Sunday, March 8, 2009

AdvantEdge Newsletter

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AdvantEdge Newsletter
Power Negotiating Skills for the Tough Times Ahead
By Roger Dawson
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© 2009 Nightingale-Conant Corporation
If the financial pundits are right about the upcoming recession, the year ahead will be a challenging one for US corporations. Customers are going to be more challenging negotiators, and you're going to watch every penny you spend. As Garth Brooks sings, "This old highway's getting longer and the competition's getting younger." It's time to expose your people to some training in negotiating skills.

Make no mistake about it, the business climate in the US is seriously troubled. A nationwide chain of auto stores had me spend two days with their buyers, teaching them how to Power Negotiate. They told me, Take the free test that can determine if you will be a success...or a failure. "We've been working at this company for 30 years, and we've never seen anything like this. We're used to suppliers trying to pass on 10 percent price increases, even 20 percent. But now our suppliers are talking about passing on 50 percent increases." I call this business climate the "perfect storm." We have a dollar that has seen some improvement recently but is still weak. We see increased demand and pricing for raw materials because of the astounding growth of the middle class in India and China, and increased cost of labor in Asia, causing the price of imported goods to soar.

In this challenging business environment nothing affects the bottom line of your company more than the ability of your people to negotiate well. Both on the buying side and the selling side of your business. Remember that a negotiated dollar is a bottomline profit dollar! You will never make money faster than you will when you're negotiating. Here are some tips that you should share with your sales force and purchasing people:

Never Say Yes to Their First Offer. When your salespeople are negotiating and say "Yes" to the first offer, they automatically trigger two reactions in the buyer's mind: Reaction One: We could have done better: If they are eager to accept our first proposal, we could have gotten more. Reaction Two: Something must be wrong. If they are saying "Yes" to a proposal that we didn't think they would, there must be something going on that we don't understand.

Ask for More Than You Expect to Get. Henry Kissinger called this the key to success at the bargaining table. It's deceptively simple, but there are many profound reasons for doing it:

You might just get what you're asking for, and the only way you can find out is to ask. It creates some negotiating room. This makes it easier to get what you really want.

When you're selling, it raises the perceived value of your product or service.

It creates a climate where the other person can have a win with you. This is the key reason for negotiators.

It prevents deadlocks when dealing with an egotistical negotiator who is determined to have a win with you.

Options Give You Power. This principle underlies all power in a negotiation. The side that has the most options has the most power. Work to let your suppliers know that you have options. And when you're selling your product or service to new customers, limit their perception of options by positioning yourself as different from competing companies. Convincing the other side that you have options is the source of your power in a negotiation. Always work to develop options before you go into the negotiation.

Flinch at the Other Side's Proposal. This is the number one mistake that poor negotiators make. They don't Flinch at the other side's proposal. Always react with shock and surprise that they would have the nerve to ask you for a concession. The other side often makes a proposal to you that they really don't expect you to agree to. When you don't Flinch, they start believing that they could get it from you. It makes them tougher negotiators. Practice your Flinches before you go into a negotiation, because a concession often follows a Flinch.

Play Reluctant Buyer. When you are negotiating with a supplier, you can squeeze the seller's negotiating range with this three-stage tactic. Stage One: Listen very carefully to their proposal and ask all the questions you can think of. Stage Two: Tell them that you appreciate all the time that they have taken with you, but tell them it's not exactly what you're looking for. Stage Three: At the last moment, call them back and say, "Just to be fair to you, what is the very lowest price you would take?"

Use the Vise Technique. Listen carefully to the supplier's proposal and then say, "I'm sorry; you'll have to do better than that." Then be quiet! The next person to talk loses. The next person to open his or her mouth will make a concession. If the supplier uses this tactic on you, reply with the counter-tactic "Exactly how much better than that do I have to do?" Pin them down to a specific.


 
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MOTIVATIONAL QUOTE OF THE DAY
"Let us never negotiate out of fear. But let us
never fear to negotiate."
— John Fitzgerald Kennedy

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Friday, March 6, 2009

If you do only ONE thing to prepare for 2008, watch this!

Nightingale-Conant Presents... The 212 Movie
 


Dear Annmarie Cunniff:

The difference between hot water and boiling water is just one degree of heat. While that may not seem like much, it's the difference between a relaxing cup of tea... and being able to power a 50-ton steam locomotive up a mountain. The 212 Movie brilliantly illustrates how one extra degree of heat, that one extra degree of effort, can make all the difference in your life!

This short, 3-minute presentation will immediately energize you, focusing your efforts TODAY, while putting you on a path to out-perform, out-earn, and out-deliver in any area you desire... starting now. After watching the 212 Movie, you'll understand how putting forth just one extra degree of effort can put you over the top — no matter what your pursuit in life.

So... please turn up the volume on your PC, get ready to be energized, then click on the following link to watch "212 — The Extra Degree" (or cut and paste into your browser):

www.nc212movie.com

Best wishes for success,

Vic Conant - Chairman, Nightingale-Conant

P.S. Please forward this email to friends who would enjoy it!

 

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Motivational Quote of the Day



FROM NIGHTINGALE.COM

"We can let circumstances rule us, or we can take
charge and rule our lives from within."

— Earl Nightingale: Author, The Strangest Secret, Lead the Field

 
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Remember, you are not the economy. You are not unemployment. Regardless of what is happening around you or to you, you have a gift that will enable you to rise above any adversity and to keep your life positive. It's the gift of your mind — the nucleus of your abilities and your purpose. No matter what life throws your way, your mind can deflect it, allowing you to shine. Earl Nightingale has life-changing advice for you.



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The Secret to Attracting Money You've seen The Law of Attraction work in the movie phenomenon The Secret. Now, imagine tapping into that awesome power for one purpose — the purpose of creating significant wealth. Self-made millionaire Dr. Joe Vitale shows you how you can use his 5-step economy-proof formula for attracting money, anytime, anyplace.



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The Natural Laws of Self-Healing
by Gerald Epstein
The Natural Laws of Self-Healing Learn how to take charge of your health by using mental imagery to rapidly, cost-effectively, and non-invasively restore health from acute and chronic conditions. Dr. Epstein provides you with many simple, fast, and highly effective self-healing imaging techniques for healing your physical body, enhancing your emotional well-being, and guiding your spiritual growth.


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Thursday, March 5, 2009

Discover the Chinese healing practice to alleviate pain, sickness, and disease

Nightingale-Conant's Special Promotions World Leader in Personal Development Since 1960
Call Toll Free: 1.800.557.1660

An ancient healing method that is as powerful today as it was then!

— Vic Conant

Dear Annmarie Cunniff ,

Discover the amazingly simple - yet powerful - Chinese healing practice to alleviate pain, sickness, and disease.

These gentle movements and easy meditations can help you if you suffer from arthritis... back pain... migraines... heart and circulatory diseases... weight problems... digestive ailments... autoimmune disorders... reproductive issues... depression... low energy... and other health problems.

So much can happen when you practice "Spring Forest Qigong for Health." Download a free 51-page booklet to learn how the process works - and why it should work for you (included is a sample you can try right away).

You'll also learn why everyday people, medical doctors, and experts such as Deepak Chopra endorse this remarkable program. Prove for yourself how much better you will feel.

Click here to download your informative booklet today!

Sicerely,

Vic Conant - Chairman, Nightingale-Conant

P.S. If you have any problems downloading the booklet, email Webmaster@LearningStrategies.com for assistance.

 


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Wednesday, March 4, 2009

Warren Buffett & Bill Gates used this secret to grow their empires

Nightingale-Conant's Special Promotions

One SIMPLE SECRET that empowers you to
EARN MORE. HAVE MORE. BE MORE. AND LIVE MORE.

All while expending LESS TIME.
FEWER WORK HOURS. AND LESS EFFORT.

Warren Buffett used the secret to grow his empire.
As did Bill Gates, Ronald Reagan, and many more.

Now YOU get "insider information" about how their secret can ENHANCE YOUR LIFE! Read on ...


Dear Annmarie Cunniff ,

Ready to discover a scientifically proven secret that will enable you to get all of life's "stuff" done by working less, not more ... and to be happier, calmer, and, on top of it all, far more successful than you are right now?

Well, before I divulge this secret that's responsible for catapulting millions of people to success, allow me to reveal a little about the power behind this secret ...

Here it is. 80% of the people who receive this email will not read it. That's a fact. Only about 20% of the people will read it.

Now, do you care to take a guess at the percentage of people who will most likely succeed? It's 20%. Twenty percent read this email, and then go on to have the best opportunity to achieve more with their lives.

Coincidence?
Not at all.

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Plenty of people have talked about this secret - in fact, you've probably heard people talk about it. Yet it remains remarkably underexploited, even by the people who know it!

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The 80/20 Principle: The Secret to Success by Achieving More with Less

Yes! I want to learn the simple secret to achieving more by doing less!

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If I don't transform my time and life forever, I will simply send it back. No questions asked, and no money owed - ever. If I decide I want to keep it, I will pay the discounted price of $39.95, which is 50% off the regular price, at the end of my 30-day trial.

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The simple secret to having more by doing less

The secret I'm referring to is known by several names. Maybe you've heard it called the Pareto Principle, or the 80/20 Rule. Richard Koch calls it the 80/20 Principle.

The 80/20 Principle states that 80% of results, rewards, or outputs are generated by 20% of causes, efforts, or inputs.

In other words, when it comes to getting the results you want, only a very few things you do really matter. The rest ... well, they're just a waste of your time.

Business philosophers love to talk about the 80/20 Principle because it applies so clearly to corporate situations. You've probably heard it said that 80% of profit comes from 20% of customers, or that 20% of a company's staff generates 80% of its productivity.

But the 80/20 Principle is much, much bigger than that. It's a universal, natural fact, proven over and over again in scientific research. And it's visible in nearly every imaginable circumstance. For instance, in the wider world, roughly:

  • 20% of thieves account for 80% of the value of all crime
  • 20% of drivers cause 80% of all car accidents
  • 20% of any community's population utilizes 80% of its resources

And if you look at your own personal life, you'll find that about:

  • 20% of the time you spend at work accounts for 80% of what you achieve
  • 20% of your clothes are worn 80% of the time
  • 20% of your home's carpeting receives 80% of the wear

These fascinating little statistics demonstrate the truth of the 80/20 Principle - and the fact that, like it or not, it has an impact on your life.

Interesting, you're probably thinking. But where is the power he keeps talking about?

Well, the real power of the 80/20 Principle — the secret to using it as a tool for massive life transformation - lies in finding, focusing on, and exploiting the most important 20% of your resources in every situation in your life.

I'm not talking about cheating or cutting corners. I'm talking about learning to identify the things that matter most to you and add the most value to your life ... shifting the majority of your energy and attention to those things ... and disregarding everything else.

In theory, applying the power of the 80/20 Principle is really quite simple. In practice, it's much easier said than done. That's why we have teamed up with Richard Koch to create The 80/20 Principle: The Secret to Success by Achieving More with Less.

In it, he gives you dozens of different ways to systematically apply the power of the 80/20 Principle in your business, your career, your relationships, your finances, and your thought processes. He'll teach you how to work with this natural imbalance of the universe instead of fighting against it.

Once you understand how to do that, you will have the ability to dramatically reduce the amount of time and effort you expend, while dramatically increasing the quality of the results that that effort gets you. You'll have much more, and you'll get it by doing much less.

Get out of the 50/50 mindset!

Maybe you're wondering why, if it's so darn powerful and life-changing, the 80/20 Principle has remained largely untapped - a "secret" sitting right under our noses.

The reason is, the 80/20 Principle is counterintuitive. It goes against everything we've all been raised to believe about the way the world works.

You see, we've all been ingrained with 50/50 thinking. We intuitively believe that hard work will bring about equal results. That cause and effect are equally linked.

The 80/20 Principle demonstrates that just the opposite is true. The world is imbalanced. Everything isn't fair. Working really hard doesn't necessarily mean you'll be amply rewarded. And hardly working at all can sometimes make you a multimillionaire.

That can be a very difficult idea to get your mind around. It can be even harder to put it into practice. After all, we're programmed to believe that a truly productive workday must consist of eight hours at a minimum. It can feel impossible to cut that down to just one or two hours, even when the results you're generating are the same or even better.

But it's not impossible, once you know how to shift your mindset.

In The 80/20 Principle, Koch will teach you how to start "thinking 80/20." You'll learn how to look at any situation - from your marriage to your money habits to the way you approach your workday or run your company - and instantly separate the few actions that bring you the greatest results from the things that take up most of your time but give you very little in return.

He'll show you what you can do to delegate or otherwise eliminate those time-wasters. And then he'll tell you the best ways to zero in on that key 20%, expand and exploit it so that it yields even greater results. He'll also tell you ...

  • The top 10 low- and high-value uses of time. (Using these as a guideline, you'll be able to recognize the vital 20% and useless 80% in everything you do.)
  • How to give up the guilt of not working as hard as you think you're "supposed to." (Guilt may be the #1 reason so few people fully utilize the 80/20 Principle. What a shame! Koch will tell you how to get over it fast and never look back.)
  • Why "time management" is a counterproductive fallacy. (It's all about organizing and allocating, and it's based on the premise that time is scarce. When you start applying the 80/20 Principle, you'll discover that time is plentiful. You've got more than you'll ever need!)
  • The 6 things successful 80/20 practitioners do differently than you. (Warren Buffett and Bill Gates are just two examples of people who have ridden the 80/20 Principle to huge success. What they do, you can do too!)
  • How to make the 80/20 Principle work for you in your job, even when you don't have total control over your time. (There are plenty of ways to get out of the common corporate time-wasters and focus on your 20% — without getting on your boss's bad side. Koch will tell you what they are so you can start using them immediately.)
  • What the 80/20 Principle can teach you about whom to hire. (In fact, the "most qualified" candidates will often spell disaster for your company. You'll learn which kinds of people you should be on the lookout for.)
  • How to avoid dooming yourself to life as a wage slave. (Sad to say, it's what most people are. But not people who apply the 80/20 Principle!)
  • The 5 attributes of great partners. (The 80/20 Principle is at work in your relationships too. Koch will tell you how to recognize and nurture the ones that bring you the greatest value and happiness, and how you should handle the rest.)
  • How the 80/20 Principle can multiply your money. (Yep, the secret works here too. But there's a limit to how much money you need to be happy, and Koch will show you how to figure that out, so you aren't working harder or longer than you really need to.)
  • And a whole lot more.

The bottom line is this: Very little of what you do actually enriches your life. By figuring out what those things are and concentrating primarily on them, you will automatically multiply your success and happiness.

Applying the 80/20 Principle is the single best way to transcend the pressures of modern life and find the leisure, happiness, and success we're all looking for.

Sincerely,

Vic Conant - Chairman, Nightingale-Conant

P.S. At the start of this email, I revealed that only about 20% of the people who receive this email actually read it. You are now part of that exclusive 20% club. Now, to go one step further. Only about 20% of the people who read this email will take advantage of our no-risk 30-day $1.00 trial. Those who do will fall into the 20% who have the best chance for success. Those who don't — well, they'll be like the 80% who are trying to find success in all the wrong places. Make a choice NOW which side you wish to be on.

Meet Richard: A highly successful entrepreneur and more.
Richard Koch's ventures have included consulting (LEK), personal organizers (Filofax), book publishing (Capstone), hotels (Zoffany), restaurants (Belgo), and premium gin (Plymouth). He was formerly a consultant with The Boston Consulting Group and a partner of Bain & Company

"A true 'Eureka!' event ..."
"The 80/20 Principle is a 'must-have' program for anyone interested in self-improvement, and, possibly more importantly, on finding balance in their lives."
- Neil McEvoy

"The 80/20 Principle was like an 'Open Sesame' experience for me: a true 'Eureka!' event, and once I opened my eyes to it, I began to run into an endless string of 80/20 discoveries. Eighty percent of my business was coming from just 20% of my customers, yet I was wasting 80% of my time chasing that other 20%. If you haven't yet mastered this powerful principle, then don't let another day pass before you make it your own."
- Art Fettig

"I ... put what Richard teaches into practice. It has already had a noticeable positive impact on my business and personal life."
- Mark Harrison

The 80/20 Principle: The Secret to Success by Achieving More with Less

Yes! I want to learn the simple secret to achieving more by doing less!

Please send me The 80/20 Principle today, for 30 days - FOR JUST $1.00!

Try it for $1 today

If I don't transform my time and life forever, I will simply send it back. No questions asked, and no money owed - ever. If I decide I want to keep it, I will pay the discounted price of $39.95, which is 50% off the regular price, at the end of my 30-day trial.

Try for $1 Now!

Promotional Information:
Receive 50% off the retail price of $79.95 for 6 CDs plus shipping, handling, and applicable sales tax. This offer extends to Nightingale-Conant Subscribers ONLY and is valid with email promotion code INPx137v12. Discount available only online and cannot be used with any other offer. The code INPx137v12 must appear (or can be entered) as your Promotion Code during checkout. Discount available only online and cannot be used with any other offer.

Guarantee:
At Nightingale-Conant we stand behind our programs 100%. If you decide at any time within the next 12 months that your CD or DVD program is not for you, simply return your selection(s) for an exchange or a refund.

Email Account Management:
You are subscribed with the email address ncreply2@nightingale.lyris.net. To ensure that your Motivational Quote of the Day gets delivered to your inbox, please add our address ncreply2@nightingale.lyris.net to your email Address Book or Safe List now. If you wish to stop receiving Nightingale-Conant's Motivational Quote of the Day, click on the link below, uncheck the boxes corresponding to the newsletters you wish to stop receiving, and submit your changes. Remove me.

Nightingale-Conant Corporation. 6245 West Howard St.,
Niles, IL 60714 1-800-557-1660