The Missing Number


ATTENTION: YOUR FINANCIAL STATEMENTS ARE MISSING A NUMBER!

This number does not appear on your income statement.

This number does not appear on your balance sheet.  

You do not know what the missing number is.

AND YET THIS NUMBER COULD BE A CRITICAL FACTOR IN DETERMINING THE FINANCIAL SUCCESS - OR FAILURE - OF YOUR BUSINESS.

It is the price of poor negotiating skills - yours,  your partners, your employees.

Revenues and expenses don’t just appear. They result from negotiations and agreements.

Without excellence in negotiating, everything else you have worked for is in jeopardy. 

You know stories of smart deal-making and negotiating that made the futures of successful businesses. And you likely know stories about bad contracts that crippled or killed businesses.


Who Are Your Negotiators?

Who are the people who deal with your suppliers and customers?  Let's say you anticipate a key negotiation critical to your business' future.  Let's say you were to hire an independent representative to conduct it on your behalf.   Would you hire them to handle it?  Would you hire yourself?

DOWNLOAD THE 8 KEYS WORKBOOK NOW

Ignorant Saboteurs Who Leak Money


Now let me ask you about those who do not negotiate directly with suppliers and customers. How many of them may deal with supplier and customer personnel? How many of them share information with suppliers and customers? Do they know the  “big picture” of your negotiating goals?  Do they have the negotiating skills to avoid undermining the efforts of you and your “negotiators" -- all with the best of intentions? Many of your employees are friendly with supplier and customer personnel and in ignorance may provide them with information that cripples your negotiating efforts.

DOWNLOAD THE 8 KEYS WORKBOOK NOW


Why a Paradigm Shift Is More Important Than “Skills”

 

If your associates and employees mastered the big picture -- how to set goals, how to define a walk-away, what information must be gathered before appearing at the table, and how to signal and set expectations from the outset --they would drastically improve their effectiveness and yours.

DOWNLOAD THE 8 KEYS WORKBOOK NOW

The Win/Win Myth


Among the myths promulgated about negotiating is the constant recitation of “win/win”. Where was the win/win in your last negotiation with your landlord? If your landlord  increased your rent did you get to share the increase?  We must succeed through understanding and applying the power inherent in our situation.



The Simple Management Tool to Keep Your Business On Track

Over and over, I have seen bad or suboptimal negotiating results due a failure in two regards:   a lack of preparation; and a lack of understanding of principles of negotiating. Address these and turn the hidden number to a hidden asset!  

WHAT COULD IT BE WORTH TO YOU TO HAVE A RAZOR SHARP NEGOTIATING CULTURE IN YOUR ORGANIZATION?

My book, 8 Keys to Win the Negotiating Challenge together with the 8 Keys to Win the Negotiating Challenge Workbook represent a complete negotiating learning solution.

The 8 Keys book details my PREP / MEET system, including the four keys to gain solid preparation and the four keys to effectively communicate in meetings. The 8 Keys Workbook gives you and your people the structure to stay on track.  It guides the critical preparation, guides “bidding”, and records lessons learned.  Imagine the growth this can foster as well as creating precious materials for post mortems to be shared.  With these you can be well on the road to creating a powerful negotiating culture. 

8 Keys to Win the Negotiating Challenge is currently available for download now onto your Amazon Kindle, tablet or PC. 

Your 8 Keys to Win the Negotiating Challenge Workbook can be downloaded now from this site.