Negotiation techniques

Recently, I attended a seminar about effective communication in the work world, anticipating the part in the program when the featured speaker would teach us how to negotiate.

I was starting my own business, with promotion an important part of my game plan to success, and I wanted to learn the most effective way for getting what I wanted out of a deal.

The seminar was almost over when the speaker told us she had a few minutes left to tell us about how best to negotiate a deal. She said the lesson involved arm wrestling, so, if we would turn to the person next to us, and clasp hands, elbows on the table, we could start with the lesson.

Everyone laughed. We weren't planning on having to hold hands with our neighbors, let alone arm wrestle. It was a little embarrassing, to say the least.

I looked at the woman next to me, and she was a solid lady, muscular from cleaning corporate offices. We were seated at the table in front of the room, so, I didn't want to lose. We grasped one another's hands, elbows to the table. Her grip was dry and strong. Mine was loose. I didn't want her to think I was trying.

Before telling us to "GO!", our instructor added this last bit of information. She told us that everytime we forced our opponent's hand to the table, we would win $1,000.00. Then she said,"Go"!

The cleaning lady and I pushed against each other arm to arm, palm to palm. I could feel the strain of keeping my arm up all the way to my toes. At the end of 12 seconds, our leader called time's up! She asked how many of us won $1000.00. A few women raised their hands. Then she asked a strange question. She asked how many of us had made more than $1000.00. Two women raised their hands. They were partners in the arm wrestling, and they managed to make $10,000.00 in 12 seconds.

Everyone gasped. "How did you do that?" our leader asked.

"We did this," one of them answered. They demonstrated by holding hands while they pushed each other's arms to the table--back and forth--back and forth---as fast as they could. Each hit won them $1,000.00 imaginary dollars.

As the point of the lesson hit home,I more than learned what I had come to learn. Negotiating in the right way is a win-win situation. Everyone profits. Good negotiation is cooperation.

How have I used this valuable lesson in the work world?

I have a radio show. I highlight area musicians, writers, poets, you name it. One lady that I interviewed was grateful for the free exposure. In return for my free promotion of her, she wrote a song to preface my program--giving it a much more professional sound.

This has caused my program to be picked up by other stations. Which has increased my audience--and hers!

She and I have never charged one another a dime for our mutual services and support. But, our negotiations always take us places we could never have reached alone.

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Starting small businesses

Starting your own business is a big venture and has probably been everyone’s dream at one time or another. It doesn’t have to be just a dream and with a little planning and persistence you can make your dream a reality. Plan out your business ahead of time, decide what the business will be and what you will and will not deal with in terms of products and services. Scope out your competition and make sure your business is in a demographically advantageous area for whatever your goods or services may be. Don’t, for example, open a hardware store in a town that already has three. Look for a location that will benefit your business.

You will want to register your business before you get started. You must decide if you want to be incorporated or not. An accountant can help you decide what is right for you. You must register the name of your business with your county and make sure that no other business is using that name. There is a nominal fee to do this and it only takes a few minutes to fill out the application. You will need this registration in order to do such things as open business accounts at your local bank and you will want to be sure that the name you have chosen has not been used before you have any business cards, letterheads or signs made up.

Once you have chosen your location, get a feel for the average rental costs in your area in order to help calculate how much your start up and maintenance costs will be. You will have to pay security costs to acquire your rental property unless you are planning to purchase the property for your business. Calculate also, what you will need as far as inventory to get started and try to have some customers lined up before you even hang your sign on the door. Don’t forget to acquire liability insurance and decide how many employees you will need. All of these things need to be considered when you decide how much money you will need to start your business. Get everything sorted out before you go to the bank so there will be no surprises.

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How to start an antique business on a shoestring budget

The business of buying and selling antiques is a wonderful experience for anyone with a spirit of entrepreneurship. And surprisingly enough, it takes far less investment capital than one might think.

For many, ‘antiquing’ begins as a hobby that can quickly evolve into a passion. Many collectors develop a true ‘love’ for certain, collectible items. All antiques have a story and often times, the story is far more important than the item was in its prime. It has often been said that “there's a collector for everything and something for every collector.” Therefore, the entrepreneur can safely assume that there’s a buyer for everything under the sun. But how does one find these buyers? What of start-up cost and overhead? Should you advertise? And how does the ‘collectible’ market compliment the antique market? As with every new project, you need a plan. Let’s examine some ways to break into the antique and collectible business with a minimum of investment.

First, you should do your homework. Most new antique dealers wisely begin with a modest inventory, selected after first testing the local markets. You need an idea of what sells and what doesn’t. Now, keep in mind that just about everything will sell, eventually. But you need a product that’s fairly accessible and moves quickly. Where do you find such a product? For starters, check your local newspapers and find auctions in your area. Household and estate auctions are excellent sources of information on the relative value of an item in your area. Pay close attention to the numbers of people that bid on a particular type of item. Glassware may be a hot commodity in your area. Or it may go ‘dirt cheap.’ You need to be aware of the local supply and demand before you settle on a given item line. This doesn’t mean you should restrict yourself to only a few items. It just means that by keeping you inventory to a few product lines, you can become more knowledgeable in less time. And to the antique dealer, product knowledge is everything.

Local estate sales can also be a valuable source of both knowledge and inventory. But be wary of first day prices. Most estate sales last two to three days. The first day, most prices are inflated and will gradually decrease as the sale progresses. Don’t let personal tastes interfere with your sense of business. If you pay that first day price, you're likely paying retail. A dealer who buys at retail market prices will quickly go out of business. You need the bargains, even if means settling for a slightly less desirable item.

Arm yourself with some much needed expertise by visiting your local bookstore. There are some excellent price guides available, many with hints on how to spot forgeries and fakes. One note on this subject. When looking at the price guides, remember that they are just that: a guide. Nothing is ever written in stone and you may find a wide disparity in regional prices. Abingdon pottery is extremely popular and moderately expensive in the Northeast U.S., but is found at ‘give-away’ prices in the Midwest. Know your market.

You’ve got some inventory at this point and the question is where do you find the buyers? The finest antiques in the world are worthless unless you have a buyer. One solution is ‘flea market malls.’ Don’t be mislead by the name. Flea market malls are viable outlets for both antiques and collectibles. They come in all shapes and sizes, some dealing only in upscale items while others are more modest in inventory. There are some tremendous advantages to these outlets and it may be worth your while to do a little investigating. Most malls rent out space to vendors, allowing the vendor to arrange the displays, attach prices and leave instructions for negotiations. The mall will handle the actual sales then pay the vendors on a regular schedule, such as weekly or bi-monthly. This leaves the vendor free to search for new items to dale. So malls charge a small commission in addition tom the rental space while others charge nothing but the fee for the space used. Check around for the best deal in your area.

Another option is the internet. There a host of online auction services, featuring regular, dependable ‘shoppers.’ The buyer is only a click away with such internet powerhouses as Ebay.com and Yahoo Auctions. These companies actually act as a broker, allowing you to set a minimum price on your item, then posting the item along with pictures and text descriptions. This is by far the most ‘overhead free’ method of getting into the antique business . Whichever method you choose, remember, there’s a buyer for everything. You just need the product.

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How to get a new job

With the current economic downturn, finding a job can be challenging, no matter how strong your skills may be. Applying for a position means that you may be competing with a hundred other applicants, some as talented as you are.

So what can you do to get an edge in the job market? How can you find an employer who will hire you for a job that you want? Here are a few suggestions:

1. Check your local newspaper ads. If you plan to stay in your current location and believe there are companies who may hire you for work that you are willing to do, start your search by reading the daily job ads. The Sunday edition of the paper typically carries more ads of every type, including job postings, so be sure to read the Sunday issue. Wednesday seems to be another popular day for ads, and many newspapers carry a "business section" feature on a certain weekday, so you should search the ads then, too. When you find a job opening that interests you, contact the employer immediately, following prescribed contact method.

2. Don't forget the national publications. Whether you wish to stay local or are willing to relocate, nationally-read newspapers may list job openings that you will transfer for or perhaps even post large company openings in your area. The Chronicle of Higher Education, for example, publishes education-related job openings around the nation and abroad. Ask someone in your field of work or do an online search to find publications that may be helpful in your quest.

3. Seek out trade publications. Larger industries often have available to them one or more publications that feature news and include job postings all over the country. The Florida Hotel and Motel Journal is an example of the specialized publications that may be of interest. Even those that don't list job ads can provide information about industry trends and new sources of information or building sites where job openings may occur.

4. Visit online job boards. Do a Google search or use another search engine to locate job boards for the type of work you want. You may have to register with these services to gain access to the job openings, and many will let you post a resume for free, along with providing job hunting tips or services, some for a fee. Check to see what's available in your career field and consider taking advantage of some of these services.

5. Browse company Websites. If you know which companies you would like to work for, visit their Web pages (if they have one) to look for job openings. Many post these online, along with an application process that you can click through when you visit. Even those that don't may offer company information that will prove helpful if a job opening appears in another venue.

Be resourceful in checking job leads or searching for current or upcoming job openings. You also can go through the telephone book's yellow pages or business section and start calling companies to ask about possible openings. Use word of mouth to ask friends or family members about available positions. By covering all possible bases in a comprehensive manner, your chances of finding a job will increase.

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Ten Free Job Interview Tips

 

Research the Company Ahead of Time

When you arrive at a job interview, you should be prepared to show that you've taken the time to research and learn about the company. With so much information readily available online, interviewers expect applicants to at least take enough initiative to read through the company's website prior to showing up for an interview appointment. Almost every hiring manager asks applicants why they're interested in working for the company. Be prepared to provide a knowledgeable answer to that question that includes information about what you know about the organization and reasons that you feel you will be a good fit there.

Practice Interview Questions

Before you go to an interview, be sure that you are prepared to answer common interview questions. While you can't be certain exactly what you'll be asked, there are certain types of questions that come up in almost every employment interview situation. You can find examples of typical questions and suggestions for responding to them in the Difficult Interview Questions and Behavioral Interview Questions articles. Consider recording your responses and asking knowledgeable friends to listen to them. That way you can benefit from feedback provided by other people.

Dress for Success

You've probably heard the old saying that you never get a second chance to make a first impression, and the sentiment is certainly true. The way that you dress when you go on a job interview plays an important role in how the interviewer perceives you. While dress codes vary from one company to another, it's a good idea to dress in conservative, professional attire, no matter what kind of job you are seeking. If you are interviewing for a professional position, it's advisable to wear a dark suit. Regardless of the type of job, you should wear clothes that are clean, neatly pressed, and in good repair. You should also make sure that your shoes are scuff-free and in good condition. Accessories should be kept to a minimum. It's also a good idea to avoid wearing heavy fragrance.

Bring Your Resume and Reference Sheet

Don't assume that the interviewer will have your resume just because you have already submitted it to the company. Bring a clean copy of your resume and reference sheet printed on quality paper so that you can provide them to the hiring manager immediately if he or she requests them. It's best to carry them in a small briefcase or portfolio that coordinates with your clothing.

Arrive on Time

Avoid being tardy for a job interview appointment. Make sure to arrive a few minutes before the time you are scheduled to speak with the hiring manager, even if that means leaving home much earlier than you feel might be necessary. After all, you never know what traffic will be like between your home and the location of the interview.

Turn Off Your Cell Phone

Before you go into the building, turn off your cell phone. Do not just turn it down or set it to vibrate. Make sure that it will not make any noise at all. Do not touch it or look at it at all during the time you are in the office, not even while you are waiting for the interviewer in the lobby.

Be Polite to All Employees

Keep in mind that the interview process begins the minute you arrive on the grounds. Employees may be observing you as enter the building. They may even be taking notice as you drive into the parking lot. Treat anyone you meet while at the company with the utmost respect. Supervisors frequently ask other employees for their impressions of people who are applying for jobs. Even if you have a terrific interview with the human resource manager, you are not likely to be hired if you make a bad impression on anyone else at the company.

Greet the Interviewer Warmly

When you are called back to speak with the hiring manager, greet him or her warmly. Extend your arm for a professional handshake and introduce yourself while smiling and making eye contact. Open the conversation by thanking the interviewer for taking the time to speak with you about the position.

Focus on the Questions

Listen closely to the questions that you are being asked, being sure to answer them thoroughly and accurately. Do not get off the subject or provide personal information about yourself beyond the scope of what the interview requests.

Send a Follow-Up Letter

One of the best ways to distinguish yourself from other job applicants is to send a follow up thank you letter or note to the person who interviewed you.

Best of Luck with Your Job Search

While it's not realistic to expect that you'll be offered every job for which you submit an application, learning and applying these free job interview tips can help prepare you to make the best possible impression on hiring managers. If you have other tips to share with readers, please leave them in the comments section below.

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Job training methods

There are many different ways to train. Indeed, entire books have been written on the ways to deliver training. How can a manager charged with training his or her employees choose an appropriate method? This article defines some of the most common training methods and reviews pros and cons for each one.

The method by which training is delivered often varies based on the needs of the company, the trainee, and on the task being performed. The method should suit the audience, the content, the business¡¦ environment, and the learning objective. Ideally, the method chosen will motivate employees to learn, help employees prepare themselves for learning, enable the trainees to apply and practice what they've been taught, help trainees retain and transfer what they have learned, and integrate performance with other skills and knowledge.

Other factors affecting the choice of a training method include:

-Age, gender, or level of education of the trainees

-Learning styles of the trainees

-Number of trainees

-Budget

-Trainer's skills and training style

Common group training methods include:

Lecture

A lecture is the method learners often most commonly associate with college and secondary education. Yet, it is also considered one of the least effective methods to use for adult learners. In this method, one person (the trainer) does all of the talking. He or she may use handouts, visual aids, question/answer, or posters to support the lecture. Communication is primarily one-way: from the instructor to the learner.

Pros: Less time is needed for the trainer to prepare than other methods. It provides a lot of information quickly when it is less important that the trainees retain a lot of details.

Cons: Does not actively involve trainees in training process. The trainees forget much information if it is presented only orally.

Demonstration

Demonstration is very effective for basic skills training. The trainer shows trainees how to do something. The trainer may provide an opportunity for trainees to perform the task being demonstrated.

Pros: This method emphasizes the trainee involvement. It engages several senses: seeing, hearing, feeling, touching.

Cons: It requires a great deal of trainer preparation and planning. There also needs to be an adequate space for the training to take place. If the trainer is not skilled in the task being taught, poor work habits can be learned by the trainee.

Seminar

Seminars often combine several group methods: lectures, discussions, conferences, demonstrations.

Pros: Group members are involved in the training. The trainer can use many group methods as part of the seminar activity.

Cons: Planning is time-consuming. The trainer must have skill in conducting a seminar. More time is needed to conduct a seminar than is needed for many other methods.

Conference

The conference training method is a good problem-solving approach. A group considers a specific problem or issue and they work to reach agreement on statements or solutions.

Pros: There is a lot of trainee participation. The trainees build consensus and the trainer can use several methods (lecture, panel, seminar) to keep sessions interesting.

Cons: It can be difficult to control a group. Opinions generated at the conference may differ from the manager¡¦s ideas, causing conflict.

Panel

A panel provides several points of view on a topic to seek alternatives to a situation. Panel members may have differing views but they must also have objective concerns for the purpose of the training. This is an excellent method for using outside resource people.

Pros: Trainees often find it interesting to hear different points of view. The process invites employees to share their opinions and they are challenged to consider alternatives.

Cons: It requires a great deal of preparation. The results of the method can be difficult to evaluate.

Role Playing

During a role play, the trainees assume roles and act out situations connected to the learning concepts. It is good for customer service and sales training.

Pros: Trainees can learn possible results of certain behaviors in a classroom situation. They get an opportunity to practice people skills. It is possible to experiment with many different approaches to a situation without alienating any actual customers.

Cons: A lot of time is spent making a single point. Trainers must be skilled and creative in helping the class learn from the situation. In some role play situations, only a few people get to practice while others watch.

Case Studies

A case study is a description of a real or imagined situation which contains information that trainees can use to analyze what has occurred and why. The trainees recommend solutions based on the content provided.

Pros: A case study can present a real-life situation which lets trainees consider what they would do. It can present a wide variety of skills in which applying knowledge is important.

Cons: Cases can be difficult to write and time-consuming to discuss. The trainer must be creative and very skilled at leading discussions, making points, and keeping trainees on track.

Simulations

Trainees participate in a reality-based, interactive activity where they imitate actions required on the job. It is a useful technique for skills development.

Pros: Training becomes more reality-based, as trainees are actively involved in the learning process. It directly applies to jobs performed after training. Simulations involve yet another learning style, increasing the chance that trainees will retain what they have learned.

Cons: Simulations are time-consuming. The trainer must be very skilled and make sure that trainees practice the skills correctly. Only perfect practice makes perfect.

Projects

Projects require the trainees to do something on the job which improves the business as well as helps them learn about the topic of training. It might involve participation on a team, the creation of a database, or the forming of a new process. The type of project will vary by business and the skill level of the trainee.

Pros: This is a good training activity for experienced employees. Projects can be chosen which help solve problems or otherwise improve the operation. Trainees get first-hand experience in the topic of the training. Little time is needed to prepare the training experience.

Cons: Without proper introduction to the project and its purpose, trainees may think they are doing somebody else¡¦s work. Also, if they do not have an interest in the project or there is no immediate impact on their own jobs, it will be difficult to obtain and maintain their interest.

Common individual training methods include:

Self-discovery

Trainees discover the competencies on their own using such techniques as guided exercises, books, and research.

Pros: Trainees are able to choose the learning style that works the best for them. They are able to move at their own pace and have a great deal of ownership over their learning.

Cons: Trainees can easily get side-tracked and may move slower than the trainer desires. It is also more difficult to measure the employee¡¦s progress.

Movies/videos/computer-based training

Content for the training experience comes primarily from a videotape or computer-based program.

Pros: It is easy to provide this training and the trainer can follow-up with questions and discussion. It is also easy to assure that the same information is presented to each trainee.

Cons: It is expensive to develop. Most trainers choosing this option must purchase the training from an outside vendor, making the content less specific to their needs.

On-the-job training

This is the most common method of training. The trainee is placed on the job and the manager or mentor shows the trainee how to do the job. To be successful, the training should be done according to a structured program that uses task lists, job breakdowns, and performance standards as a lesson plan.

Pros: The training can be made extremely specific to the employee's needs. It is highly practical and reality-based. It also helps the employee establish important relationships with his or her supervisor or mentor.

Cons: Training is not standardized for employees. There is often a tendency to have a person learn by doing the job, providing no real training.

Mentoring

A mentor can tutor others in their learning. Mentors help employees solve problems both through training them in skills and through modeling effective attitudes and behaviors. This system is sometimes known as a buddy system.

Pros: It can take place before, during, or after a shift. It gives the trainee individual attention and immediate feedback. It also helps the trainee get information regarding the business culture and organizational structure.

Cons: Training can be interrupted if the mentor moves on. If a properly trained mentor is not chosen, the trainee can pick up bad habits.

When choosing from among these methods, the trainer must decide which one best suits the trainees, the environment, and the investments available. Many trainers will choose to combine methods or vary them. Others will select a single method that works best for them and never vary. With so many options, a trainer is limited only by his or her creativity.

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