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Victoria Fury to meet Singapore in Tri-Series

Victoria Fury to meet Singapore in Tri-Series

first_imgSingapore after going down 53-39 against PNG Pepes yesterday are looking forward to tighten up against the Australian premiers the Victorian Fury.Furies selection process for the team was based around athletes who were with potential to progress and compete at international level.Furies team comprises of highly competitive athletes performing very well at the Victorian Netball League level Michaela Vaughan, Elle Bennetts, Ella Priestley, Tayla Honey, Danielle Phillips, Demi Woodlock, Matilda Hipper, Rahni Samason, Jaqueline Newton, and Brooke Allan. With this, Furies are extremely confident to give the Singapore national team a good challenge this afternoon with their height advantage and quick moves.However, Singapore as a national side with international players Charmaine Soh, Yasmin Ho, Natalie Long, Jocelyn Ng, Kimberly Lim,Parveen Nair, Kwok Shuyi, Siti Nurshawallah, Nurul Baizura ,Chen Lili,Nur Aqilah Afiqah, and Toh Wan Ling looks promising for the game with their high competitive footwork skills, ball handling and goal counts.last_img read more

What an FBI Negotiator Can Teach You About Software Negotiations

What an FBI Negotiator Can Teach You About Software Negotiations

first_imgI read an interesting negotiations book and thought I would share a few takeaways for any company seeking growth capital or a venture capital investment.Background: The book by Gary Noesner came out in September 2010 and is called Stalling for Time: My Life as an FBI Hostage Negotiator. It has all of the things you would expect to find in a book written by the retired head of the FBI’s Crisis Negotiations Unit (here is a podcast on the book from NPR): stories about estranged husbands locking up their wives, the Branch Davidian shootout in Waco, the DC sniper incident, etc. But what is really interesting and also useful are the pearls of wisdom from the author regarding how to deal with irrational people or those individuals facing a lot of stress. So here are a few things you can use during your next software or SAAS negotiations.1) Behavioral Change Stairway. I never heard of this concept before, but it can be useful.This is how it works:you show interestyou respond emphatically (which leads to rapport), andonly then do you attempt to influence.This makes a lot of sense. During any negotiations with customers, you need to show interest and listen to them (actively listen), and then show them you understand their concerns and issues (you don’t have to agree to them). Only then can you attempt to influence them.2) Key to Successful Negotiations.  Mr. Noesner suggested it is important to figure out a person’s motivation, goals and emotional needs, and then to make use of this strategically. This is relevant too, for having a deep understanding of your customer’s (and the person with whom you are working) motivation, goals and emotional needs can really help to close the deal.For example, maybe the company was burned by a previous vendor for not appropriately supporting the product. Even if you are the best negotiator, you may not be able to get past this issue because the customer feels burned and abused by the vendor, and they don’t want it to happen again. You may have to carry this burden (in some way at least) and address it in your contract.3) Paradox of Power. Another interesting point is that the harder you push the more resistance you will probably get. I agree with this, and you should remember this in your negotiations. Negotiations are very much about education, and not simply about imposing your will on the other party.   4) People Want to Work with People They Like. You probably already knew this, but the person negotiating the purchase of your technology has a lot more discretion than you probably realize, and if they like you and want to work with you, your deal is much more likely to close. 5) Active Listening. If you don’t know what this is, basically it is repeating back to the speaker what they said or acknowledging their statements/concerns (in an empathetic way of course). Try this…it takes practice, but it really works. Here is Gary Noesner’s view on it.While software negotiations are not as emotionally charged as crisis negotiations, it would be good to try out some of these skills if you are dealing with a difficult or irrational person on the other side of the table/phone (even if they are unarmed!). This takes some work so practice it prior to your engagements. I plan to use these skills with my kids when they take my TV remote control hostage, as that becomes a crisis around my house really fast!I hope you found this information useful. This will give you an idea of the types of topics I discuss with the OpenView portfolio of expansion stage companies as part of my strategic consulting services. Legal Disclaimer: This is for informational and educational purposes only, and does not constitute legal advice. Contact your attorney for legal advice, which should be provided after review of the facts and applicable law.AddThis Sharing ButtonsShare to FacebookFacebookShare to TwitterTwitterShare to PrintPrintShare to EmailEmailShare to MoreAddThis1last_img read more