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Everything is negotiable as long as people have the charm and persuasion to make things happen their way. In business, there is a pressure to get the most out of relationships and get the most value possible out of deals. Understanding the art of negotiation will increase the chance of a favorable outcome for the company.

Being prepared is the most important part of negotiating well. Going in without a plan and thinking it will be like the movies where characters simply wing it will only backfire. It is important to know the audience, what they want, and what questions they could ask. Understand what is driving the party the company is negotiating against where their priorities lie.

Having a response custom tailored for the audience is very helpful in negotiation. Like the previous point, figure out what type of people the company is dealing with and speak in a language the recognize. This is how to push their buttons. There are four kind of basic people to deal with when negotiating.

First is the formal, precise individual who is analytical and needs mass data before a decision can be made. Second is the purposeful, demanding person who is more competitive and intuitive. Third are the caring, relaxed, and patient people who do not rush things. Fourth are the persuasive people who are warm, expressive, and sociable.

Adapting the approach is easier when the businessman understands the different categories of people. The first person needs lots of information. The second just want a summary. The third and fourth types need stories or diagrams. The person negotiating needs to understand themselves as well so they do not butt heads with people of their own kind.

Believe it or not, listening is an important negotiation factor. Conduct an initial face-to-face meeting before going into specifics. At this meeting, ask the other party what they want out of the negotiation. The more the negotiator says, the more they will give away. This gives the other negotiating party leverage.

Confidence and being mentally prepared before initial meetings is key. 55% of how people communicate is through body language. If the negotiator feels subordinate, the other party will pick up on it and use it against them in negotiation.

Understand that everyone negotiating needs each other. Know the value of the offer and how it helps the other party. This will give enough confidence to clear the head and be in control, taking the lead in questioning.

Avoid being a salesperson. Discussion is key to negotiation as it is how parties reach a mutually agreeable outcome. Instead of saying how much the company can do for the other party, discuss what the company does and offers and ask how it can help the party. Identifying things that are low cost to the company is important to have prepared in case of a trade-off.

Do not be afraid to take a break during negotiations. This time is often needed to collect thoughts and get the negotiator’s head back in the game. This time is also used to reconsider the offers on the table. The only time this is not okay is if the negotiator is on an absolute fixed deadline.

Lastly, it is good to understand the company’s position and the negotiating party’s position as well. Know what the company can get away with (usually the opening bid), what the company expects to get based on market knowledge, and what the deal breakers are.

If the relationship with the other party continues after the negotiation, everyone needs to win. Since future meetings are sure to happen with company relationships, being rude or undercutting the other negotiating party will only lead to bad deals and feelings in future business.

I am often asked the question; “How important is a good 60 second presentation?” People sometimes gasp at my answer. They look at me as if I am a little crazy because my answer is simple and very straightforward. The value of a good 60-second presentation is only as high as the importance you place on it. However this does not show you’re the importance of this marketing tool.

I go on to say that, if people place little value on creating a good introduction for themselves, they will usually wing their 60-second presentations. By always winging their presentations, they lose their perspective. They will never know the value of a good 60-second presentation, and they will not reap the rewards associated with delivering them. The way I see it, three things create value in your 60-second presentations. Your efforts, (time spent on it), the feedback you receive from your trusted peers and the measured results.

To start with, good presentations are created, (i.e. thought out and written down), practiced and then refined. It does not matter if you are great at winging it, you will always present better if you have a focused clear message that is tested and practiced. A little hard work on your part will add value to your message by clarifying and focusing it.

Another way is to ask for feedback. Ask someone you trust to summarize what you said. This person should be skilled at doing 60 second commercials, (at least better than you do). Ask them for constructive criticism. If they can’t tell you what you said in two or three sentences you know message is not clear and it’s defiantly not focused.

The best way to see the value of a good 60-second presentation is to track the results. What should you track you ask? Well here is what I track; I always track the name of 60-second presentations, (yes you should give your 60 second commercials names), I always track the venue I attend, the venues date, the people I talk to, whether a person showed interest in my product/service and who I closed business with. Tracking your results is the only objective way of knowing whether your efforts are bearing fruit. What’s amazing about this is that most people never track their results.

Take the time to write out and practice your 60-second presentations. Ask trusted associates for feedback and finally track your results. Doing these three things will get you more referrals and make you more money. The value of a good 60-second presentation will become clear as fine crystal once you see the money coming in.

That’s my opinion, whats yours.

Having trouble deciding which birthday presents to get for friends and family? Never fear, astrology is here! You can be sure that the recipient will love the birthday presents that you give him or her if you follow his or her astrological sign.

Here are some great ideas for birthday presents for people of particular signs:

· Aries – March 21 – April 20. An Aries loves both challenges and oppositions. Because of this, a good board game makes an excellent birthday present for an Aries. Try to get one that is especially challenging and competitive like Scrabble or Settlers.

· Taurus – April 21 – May 20. A Taurus, on the other hand, does not appreciate challenges or oppositions and naturally gets along well with others. A Taurus loves peace and harmony. A great gift for a Taurus is a day at the spa or a yoga class. A Taurus is always helping other people – give him or her a chance to relax and be helped by others.

· Gemini – May 21 – June 20. Gemini are very analytical and yet still easy going. They are also very attracted to all things modern. Because of this attraction to modern things, Gemini tend to like gadgets. A great birthday present for a Gemini is a new gadget like an mp3 player (or any mp3 player accessories), a unique travel alarm clock, or even a kitchen gadget like an fancy electric can opener.

· Cancer – June 21 – July 20. Cancers have a very deep sense of humanitarian values. Because of this, you can get away with giving one a donation in his or her name to a favorite charity of his or hers. This is not necessarily a good idea for other people, but a Cancer would truly appreciate the thought.

· Leo – June 21 – July 20. Leos are born leaders. One of the main downfalls of Leos, though, is that they are not always good with money matters – they are very willing to share their wealth. In fact, a Leo is very likely to give money to charity. A great birthday present for a Leo is a gift certificate to a restaurant or a store… it is much harder to simply give away, so you know that the Leo will have to use it to treat himself or herself!

· Virgo – August 22 – September 2. Virgos are very observant and can be described as perfectionists. Virgos also have a keen interest in the arts. Give a Virgo two tickets to a play or opera. Take a Virgo to a museum. Give a Virgo a book on art!

· Libra – September 23 – October 22. Libras have a very high sense of Justice and they often take the side of the wronged. They have a natural affinity to the Arts. Because of this affinity to the arts, a great gift for a Libra is an art set. Give a Libra some paint or colored pencils, etc.

· Scorpio – October 23 – November 22. Scorpios are always willing to accept something new. Therefore, you can take a Scorpio out to a new restaurant and to try some unusual food for his or her birthday.

· Sagittarius – November 23 – December 20. Sagittarius people love sports and are happiest when out of doors. Get a Sagittarius a new golf club, a Frisbee, or a ball. Take a Sagittarius on a picnic or on a hike, etc. All of these things make great birthday presents for a Sagittarius.

· Capricorn – December 21 – January 19. Capricorns are generally very hard workers. Give a Capricorn a break and give him or her a gift certificate for a massage or make dinner for him or her. Give a Capricorn a relaxing novel and a bath set.

· Aquarius – January 20 – February 18. Aquarius or both honest and tolerant. A game like Balderdash is very fun to play with an Aquarius because it requires him or her to lie! Of course, Aquarius are always thinking ahead, so they end up being quite good at board and card games. Any sort of game makes a great birthday present for an Aquarius.

· Pisces – February 19 – March 20. Pisces are talented in music and or fine arts. Give a Pisces concert tickets or some sheet music or a guitar. Sign him or her up for a pottery class!

These are just a few ideas for birthday presents to help you out. It is amazing how accurately astrology can often describe a person. It only makes sense to pick out birthday presents for that person based on his or her sign!