Nine tips to promote win-win negotiating (no matter the contract ...

Nine tips to promote win-win negotiating (no matter the?contract)

On Wednesday, Nov. 7, I?ll have the distinct pleasure of co-facilitating the final MSAE Emerging Professionals brown bag lunch of 2012 with Tammy Dankenbring, sales manager for the Amway Hotel Collection. Discussion will focus on successful negotiation techniques. If your schedule will allow, and you?re not yet registered, please consider attending.

Following is the abridged version of our presentation (and I promise I?ve saved our best examples and talking points for the program ? so I hope to see you there):

1. Contracts differ. Familiarize yourself with the differences among the various contracts your organization routinely executes (e.g., technology, entertainment, speakers, d?cor and hotels). Some contracts may appear to be substantially the same; however, focus on the nuances of the outlier clauses and be sure to understand how they could affect your organization.
2. Trade shoes. Consider the other organization?s perspective during negotiations. You?ll note my intentional use of the word ?organization? here. Negotiating should always promote the best interests of organizations (rather than the self-interests of individuals). Much like your circumstances, the other organization is affected by goals, expectations and limitations.
3. Consider value. A correlation exists between the value of your business and the number of concessions or price breaks your organization can expect to receive during contract negotiations. Evaluate the relative value of your business and negotiate each contract based upon what you can offer the other organization. Focus less on what they can offer you.
4. Avoid ?never.? Refrain from using (or even thinking) blanket statements like ?We never pay for?.? or ?We?ll never agree to an attrition clause.? Quite simply, it breaks down the negotiation process. In fact, it results in something more akin to bullying than it is does negotiating. Instead, carefully consider your organization?s needs and wants, and communicate them accordingly.
5. Develop relationships. The personal and organizational benefits that result when you develop a meaningful relationship with those involved in the negotiating process are invaluable. Don?t underestimate the time it takes to develop these relationships; they do not blossom overnight. Likewise, care should be taken to nurture these relationships, especially between negotiation periods.

In anticipation of this session, I also posted a question to ASAE?s online Collaborate community some time ago seeking various negotiating best practices. Joan Eisenstodt, chief strategist of Eisenstodt Associates LLC and one of the most brilliant minds in the meetings and hospitality industry, was kind enough to reply with the following tips:

1. Ask questions and listen to answers.
2. Go in without a preset agenda ? that is, don?t assume ?no? or ?yes? until you ask and listen.
3. Educate yourself about the person/entity with whom you are negotiating ? know their needs.
4. Look beyond price to conditions.

So, my question to you is this: What would you add to this list? In your experience, what have you found to be the single most important lesson you?ve learned about negotiating?

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Source: http://aaronwolowiec.com/2012/10/31/nine-tips-to-promote-win-win-negotiating-no-matter-the-contract/

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Squirrel Birth Control: To Stop Invasion, Science Gets Seedy

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Source: http://www.labspaces.net/124806/Squirrel_Birth_Control__To_Stop_Invasion__Science_Gets_Seedy

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Analysis: This earnings season, more global means more pain

NEW YORK (Reuters) - For many U.S. companies, the earnings period has been scary enough. For those with big overseas operations, it has been a horror show.

Corporate America overall is struggling, with year-over-year earnings expected to decline for the first time in three years. But in a big switch from last year, a high proportion of overseas business is no longer a ticket to big earnings - and, in fact, has been a hindrance.

"It's how the worm turns," said Uri Landesman, president at Platinum Partners in New York. "Right now, the U.S. is not super-exciting, but relatively speaking, it's doing well. Anybody who is doing a lot of business overseas, things are slow."

The slowed growth overseas, particularly in Europe, has hurt U.S. companies' sales. The U.S. economy is growing at a middling 2 percent at an annual rate that compares favorably with the 17-nation euro zone, which is expected to have fallen into recession in the third quarter.

A Thomson Reuters analysis of third-quarter earnings shows a big difference in results between U.S. companies with the most international sales and those with the least.

A basket of 39 S&P 500 companies among those having the highest percentage of sales from overseas are expected to see earnings decline 8.5 percent from a year ago. That's based on actual results from 24 companies and estimates for the rest, according to the Thomson Reuters data.

Meanwhile, earnings for companies in a basket of 38 S&P 500 among those with the lowest overseas sales, including Southwest Airlines and UnitedHealth Group , now show an increase of 11.1 percent from a year ago. That's based on actual results from 15 companies and estimates for the rest.

Overall, the earnings of Standard & Poor's 500 <.spx> companies are expected to decline 1.2 percent in the third quarter.

The disparity has emerged as S&P 500 companies suffer through their worst earnings season in three years. Just 37 percent of the 272 companies that have reported so far have exceeded revenue expectations - far short of the long-term average of 62 percent. By comparison, about 63 percent have exceeded earnings forecasts, just above the long-term average.

ULTRA-CAUTIOUS INVESTORS

That so many companies are falling short on revenues suggests cost-cutting will eventually run its course. A rebound in revenue in the fourth quarter "may be at risk in the absence of some improvement," Greg Harrison, Thomson Reuters corporate earnings research analyst, wrote on Friday.

It gets worse. So far there have been 37 earnings warnings for the fourth quarter and just 4 positive announcements - the worst ratio since Thomson Reuters started keeping data in 1996.

"The tone has gone from cautious in July to ultra-cautious in November," said Fred Dickson, chief market strategist at D.A. Davidson & Co in Lake Oswego, Oregon.

About 47 percent of S&P 500 sales come from abroad and a little over 14 percent from Europe, according to S&P data.

Europe has been repeatedly cited by companies as a reason for weak third-quarter results. Among the latest was Coca-Cola Enterprises , which said on Thursday weakness in Europe hurt results and said it was restructuring parts of its finance and sales operations.

Technology companies account for the bulk of the 39 companies with the most international sales. Among those that have already reported is International Business Machines which earlier this month posted a quarterly revenue miss and barely beat analyst expectations for earnings.

Like IBM, the biggest disappointments this reporting period have been on the revenue side. S&P 500 companies' revenue for the third quarter is expected to slip 0.6 percent from a year ago, Thomson Reuters data showed.

But for those 39 companies with the most international exposure, revenue is seen down 10.8 percent from a year ago. For the companies with the least, it's seen up 2.7 percent.

Smaller-capitalization companies are showing a similar profile.

"We have noticed that so far, small cap companies that are missing on revenues tend to have some international exposure (median international exposure of about 10 percent), while those who are beating on revenues tend to have domestic revenue biases," Credit Suisse analysts wrote in a research note this week.

(Reporting by Caroline Valetkevitch; Editing by Kenneth Barry)

Source: http://news.yahoo.com/analysis-earnings-season-more-global-means-more-pain-212348650--business.html

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Online Reputation Management For Healthy Internet Presence | FBF ...

According to rep fixers, never underestimate the power of blogging, as it is full of great online marketing potential. When members sign up with sign up with LookupPage they create a basic profile for themselves, putting down important information about their business, uploading a logo, and generally creating a business-card style presence on the web. Also check if these services are reasonably priced. In fact, when reputation management representatives stonewall the queries and comments that users tend to get irritated. Different social networking sites as well as several online marketing strategies including SEO play an integral role in building and maintaining an entity?s reputation.

The fact is that it is a heck of a lot of work. Finding the right expert to partner with these days is easier and more convenient through the help of technology. It takes years to build a reputation, yet it is surprising that very few companies really implement reputation management. Internet Reputation Management is the practice of manipulating or reshaping one?s search results to reflect a more positive, or accurate, depiction of a particular person or company. At other times, senior management themselves can cause an issue for a company by indiscretions or causing outrages by public pronouncements.

Almost all Web users won?t dwell on whether the claims are factual or spurious, they?ll simply search elsewhere. You can do it, but you might save yourself a lot of time and frustration by hiring a search engine optimization firm to do it for you. The seller creates an online auction as though he resides in the United States, but responds to buyers with an email claiming he?s outside the United States for business reasons or a family emergency. Obviously any prospective buyer will follow the reputation a seller has in the Internet marketing before if they were to take on to any kind of trade. Although each module for each product has its strengths and weaknesses side by side you need to evaluate each application module against your business requirements (and not user likeability).

Thus, people should utilize the help that is out there in order to ensure that they are getting the best reviews and the highest customer traffic that is possible. There is nothing wrong with outsourcing help from other experts to fully maximize what they can provide for the company. Become the ultimate bearer of good news. This means that you can?t simply rely on blogs and/or the Internet for reputation management, and you can?t simply rely on press releases or well-planned events. I also was privy to online comments and descriptions about the person and their ?activities?.

A nicely organized tactic from a competitor however will certainly catch up to you and tarnish your current persona over time. The sites are being managed and controlled by site masters. Online Reputation Management tools. The reputation of any business is built on the quality and excellence of the products or services it provides. The problem is that even if you fix the problem that is causing your customers to be angry, those web pages that contain bad reviews still exist, damaging your reputation.

Create targeted press releases and distribute them among key media contacts to be able to rapidly distribute updates via email or RSS feeds. The basics of online reputation management is to NEVER put anything in an email that would make you feel bad if by some happenstance it appeared on the front page of your leading local or national newspaper. We understand the online reputation problems you may face and we offer cost-effective results that contain long-term solutions. However, it should be pointed out that there are only few such websites that publish authentic reviews from clients. Doing for individuals is often referred to as online identity management (OIM), online image management, online personal branding or personal reputation management (PRM).

When you use the multiple techniques involved in ORM, you protect your image from the negative effects of damaging publicity. Reputation management helps to respond to negative or positive feedback in an orderly manner; it helps the company recognize threats and opportunities and prepares the company to take maximum advantage from situations which are beyond the control of a company. These days, the spread of social media plus the explosion of info through the web has made it practically impossible to maintain a reputable image with stakeholders, the media, regulating bodies and the entire social media community. It builds up a favorable impression about your brand and you get a steady base of loyal, active, dedicated customers. These finance specialists know exactly what are required in facing the different challenges of expansion.

List ?scrubbing? should be treated as equally important as the initial list build. They work very fast and can also help in turning your search engine results in a short period of time. This is one area where a halfhearted effort is more harmful than helpful. Although the media could be influenced by online PR, its main objective would be to correspond with others on the web using different online sites and blogs. In this fast paced computer and smart phone dominated universe mistakes happen all the time.

In fact, these types of comments can remain for quite some time. Its not essential that everyone who goes in for reputation management has a business interest. In this day and age with 24 hour news cycles a company must be continuously savvy, promoting themselves constantly in order to remain in the positive regard of prospective investors and clients. Keywords should target words related to your company. With this, landing mainstream media using your releases is not the primary aim, if it is, then its time you need to think your strategy over.

You can also subscribe yourself to the RSS Feeds for information on anything new that crops up. Reputation maintenance is the most important part of a business.
Andrew McGlinchey

Source: http://freebookfor.com/2012/10/25/online-reputation-management-for-healthy-internet-presence/

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Copyright case could threaten eBay, garage sales

By Pete Williams, NBC News Justice Correspondent

The U.S. Supreme Court, in a case to be argued Monday, wades into a controversy over federal copyright law that could determine the legal rights of American consumers to sell thousands of used products on eBay and at garage sales and flea markets.

Stelios Varias / Reuters

The legal battle involves Supap Kirtsaeng, a student from Thailand who was surprised by the high cost of academic textbooks when he arrived in the U.S. to attend college.? He asked his parents to search bookstores back home and send him much cheaper versions -- published overseas and sold at a fraction of the price -- of the same texts.?

He was soon running what amounted to a small business out of his apartment, helping to pay his way through school by selling textbooks on eBay. The exact amount of his profit is unclear, but court records say it was around $100,000.?

The textbooks his family shipped him each bore this warning: "Exportation from or importation of this book to another region without the publisher's authorization is illegal," but Kirtsaeng wasn't bothered.? He concluded -- based on a search of articles on the Internet -- that he was in no legal jeopardy.??

The first Monday in October is the traditional start of the Supreme Court's new term. ?Last term was a blockbuster, dominated by health care and immigration. But this one looks like it, too, and will be one of the most important in years.? NBC's Pete Williams reports.

The publisher of some of the books he sold, John Wiley & Sons, didn't see it that way. It sued him in federal court, and a New York jury ordered him in 2009 to pay $600,000 in damages.? When he said he had nowhere near that kind of money, he had to hand over personal property, including his computer, printer and golf clubs. A federal appeals court last year upheld the verdict.?

Kirtsaeng was caught between two federal laws, and he's now asking the U.S. Supreme Court to see it his way.

One longstanding provision says when the holder of a copyright offers a work for sale, its legal interest in that specific copy evaporates as the item is sold. It's called the first-sale doctrine, and it means that if you buy the latest John Grisham novel, you can sell it on a website or give it away to the church library without violating copyright laws.?

But another law prohibits importing works "acquired outside the United States ... without the authority of the owner of copyright."? Applying that statue, the federal courts ruled against Kirtsaeng, reasoning that "the first-sale doctrine does not apply to copies manufactured outside of the United States."???????????

A who's who of companies and groups involved in selling used merchandise is urging the Supreme Court to overturn the publisher's victory.?

EBay warns that leaving the ruling intact would be a blow to "trade, consumers, secondary markets, e-commerce, small businesses, and jobs."? Goodwill Industries says the ruling would have "a catastrophic effect on the viability of the secondary market and, consequently, on Goodwill's ability to provide needed community-based services."?

"There are enough copyright owners out there -- and enough crazy copyright lawsuits," says a group of book store operators in a friend of court brief. "No one should be put to the choice of violating the law and hoping they don't get caught, and losing their business."?

The effect of a victory for the publisher, according to some experts in copyright law, would extend far beyond the market for books and other published materials.? It could also affect sales of thousands of used consumer electronic products made outside the U.S. that contain copyrighted software, perhaps even used cars.?

Kirtsaeng's lawyer makes the same expansive claim in his Supreme Court brief.? "Even cherished American traditions, such as flea markets, garage sales, and swapping dog-eared books are vulnerable to copyright challenge" under the appeals court ruling, argues Josh Rosenkranz of New York.

But could that really be the outcome??

"It doesn't mean you'd have industry enforcers attending yard sales. You'd just be converting a bunch of people into law breakers," says Prof. Rebecca Tushnet, an expert on copyright law at Georgetown Law Center in Washington.?

Most likely, she says, music and book publishers would be visiting stores and Internet sites that sell used materials. "Anything more organized, like eBay sales or craigslist could be disrupted," she says.? "And I do think it's a very serious threat. They are very clearly willing to do this."?

Not so, argues Washington, D.C. lawyer Ted Olson, representing the publisher that sued Kirtsaeng. If such predictions were right, he says, "those consequences should already have occurred in response to 30 years of judicial decisions and commentary."?

However the court decides the case, it will undoubtedly affect a category known as graymarket sales, in which middlemen legally buy products overseas, then make them available for sale by retailers in the U.S. who can offer the products for lower prices.??

Swiss watch maker Omega and discount retailer Costco have been battling in court for years over this issue. Omega claimed Costco was improperly selling its watches acquired overseas through just such a graymarket mechanism.?

Omega says its authorized US dealers charge prices "that are higher than the prices charged in other, less developed and less competitive markets."? It argues that any erosion of copyright protection for overseas sales would limit a manufacturer's ability to tailor prices to global markets.?

But discount retailer Costco is siding with Supap Kirtsaeng, saying it "often sells copyrighted products that, although genuine, were not purchased directly from the copyright owner."

Source: http://nbcpolitics.nbcnews.com/_news/2012/10/26/14722392-copyright-case-could-threaten-ebay-and-garage-sales?lite

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"Rear Window" aiming for Broadway from makers of "Ladder 49"

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