Archive for the ‘Vince Daniels’ Category

Global Chameleon, by Vincent Daniels

As with most pursuits that involve theory and practice, there are keys to being successful at negotiating. These crucial elements of negotiating, which include power, information, time, strategy, people, questions (& answers), obstacles, cycle, courage and patience, must be fully understood in order to win more than you lose. The first key to successful negotiating is to understand and use power in the negotiation. It is also crucial to be able to detect what power the opposition has, and whether this “power” is real or merely a tactic — the power play. If it is a tactic, how do we disarm it?
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Global Chameleon, by Vincent Daniels

All salesmen are taught that building trust is the key to successful selling. In order to build trust we try to develop a rapport with the client and, hopefully, cement a bond. Developing this relationship and the ensuing trust is a major first step to developing a long-term client. For some companies trust is built-in. When we buy from a well-known online retailer, we trust that we will receive what we ordered and that the quality will be acceptable.
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Global Chameleon, by Vincent Daniels

Whenever we prepare for a negotiation, we concentrate on strategies and tactics. How can we win the most in the negotiation? We sometimes lose sight of the fact that negotiating is really about people. People have moods, goals, fears, dreams, egos and much more. Understanding people and all the things affecting them is the key to being a good negotiator.
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Global Chameleon, by Vincent Daniels

I grew up in the Bronx, New York City, so the only contact I had with Hispanics was through a couple of Puerto Rican friends. But even they were second generation and very much New Yorkers. It was only when I joined the Army and was stationed in Fort Bliss, Texas, that I had any direct contact with Hispanics or with Latin Americans. It was a very pleasant awakening. I very much enjoyed the flavor of life South of the Border. And I do mean “flavor” literally as well as figuratively. The food was excellent. But also the people were kind and friendly. Like many norteamericanos, I assumed that this was Latin America; that everyone South of the Border ate tacos and burritos and loved Mariachi music. I was in for another major awakening.
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Global Chameleon, by Vincent Daniels

Don’t be so quick to make concessions during business negotiations when the other party uses “the flinch,” “the nibble” or other tactics. Some of these tactics may seem quite simple, but think back and you will see how they have been used effectively against you (or perhaps by you). You want to negotiate a win-win scenario, but you do not want the opposition to win more than you do.
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Global Chameleon, by Vincent Daniels

I am often asked whether negotiating is an art or a science. The answer is a simple “yes.” Negotiating is the art and science of achieving a mutual agreement among two or more parties. Seems very simple. But, as with many things that seem simple, the truth is that negotiating is complex. In a series of articles, we will explore the many artful, skillful and theoretical aspects of negotiating. We will add another complication by relating the negotiating process to a global perspective.
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