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HOME  EZINES Negotiating Payment After A Project Has Started!
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Negotiating Payment After A Project Has Started! |
The Award-Winning Monthly Resource for Professionals
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OUTCOME FOCUS REPORT
Circulation 33,116
Vol 64 – May, 2006
Publisher: Anne Warfield
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© Impression Management Professionals 2006
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IN THIS ISSUE
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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
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1. What's In The News?
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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:
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2. Here's This Months Outcome Focus Situation/Solution
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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:
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3. Anne's "Aha"
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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:
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“It’s a great challenge to be better than your opportunities.” Sarah
Jessica Parker
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4. I Want More Resources So I Can Perfect My Skills
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Order Your Success Tools Online:
http://www.impressionmanagement.com/products.shtml
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FREE ARTICLES AND BACK ISSUES
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We have many articles available for your publication, company news letter,
etc. Articles can be viewed at
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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
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About Anne and IMP
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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:
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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
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