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Articles from Robert Menard | Selfgrowth.com
- What Does Win-Win Negotiation Mean? - by Submitted on Nov 17, 2009 from Robert MenardWin-Win ranks high on the list of overused buzzwords, but many of us have trouble understanding the counter intuitive notion that two sides can win when a product or service is bought and sold. Win-Win is not only obtainable, it is the ideal result. How then does it work? Negotiation ...
Views: 7627(17 votes) - Using Concession Strategy in Negotiation - by Submitted on Nov 10, 2009 from Robert MenardPlan your concession behavior to enhance sales success and customer satisfaction. Good concessions are donations of perceived value, not demonstrations of gamesmanship. Perceived value means the importance the other side attaches to our concession. Gift certificates as an example ...
Views: 4583(6 votes) - How to Find the Best Negotiation Training - by Submitted on Nov 10, 2009 from Robert MenardIn over two decasdes of conducting seminars and workshops for fellow purchasing pros, all have voiced one constant refrain. Everyone’s goal is “to become more comfortable, confident, and competent in negotiations.” Needs and solutions Businesses must constantly train buyers in ...
Views: 4382(10 votes) - Learning Negotiation Skills From Children - by Submitted on Nov 10, 2009 from Robert MenardChildren are good negotiators. They know that 'no' means 'maybe', do not give up easily, and ask for more than they want. They do not take "No" for an answer Kids demand to know "Why". If they move past the parental "Because I said so", they may overcome the objection. The adult equivalent ...
Views: 3757(8 votes) - Negotiation: A Profit Strategy - by Submitted on Nov 10, 2009 from Robert MenardNegotiation is the most important business skill we'll ever master, yet it is often among the missing in our profits tool box. We think of labor productivity, equipment, and techniques, as our stock in trade. Certainly, all these are mandatory resources to prosper in the business, but none have ...
Views: 2447(8 votes) - Why Getting to the Best Deal off the Bat is Impossible - by Submitted on Dec 04, 2009 from Robert MenardHow would you answer this question that a buyer might pose: “Why not just eliminate all the negotiation nonsense and just get right down to the best deal?” Well, you can, but only about as often as you get married. Skipping negotiation means trashing the communication and investigation ...
Views: 1973(6 votes) - Do Buyers and Sellers Have Equal Negotiation Authority? - by Submitted on Dec 07, 2009 from Robert MenardPurchasing and sales pros alike are fascinated by commercial law. We should be; it is part of our daily experience and we need to be masters of it. The purchase and sale of goods is a matter of contract law and a PO is a contract. Yet very few of us have any formal education or training in ...
Views: 1773 - Supplier Evaluation Takes More Than a Pulse and a Price - by Submitted on Nov 10, 2009 from Robert MenardThe issue of supplier evaluation has caused some misunderstanding in purchasing circles. A coherent supplier management strategy requires this best practice so let’s clarify some of the major points that make an evaluation program a success. Is supplier evaluation the same as ...
Views: 1345 - Help the Buyer Calculate ‘Best Value’ - by Submitted on Nov 10, 2009 from Robert MenardAsk any twelve buyers to define ‘Best Value’ and you will likely hear a dozen muddy descriptions. In today’s performance metrics, numbers driven environment, we need to speak the buyer’s language. The successful seller specifies ‘Best Value’ by expressing it in quantifiable terms favorable to ...
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