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Follow on Google News | “Negotiate Your Time!” Urges “Best Practices In Negotiation” SpeakerWe've all heard, "Time Is Money." That makes it worth negotiating, says Dr. Gary S. Goodman, "Best Practices In Negotiation" speaker and author.
By: The Goodman Organization, Inc. We negotiate for better compensation. We negotiate for the best price on a car or house. And we negotiate for various money-denominated goods and services. But what we overlook, according to Dr. Gary S. Goodman, are “money-equivalents.” “The biggest prize of all,” says this corporate, conference, and convention speaker, “Is our TIME, the stuff that is always in short supply.” We've all heard the expression, "Time is money." “Let's act like it,” Goodman urges. For instance, some of his consulting clients have customers that seemed starved for attention. They phone constantly, asking the same delivery question, over and again. "When is my package going to arrive?" Only yesterday, says Goodman, they were politely informed that it would arrive in approximately four business days, yet here they are, on day two, asking for reassurance. They've been given a tracking number, and they have equal access to delivery details, yet they call and call. Goodman advises focusing them on the carrier, UPS or FedEx or the postal service. Shift their attention to someone else. Similarly, if a client is becoming too attached to this negotiation speaker, finding that he is overly accessible, he steers them to a different person, saying: "At this point it is so-and-so's job to get the package to you. My time is committed to something else." The trick is to say this as gently as possible, and to avoid sounding self-important. “Yet, if it is inevitable that you come across as a bit aloof,” Goodman explains, “This is the price you'll have to pay to redeem your precious time.” Goodman has worked in organizations where instant messaging was used to share information quickly, but “It had the effect of shattering people's attention spans,” he recalls with a wince. In some cases, he has opted-out of text messaging, saying: “If you need me, call me or leave me a voice mail.” Uninterrupted time is essential for accomplishing numerous organizational tasks, so negotiating to get your time back is an ongoing struggle, according to Goodman, who also teaches “Best Practices In Negotiation” Negotiating your time could be as simple as closing your office door, letting it be known in advance that when the portal is sealed, your sanctum is sacred. Peter F. Drucker, Goodman’s former professor and world renowned management sage urged executives to "Know Thy Time," as an essential first step in becoming more effective. “Good idea, but we can't stop there. At every turn, we need to preserve it and deploy it smartly,” Goodman advises. Increasingly in this over-communicated world, that means negotiating for it, again and again. Dr. Gary S. Goodman is a top negotiation speaker, management consultant, TV and radio commentator, and the best-selling author of 13 books. His latest is DR. GARY S. GOODMAN'S 77 BEST PRACTICES IN NEGOTIATION. Gary conducts his top-rated seminar, "Best Practices In Negotiation" End
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