Perfect PowerPoint Presentations on Your Mobile or Tablet

If you’ve ever had to give a PowerPoint presentation away from your office, you’ll know that it usually involves dragging a laptop along for the ride, or keeping your fingers crossed that the hardware in place is compatible with your memory stick or version of PowerPoint. With the increasing popularity of smart phones and tablets, how feasible is it to use one of these devices for that all important presentation? There are now various adapters and software applications that promise to make this a reality, so what options are available?

The best strategy for giving a PowerPoint presentation from your mobile or tablet is to create the presentation on a PC or Mac using Microsoft PowerPoint, then use specific viewing software from your mobile device when giving the presentation. You can prepare the slides as normal using your PC or Mac, add as many new slides as required, populating them with text and images where necessary, save your presentation when complete.

Gather together the hardware parts that you’ll need, this will include your mobile or tablet along with any cables and adapters that are required. Most projectors tend to have two types of ports, a digital HDMI or analogue VGA, or possibly both. Newer projectors will probably have both, but older machines are likely to have only a VGA type connection. If you’re giving a presentation away from your home base, make sure you check what type of connection you will need. Apple can supply proprietary adapters for their devices, cables are non- proprietary but may still be required. Android phones and tablets vary, but many come equipped with a mini HDMI adapter which with the correct cable will plug straight in to a HDMI projector port.

The next thing you’ll need to do is install a PowerPoint viewing app on your device. There are a number of different apps depending on your requirements and platform. Quickoffice Pro offer an app for both Apple OS and Android devices. Slide Shark is another app specifically for viewing PowerPoint presentations, it’s currently only available for Apple OS although an Android version is planned.

Once you have found a suitable app for viewing, you will need to load your file onto the mobile device. There are various ways to achieve this, emailing yourself or using flash memory card to copy (if you have one) are popular methods. Alternatively you could use a cloud based solution such as Dropbox or Google Drive, some viewer apps may have the option to upload to an online account.

Now that everything is in place, be sure to test and verify that everything is working as it should. You can connect to a computer monitor to test a VGA connection, or a modern TV will usually allow you to test a HDMI setup. Open your PowerPoint file and press play within your presentation application and away you go.

Next time you have to give a presentation, especially if it involves travelling some distance, consider whether you actually need to bring your laptop, with the right connectors and software you could give a full sized presentation from a smaller portable device.

How To Make An Effective Powerpoint Presentation

If you need to make a Powerpoint Presentation, it is not enough that you just finish it off. It is of great importance that the presentation is done effectively to ensure that it will deliver the message you want to share.

Microsoft Powerpoint has made creating a project easier for you. With the templates and effects readily available for you, making a presentation is as easy as a few clicks of a button. However, to make the project an effective one, you need to take note of several details in the creation process. Read on and find out how to make an effective Powerpoint presentation for whatever purpose it may serve you.

Creating An Effective Presentation

There are basically three rules when it comes to creating an effective Powerpoint presentation. The first one is to ensure that the design of the project matches whatever the purpose is for creating one. The colors, templates and images in the project must all match your goals such as informing, persuading, selling and the like.

Another important rule is to make everything simple. There is no point cluttering one slide with too many fonts or images. The audience will appreciate a presentation that is easy to their eyes rather than one that appears too heavy and cluttered for them.

Lastly, make it a point that your presentation is consistent all throughout. Use the same kind of template for all slides as well as colors and texts. Though images can always vary per slide, at least make it a point that the style of each image is almost identical. This is especially true if you are creating a Powerpoint presentation in the professional scene.

Making A Presentation Effective

The process on making an effective Powerpoint presentation does not end in creating the presentation itself. Once done, it must be converted into another format to guarantee you that it can be presented successfully. The project can be converted to flash, DVD, video and other known formats. This can be helpful especially at times when Microsoft Powerpoint is not available in the location where the project will be presented. For instance, if it is in video format, it can be played using almost any kind of media player.

With this, it is important that you get a good Powerpoint converter to ensure that the quality and features of the original files will all be retained. Though there are a lot of converters that you can download on-line, you must be careful when choosing software to trust. Check the features of a particular converter first and also read several reviews of it to help you determine the best one for your needs.  For instance, not all converters can convert a presentation into flash so make sure that when you need a flash conversion, get a converter that can support such need.

Take note that in creating an effective project, it is not only about designing it. The effectiveness of a presentation can also be dependent on how well it is presented. Therefore, converting it into a different file will make the creation of an effective project a successful one.

5 Easy Ways to Discombobulate a Presenter

Definition: verb (used with object), discombobulated, discombobulating.

[dis-kuh m-bob-yuh-leyt]

- To confuse or disconcert; upset; frustrate: feeling disconnected or unbalanced.

E.g., The speaker was completely discombobulated by the hecklers.

The purpose of this article is to ensure that people responsible for organizing presentations are made aware of some of the problems that can be caused by a lack of psychological training in this area, and its application in the real world, so that they can take appropriate action to ensure that the presentations they are responsible for are successful.

In previous articles, I have talked about how everyone involved in a communicative event, be it a presentation, training course, meeting, etc., arrives with preconceived ideas and expectations about what will happen, the location, the type of interaction, the people, unspoken norms of behaviour (both verbal & non-verbal) and many other elements. All these are based on their previous experience, knowledge, education, culture, etc. When these expectations are not reached – especially in a presentation context, it can seriously affect the clarity of the communication and the perception of the presenter and their message.

This was brought home to me last week when I attended a series of three presentations in the headquarters of a major telecommunications organization in Spain. The speakers were worldwide Subject Matter Experts in their areas of specialization. I must declare that I am a friend of one of the presenters in this event.

The main discombobulators in this event were:

(1) Room set-up.

- The initial site chosen for the presentations was a “standard format” room: The presenter at the front of the room and the audience in front of them. There was a full range of audiovisual support available and was what I believe to be a typical presentation set up. This is the “traditional” type of room where many presenters have accumulated much of their experience and generally tend to expect this type of venue.

In the case used as an example in this article, the room was perceived as being too small for the expected audience. So, at the last minute it was decided to change the presentation site to a different room which was an unusual design.

To give you an idea of the room set-up The screen was in the centre of the room with a wing on either side which restricted the vision of the presenter to the audience immediately in front of them, unless they moved so far forward that they were almost among the front row of the audience.

(2) No computer in front of the Presenter, only behind them.

The computer which the presenters were to use was on a lectern at the back of the stage which, had it been used, would have made it impossible for the presenters use orientation, proximity, gaze and other non verbal elements to enhance their communicative competence with the audience. All three presenters decided NOT to use it and as a result they were continually looking at the screen to see what was being shown and not focussing on the audience and reading their non-verbal communication.

There are three possible options to resolve this problem:

1. Have a monitor on the floor in front of the presenter so that they can see the screen easily.

2. Have a monitor suspended from the ceiling for the same reason as in #1.

3. Have a laptop computer on a table placed where the presenter wants it NOT where it is most convenient for the organization. This is the easiest, low-cost option!

(3) Focus on the screen and NOT on the Presenter.

The attitude of the organizers appeared to be that it is the screen that is the be-all-and-end-all of the presentation and that the presenter was a mere adjunct to the material instead of the other way around. This attitude was reinforced by the fact that there were two large screen monitor directed towards the audience located on each wing of the room.

It is the presenter and their verbal & non verbal communication that are the most important parts of the presentation. The content on the screen are known as “Visual Aids” – The word “Aid” should not be confused with “substitute”!

It might be more productive to have the presenter on the monitors instead of their slides!

(4) Wifi / Cloud storage / problems.

There were problems with the wifi system. It appeared that one or more of the presenters had intended to use a presentation located in the “cloud” – However, in the first presentation, the problems were sufficiently serious to interrupt the flow of the presentation and discombobulate the presenter. Based on this experience, it is worth reminding everyone that it is better to take your presentation with you in a pen drive rather than trust that you will have the ability to access it in the cloud.

(5) Timing, Seating & Problem solutions.

The session was scheduled to run from 17:00h to 21:00h. Normally, one would expect a break after each presentation or half-way through so that both the audience and the presenters can relax somewhat, stretch their legs and psychologically process the content / messages communicated during the presentation which generally leads to greater retention of the content. A short break also allows the following presenters to find solutions to the problems they have identified during the previous presentation(s).

As an aside and on a personal note, the seats were also uncomfortable, especially for four hours!

Consequences:

1. The first presenter was walking up and down the width of the auditorium like a caged lion; frequently turning to see what was on the screen, turning their back on one side of the audience and then on the other. In general, their non-verbal communication (gaze, orientation and posture) were not a true reflection of their skills.They appeared to be producing extremely high levels of adrenalin, testosterone which results in lower levels of cortisol due to the stress caused in this environment.

2. The second and third presenters were more anchored in their preferred presentation point which meant that the audience were more focussed on them so that the content of their communication (visual, verbal and non-verbal) entered into their subconscious mind via their peripheral vision. However, it appeared that both presenters were discombobulated by the environment. This resulted in the audience members seated on both sides had greater problems seeing the presenters.

It must be stated that ALL of the Presenter did an excellent job bearing in mind the unexpected and unnecessary problems encountered in the presentation site. I am sure that in a “normal” presentation site where the organizers are aware of, and have taken steps to ensure the correct application of, the psychological elements related to presentations, the presentations would have been much better.

There are many other elements that can discombobulate presenters, trainers, meeting leaders, facilitators, etc., for additional information, please feel free to contact me.

Six Important Negotiation Tips for Homebuyers

You’ve finally found a dream house. But have you closed the deal yet?

When it comes to buying a house, the one thing you should know is that everything in the world of real estate is negotiable. Real estate brokers and developers tend to throw words like fixed price and no negotiations at you, but they aren’t being honest. Don’t get intimidated by them. Keep these 6 tips in mind to sail through the negotiation process with your agent or seller.

1. Know the Real Estate Market

Real estate is a huge market, and knowing everything can get a little difficult. But, being well informed about the general property trends in the market, such as property prices in a neighborhood, can give you an upper-hand in your negotiations with an agent or a seller.

2. Always Remember, It’s Business

In business, you don’t just look for the best. You also look for what’s most profitable. Sometimes, a property might have all that you’re looking for. But showing your desperation towards buying it can burn a hole in your pocket. Staying calm and composed in such situations is the best way to set up a table for negotiations.

3. Let the Seller Make An Offer

While being the first one to start is considered ideal in debates, it is just not the case with real estate dealings. As a smart negotiator, you should always let the seller make an offer, so that you can decide on a midpoint. There are chances that the first offer made by the seller turns out to be better than what you were going to make.

4. Try to Identify the Seller’s Motivation

Everyone has a motive to sell a property. The motives might be financial, death in the family, job related, or other such family situations. Ticking on a seller’s motive can help you decide on a negotiation approach. If the seller seems desperate to sell, you could get the property for a good price. However, if you find that the seller is in no hurry to sell the property, your negotiations might not be as effective.

5. Show Your Interest and Give Them a Date

Make sure to clearly show your interest in buying the property at the offer price you’ve made. Close the discussions with giving the seller a deadline. Communicate to the seller that any delay in responding back to your offer might cost him or her a prospective buyer.

6. Be Quick With the Counter Offers

Timing is essential in bagging good real estate deals. If the negotiations are completed and the seller has given his or her final quote, too much delay in responding would allow other buyers to step in. This will only make you a part of the bidding war. It is advisable to avoid such situations.

Ways to Negotiate Credit Card Debt and Avoid Bankruptcy With Credit Card Debt Negotiation

If you feel that settling your debt is already bordering on the impossible, credit card debt negotiation is your next best option. Creditors are always after the assurance of payment. The tendency of people with debts is to shy away and neglect all the notices. This non-action forces credit card companies to send more letters and give you calls that unfortunately strain you psychologically and border on harassment. Apart from that, non-payment means additional penalties or late charges. The longer you ignore these notices, the deeper you’ll be sucked into financial hell. Debt negotiation is a way out of the stress of your situation.
What is Debt Negotiation.

Debt negotiation (also referred to as “debt settlement”) is the time-tested, foolproof method of clearing up those acquired collection accounts. With a debt settlement attorney as facilitator, you can forget about declaring bankruptcy and look forward on getting back on the right financial track. (Plus, you will also be safe from the threats of credit card lawsuits!)

Although declaring bankruptcy seems to be the best way out when your accounts get unmanageable, bankruptcy also carries a lot of disadvantages. It may be relatively easy to justify, but bankruptcy can burden for the rest of your life, and your financial life for at least the next seven years. It also entails a lot of legal documentation which becomes a matter of public record forever.

Three Reasons Why Debt Settlement is Your Best Option:

1. It requires little work on your part. Find a reputable debt settlement lawyer and your debt problems are as good as solved. The debt settlement attorneys will do all the talking and negotiation for you. They may even tell your creditors that you are seriously considering bankruptcy and may not have the necessary amount of money to pay off all your debts given the limited finances at your disposal.

Your chosen debt negotiator will be your representation, which means you will be saving yourself from the burden of receiving those endless letters and scary phone calls. Someone else will negotiate on your part, and you can have your peace of mind that the job is done correctly and within the law.

2. It will force your lenders to rethink about their options.Most credit card companies are owned by banks. When you are suddenly unable to pay your balance, they will be concerned with your ability to pay off the debt. Credit cards, classified under unsecured loans, are not backed by collateral. They generally do not have the power to use your other assets as mortgage and they are simply holding on to your promise of paying. Banks are aware that if you declare bankruptcy, there will be a large possibility that the entire balance of your credit account will be wiped out. Not receiving any sum of payment is the worst-case scenario for any credit card company. A company doing negotiation on your part will give your creditors the assurance they need. Creditors will more likely settle or adjust the terms of payments, than not receive any amount of payment at all. This means that you can reduce your debt to as much as 60-70%, eliminating all those overwhelming penalties and other unnecessary charges.

3. It will save you precious time and valuable money. With the debt settlement attorney doing the negotiation, you can save your self from spending gruelling hours worrying about how you can pay off your creditors. With the credit card company’s eventual change of priorities, you are likely to remove almost all the unnecessary interest and overdue fees from what they are trying to charge you to settle the account.

Losing Your Head In a Negotiation Can Be Deadly

Do you ever lose your head in a negotiation? Most people have done so at one point or another. Losing your head can come in the form of not addressing a situation such that you maximize it. It can come in the form of saying something that alienates the other negotiator. It can even come in the form of implementing the wrong strategy. Regardless of the cause, it can be deadly. The point is, when you lose your head, get it back into the negotiation as quickly as possible. The following are ways to do so.

Understand what caused you to lose your head:

  • Knowing what caused you to lose your head puts you a step ahead of where you’d be if you were not aware of its cause. Being aware of such allows you to reel your emotions in. What that means is you can mentally shift your perspective. The degree of time it takes to do so will be the defining factor that determines how long your head is out of the negotiation.

Assess the impact of your actions:

  • In some cases, the appearance of losing your head can serve as an advantageous act with some negotiators. It can also be a distant death kneel with others. In either case, if you’re at fault and the cost of repair is not too great, give a reason for your lack of control, apologize and indicate it won’t happen again. Take note of the mental temperature of the other negotiator from that point to determine how he’s settling back to normalcy.

Determine viability of corrective actions:

  • Aligned with ‘Assess the impact… ‘, you can seek the input/advice of the other negotiator as to what he would have you do to make the negotiation better (i.e. as the result of you losing your head). Since a good negotiator always attempts to benefit from any position he finds himself in (i.e. maximize the upside and minimize the downside), seek insight from which you can gain an advantage. At a minimum, you’ll gain insight into the other negotiator’s demeanor and a sense of direction in which he’d like to take the negotiation.

Observe the flow of power:

  • There are several aspects of power that can cause one to feel exhilarated or subjugated. If you feel you have the power in a negotiation and then it’s taken away, especially as the result of something that was unforeseen, you might lose your head. Since power ebbs and flows in a negotiation, if a loss of power is the cause of you becoming dismayed, focus on what you can do to regain it.

The determining factor in one losing one’s head is usually associated with a negative occurrence that was unexpected. The catch-all would be, always expect the unexpected. Since that’s fairyland and we’re dealing with the real world, as you plan for the negotiation think of anything and everything that might cause you to lose your head. Then, prepare to deal with it. You may not think of everything, but to the degree you think of situations that might occur and they do, you’ll be prepared for them. As such you’ll be less likely to lose your head… and everything will be right with the world.

Remember, you’re always negotiating!

Negotiating Tips to Save Money

Are you interested in saving money on about any item you purchase? Did you know you can do this with the power of negotiation? Did you also know that just about everything is negotiable? Believe it or not you can negotiate on almost all of your purchases. This means if you aren’t negotiating you are losing money. You are leaving money laying on the table and walking away.

This article will help you save that money by leaning about negotiating. You don’t have to be a remarkable negotiator to save money. All you have to do is learn a few basic things about the subject. This article will teach you what you need to know.

First you need to know what negotiation really is. Most people think it’s about getting a lower price. That is part of it but not all of it. Negotiation also consist of getting free items add to your deal. It’s also about getting better terms for your deal. All of these things make up the total package of negotiation. You can learn to do all of this with just a few simple techniques.

Lets start with learning to negotiate with the big box stores. You know the ones that says they have the lowest prices. The ones most people would never dream would negotiate a price. Well guess what? They will negotiate with you under the right conditions. There are several ways you can accomplish this. Start by always asking if this is the best price they can do. If this doesn’t work, here’s what to do.

1) Ask if there is a discount if you took the floor model.

2) Ask if they have a scratch and dent item like the one you want at a discount.

3) Ask if there is a discount if you pay cash money. Merchants usually have to pay credit card companies a three percent transaction fee on all credit card purchases. Ask the merchant to gave you the three percent off instead of paying it to the credit card company. Tell him you will pay him cash if he does. He will net the same profit margin on the sale either way it’s processed.

4) Ask the merchant to include some small item if he can’t reduce the price.

5) Always ask for free or reduced delivery fees.

6) If the person you are dealing with says he can’t or it’s not store policy, politely ask to speak to the person in charge. Then ask them for a discount. Remember all store policies can be broken.

The common component and key to all of these methods is one thing. You have to ASK! Most people have been conditioned not to ask. So, they don’t even try. By not trying you differently won’t save any money. You will always be paying full price for everything you buy. You should always ask for a discount on everything you purchase. The worst thing that can happen is someone might tell you no. Then again you might just save some money by asking.

Let’s move on to the area here negotiating is the norm. This would be sales like private party, furniture, antiques, boats, cars, or houses. Usually the higher the price the more acceptable negotiating becomes. This type of negotiating requires a little more strategy than asking for discounts at big box stores.

The first thing you need to know about this type of negotiation is the opening price offer. There are two schools of thought on this. There is one strategy that believes you should never make an opening offer. You should always ask the other person what is the least they would take for an item. This way they may offer you a price lower than you were prepared to offer. The second strategy is the one that I like the best. It is just the opposite of the first one. It believes you should always make the first offer. The difference is you make a very low (sometimes called lowball) first offer. This is to psychologically set the stage for the other person to get use to thinking in lower terms.

Here are ten tips about the negotiation process after the opening offer.

1) The first thing you need to do is know your limits. That is when to walk away from the negotiation because it has become a bad deal.

2)The second most important thing, after setting limits, is to make sure you are dealing with someone who has the authority to make a deal.

3) Never give any type of concession without asking for a concession in return.

4) Offer to give concessions which are perceived to be of high value by the other person, but are of low value to you.

5) Start by offering your biggest concession first. Then make concession offers smaller and smaller. Tell the other party you are getting close to your limit.

6) Offer to split the difference between two offers works well at closing a deal.

7) Ask the other person for their help in making the deal. Here’s how it works. Tell them you are very interested in the item. That you would really like to have it. But, tell them they are a little above your limit or amount of money you have. Ask them if they is any way they could help you make this work. This way you are both on the same side of the negotiation. There are no adversaries with this method. This technique works extremely well.

8) When the other party has reach their bottom price tell them you will take the deal if they could throw in something extra. When using this technique ask for something small. Don’t try to break the bank when you know the other party is at their bottom.

9) Here’s a similar technique called the nibble. Use it when everything has been agreed to in principal but before anything has been closed or signed. Tell the other party you are now having second thoughts about the deal. Tell them it would help you to move forward with the deal if they could throw in a small specific extra. They will probably give in to your terms rather than think they’re about ready to lose a deal.

10) Never threaten to walk out of a negotiation unless you mean it. This is because someone might call your bluff. You can give indications or hints that you might walk out. With these, you can always back track if someone calls you hand.

These methods listed here are only the beginning when it comes to negotiations. There is a lot more to learn. There are two ways to learn more about negotiating. The first way is to read all you can on the subject. The second way of learning is by using trial and error. Try different negotiating techniques to find out what works best for you. Learning by experience is sometimes the best teacher.

The key to making this work is simple. Ask for a discount with every purchase! This may mean you have to step out of your comfort zone. The way to do this is to not focus on the asking part. Focus instead on the money you will be saving. Also, think what is the worst thing that could happen. The worst thing is someone might say no to you. They might also say yes to you which would save you money.

Now you know the basics of negotiating. You know enough about it to save you some money. The key to all of it is to be bold enough to use it. You should always being asking for discounts. Are you bold enough to do that? If you are, you will be surprised by the results. It will put extra money in your pocket! Best of Luck with your negotiations!

How To Profit From Negotiation – Part I Of II

INTRODUCTION

Organisations are constantly seeking ways to increase revenues and margins whilst reducing costs. A question that is often raised is how the development of human resource skills can best be aligned to achieving these objectives.

All organisations’ efforts toward realising key objectives are characterised by communications with colleagues, suppliers, customers, shareholders and other stakeholders. The fact remains: individuals can no longer decide whether they would like to negotiate, they can decide only how well they would like to negotiate.

One of the most accessible and powerful mechanisms available to accelerate the achievement of your organisational growth objectives is optimising your organisation’s negotiation efforts.

WITH THE ACHIEVEMENT OF EVER-INCREASING TARGETS ON THE AGENDA, WHAT’S THE BEST WAY TO PROCEED?

The challenge is how to achieve profitable revenue growth whilst keeping a tight reign on expenses through quick improvements in operations.

Many organisations have come to the realisation that traditional growth tactics supported by initiatives such as pure play sales, marketing and purchasing training have run out of steam. This is due in large part to the era of ‘best practice standardisation’. Just as manufacturing organisations have embraced the implementation of proven best practices, so organisations across the spectrum have implemented best practices in the sales environment (typically through the formulation of a sales strategy and the implementation of a formal sales methodology) and the purchasing environment (typically through supply chain optimisation, strategic sourcing and supplier management initiatives). This has had the effect of leveling the playing field with most organisations deploying sales and purchasing strategies and processes that are similar in nature and design.

To achieve superior revenue & margin growth in a ‘standardised’ market environment requires a fresh approach. Deployed effectively, Negotiation Training will act as a catalyst to facilitate the continuance and entrenchment of competitive advantage.

Before exploring the best ways to deploy negotiation training to optimise returns, it is useful to consider why negotiators typically fail to achieve optimal returns from their negotiation efforts.

BUSINESS NEGOTIATIONS

At the highest level of abstraction, negotiators fail because they don’t negotiate in a ‘whole brain’ way. Research has proven that our actions and communications are most effective when they occur in a holistic, whole brain format. In the context of business negotiations, this means that negotiators must guide their actions and communications effectively by focusing on four core areas of negotiation:

Value

Business negotiators must ensure that they have an acute understanding of the facts that underpin any negotiation. Failure to gather & understand the relevant facts that support optimal deal making results in failed negotiations or negotiations where value is left on the table.

Process

Any negotiation without a robustly defined negotiation process and management infrastructure runs the risk of resulting in a sub-optimal outcome. A framework within which to operate is required to provide an environment within which risks can be pro-actively managed. A robust negotiation process ensures positive momentum and provides a referential framework that mitigates unforeseen complications & risks.

Relationship

Agreements can only be concluded between people or organisations represented by people. It goes without saying that the way we interact with other people is a critical determinant of negotiation success. The importance of relationships within a negotiation context is amplified when we find ourselves in an environment where ongoing partnerships and longstanding relationships results from our business interactions.

Vision

To achieve a collaborative deal frame, it is necessary that parties to an agreement have a shared vision of the losses and benefits associated with any agreement. It is only by having an understanding of all parties to an agreements respective vision that we can understand their driving motivators or interests. A key part of negotiation competency involves the ability to generate options that will serve the needs & interests of all parties.

World class negotiators develop their skills & competencies in each of the 4 main areas, thereby empowering themselves to deal competently in areas that would fall outside of their natural areas of ‘preference’.

NEGOTIATION SKILLS TRAINING

Effective negotiation skills training can be implemented in two ways:

  • Generic leading practice based (off the shelf)
  • In house training format
  • Public access open course training format
  • Verticalised & customised (suited to industry & organisational specific challenges, needs & strengths)
  • In house training format

The most effective negotiation skills training interventions will be preceded by the definition and/or design of a negotiation strategy and supporting process. This will ensure the establishment of a negotiation capability at an organisational level, equipping the organisation with a key competency in negotiation, which will result in competitive differentiation.

To ensure optimal positive impact, any negotiation training programme should cover the following key areas:

  • Individual negotiation preference & competency profiling.
  • Individuals must get an understanding of their preferences, negotiation style and negotiation competencies in the context of business negotiations.
  • A proven understanding of strategic sourcing and the approaches taken by buyers to negotiate purchases.
  • Sales negotiation training programmes should be built upon a strong foundation of understanding the procurement and purchasing functions within organisations. This is a critical element which will ensure that delegates are equipped with the skills to apply ‘mission specific’ negotiation strategies & tactics.
  • Provide delegates with a practical, simulation based environment within which to learn & deploy negotiation skills.
  • Research has proven that learning is accelerated by a practical learning environment.
  • Make provision for delegates to demonstrate their understanding and acquisition of new negotiation skills by means of a post course assessment.

Too many training courses don’t achieve their objectives because they don’t provide a post course assessment environment that encourages delegates to internalise the skills acquired.

Provide delegates with an individual Personal Development Plan based on their demonstrated preferences & competencies. It is hardly likely that one or even two negotiation training interventions will provide sufficient time for each delegate to fully develop their negotiation skills. It is therefore of critical importance to provide each delegate with a personal development plan that will assist them in the continued development of their negotiation skills.

To read about developing a personal negotiation development plan find my article entilted “Key Steps To Becoming an Advanced Negotiator” on this website or EMAIL ME FOR FREE