Work911 Newsletter - More RSS feeds, negotiation help, fighting groupthink in teams, new material on delegation, bullying, management gurus
Robert Bacal
groupthink in teams, and more site news on delegation, bullying and
conflict, management gurus.
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1) We Still Need (and We'd Love) Your Input
HELP US HELP YOU. We've been publishing this ezine for six years and we
need to know what you need from us. Please take a few minutes to send
us a note (addresses below) about how we can make this ezine more
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covered? Want longer articles? Shorter? PLEASE let us know.
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2) More of Our RSS Feeds- Keep Up With The Latest On Our Sites
Here's a summary of feeds currently available for our sites that you
can use with your feed reader. Get updated whenever new material is
added to our sites (which is usually 5 times a week), and when YOU
want.
Workhelp.org feed (for most of our new original material)
http://workhelp.org/index2.php?option=com_rss&no_html=1
Relationships911.org - http://relationships911.org/feed.xml
Conflict Resource Center - http://conflict911.com/feed.xml
Customer Service Zone - http://customerservicezone.com/feed.xml
Management World Resource Library - http://workhelp.org/feed.xml
3) The Best of Our Site Additions
We've accelerated our ability to add new material to our websites. Our
goal is to help you find what you need in the most efficient manner, so
you don't have to spend hours hunting around in the search engines,
which seem to have gotten clogged with a great deal of junk sites, or,
links that lead you to sites where you have to pay for access. Material
on our sites should never require any registration, personal
information, or fee to access. So here's a few highlights of the new
material on our sites.
Performance Management Center
We've added some excellent material on objective and goal setting.
There's a free excerpt on the subject from one of my books, and an
article entitled "Setting Objectives Means Facing The Issue", which
rightly contends that objective setting without thought and follow-up
is rather fruitless. Access these and others at:
http://performance-appraisals.org/appraisal-library/Objective_Setting_and_Performance_Planning/
Conflict Management Center - Bullying
We have a section on Bullying that contains over 80 articles, and hints
and tips, ranging from how to deal with bullies at work (and in other
environments to creating workplace anti-bullying policies.
http://conflict911.com/resources/Bullying/
Management World Library
We've added additional articles and information about a number of
thought leaders and management gurus, including Jim Collins (Good to
Great), Jack Welch, Peter Drucker and more. Access at:
http://workhelp.org/Management_Gurus_and_Heros/
There's also new material on Delegation, how to do it and why at:
http://workhelp.org/Delegation_-_Getting_Things_Done_Thru_Other_People/
Planning Resource Center
There's new material here planning meetings, planning your time,
financial planning and career planning in addition to other business
related planning functions. There's something to help everyone
interested in becoming more productive at home and at work. Access at:
http://work911.com/planningmaster/
This is just a small sampling of what's been added to our site since
our last newsletter. Just as a reminder, here are our sites:
http://work911.com is our flagship site where you can find out more
about us, and tons of work related information.
http://articles911.com is our flagship articles directory focused
primarily on the workplace.
http://customerservicezone.com - Want help with dealing with difficult
customers, or want to know what's being done to improve performance?
This is the place.
http://performance-appraisals.org - The Performance Appraisal Help
Center is about performance management and appraisal, and improving
performance in a humane and cooperative way.
http://conflict911.com is our Conflict Help Center. Tons of free
conflict related advice.
http://relationships911.org is for those looking for better
relationships at home and at work.
http://work911.com/planningmaster/ For everything related to planning,
business and otherwise, including time management, meeting planning,
strategic planning.
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Feature Article: Sharpening The Decision Making Process In Groups -
Fighting Groupthink
By Robert Bacal
Whenever two or more people meet to make a decision, a number of
complex group dynamics come into play. Sometimes those group dynamics
operate to create a situation where the best possible decision is not
made. This can occur for several reasons. One of the common group
effects is the group-think phenomenon. This occurs when group members
feel that it is more useful to go along with an idea presented, than to
suggest their own, or criticize or comment on the ideas of others. As a
result good ideas and solutions may never be placed on the table, and
the decision that appears to be supported may not be "optimized",
since there is little attempt to make it better.
In extreme cases, this groupthink process can move to the point where
the final decision is one that is not supported by anyone in the group,
and each member thinks that the others support the idea. You can use
the following tips, whether at work or at home, to ensure that
decisions are made that everyone can live with.
Group-Think Antidotes
If you are leading a group in the decision-making process, make sure
that you highlight the importance of looking at the pros and cons of
any ideas under consideration. Set the tone by focusing on the issues,
and not that people disagree.
When people support an idea with general statements such as "I think
that's a good way to go, encourage them to explain why they believe the
idea is a good one. Another tactic is to ask those that support the
idea to critique it; find the weak points.Treat pros and cons of ideas
equally, particularly if it is your idea under discussion. Feel free to
advocate for your position, but advocacy, on it's own, can overpower
reason. Keep in mind that although you believe in your idea, it may not
be the best of all possible solutions.
Time constraints tend to result in increased pressure to agree. While
occasionally, fast decision-making is needed, keep in mind that people
will be less likely to raise objections if they feel that raising
objections would result in delaying the process.
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Feature Article:Negotiating - The Myths and Realities
By Robert Warlow
We have all been there at some stage in our business lives - the
dreaded negotiation with your most awkward client. He regularly screws
you to the floor each year on price and everything else you have to
offer! Pretty quickly you see every negotiation as a battle and all
your self confidence goes.
There are a lot of myths surrounding negotiating which don't help if
you are faced with handling such a situation for the first time. But as
with many myths, there is usually a very different reality.
Myth: It can be a daunting ordeal
You mention to your trusted partner or member of staff that you are off
to negotiate next year's big contract. What do they say? "Good
luck!" The majority of people think that negotiating is a dirty and
tough task, a necessary evil.
Reality: Not if you plan
As with all things in life, we fear the unknown, especially if we are
unprepared. The reality of negotiating is that with adequate
preparation comes confidence. Before your meeting sit down and ask
yourself the following questions:
1. What do you want out of this negotiation?
2. What is your lowest, acceptable and best price?
3. What are you prepared to 'give away' if necessary?
4. What do you know about the other company's position in the deal?
5. If you don't know much, what questions can you ask to improve your
understanding?
Thorough preparation is a great confidence booster. See the negotiation
as a presentation and plan your approach and questions before hand.
Myth: Negotiators are born
There is such a mystic surrounding negotiation and the skills needed to
be good at it, that most people think you either have it at birth or
you don't!
Reality: Negotiators can be made
Like any skill in business, negotiation skills can be learnt and put
into practice. There are lots of books, tapes and seminars you can
attend on this subject. Negotiation is a structured process and once
you understand how it all works the task becomes easier. But as with
any new skill you have to practice, practice, practice and this is
where most people fall down. Having acquired a new skill you have put
in the training but it can be done!
Myth: To strike a deal you have to concede on price
The perception is that many negotiations end up with one of the parties
always having to concede on price just to secure the deal.
Reality: There are other items you can concede on
The reality in any negotiation is that price is not always the deciding
factor. There is usually something else that the other party wants in
addition to, or instead of, a lower price. It could be that they need
the product or service quickly and may be prepared to pay a premium for
a fast delivery. They may want the product changed slightly to meet
their specifications. They may like some on-site support for
implementation.
In your research and questioning it's up to you to find out what they
really want. Dig deep and find it because every part of the deal is
negotiable, not just the price. Once you have hit upon it, before
conceding on price, throw it into the pot. Remember, this could be
something which means very little to you but a lot to them.
Myth: If their first offer is what you want, say yes
After your sales pitch your client comes back and immediately offers
exactly what you wanted. Wow, what a great outcome! He's got what he
wants and so do you. Deal done!
Reality: Always counter the first offer
If you accept immediately there are two problems:
1. Your customer will think he has had a bad deal, "He accepted
straight away! I could have had a much better deal. I'm sure I went
in too high." With these thoughts going through his mind he won't
feel totally happy with the deal and the chance of cancellation or no
future business is higher
2. It's likely that this your customer's opening bid. Opening bids
are usually on the low side and used as a starting point. Accepting
now, even if it's what you were looking for, could mean you throwing
away a higher price
There are instances where the customer will say "I don't negotiate.
This is the price I'm prepared to pay." He has set the rules, so as
long as you are happy with the price, go for it!
Myth: Negotiating is a competition with only one winner
If you have a competitive streak this is how you will see a negotiation
- something to win or lose. Non-competitive people who believe this
myth automatically lower their defences and quickly cave in to the
'stronger' player.
Reality: There should be two winners
Negotiation is not a competition. The ideal outcome should be win-win,
where both sides feel they achieved something out of the whole process
- one got a sale at a price he wanted and the other got a purchase at
a price he wanted.
Win-win outcomes leave the door open for building strong relationships
which will lead to more business in the future. Win-lose outcomes mean
that one side will be reluctant to deal again. If, by your very nature,
you are a competitive person, temper this and accept the reality that
the negotiation process has to have two winners, not just you!
Myth: If you walk away, that's it
You have found the perfect product but you don't get the price or
deal you are looking for. However, you are afraid about loosing the
opportunity so you decide to go for it anyway, at any price.
Reality: Opportunities often come around again
Accepting a deal through fear is not a position you want to be in. You
will always have a nagging doubt that you paid too much or gave away
something which you should not have. Be strong enough to walk away from
a deal if it's not what you are after.
You have to learn to detach yourself from the underlying deal and avoid
getting emotionally involved with the product or service. Just
concentrate on getting the best result. Being emotionally detached
means you can walk away with no doubts. You may find that a few days
later the seller will be back banging on your door with another offer.
Remember that opportunities always pop up and walking away is not a
failure!
So take a fresh look at negotiating. Are you clinging onto old myths
about how negotiating should be done? Accept that the reality can be
very different!
© Robert Warlow
Small Business Success
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Article Source: http://EzineArticles.com/?expert=Robert_Warlow
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