Download - NEGOTIATING FOR SUCCESS
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NEGOTIATING FOR SUCCESS
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Bruce R. Williams, CGCS
Bruce Williams Golf Consulting
Executive Golf Search, Inc
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Everything is negotiable
◼ Or at least re-negotiable
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Why do we negotiate?
Negotiating is getting someone to do something, even if they
disagree with it, by giving them enough concessions to make it
worth their while.
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We negotiate everyday with our:
◼ Employers
◼ Wives
◼ Husbands
◼ Children
◼ Employees
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Have you ever taken a negotiating class?
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In most cases,the golf course is the key asset.
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You have more negotiating power than you realize. You just need to know how to
utilize your value.
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Today’ golfersOur employers
Controllers of our compensation
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It is estimated by the GCSAA Career Development
Department that as many as 60-75% of Superintendents accept the first offer when
negotiating for a new position.
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Who will we be negotiating with?
We work for a wide range of employers.
It is imperative that we research the person we will be
negotiating with so we can be prepared.
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The average tenure of a Golf Course
Superintendent is 6.5 years at a given facility.
Facts say you will negotiate a number of employment contracts
in your career.
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Samples of GCS Negotiating
◼ Total compensation
◼ Salary
◼ Benefits
◼ Vacation
◼ Quality of life
◼ Education
◼ Staffing
◼ Use of club facilities
◼ Budget
◼ Programs
◼ Capital improvements
◼ Working environment
◼ Severance
◼ Vehicles
◼ Housing
◼ Insurance
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Negotiations are about more than money
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What do you want from the negotiation?What are your boundaries?
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Superintendents will negotiate with:
◼ Equipment vendors
◼ Turfgrass product vendors
◼ Golf Course Architects
◼ Irrigation designers and installers
◼ Golf Course Contractors
◼ Employees
◼ Employers
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Everyday Negotiations
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Typical negotiations for golf course superintendents
◼ Jobs
◼ Salary and/or bonus
◼ Benefits
◼ Budget
◼ Staffing
◼ Purchases
◼ Projects
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Budget
◼ Don’t ask – Don’t get
◼ Business Plan
◼ Program based budgeting
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Staffing
◼ Calculating your needs
◼ Selling the need
◼ Negotiating the right number of people
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Equipment
◼ Needs
◼ Inventory
◼ Current status
◼ Plan
◼ Options
◼ Long term solutions
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Projects
◼ Examples
– Bunker renovation
– Master Plan
– New irrigation system
– New maintenance building
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Purchases
◼ Cost savings
◼ Efficiency
◼ Options
– Payment options
– Delivery options
– Financing
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Superintendent purchases -Negotiate for:
◼ Extended warranties
◼ Locked in pricing
◼ Discounted shipping
◼ Discounts on parts
◼ Etc.
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Are there defined golf course maintenance standards?
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Photos do not lie.You cannot debate a photo.
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Photos can be a tremendous negotiating tool.
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When these guys bring you the “pink
slip” there is room for negotiation.
You have
no negotiating power
when you are out
of a job.
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Win – Win Negotiating
◼ It is the right thing to do
◼ It is the only thing to do
◼ It is the only thing that works
◼ It prevents both parties from losing- face
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Persuaders give reasons
Negotiators give concessions
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Summary
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Remember
◼ Get negotiated outcomes in writing before acceptance
◼ Practice, practice, practice
◼ Have both parties happy about the outcome
◼ Play fair
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He who does not askdoes not receive.
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Good Luck and Gold Bless.