How To Project Value To Win More Negotiations – Negotiation Tip of the Week

“How To Project Value To Win More Negotiations”

The projection of value in a negotiation and how well you do so is directly related to whether you’ll win or lose the negotiation. To win more negotiations, be laser focused on how you project the value that’s in your offerings. Observe the following when doing so.

  1. To project value in a negotiation, you have to know what value looks like to the opposing negotiator. When seeking her insights per why she’s asking for whatever she requests, you can ask:
    1. Is that really important to you?
    2. Why is it important?
    3. If we can’t agree on this, what might be a good substitute?

Don’t pass off lightly the value that can be gleaned from the insight which comes from posing such questions. Someone can say they want a car and upon further probing you discover they want a form of transportation. That form can be addressed by offering a motorbike, car service, etc. If you became fixated on their request for a car, you might offer a Mercedes, thinking you were offering them the value they were seeking. If the person was one once prone to thinking such was ostentatious, you’d be detracting from your attempts to project value by having your personage perceived as someone that’s out of touch with the opposing negotiator’s perspective of value.

  1. Be Mindful of Labels. When considering how you’ll project value, consider the label you’ll place on your offerings. Reflect upon:
    1. What’s her real source of motivation per what she’s seeking and how can I label it to convey more perceived value? You can gain insight to this question by listening to the words she uses to represent her thoughts. Word choice gives you a peek into someone’s mental thought process because it reflects the thought process per how someone feels about a particular entity. Remember, a diamond has more perceived value than a stone, although the diamond can be concealed in a stone. Thus, if you want to extend an offer, as an example, you might say, I’ll give you a diamond versus, I’ll give you a stone.

  1. Consider what obtaining your offer will do for the other negotiator per her value proposition (i.e. how she values something). That means you really have to understand how she thinks. You can do so by asking yourself:
    1. How will possessing my offer make her feel?
    2. Does she want to appear [position herself] to look a certain way to a particular person/group? Does such convey status that she’s seeking and if so, why is that important to her?
    3. Speak in terms that will allow her to experience the outcome she seeks, if you were to grant her the request(s) she’s asking of you.

To become more adept at negotiations, you must understand the other negotiator’s perspective of value. In addition, you must be very mindful of how you project the perception of value. Once you master this aspect of negotiations, you’ll enhance your negotiation abilities, which will lead to more winning negotiations for you… and everything will be right with the world.

Remember, you’re always negotiating!

How to Take Your Business Online to Get More Clients Now

There’s a popular saying concerning your business and the internet and it goes like this…”If your business isn’t online, then you AREN’T really in business…” This may seem like a harsh statement, but the fact is, business today is incredibly reliant on the internet. If your business isn’t online, then you are missing out on INCREDIBLE opportunities. Opportunities to get in front of clients, build trust, and create leads in a turnkey fashion. Many fear the jump to the online world, but actually, it is much easier than you might think.

Below are a few simple steps to help you get your offline business online to start getting more clients NOW:

1.     Define what you want your website to do – Do you want people to be able to buy your products online, or are you just trying to get them to call you? Make sure to define what action you want visitors to take as that will be important in how the website is designed.

2.     Gather logo/images you will want on your website – You want your website to have the look and feel of the rest of your marketing and your business in general. Be sure to get digital files of your logo and other images you may want on your website.

3.     Meet with local website designers to get quotes and proposals – You don’t HAVE to go with a local designer, but it can help to work with someone who knows your market and who you can build a relationship with. It is always nice to have someone local who can update your site on a regular basis.

4.     Don’t forget to promote the site! – Once the site is built, it won’t do ANYTHING unless you promote it. The designer may or may not have experience with helping you generate traffic, but you definitely want someone who can help your site show up highly in the search engines. In addition, but your website address on ALL your marketing materials from now on.

These are just a few tips to help you get your business online. The internet represents the largest market that one can have a presence in the entire world. Don’t miss out on the clients that may never find you any other way…get online TODAY!

Weak Brazilian Currency Presents an Opportunity to Invest in Brazilian Real Estate Market

Brazil property prices currently present an attractive investment opportunity for foreign investors due to Brazil’s weak currency, particularly if you’re an investors in from Britain or the USA. With Brazil’s currency currently standing very weak against the British pound and the US dollar, investors are enjoying house price bargains that are very rarely seen in Brazil.

It has been widely publicised recently that the Brazilian Real has weakened against the British pound and the US dollar over the last 12 months (June 2011 – June 2012). For instance, during the summer of 2011 foreign investors could get 1.56 Reals for each US dollar, however, in today’s market, investors can expect to get two Reals per dollar.

What this means in terms of house prices in Brazil is that a house that cost approximately 200,000 Reals back in 2011 would have cost $128,205 in US Dollars. In today’s market the value would be around $100,000.

Based on these figures alone, the strength of the British pound compared to the Brazilian Real, means that for British investors looking to invest in Brazil property it is in fact even more affordable and therefore, a much more attractive proposition.

Although many would perceive a weakening currency to be a negative issue, from a positive perspective the declining value of the Brazilian Real means that Brazilian products are much better value for money, which has encouraged phenomenal growth across the Brazilian industry sector.

In turn, the growth of Brazilian industry increases the level of Tourism to Brazil, with tourists attracted to Brazil to buy up cheap products. What this means for the Brazilian Real Estate Market is that commercial property becomes attractive to investors. With tourism comes the need for hotels and holiday homes and foreign investors can snap up bargains on private and commercial properties and land plots in a bid to take advantage of Brazil’s lucrative real estate market.

In 2011 alone, Brazil’s Ministry of Tourism reported 5.4 million visitors to the country, which is a massive increase on numbers from 2010. On the back of this growth, a number of massive hotel chains have bought land and property across Brazil in order to cash in. Tourism levels look set to increase due to major sporting events arriving on Brazilian shores in 2014 and 2016.

This level of investment has meant that Brazil’s construction industry and housing development companies have also seen growth in the levels of work available to them.