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After, over four decades of involvement, in, nearly – every aspect of effectively leading, from identifying and qualifying, to training, developing, and consulting to thousands of actual, and/ or, potential leaders, as well as serving as a leader, several times, and negotiating, hundreds of, both, large and small contracts, I strongly believe, for someone to become a true, meaningful, responsible, effective leader, he must be aware of the challenges, and necessities, of quality negotiating, and using that knowledge, to the group’s best interest! In order to achieve, and learn, how to use, every negotiation, to the organization’s actual benefit (in a realistic manner), I believe and have taught, what I refer to, as the, CAPIROCK method, to make this easier, to accomplish, learn, and utilize. With, that in mind, this article will attempt to, briefly, consider, examine, review, and discuss, using the mnemonic approach, what this means and represents, and why it matters.

1. Customized: Since, every organization, is unique, in some way, and each negotiation, requires a certain degree of individual planning, one must proceed, in a customized way, based on the guiding principles, taught, and learned, from a professionally – designed, customized, leadership training, and planning, program!

2. Absolute integrity: Some, falsely believe, there is some benefit, to claiming certain things, during a negotiation, which, to say the least, stretch – the – truth! While, at some time, there may be, an apparent advantage, in the short – term, to doing this, the only way, in the longer – run, to develop the type of relationship, needed, to achieve, a win – win, negotiations, the negotiator must proceed, with absolute integrity!

3. Promises: Avoid the temptation to make empty promises, and/ claims, which you can’t deliver, because, at some point, that approach, is harmful, and back – fires!

4. Ideas; imagination; innovate; insights: Great negotiators need the imagination, and insights, to perceive and conceive of, create, and implement, the finest ideas, and approaches, to create the optimal results! Instead of seeking the same – old, same – old, and being restricted, by the self – imposed limitations of their comfort zone, one needs to proceed, with a willingness, and ability to innovate!

5. Relevant; results; responsive; ramifications: How a leader proceeds, and negotiates, often, has ramifications, and, thus, we need to let prospective leaders, understand, how essential, the results, are, in the immediate, and longer – term!

6. Outside – box; open – mind: When a negotiator considers options and alternatives, and the needs of the other side, he uses an outside – the – box, open – minded, approach, to show, how there are potential mutual savings, and shared – benefits, for both sides!

7. Character; creative; calm/ calming; clear/ clarify; cooperate; contingencies: Great negotiators show their quality of character, to their negotiating adversaries, by being calm, and clarifying, what you seek! Calming leaders suggest creative options and approaches, in a clear, cooperative manner, and include, contingency clauses, and plans, for whatever, one can conceive – of!

8. Knowledge; keen: It takes self – confidence, training, knowledge, and expertise, to proceed, with keen attention, to the most viable solutions, for the specific circumstances!

We need to create leaders, with the training, and personal character, to take advantage of the CAPIROCK approach to negotiating! Are you fit to be a real leader?

If you want to learn how to do the best business presentations then be sure not to take advice from the President of Iran. You see the President of Iran is trying to convince the IAEA that he wants to use nuclear power and tells the world and the people he will; Blow Israel off the Map. Interesting and ironic statements full of hypocrisy indeed; be careful not to do this in business presentations. So often when giving sales presentations the presenters will over embellish a problem and claim to solve it, yet their product, software or consulting services will only solve part of the problem and create a worsened one.

The President of Iran is sponsoring International Terrorism and says he only wants to build nuclear weapons, missile warheads and atomic bombs to defend his nation? But no one is at war with Iran and Iran has oil to sell the world, why does it need to defend itself or start World War III? If you go into a company with a presentation and tell them you can solve all their problems and will work closely with their staff to modify your services, software or products to their specifications great. But then if you tell the Corporations Board of Directors that you are qualified to do this because you also work with all their competition then you are telling them that you will learn everything you can from them and take all that knowledge to their enemy?

When giving a business presentation to a company consider what you are saying. You may think you are giving them reasons to buy into your sales routine, presentation or negotiations, yet at the same time you might be telling them that you are going to help their competition to their secrets and start a huge war in the market place, by giving information to the enemy. Consider all this in 2006.

What does it mean to “win” a sales negotiation? This sure looks like a simple question doesn’t it? I think that in our minds, we all know what we think winning looks like – after all, we see it in sports all the time. However, things are just a bit different when it comes to sales negotiations…

In sports, winning sometimes is achieved by a blowout – the football game that ends up 60 – 0, the no-hitter in baseball, etc. What’s interesting is that although these are clear victories for one team, the viewers get bored quickly and turn off the game – why bother if you already know who’s going to win. A lot of Superbowl games have been like this.

It turns out that sales good negotiations are a lot more like sports games that are too close to call right up until the last moment.

Dr. Chester Karrass goes about defining a sales negotiation winner as being someone who “.. understands what his or her objectives are and takes the time to achieve what is possible through the bargaining process.”

The interesting thing here is that “getting the lowest / highest price” is nowhere to be found in this definition – I think that that speaks volumes. During a sports competition, nobody spends any time worrying about what they can do to make a better deal for the other side. However, during a sales negotiation, this can be critical because you’re going to be dealing with the other side in the future and this negotiation is just the start.

Finally, one of the keys to being a successful sales negotiator is to make sure that the other side ends up being satisfied with the final deal that you reach. Unlike sports, it’s not over once the deal has been inked. The other side still needs to deliver on their promises and you want them to be happy to do so – not unhappy and looking for ways to cut corners in order to make back some of what they feel that they’ve lost!