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So what are the best ways to approach a negotiation? Well there are essentially four steps to most negotiations; preparing, setting up, negotiating and closing.

So if you’re negotiating with your client, here are a few tips for each stage of the process:

1. Preparing

• Take time to familiarise yourself with all the details of the deal to help build your confidence during the negotiation
• Decide three things before going into the deal: a) what your ideal outcome is b) what you’d be happy with and c) the point at which you’ll abandon the deal
• Work out what the ‘worst case scenario’ impact (financial or otherwise) would be to you/your business
• If possible, try to get an idea of what’s important to the other side and even try to test their position before you go into the negotiation itself (knowledge represents the upper hand)
• Always aim realistically high and hold this position as long as you can. You can always come down but you won’t be able to push it back up
• Be prepared to justify your starting position and also be prepared to say no
• Prepare what you have to ‘trade’ with – and prioritize these things in order of value to you.
• Remember that what you decide during this negotiation will set a precedent for what happens in the future i.e. once you make ‘allowances’ for no reason, expect your client to ask for similar concessions in the future – you’re making a rod for your own back if you do!

2. Setting up

• Try not to be intimidated by the other side’s demeanour, data, facts, stats etc. but try to anticipate what they will begin with and what you’ll respond with
• Lay out the agenda for the negotiation but try not to be the one who reveals a starting position first
• Be inquisitive and use intelligent questions to garner more information. Don’t try to convince the other side to come round to your way of thinking and don’t be over-emotional
• Sound ‘sure’ when you state your position and have the confidence to request clearly what you’re looking for.
• Anticipate that the other side will be challenging your position/pricing
• Decide that you will stay strong if the other side decides to play power games such as ‘good cop bad cop’ or aggression to force their position

3. Negotiating

• Never give something without asking for something in return. Take your time and don’t be too quick to change your position when the other side pushes.
• If you lower your price then the scope of what you are providing for that fee should change in accordance e.g. “if you’d like to reduce the overall cost, we can replace the X element with X (i.e. a cheaper component)’ or “how about we only allow for one round of amendments rather than two, which will reduce the overall cost by X” etc.
• If a question or point comes up that you haven’t anticipated, don’t feel pressured to decide on your response then and there, take time to think before you answer.
• Don’t be inflexible, aim to be as co-operative as possible throughout the negotiation
• Ask questions “What is important to you about… ?” “What if we gave you X and you gave us Y in return”? “What is most valuable for you/your company?”
• Don’t undervalue your position by agreeing to split the difference
• Focus on the value you bring, not the price (find out what the other side values)

4. Closing

• The end of the negotiation is where most concessions are made, stay logical and don’t be fooled by ‘last minute’ tactics to throw the negotiation off course
• Aim for a win/win position but at least ensure the other side feels they have gained something valuable from the negotiation
• Don’t be forced into a bad deal. It’s better to walk away than accept something that hasn’t been thought through properly

Have you founds these points useful? What other negotiation tips would you offer to someone who you’ve found helpful?

You delivered your presentation to thunderous applause. You smiled in acknowledgement and with that smile still in place, you invite questions. Up shoots a hand followed by a booming voice, which asks: As wind turbines go, er, aah, can you tell me how a stator-rotor turbine cascade design can be used to more effectively extract energy from the flow?

Your smile freezes in place and you ask yourself who is this (you choose the word)? That was the whole crux of my presentation!

Here are some tips to help you handle the questions professionally.

1. In the scenario above, release your smile which by now has turned quite plastic. Resist the urge to be sarcastic (this is usually sooo hard for me!) and remember that someone once said: there’re no stupid questions only stupid answers. Now check out the tips below.

2. Anticipate questions and prepare for them. Rehearse your presentation before colleagues or friends and ask them for questions. This has the added benefit of allowing you to fill any pertinent gaps.

3. Clarify the question before you attempt to answer, repeating it in your own words if necessary. If you don’t know the answer, admit it, promise to find out and get back to the questioner and then find out and get back to the questioner.

4. Don’t be defensive. Have an attitude that communicates that you welcome questions and appreciate the opportunity to answer them. On your way home, in the car, with the windows rolled up and the doors locked…that’s another answer altogether!

5. Disarm loaded questions.They’re out there. Members of audiences whose sole purpose is to try to trip you up with a question based on false premises or baseless assumptions. Politely maintain your position. You may also ask the person to explain the question and share their information.

6. Divert irrelevant questions.These questions come from the sister of the brother at # 5 above. They are questions that are out of place and even if you know the answer, politely ask the person to explain how the question is relevant to the subject at hand.

7. Divide complex questions.These are the questions that may have three or more parts. Divide them up and answer each part individually. This helps you as well as the audience.

8. End the session by summarizing and thanking those who posed question.

So the next time you share some technical information with your audience, complete it by handling the Q & A session expertly. After all, you are the expert. Aren’t you?

Regardless of the occasion, men usually find it hard to know what to buy the women in their lives during Christmas, Valentine’s Day, anniversaries and birthdays; men always struggle on the idea of gift-giving, especially for their significant others. But on the contrary, women are typically easy to please and easy to buy for. Here are a few of the best presents and gift ideas for women that can never go wrong.

Cashmere is Always Nice

Giving anything cashmere is like walking on safe ground. Although it can be a little expensive to buy her a cashmere sweater, there are smaller articles from cashmere that are less expensive but are just as luxurious. Small things such as a cashmere scarf, gloves, shawl, a wrap, socks or slippers will be very much appreciated. But be careful that you get 100 percent cashmere and not a fake, wool blend.

Bath and Body Stuff

Majority of women adore both and body products that make them feel or smell good. If you have no idea about such products, the best presents almost always sound or like something you would like to put in your mouth – gingerbread, candy, vanilla, and chocolate. All you need to do is to read the labels.

A Watch

Giving a woman a watch is always a good gesture. Even if she already has one, keep in mind that all women need more than one, in almost anything. If the watch that she is currently using is a bit sporty or is really intended for a day to day, rugged use, you can buy her a dressy watch to wear for special occasions and for formal dates. If she already has a fancy watch, go for something more “fun”.

Cosmetics and Fragrance

One of the best presents that you can give a woman is something that will make her feel and look beautiful. There are a lot of cosmetic and fragrance gift sets available and women love getting these. Even if they do not wear that much make up, there is always that one product that they fancy – a moisturizer or a bottle of perfume, perhaps.

Jewelry or Pearl

Another member of the best presents that you can give a woman is a set of elegant pearls. Pearls, such as earrings, necklaces or bracelets are a timeless gift that would make any woman happy to receive. But be careful in giving away jewelry and pearls, they should be of good quality. Pearls should be cultured, and not just a cheap imitation and preferably a graded AA quality, at the least. Any piece of jewelry or pearls is a classic gift that all women can wear in a formal function.