IAMSPORT.org > One World, Through Sport

Our Pedigree dog Brodie has just had pups and we're in the process of finding good homes for them, for a small fee of course. We've generated quite a bit of demand with our website, an entry in the Kennel Club site and a Facebook page. We're currently arranging for visits and such from prospective new owners and this is becoming a logistical nightmare.

This morning I suggested to Claire that we hold an open day on a specific Saturday between 9am and 5pm for all prospective people to come visit at a time to suit them.

We used to do the same in the estate agency business and it worked on a logistical level but also on a psychological plane. People saw other people being interested in the same house and this created demand for the product. We were a bit naughty because we often invited friends and family over to increase the numbers of people in the house. And I even heard of a tactic where specific appointments were made for viewers and the appointment times would clash, so as we were showing someone around the house, someone else would turn up to view as well. Bit naughty that one, I totally condone that tactic, but remember it in case someone uses it on you, and they will.

When I explained the tactic to Claire with the puppies, she was horrified and needless to say, we're not doing an open house for the puppies. Besides all the people traipsing through would upset Brodie.

3. Have a structure

Powerful negotiators know that a process, a structure is what's needed in negotiation. Even the smallest deals, those lasting minutes, should follow a process. The structure is even more vital for those long drawn out negotiations. In your structure you should factor in preparation, good negotiators do.

Last year, I had a call from a Middle Eastern company asking if I would do some talks over at their Institute later in the year. Naturally I said yes, it was a privilege, and then fixed up a negotiation call to thrash out the contract and terms.

Now I knew nothing of them, searched the web, still unclear. How could I negotiate with an organisation I knew nothing of, so I hired an Agent in the country, who was happy to take a cut, but assured me he could conduct the negotiations for me as he knew their culture and he could research the Institute.

He reported back. Good news. They were a massive Government organisation with budgets for foreign speakers, very keen for UK based speakers as well. He even offered to negotiate for me as he spoke the language and knew their customs.

As a result we negotiated a very good deal for both parties, without the inside knowledge of my agent I doubt if I would've negotiated such a deal, which brings me onto the next characteristic - a desire for a win-win result.

4. Desire a win-win

Winning at all costs, beat the competition, grind them down, hammer out a cracking deal regardless, pull the wool over their eyes...just annoys people, if you want a long term deal, win-win is the only way.

Still there are still online classifieds in the UK that do sell puppies: buy and sell online