Ezine Arcive
The Award-Winning Monthly Resource for Professionals ############################################## OUTCOME FOCUS REPORT Circulation 33,116 Vol 64 – May, 2006 Publisher: Anne Warfield mailto:ezine@imp.us.com 888-imp-9421 or 952-921-9421 http://www.impressionmanagement.com © Impression Management Professionals 2006 ############################################## By subscription only! Go ahead and pass this to friends. If you receive this from a friend and you want to receive your own copies, just email mailto:ezine@imp.us.com and put "Add me" in the subject line. To remove yourself from this list see bottom of this email. ==================================================== IN THIS ISSUE ==================================================== 1) What's In The News? 2) Outcome Focus Situation/Solution - Negotiating Payment After A Project Has Started! 3) Anne's Aha 4) Resources To Learn More ==================================================== 1. What's In The News? ==================================================== Learn more about Imp’s Monthly Presentation Skills Seminar at the IMP Institute in Minneapolis, MN! Upcoming Presentation Skills Seminar Dates in Minneapolis, MN: May 22-23, 2006 Upcoming Negotiation Skills Seminar Dates in Minneapolis, MN: August 23-24, 2006 Follow this link for more information, http://www.impressionmanagement.com/coaching.shtml or, email me at mailto:ezine@imp.us.com ++++++++++++++++++++++++++++++++++++++++++++++ Create your own email list using List Builder: http://www.listmedia.com/listbuilder/00623 ++++++++++++++++++++++++++++++++++++++++++++++ ====================================================== 2. Here's This Months Outcome Focus Situation/Solution ====================================================== Use as a training tool: Present the situation below to the group and have them brainstorm how they would best handle the situation. Then share the Outcome Focus answer and see how it relates or differs from solutions the group found. Negotiating Payment After A Project Has Started! Situation: Anne, our group helps another department do their research, and charges back our time, supplies, etc. to that department. A physician/consultant (long, good relationship with us in that dept) helps us with the studies we do for them — his fees are also charged back. The physician consultant has proposed publishing on the research and said it would be beneficial for all 3 parties. The consultant’s assistant will do the literature search and draft the article. Data will be supplied by us and the other department. The objectives, scope and the timing of the paper was agreed upon one month ago by all parties. Now the physician consultant wants to be assured that his regular hourly rate will be covered. The other dept. believes since it was the physician/consultant’s idea, he should do the work gratis (after all, his reputation will be enhanced when it is published.) The doctor called me this morning and told me he wants to be paid. How should I handle? Outcome Desired: To get the work published while maintaining a positive relationship with all parties. Other Person’s Perspective: He feels the work falls in to the category of work that he has always done for pay so this should be pay as well. He doesn’t distinguish between doing the work for publishing versus for internal work. Best handled: This is a great example of what hits the negotiating table that should have never been there in the first place. Many negotiations fall in to this category because assumptions are made by both parties that are in conflict or just different from what the other party expected. So before I answer since I have limited information I will make a few assumptions. The assumptions I am making are the following: 1. What you are negotiating is the work to complete the publishing of the research NOT the actual time spent doing the research. In other words, this is work he has already done for you and now he has suggested that it be put in to publishing form. 2. You feel the publishing is beneficial to HIM but not to you as it won’t give your company any extra exposure, recognition, etc. 3. You are just fine NOT having the work published and saving the time for all parties. Now, if any of those assumptions are incorrect the answer will change. So, based on the above assumptions, you would want to call him right back and say, “Tom, I really liked your idea of taking the work that was already done by all parties and submitting it to be published. I think the work you have done for us is great and I am more than happy to have you be recognized for that work. Based on that, what I am not understanding is why you feel we should pay for your time that is involved with the publishing of the work.” Then let him talk. Now, let’s play this differently. Let’s say that you do want the work published, that there is some new research involved for him and that it was just not defined as to what time he would be paid for and what time he would not be paid for. Here I am going to assume that there is some new research that he is doing which he would normally be paid for. Then I would do the call as follows, “Tom, I am excited about your idea to have this new research published as I think you are right that it will give you great visibility. My understanding was that the benefits from publishing the work was the compensation you were looking for on this project so I did not budget in anything else for this project. Perhaps you and I should brainstorm some solutions here as we both really value our long-term relationship.” My gut answer to you is that if you made the ASSUMPTION that since he suggested publishing the work it would MEAN that he would do the work for free then you should pay him for the research work like you normally do. Why? Because in his mind, he was just suggesting something that would be a win/win for both parties! Basically what you are telling him is, “if you don’t publish the work we will pay, but if you are going to publish then we don’t feel we have to pay you as you will get enough recognition without our money.” Then any work he does above and beyond in order to get it published would be on his own dime. KEY LESSON: with a negotiation you want to clarify all ASSUMPTIONS right up front even if they seem redundant. SPECIAL NOTE: Send Anne your situation to be included in an upcoming E-zine. mailto:ezine@imp.us.com ==================================================== 3. Anne's "Aha" ==================================================== Enjoy a new article by Anne: When You Should Promote from within and When You Should Hire from outside the Company! Click on this link: http://www.impressionmanagement.com/articles/art_0026.shtml ************** Want To Perfect Your Communication Skills? ************* Order Anne's Book Today, Outcome Thinking: Getting Results Without The Boxing Gloves! SPECIAL PRICING $17.00 (Free Shipping), Offer valid through May 17, 2006. Follow the link below: http://www.impressionmanagement.com/products.shtml **************** Quotable Quotes: **************** “It’s a great challenge to be better than your opportunities.” Sarah Jessica Parker ===================================================== 4. I Want More Resources So I Can Perfect My Skills ===================================================== Order Your Success Tools Online: http://www.impressionmanagement.com/products.shtml ===================================================== FREE ARTICLES AND BACK ISSUES ===================================================== We have many articles available for your publication, company news letter, etc. Articles can be viewed at http://www.impressionmanagement.com/articles/index.shtml All you have to do is print the article in its entirety along with the byline at the top and the credits, and complete contact information at the end of each article. I would appreciate a tear sheet or electronic copy too. Back Issues of the Outcome Focus E-zine can be viewed at http://www.impressionmanagement.com/ezine/index.shtml ===================================================== About Anne and IMP ===================================================== Anne Warfield, CSP* President Impression Management Professionals 15768 Venture Lane Minneapolis, MN 55344 952-921-9421 888-imp-9421 952-921-9420 Fax Email: mailto:ezine@imp.us.com Visit us at: http://www.impressionmanagement.com "A true leader is not one you look up to because they are the best. A true leader is one that draws the best out in you." Anne Warfield *CSP- Certified Speaking Professional; a designation held by only 7% of all speakers nationwide Member of the National Speakers Association <<<>>> <<<>>> <<<>>> <<<>>> <<<>>> <<<>>> Copyright 2006, IMP. Feel free to share information you learn. All we ask is that you credit us as the source as everything we are putting in here is copyright protected by our office. Copyright note: Submission of an e-mail message or artwork affirms that you are able to and have given Anne Warfield non-exclusive permission to reprint the content of your message in all forms, electronic or otherwise, in all languages throughout the world. Privacy Statement: We will not distribute your address to anyone. Period. If you received this from a friend and you want to receive your own copies, just email mailto:ezine@impressionmanagement.com and put "Add me" in the subject line. To remove yourself from this mailing list, simply follow the instructions at the end of this email. or, Forward a copy of this message to mailto:ezine@imp.us.com with the word "Remove" in the subject line. <<<>>> <<<>>> <<<>>> <<<>>> <<<>>> <<<>>>
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American Woodmark
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