• Skip to primary navigation
  • Skip to main content
  • Skip to primary sidebar
  • Skip to footer
donald mcmichael

donald mcmichael

value-enhancing outcomes

  • Portfolio
  • Articles
  • Transformation Playbook
  • MicroBlog
  • About
  • Contact

The Secret of Getting Business Deals Moving

5041960653Say it’s not so! It can’t be. But alas it is. We are segueing into September. Over the next two weeks bathing suits will be wrung out, surfboards stowed, and backpacks wrenched out from beneath that pile of camp gear.

Turning up the dial

This is a period of both great anticipation and trepidation. The kid’s are running frantically to get those last summer hit list items crossed off. While we’re becoming more focused on those business discussions that we’ve been attempting to schedule for the last 6 to 8 weeks.

Improving conversation productivity

With only three productive months to go before we closeout the year things need to get popping posthaste. We have to be on top of our persuasion game. With this in mind I want to refer you over to a great article from our friends over at Scotwork titled Leave the Haggling to Flea Markets which appeared in the August 2012 edition of NJ Business Magazine.

Making business work takes two sides

Yes, yes, I know there’s no need to school you on the fine art of maneuvering through a conversation. I understand this, that’s why this article is so good. It focuses on helping you keep that sharp edge by providing these three negotiation discussion reminders:

  • Make specific requests. Cut to the chase; ask for what is needed, or desired.
  • Block — don’t reject — unreasonable demands. Match their request with a price or service that is aligned with their position.
  • Shrink the agreement gap. Do what the best consultants do when faced with a problem. Break it down into smaller parts. Then reach an understanding on each element.

Additionally, the article covers an eight-step negotiation process; although I think of it more as a discussion framework. If you don’t subscribe to NJ Business or have access to a magazine database (not many of us do – thank goodness for my association with academia), then reach out to Scotwork they’ll be more than happy to email a reprint.

Now that you’ve heard theirs

What are some of your tips for ramping up after the summer?

photo credit: drp via photo pin cc

Filed Under: blog, business development, Business Strategy Tagged With: business development, business insights, Business Management, business tips, client acquisition process, negotiation

Primary Sidebar

THE 411 ON THIS SITE

Donald McMichael
Insights for entrepreneurial leaders that help them answer two fundamental questions "Where should we play?" and "How do we win?".

Why am I passionate about this? Well here’s

My Backstory...

Recent Posts

  • Drowning in Data, Surviving with Smarts: Why AI Alone Isn’t the Answer
  • Finding the 10% That Matters: A CFO’s Guide to Strategic Data Use
  • Navigating the Ethical Landscape of AI-Driven Process Optimization
  • Boosting Efficiency: The Power of AI Process Optimization
  • Case Study: 30% Efficiency Gain Through AI Process-based Improvement

“Our problem isn't the volume of information; it's how we make sense of it all. Our biggest issue is how we make decisions in the workplace.”

Jay Acunzo

Footer

Contact

  • Website
  • Email
  • Phone

Navigation

  • Home
  • Portfolio
  • About
When it is obvious that the goals cannot be reached, don't adjust the goals, adjust the action steps. - Confucius

Also connect with me here

  • Instagram
  • LinkedIn
  • YouTube

Newsletter

Copyright © 2025 · Studio Pro on Genesis Framework · WordPress · Log in