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Are you constantly looking for ways to predict your buyer’s next move and calibrate your own strategy to maximize your negotiation outcome. By War Gaming your upcoming negotiation you can do just that.

A Negotiation War Game has 3 main steps:

• Intelligence
• Simulation
• Debriefing

Intelligence

1. Organize your team into two teams- One “Home Team”, and one “Away Team”.

2. Collect some basic information on the actual people you will be meeting. Google your counterpart’s two most important people, have a look at their Facebook page etc. Look for information that tells you “who” they are. Please note: a War Game is an analytical way of using less data and more inferences.

The collected info. is the Away Team’s briefing material. Don’t bother collecting info. on the Home Team as this is your own people – they already know who they are.

3. Decide how many simulations you feel like doing and how long they should be. Rule of thumb – in a Sales-negotiation I would do several short simulations in rapid succession (each simulation interrupted by a strategy break). Strategy breaks are used to evaluate the progress (Teams are kept apart).

4. Get the physical lay-out right. Once the teams are set, the briefing material is done and the simulations are structured, it is important to structure your War Game.

To do a proper War Game you need access to 3 separate rooms:

Room no. 1: Have one large room in which a pre-simulation briefing will be held (briefing material will be handed out). This room will also be used for the negotiation simulation. Last but not least, this room will be used to debrief the participants.

Room no. 2: Have a smaller room in which the Home Team can prepare and evaluate proceedings in peace.

Room no. 3: Have another small room in which the Away Team can prepare and evaluate proceedings in peace.

Simulation

5. Run the simulations

As the simulations get going the Home Team will get a sense of how well their strategy is working against this specific counterpart. In the strategy breaks, the Home Team will re-group, calibrate their strategy and come back to the negotiation table.

Think about adding a feedback system if needed.

Debriefing

6. Gather your team and collect Lessons Learned, when the simulation, or rather the series of simulations are done.

At this point, you and your team will know what your actual counterpart will most likely do when confronted by your original and subsequent (increasingly calibrated) strategies – and better yet, you will have developed a tailor-made negotiation strategy.

Please note that the above mentioned method does not, in advance, prescribe to any particular strategy or tactic. A Negotiation War Game is simply an incredibly accurate, risk-free environment, in which any strategy or tactic can be tested.

So if you are doing anything before your next big Sales negotiation – it better be war gaming!

There are various different formats for laboratory reports in use. These vary according to the type of work being reported, the purpose of the work or the report and the recipients for which the report is intended. Reports of original research conducted to further scientific knowledge in a specific area require a different format from reports of quality control experiments conducted in a company laboratory and yet other formats may be required for student reports on experiments. A student may be expected to follow one format for recording experiments in a laboratory record book as they are being performed and a different format when writing up the information from the record book for a formal laboratory report later in the term. The format may also vary due to differences in the type of laboratory work which is done for the different subjects. Where the purpose of the experiment is to confirm or reject a hypothesis, the format of the report will differ from that of an investigation of the quality, composition or properties of a product. The purpose of most student laboratory reports is to indicate the students’ understanding of aim, theory, laboratory procedures, etc., so would be emphasized in a format prescribed for these reports.

Finally, if the report is to be submitted to a lecturer, the format may be substantially different from that of a report submitted for publication in a professional journal, while a different format might be expected in a report to a government, an agency or private company. An obvious way in which laboratory report formats differ is the division of the report into sections. Whereas all laboratory reports can be thought of as consisting of four main parts (introduction, procedure, results and conclusion), there is considerable variation in the headings under which the information in each section of the report is to be written. Some of these headings may have an equivalent meaning: apparatus = materials, procedure = methods, data = results. In other cases, more specific headings are added where there is a need to draw attention to specific information in the report.

Example of the Form of a Report

1. Title needs to emphasize the nature of the work / investigation briefly (in less than 10 words) and accurately. This may also be called the Heading in a laboratory record book. State the date of performing the experiment.

2. Aim or Objective. This may be used in the place of the heading: Introduction. It is used to state clearly and concisely the purpose of the work.

3. Theory emphasizes the need to identify the background theory leading up to the experiment or the theory which the experiment is designed to illustrate or prove. This may also include a brief literature review to provide the status of current knowledge in the field.

4. Hypothesis – The hypothesis should be identified where the work is based on previous findings or involves the application of established theory to new situations. Note, however, that not all laboratory work is necessarily concerned with the testing of hypothesis.

5. Apparatus or Materials emphasize the need of the apparatus to be used and the way it is set up. It states the order of all steps to be taken.

6. Procedure or Methods emphasize the need to provide a step-by-step account of how the work was done, a separate heading may be used. This could be important to assess later a quality of investigation. It may include reference to a specific ISO or internationally accepted laboratory standard procedure.

7. Diagrams. A separate heading in the Procedure section devoted to diagrams or photographs emphasises the importance of presenting this information in a clear, concise form rather than written form.

8. Measurements or Results emphasize the importance of reporting specific readings or other observations as they were taken and to record results or outcomes with dates and signatures in order to provide evidence for possible future filing of a patent or intellectual property protection. In this step you take measurements, produce tables and give a relevant sample calculation of how you obtained the final results.

9. Graphs emphasize the need to present an overall summary of the results in a visual form. Data would be presented in tables whereas Graphs would show the relationships between the data and possible trends in a clear, easily read form.

10. Discussion or Results – It is one of the most important parts of the report as here you explain, analyse and interpret the results leading to conclusion. It shows the writer’s understanding of the concepts behind the data. If any differences with the Hypothesis or Objectives occurred explain the reason.

11. Conclusion – The purpose of the Conclusion is to discuss questions arising from the report and make suggestions for further work.

12. References – Here you state the information that has been obtained from textbooks, reference books, articles, investigations, etc. and where these sources of information are mentioned in the text. These references are used as a source of information for background theory, previous findings on which this work is based, laboratory procedures, etc. The References are listed numerically at the end of the report to enable a reader to consult these works for further details.

In commercial real estate agency today, most listing opportunities will be competitive events and presentations. You will have other real estate agents chasing the same property at the same time. That being said, your sales pitch or presentation to the client needs to be of the highest quality in every respect.

You will only have a short period of time to get your message and strategy through to the client. Choices will be made from the 30 minutes that you spend with your client pitching for the listing. Why are you the best agent for the job? Give the client the right answer.

In preparing for a property presentation, it is wise to understand the client, the property, and the motivation that puts the property on the market today. Every client will have a story to tell and a requirement to fill. You need to get inside the ‘clients head’ to identify the ultimate outcome required and the best timing that will help them achieve their property goals.

Here are some presentation tips that will help you position yourself for the property listing and to help satisfy the needs of the client:

1. Confidence is a significant leverage tool when it comes to winning listings. To build your confidence you really do need to understand the property type, the location, and the available strategies to optimize the enquiry from marketing. You can then match these factors to the client in a confident and relevant way. A generic approach to marketing will not help you win listings.
2. A question and answer process will help you get to the main factors and motivations behind the clients requirements in selling or leasing the property. You can improve your questioning strategy through regular practice and role playing. Given that the property market changes throughout the year, the questioning process will also need to change and adjust to the prevailing market conditions. Share experiences and challenges with your agency colleagues to improve the presentations that you are making.
3. Your knowledge of the property type will allow you to show your relevance to the client. Give them some specific solutions to achieving higher levels of enquiry and inspections from the marketing effort. Put yourself into the marketing process so that the client feels that your offered solutions are more important than that provided by any other agency.
4. In this property market, direct marketing takes preference over generic marketing. The direct marketing approach only applies to exclusive listings. On that basis you should be seeking an exclusive listing for the agency appointment. Make sure that the client understands the differences between open listings and exclusive listings from a marketing perspective. If they are genuine in the sale or leasing process, the choice will be logical and simple.
5. Stories connecting to the property type and the overall location will help you in attracting the attention of the client. That will then give you that extra advantage when it comes to converting the listing from the presentation. Choose your stories relative to the property type and the current market conditions, using other clients that have had similar challenges. A prospective client likes to know that they are not alone in handling property challenges.

The property presentation today needs to be well planned. A generic approach will simply not win the listings that you require. Be prepared to be specific and direct with the client using information that will help them make the best choice when it comes to you as a commercial real estate agent.