* Executive coaching. How sharp are the management skills that you use to lead your business?

* Behavioral & Attitude Assessments as used in the candidate evaluation/performance review process.

* Customer satisfaction surveys. Show them you care.

* Employee morale surveys. Slow down wasteful employee turnover.

* Executive search projects.

* Career planning assessment for students. 70% of us are in careers we would no longer choose!

* Salary Surveys. Are you paying both fair AND competitive?

* Sales force sales skill testing. Does he have (& are you paying for?) the knowledge of a professional salesperson?

* People buy from people they 'like', but what do they 'like'? D.I.S.C. based customer blending training for sales professionals.

* Sales Training Seminar. 50 sales closes. Close more often, make more profit.

* Employee Handbook template. (All provinces except Quebec). Lawyer reviewed. 70 subject headings.

* Company Manual. 225 Ontario lawyer reviewed topic templates to ensure organizational clarity in your business.


Sunday, April 28, 2013


Six Steps to Negotiating a Better Deal…

Understand the other side.

To solve the other person's problem,  you need to gather as much information as possible about their situation. Specifically, you need to know:
    • Any existing time, industry and/or financial pressures
    • Their corporate goals and objectives
    • Their specific goals for the negotiation
    • Their options if they don't make the deal with you
    • The personal goals of the negotiator
    • Who makes the final decision on the deal
"Smart negotiators spend far more time on research and discovery than they do on the actual negotiations, the more information you have, the greater your ability to solve the other person's problem to your advantage."

It is  recommended finding out who you're negotiating with. "One of the first things in any business negotiation is to establish the honesty and ethics of the person sitting across from you," he explains. "A lot of people say they want a win-win outcome, but their negotiating style and strategy often prove otherwise."
  1. Plan your approach. A planned approach starts with having a crystal-clear understanding of your own position. To clarify your position, it is recommended identifying three different deal scenarios:
    • Best possible outcome
    • Worst acceptable outcome
    • Expected outcome
These outcomes establish the ballpark you will play in. Without them, you have no realistic starting point. In addition, say our experts, the best deal-makers always prepare two other key elements:
    • Walk-away point. This sets an absolute limit on the least favorable outcome you will accept. Anything less and you walk away from the deal.
    • BATNA. Your "best alternative to a negotiated agreement" identifies what will you do if you can't reach agreement on this deal.
As long as you have these two elements in place, you can't cut a bad deal.

Experts also recommend the use of role play as an additional planning element. The more you know about how the other side might respond during the negotiation, the greater your chances of creating the outcome you want.

Chris Wilkinson.                              
Certified Business Behaviour & Attitudes Analyst.               
Business Coach.
Tel: (905) 275-2907 (Mississauga).
E-mail: buspilot@bell.net
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