The RenegotiatorThe RenegotiatorDon't like your Contract, Debt, Deal, Agreement? Re-Negotiation Expert Marc Freeman - Dynamic and successful re-negotiations. 
Articles
Renegoitating the facts
2007-11-02 19:34:00 I gave a speech yesterday up in Iowa City. At the end one gentleman asked a very interesting question. How do you deal with someone who is lying about the facts of the situation? My question is are the facts that important to creating a solution. My third principle of Rene gotiating is to Transcend the Details. Here is a perfect example of where that principle is effective. In these kinds of situations you have two choices, you can continue to argue the facts or you can just ignore the facts and put your attention on the needs of each side. If you focus on the needs of each the facts are not really important. I would love to hear your opinions on this subject. More About: Facts
Listening
2007-09-20 22:30:00 I am in the middle of a renegotiation of a friend of mine who in a dispute with a company that he represents. He is one of their top performers and for several years has been trying to get them to renegotiate his contract. He was not getting anywhere with the President of the company and asked me to represent him which I have been doing for several months. The main issue I am finding is that this President likes to talk. He does not like to listen. This is basically good because I like to listen and talk less, to a point. The problem here is I never get to talk. I understand that I cannot learn anything while I am talking. I already know the things I am saying so it is important to listen. In listening you will find out the needs of the other party. Unfortunately, in this situation I already understand his needs but he won't be quiet long enough to allow me to even respond. The best technique is stone silence. Don't say anything. Just let him talk, he will finally realiz... More About: Listening
Business Week online
2007-09-06 18:38:00 I had the privilage of being interviewed by Michelle Nichols for her Business Week pod cast. She has a weekly pod cast called Savvy Selling. I have put in the link so you can listen to the interview. She is a terrific lady and encourage all of you to go to her sight every week for up to date interviews on more than just selling. http://www.businessweek.com/mediacenter/p odcasts/savvy_selling/savvy_selling_08_31 _07.htm I had a conversation with my brother about the coach of the Warriors basketball team wanting to renegotiate his contract because he had such a good year. My brother feels that the coach does not have a lot of integrity because he wants more money, evidently almost double, just because he had a good year. I am not sure that is true. I can look at it both ways. Shouldn't the team preempt his desire for more money by coming to him and saying that you had such a great year we want to show our appreciation and support by giving you a better contract? Too often compa... More About: Online , Business Week , Sine
Being in Control
2007-08-24 18:15:00 Yesterday I did a talk at for a Speakers Showcase. I only spoke for 15 minutes but I spoke a little bit about being in control and wanted to speak to all of you about that. I think a lot of us worry about what people will think if we take control. We don't want people to think that we are control freaks and we certainly don't want to seem egotistical or arrogant. But the fact is that if any of us are involved in a negotiation or renegotiation we need to be in control if we want to get our needs fulfilled. This point is incredibly important. I use the image of the Orange Ball to know who is in control. If you are in control, you have the Orange Ball if someone else is in Control they have the Orange Ball. The secret of the Orange Ball is to know who has it and how to get it back if we lose it. The idea here is to always show respect to those you are dealing with. Be courteous and listen. Address their needs so they know you are not only concerned with what you want. S...
Renegoitating for Innovation
2007-08-10 22:03:00 Renegotiating and Corporate Inno vation , 1 of 2 An overview of renegotiation and the need for change No company can exist long without innovation. In a fast-changing world, customers are looking for the newest and the best. Those companies that don’t reinvent themselves or their product will lose market share quickly to those that do. Ask any executive of any company that is looking to innovate and they will tell you that it is a company-wide effort. It must be built into the corporate culture. This means constant change and renegotiation. Renegotiating is the art of revising, altering or changing a previously negotiated relationship. Every desire for a new product and every need for a new procedure requires the renegotiation of a previously negotiated relationship. In too many companies employees are afraid to voice their ideas for fear of being ridiculed, either because there is no one to go to with a new idea, or because they know from experience that their superior w... More About: Rene
Transcend the Details
2007-07-27 17:33:00 Getting past the little things to get what you want 3:45 to 4:BLOG By: Marc Freeman You can’t make a deal without considering the details. Each one is important to somebody. But how to take the deal from their details to yours without either party getting bogged down in the middle is like running a relay race through an obstacle course. Here are my techniques for clearing the hurdles: 1) Make a listKnow what the issues are, and what you would ideally like to get out of each one. You don’t have to be practical at this stage—what may seem far-fetched to you could be a walk in the park for the other side. Make sure to include what concessions you have to get in order to reach your goal—your deal-breakers. Walking into any negotiation without this list is like going into a race handicapped. You will be unprepared and won’t be able to accomplish everything you need to do to be successful. A list gives you a path to follow so you don’t f... More About: Details , Transcend , Tran
Renegotiating for Corporate Innovation
2007-06-17 00:40:00 Renegotiating for Corporate Inno vation By: Marc Freeman No company can exist without innovation. Those companies that don’t reinvent themselves or their product will begin to lose market share quickly. This includes financial institutions. Let’s specifically speak about companies in the investment industry. There are as many opinions of how to invest as there are in any other industry. But I believe that these companies need to constantly reinvent themselves. Markets change, industries come and go and some companies succeed while other fail. If you take the top 100 companies to day 50% were not on that list 20 years ago and 30% of them did not even exist 20 years ago. I am not sure that my numbers are exact but they are pretty close. This means that in 20 years from now on 20% of today’s top 100 companies will still remain on the list. Do you know which 20%, do you know what companies will replace them or in what industry they will be replaced by? I don’t. If I did ... More About: Rene
Renegotiating Customer Service
2007-06-13 05:26:00 We are all customers at one time or another; it is simply not possible to go through life not being a customer. As a customer, you want to be treated a certain way. You want to be treated with respect and kindness, and you want to be taken care of. Customer service is greatly lacking in this country. You can count on one hand the companies that provide great customer service, and you continue to do business with those same companies over and over again. A person never knows how good or bad a company’s customer service is until something goes wrong. This is usually a person’s first experience in renegotiating as a customer with a particular company. Unfortunately, people are constantly renegotiating as customers. Rene gotiating is the art of changing, revising or altering a previously negotiated contract or relationship. Every time you have to return an item back to a store. Each time you call a company because you need help with one of their products. This is all reneg... More About: Customer Service , Service
Renegotiating Customer Service
2007-06-13 05:19:00 Download customer_renegotiation.doc More About: Customer Service , Service , Customer , Rene
Renegotiate with Integrity
2007-06-06 03:12:00 Renegotiating with Integrity By: Marc Freeman Negotiating is a necessary part of life. Most of us don’t realize how often we negotiate deals and relationships. While negotiation is an essential skill, re-negotiating is far more tightly woven into the fabric of our lives. Renegotiating is the art of altering, revising, or changing a previously negotiated relationship. This relationship can be in the form of any professional or personal contract or commitment involving a written or oral promise. If you have ever missed a deadline and must explain why you were late, you now have to renegotiate your previous commitment. How you renegotiate this will be critical. Also, how often you tend to be late will be critical in determining how you will approach this renegotiation. But what is renegotiation? It is basically reneging on a promise or commitment. We often don’t think very highly of people who fail to keep their promises or commitments. Nevertheless, it is possible to renegoti... More About: Rene |
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