a moment’s notice and they need to be in a position to ‘take off’ sooner versus later. Are they lying, or are they trying to avoid the hassle of going through the rigors of deplaning passengers?

· Your stockbroker suggests you buy a financial product, while telling others they should sell the same financial product. Some say financial reform is the answer. Others say, financial reform will be too restrictive. Is greed the factor that’s causing the ethical compass to be ‘off centered’ in this situation, or is it self-preservation. To what degree is the stockbroker’s ethical compass askew?

In the above situations, who is ethically right and what’s the ‘real’ source of motivation? Are the people advantaged in these situations duplicitous in their lack of ethics? Are they simply viewing situations from the perspective that the solution will solve a problem? It really depends upon the perspective from which you view each situation and the goals participants are striving to accomplish. In reality, people on either side of the continuum could be manipulating their ethical compasses for their financial and/or self-satisfying betterment.

In this negotiation tip, I’m not passing judgment on any negotiator, nor the practices he uses. To each I say, to thyself be true. Let your conscious be your guide.

When negotiating, determine ahead of time what you’re willing to do to obtain what you’re seeking. Assess the other negotiator’s capacity to ‘bend’ the truth in his efforts to get what he wants. In the balance will lie to what extent you and the other negotiator are willing to go to achieve the outcome being sought. To the degree that your assessment is accurate, you’ll have more control of the negotiation, from which you should be able to craft a more beneficial outcome… and everything will be right with the world.

The Negotiation Tips Are…

· When you negotiate, if you find yourself in a state of ‘wicked wittiness (lying)’, consider the consequences of your actions. You don’t want to win a battle, at the expense of losing the war.

· Where possible, never knowingly pressure the other negotiator into a position whereby he has to lie to sustain or embellish his point. Be cognizant of his body language to gain insight into his source of motivation.

· Seek to understand what may motivate someone to lie. In so doing, you can guard against that source and use it to your advantage if the situation is warranted.

Flash Presentation: Ultimate Competition Killer

If you have finally stepped forward to make a bold move by advertising and marketing your business using unorthodox and unconventional ways then probably you think quite a bit about your business. It is always wiser to learn cheaper and out of the box methods of presenting business to the customers to lure more of them and prospective clients.

Though it is not always necessary that a maverick idea of marketing and promotion will work but considering the contemporary trends in mind Flash Presentation, these days is in vogue to spread the word most effectively.

Flash Presentations these days are in demand as they instantly strike the chord with the customers and visitors; it gives the power in the hand of the customers to visualize the business as these presentations are studded with stunning visuals, animation effects, sounds and videos.

Many businesses and organizations these days use Flash Presentations to present their ideas as most web development companies design presentations around a story to enable the message to reach their clients with more intensity and force. It is like captivating your audience and clients.

Apart from presentations, many web development companies these days design all kinds of stuff like flash banners, flash intro, mailers and etc. To illustrate an example; videos, visuals and audios are widely used in classrooms to teach effectively and convey the lessons with high degree of precision.

Corporate houses and big organizations have also understood the importance of flash presentations and they are leveraging the services of web design agencies to prepare product guides and interactive training modules for their employees to process effective communication across different verticals.

Some web companies offer services like flash CD presentations, sales presentation, animated presentation and learning modules as well. Professional web design agencies optimize their presentations for web and CD- ROM.

Market is full of companies offering their services but an experienced and professional flash presentation company can make a vital difference to the overall chances of any firm. Any leading company chooses the videos and images with precision and thus their work reflects the quality and commitment they keep towards their work.

Also any leading company initially makes itself aware of the business and its values before it prepares the presentation so that they are able to provide world class services. Web agencies can also integrate presentations with internet and other web resources so that the firm for which they are doing it gets more exposure and ultimately clients.

If you are looking for extra sales and plenty of clients go for Flash Presentations as they are ultimate key to the success of your venture.

Telesales – How to Write a Cold Call Pitch Or Presentation

Writing any type of sales presentation is an art form in itself. But a cold call presentation is more difficult because you only have a very short period of time to make an impact. It’s essential that you follow a set structure in order for your sales pitch to flow like a good novel. Let me expand in this analogy; imagine buying a book that turned you off or bored you senseless within the first few pages. It’s more than likely you would stop reading it and move onto something more interesting instead. That is how a lot of companies cold call pitches are received by a vast majority of the population.

I am only going to talk about the introduction in this article, i.e. the first 30 seconds. To write about the entire process creates a very long article indeed.

3 very important things that you need to employ when writing the introduction to a cold call pitch are what I call the ’3 Biggies’.

The 3 Biggies are:

1. Who you are?
2. Why you’re calling?
3. What’s in it for them?

If you do not cover these three points in your opening gambit you stand a good chance of crashing your presentation within the first 15 seconds, this is something that I call the ‘Hello Burn’ and I will talk about that another time.

The process is simple. This is who I am and I work for this company. This is just a quick call to talk about this, and for your time I want to give you this. Voila.

Two basic examples of a simple introduction are below. I have written one for a small one man band gardening firm and one for a blue chip pension supplier. Both companies are fictitious but the idea is to show you that this straightforward process can work for a One Man Band or a Blue Chip company. Have a look at the two examples.

(Arrows indicate the upward or downward inflection of voice)

A one man band gardener.

“Good Morning/Afternoon, my name is … calling from Twigs n Tings. I know that you must be rather busy so I will only take a few moments of your time. I am a local gardener who specialises in working with gardens up to 1 acre in size. I am in the process of expanding my current client list and I would be delighted to offer you a free 1 hr consultation worth (Include your hourly rate + VAT). 9 times out of 10 I can guarantee not only improve the look of your garden, but also give you phenomenal value for money. All I need to do is just take a few minutes of your time to ask a few basic questions; is that OK? ”

A large multi national pension provider

“Good morning/afternoon, my name is … From ABC Pensions, the largest pension provider in the UK. This is just a very brief call to let you know that over the next few weeks a consultant from our area will be offering individuals the opportunity to review their current pension and see how it is actually performing in the current financial climate. This free service is comes with no obligation and may just reveal an opportunity for you to safeguard your pension. Can I just take a few moments of your time to see there is anything that we can do for you? ”

As you can see from the 2 examples above there are two very different types of client that both follow the same simple 3 Biggies rule. One important factor to take into account is to remember that this is a cold call and that you have invaded the prospects privacy. Do not just assume that because the opening paragraph that you use sounds good to you, that it will have the same appealing factors for your prospect. This is why I always recommend that you ask the client if you can take a few further moments of their time.

There are numerous reasons for this question. First of all you can ascertain if the client is at all receptive to your call and secondly you need to be able to move into the fact finding section of your presentation. Unless you already know that the prospect is right for the product or service that you supply, you must go forward and at least ask a few qualifying questions otherwise you will simply be wasting your own phone bill and paperwork, and of course the time of your potential prospect.