Why do I care if men and women negotiate differently?
Posted on July 22, 2010
Filed Under Business, Negotiation, Professional Speaking | Leave a Comment
Recently, I was asked to present a negotiation workshop at a conference with more than 30,000 attendees.
While the industry is male-dominated, women have consistently risen through the ranks and today hold prominent positions at the top of many companies. Women sell equipment, run large purchasing departments and own businesses in this industry.
Knowing this, I proposed my workshop “Men and Women do it Differently…Negotiate, that is!” As you know, I speak on how we all need to understand the opposite sex as well as our own gender when we negotiate. This holds true in business and in our personal lives.
How well we listen to others and communicate with them directly affects our success and happiness. How we read and interpret body language is a big part of this too.
The speaker selection committee wanted my negotiation message. However, the committee did not think attendees (who they said are usually sales men and male business owners) would care that much about communicating better with women.
This is a shame, and very short-sighted. Men and women communicate differently. Understanding and appreciating these differences will only help everyone in business situations or, for that matter, in relationships they have throughout their lives.
The sad thing to me is that the committee consisted of three men and three women.
“Men are taught to apologize for their weaknesses, women for their strengths.” - Lois Wyse (1926 – 2007), Advertising Executive, Author and Columnist
“I haven’t even had a chance to be unreasonable yet!” – Chris Simms, Controller, Bickerstaff Heath Delgado Acosta LLP
What do you think about gender communication styles? Do you have a personal story you’d like to share?
If you want to learn more about how to improve your negotiation skills with the opposite sex, check out this CD.
“Everything is negotiable, if only you’d ask!”
- Mary Redmond
Selling Used Equipment – Mike Roth’s 5 Tips to Remember
Posted on July 12, 2010
Filed Under Business, Financing, Leasing, Negotiation, Printing and Graphic Arts | Leave a Comment
In a recent blog I wrote about the problems of buying or selling equipment at the end of a lease (see “2 Must Know Safeguards When You Purchase Equipment at Lease End“). I reminded companies that sell used equipment to document the sale carefully. The bill of sale should always include the unit’s serial number.
Michael J. Roth, C.P.M., A.P.P., Director of Purchasing at Magellan Health Services, Inc. (http://www.magellanhealth.com/), shared a great tool he developed when his company sells used equipment. Mike confirmed that proper documentation of all sales has saved him from problems numerous times.
Mike explained, “Because some electronics are considered hazardous waste under Federal laws, and because many states have additional laws which mandate recycling of electronic components, we try to help protect our company by using this simple form when selling or donating any used equipment. “We do not want to take the chance on items showing up in landfills with our company name attached to them so we require the buyer guarantee that they will dispose of the equipment properly even if this requires that they pay to have it recycled.”
Mike’s 5 Essential Documentation Tips
- The buyer pays all freight cost and the terms are FOB, seller’s location.
- The buyer assumes all delivery risk, shipping expenses and insurance cost.
- The equipment is sold “as-is” with no warranties.
- The seller assesses and collects the applicable sales, use or excise taxes and remits to the proper taxing authority.
- The buyer will properly dispose of all equipment when they are ready to dispose of it. This includes all state, federal and environmental laws. This may include proper recycling.
Mike attaches a completed Equipment Sales Agreement form to copies of all equipment related documentation for the specific asset. The form becomes a part of the asset permanent documentation.
To receive a complimentary copy of Mike’s Equipment Sales Agreement form, request it here on my blog. Mike has generously allowed us to share it with you. (We hate spam and will never share your information!)
8 Tips to Avoid Equipment Lease Traps
Posted on June 28, 2010
Filed Under Business, Computers and IT, Financing, Leasing, Negotiation, Printing and Graphic Arts | Leave a Comment
A common trap a small business can fall into is not getting expert lease counsel before signing the lease. Leasing language is complex. It’s written by the leasing company for its benefit. Fall into this trap and you could set yourself up for big problems.
8 things you should do:
1. Be sure to read the entire lease at least three times.
2. Ask when you do not understand what the lease language means.
3. Ask for copies of all lease paperwork in advance to allow plenty of time to read everything. Leasing companies are famous for sending essential paperwork at the last minute as the truck is delivering the equipment.
4. Compare the lease financing with your bank-offered debt financing.
5. Negotiate the purchase price of the equipment first.
6. Negotiate the lease terms second.
7. Do not allow the maintenance contract to be rolled into the lease financing.
8. Hire a lease expert to review and negotiate on your behalf. This expert understands the numerous “gotchas” in every lease and can negotiate to remove them. Otherwise, it is a “buyer beware” world.
My previous blog outlined 6 big problems you could experience if you go with the leasing company’s language without seeking expert lease counsel. Read about those problems here.
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