Some individuals look upon negotiating as an unpleasant and stressful chore and, as a result, get the short end of the bargain. As you know, successful negotiations may result in improved bottom-line, promotion, or increased budget.

So, before you sit down to negotiate with your prospect, you should keep three important points in mind:

a) The maximum amount you can charge. That’s the highest figure you can request without blowing away your prospect.

b) The minimum amount. This is the lowest figure you would settle for.

c) The goal. Now I am talking about a realistic figure you have a good chance of getting. Usually it’s between 50 and 75 percent of the maximum figure.

When negotiating, go for your goal but be always prepared to accept any offer between the minimum and the maximum. Sometimes, the maximum can be approved without any argument. But in certain cases, your opponent will not even grant you the minimum.

I hope you will be able to improve your negotiating skills by following a few simple suggestions below.

• Make sure you are in control of the situation

What you need to do is set the guidelines by saying: “Before we begin, I would like to go over the situation as it stands and outline what we need to accomplish here.”

• Don’t get bullied into a negotiation

If you are not prepared, don’t be afraid to say to your customer: “I am in the middle of a rush job and I have a meeting coming up. I will call you back tomorrow to discuss the details of  our project.” This way, you will have more time to prepare and plan your course of action.

• Gather all the Facts, Statistics, Case Histories, etc.

One well-known marketer maintains that printed evidence is especially potent. I couldn’t agree more… Oftentimes, people are skeptical of oral arguments but assume that words that appear in printed articles, books or reports are accurate and true. Don’t forget to highlight or underline key facts to make them leap off the page. I know from experience that people who have the most facts are more likely to succeed in debates or negotiations.

• Don’t Be Hasty

In my opinion, it is okay to accept a certain degree of ambiguity during your negotiations. If 90 percent of the issue is resolved, and your prospect is beginning to grow restless, you may let the remaining 10 percent go for a while. Don’t insist that every last detail be buttoned down that day. You may end up losing the ground you have gained. That said, don’t start giving in to your opponent just because you feel tired and are ready to go home. What you can do is sum up where you are so far and suggest wrapping it up
in a future session.

• Remember That You are Dealing with Human Beings

You will have an edge only if you learn as much as possible about your opponents before you sit down to talk. Make sure you understand their personalities, needs and all the challenges they are dealing with, and adjust your “sales pitch” accordingly. For example, top executives are extremely busy and usually want to get to the bottomline in a hurry. When responding, show some sympathy or genuine concern by saying: “I understand how you feel”, “I agree with most of that, but…”

• This isn’t war, it’s a negotiation!

When most of us think of negotiating, we assume one of two things will happen: either we will win or we will lose. The truth of the matter is, a successful negotiation is one in which BOTH sides feel like winners. You may score major victories but concede small points.

Last but not least: nothing is unchangeable and everything is negotiable. Knowing this fact is a powerful advantage in bargaining.

—————————————–

About the Author:

Angela Kambarian is a President of Essential Communications in Long Beach NY. She provides marketing consulting and writes powerful results-driven marketing communication materials for different companies, organizations and entrepreneurs. For more information, please visit her website at www.kambarian.com

…Well unless you are a professional photographer of over 30 years and the shot just comes to you naturally.

As food blogging and micro blogging become more and more popular, folks like me want to know how to shoot our great tasting food properly to show off the great skill of ourselves, loved one, friend, or professional chef.

Although my lobster roll shot made it on the home page of FoodBuzz.com , I am often disappointed from shooting blobs of dreary food from my iPhone. My husband Michael was kind enough to share his insight, as we talked a bit of shop on the weekend, on the world of photography and taking it to the streets food shooting. I hope you enjoy this post and find his professional advice helpful.

Constance: Should we be capturing everything we eat? What could be considered TMI (too much information)?

Michael: One should consider that the more one adds to a photo, the more “busy” it will become. When a photograph is busy, it does not have a center of interest. There will be nothing to hold the viewers attention. When taking any photo one should always ask, how do I want my photo to be viewed? Less is always more. Think about what you enjoy when looking at the best photos of food. Perhaps a supermarket layout photo of a lot of food?  Or, that close up of that scrumptious juicy steak.

Constance: But what if it just simply looks too unappealing?

Michael: One should use restraint, because if it is visually unappealing, it will not possess the visual elements to make a good photo. If you feel you must make an image in an editorial sense to compliment your writing, you can always try a few creative shots. Let’s say where one would include the whole bowl or dish at a low angle, and this time actually use the place setting, the wine glass a little of the restaurant, and show very little of the actual food.

Constance: Most of us capture images with our smart phones, excluding flash and under poor lighting. How can we still shoot a scrumptious foodie pic?

Michael: Whenever possible, move your food to the window. Window light is one of the best lighting to use for any photographic purpose. The top photographers go to great length to create this light on demand. Take advantage of it when you can. You can even make this lighting better, by bringing a white card, and placing this on the opposite side of the light, behind the product to really make the food come alive. The most important rule is, even when you cannot find the window light or it is nighttime, always try to place the food in the light, whatever is available.

Constance: I hear the trend is to capture half eaten, sort of messy food images to show the real essence of the meal. Do you agree, lipstick marks and all?

Michael: This is one area is better left to the professionals. The messy food shots that have been created by Madison Ave, are a very complicated affair. These shots may look messy, but the top stylists in the world worked very hard to create these effects. Now look at your messy plate, I’m sure it will not look anywhere near like the top photo layouts.  However, a few crumbs and small details can go a long way to making your photo look more appealing and real.

Constance: Part of the idea of food blogging is to show locals or tourists in town a taste of what they will get at the restaurant, what should be included in the photo and what should be excluded? i.e. table setting, menu, glasses, condiments?

These extra items or props should be kept to a minimum. The more you include these elements, the more you risk making your photos look too busy. By including a little you again can enhance the effect of your photo. When doing this, include only a small portion of say the spoon, for the soup, the wine glass with the fish, etc. However, do not become overly concerned with these elements, just follow a simple approach and your shot will always be a winner. The best thing about photography is, the rules are meant to be broken, go with your intuition. Just be aware of this question, how do I want a viewer to see this image? Why are they going to stop what they’re doing to look at this image? And what are you doing, that will ensure this result?

Thank you! Perhaps now shooting and sharing my experience will be in harmony with the enjoyment of eating.

Michael has incorporated the fine arts into a long term and lifetime career plan. Graduating with an MFA from Cranbrook University, using his commercial photographic skills and understanding of fine art, he has built a sought after business of providing photography of art to all major NYC galleries including the Whitney, Metropolitan, Guggenheim and other museums.  His photography is featured in many famous artists’ books and used for promotional purposes on the web and print.

Now residing on Long Island, Michael offers unique photography to the New York Metro Area, while bringing his experience from the true art world.

Visit his website at www.realportraitimages.com

Constance Korol is President of iTwitterCoach and is a frequent guest blogger for Hilary Topper. She is an avid foodie and can be found at the following personal blogs/micro blogs:

http://twograpenuts.wordpress.com/

www.foodbuzz.com Profile NYTwitterFoodie

http://www.foodspotting.com/constancek

I don’t normally read business books. I actually own only a few – Hilary’s book, Everything You Ever Wanted to Know About Social Media, but were afraid to ask…Building Your Business Using Consumer Generated Media, The Girl’s Guide to Being a Boss (without being a bitch), Can We Do That?! and a bunch of AP style books, but those don’t really count.

When we signed on a new client to help him promote his book, being the responsible publicist that I try to be, I of course read the book we were hired to promote. Ammunition: Essentials of Leadership by Alexander Pelaez (Link: http://www.amazon.com/Ammunition-Essentials-Leadership-Alexander-Pelaez/dp/0984095179) is a business novel (something I’ve never heard of before) and a really interesting way to read and learn about leadership.

In the beginning of the book, you are introduced to the main fictional character, Ryan Sheridan, a young Information Technology manager. You’re then taken on a journey through Ryan’s eyes and life/business experiences as he learns about leadership. Although each scenario he experiences is fictional, I ended up finding myself relating to some of his angst and feeling relief and satisfaction when he overcame a challenge or bettered his life.

As a young professional, being a good leader is something to strive for. I try to learn new leadership skills every day. It’s a very integral and important part of my job. Because of the way Ammunition: Essentials of Leadership, is written as a novel instead of a traditional business book, it was very easy for me to relate to the main character and put myself in his shoes. How would I have dealt with the “office politics” in that situation? Would I have been able to overcome these challenges? I’d like to think so.

For those of you interested in learning more about yourself as a leader and tired of the usual tip format of a business book, definitely check out Alex’s book. I promise you won’t be disappointed.

P.S. Here’s a plot summary for those of you wanting to know a little more before purchasing your own copy!

——————————

Newly hired by Paltz, a sports equipment retailer, Ryan learns quickly the importance of trust and integrity by experiencing its absence from his managers, and, unable or unwilling to stand firm, he succumbs to the herd mentality, often found in corporate environments, when a situation develops causing one member of his team is terminated by his management, an experience that will shape Ryan’s decision making in the future.

When new management is brought in to mitigate some of the issues plaguing the retailer, Jay Alethia, Ryan’s new manager and eventual mentor, immediately empowers him to make changes. He learns quickly and capitalizes on the opportunity to shape the team into a well organized and efficient crew. Stacy, a strong willed member of Ryan’s team, becomes the most valued member of his because of her direct nature and willingness to constructively challenge Ryan, a quality Ryan will come to appreciate greatly. Subsequently, animosity driven by jealousy causes on member of the team, Phil to spread false rumors of Stacy having a romantic affair with Ryan, and as a result she noticeably and deliberately distances herself from Ryan, who will wittingly dispel the rumors an embarrass Phil simultaneously. In order for his team to be successful, Ryan will learn the importance of being empathetic to the needs of the individuals.

In an unexpected management shakeup, less than a year later, Ryan was dealt a major shock with the termination of his mentor Jay, which threatened the momentum of his group. Ryan’s new boss, Eric, is a hard-nosed financial Wall Street type who demands excessive hours and is the quintessential micromanager. Unfortunately for Ryan, Phil becomes a favorite of Eric, and is promoted out of Ryan’s group. Phil immediately seizes the chance to sabotage Ryan, and simultaneously spreads rumors about Stacy being a lesbian. Stacy became anxious and demoralized because she had diligently tried to keep her secret safe, and only told Ryan recently of her lifestyle.

Ryan works to protect Stacy and keep her on the team, but Eric, who had developed a great disdain for Stacy, waits for an opportunity to terminate her for insubordination. When Ryan refuses Eric’s demand for her termination, Stacy files a harassment complaint with Human Resources against Eric, and her allegations are corroborated by Ryan after he is unable to gain senior management support for her plight. In retaliation, Eric, who seeks Ryan’s capitulation to his authority, decides to teach him a lesson, and demonstrates his authority by firing Ryan’s next trusted manager Tim, who coincidentally told Stacy earlier in the day that he had been diagnosed days before with cancer. Tim would come to blame Ryan for his unexpected departure, and cease speaking with Ryan and Stacy, leaving them both scarred.

The thought of Tim’s firing as retribution for his defense of Stacy would haunt him terribly. Unable to cope with Eric and his implicit demands of capitulation, he leaves the company and coincidentally finds new employment at a competitor, SportsCentral. Stacy, although happy for Ryan, increasingly feels abandoned as the situation becomes increasingly unbearable amid her inability to find other employment.

As the head of development, he encounters a new set of challenges and must reorganize the team with a very bitter manager, Bill, who now reported to Ryan but who believed he should have been given the position. Ryan who later receives approval to hire Stacy places her along with Rebecca, a long time employee whose opportunities had been limited by Bill’s dominant personality, on a key project to Bill’s consternation. Bill, believing he was impervious, threatened to submit his resignation directly to the CEO, Bill’s brother-in-law, and to Bill’s astonishment, was immediately accepted.

Ryan learned that leadership required courage in the face of adversity, and while his team was still somewhat skeptical of his abilities, he would soon earn their respect. Ryan works hard to mold the group into a cohesive unit by empowering his team through key elements of successful organizations which include Trust, Intuition, Mission and Agreement. The lessons learned would be put to the test when a fire breaks out at their main warehouse forcing the team to quickly move a new inventory system into production to prevent the company from being paralyzed for four weeks with the old system. Its successful implementation along with rapid actions by the team to enhance their ecommerce site thwarts an attack to gain customers by their competitor, Paltz, which tried to capitalize on SportsCentral’s tragedy. Even with Ryan’s success, including winning an award for an industry trade magazine, he doesn’t quite feel complete, and questions why he isn’t satisfied.

Ryan finds that leaving a legacy was the last missing piece for his understanding of leadership. He needed to leave the place in better shape than he received it, and he surmised that leaders would know what to do, and when to do it, and most importantly that they were not  infallible.  Having developed his team effectively he leaves the group in the capable hands of Stacy while Rebecca moves on to a similar position at another company elevating her career for which she thanks Ryan.

Ryan would be congratulated as a leader for his accomplishments and for developing his team. His legacy, as he would find, would be his persistence in creating a positive environment and empowering his team. There was no fanfare and no glory as he originally imagined, but the end result was unequivocally gratifying. The magic bullet on leadership he sought would never be found. Instead, he finds the right ammunition and learns how to apply it properly to become a great leader.

When I first met Richie Schwartz he was taking photos of babies and children.  He snapped some of the best photos of my children when they were little.  I still have the photographs hanging up in my house.  So when I recently reconnected with Richie, I was surprised to learn that he became a pet photographer.  I guess if you can do magnificent work with babies and children, dogs and cats are an easier act to follow? Or, maybe not…

Richie sent me this Youtube video of his work and I thought it would be nice to share with you.  He really does fantastic work and I would recommend him to you if you want to photograph your pet.