7 principles of effective negotiation

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Read Jim Camp’s bestselling negotiation book ”Say No to First” and identified 7 secrets to help you win even in the most difficult conversations:

  1. The popular win-win tactics are harmful to business negotiations. Camp believes that in any negotiation, you must first say “no”, because “no” is a balanced decision, “yes” is most likely a trick and a play of emotions, and “maybe” is a delay in making a decision.
  2. In a negotiation, never show your need. Why do negotiators immediately put themselves at a disadvantage? Because of the need! If you start to need a trade, you lose control, become completely vulnerable, and start making bad decisions.
  3. Be “out of order.” Jim Camp advises to stick to detective Columbo’s tactics in negotiations and appear a little “out of order.” This does not mean that you need to come to negotiations dirty, disheveled, forget everything in the world. No, just be a little imperfect. It is enough to forget the pen or pencil. Or ask for a piece of paper. Perhaps just dropping something – so you can defuse the situation. But you need to do it naturally and naturally.
  4. “No” is better than “yes” and “maybe” because it steers the negotiations in a rational direction. To be successful in negotiations, it is worth keeping this in mind. By succumbing to emotions, you weaken your position. That is why the author insists that in negotiations one should always say “no” first. This simple word makes your opponent wonder why he was turned down, and you have a real topic of conversation.
  5. The mission and the plan for its implementation are the key to your success. The basis for success in negotiations is mission. Evaluate any questions in the negotiations for compliance with your mission. Write your mission statement and follow it. By deviating from it, you are not just making concessions, you are calling into question the feasibility of the entire transaction.
  6. Do not try to control what is not in your control. Jim Camp believes that it is not worth setting any sales plans, no norms, numbers, percentages. You need to set goals that you can manage.
  7. The right questions are the foundation of good negotiations. Don’t over complicate the questions, keep them short and simple, otherwise your opponent’s vision will become hazy. Ask questions sequentially: question-answer-question-answer. And don’t help answer questions! Do not offer your solution, as you leave the enemy no choice and it will be difficult for him to see the situation clearly.

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September 9, 2020 |

Solutions for product development

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For the development of certain products, the specific properties of the raw materials are very important. The slightest deviation in dosage can already cause the product not to function optimally. Solids Solutions can help you find the right compositions. We specialize in particle and powder technology and are engaged in research and development in this field. If you get stuck in the development process, we can determine where the problem lies and look for a solution.

Determine BET surface with porosity measurement

The pore size of solids can be measured by gas adsorption. In most cases nitrogen is suitable to perform a porosity measurement, but sometimes a different type of gas gives more accurate results. Activated carbon, for example, uses argon or carbon dioxide adsorption. Based on the amount of gas that is absorbed by the substance, the BET surface area can be determined accurately. Determining the amount of gas adsorbed can be done in two ways. By means of a TCD detector or by the volumetric technique, with which slightly more accurate information is obtained.

Solids Solutions courses

At Solids Solutions, we are not only engaged in research. We are also happy to share our knowledge and findings with you. That is why you can come to our academy for courses and seminars. We offer various multi-day courses that are held both on location as well as in-company. The in-company courses are specifically tailored to the needs within the company. In addition, we regularly organise seminars on various topics in the field of particle technology. Please contact us to discuss your wishes and the possibilities we offer.
April 21, 2020 |
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