By P. Stack

Negotiations differ widely based upon the type of transaction contemplated - purchase of real estate, employment, new business arrangement, etc. However, here are some general principles which apply to all negotiations.

1) How to plan?

First, from your viewpoint, realistically decide what you hope to achieve from the negotiations. Clearly define your minimal goals. If you're not likely to reach them, bail out. Don't get caught in negotiation fever. It can be like bidding fever at an auction where an item goes for far more than it should. Sometimes the most successful negotiations are the ones you walk away from.

Second, empathize with the other side. What do they want out of the negotiations? How badly do they want it? They won't tell you outright, but look for signs and signals. If they're just pumping you for information and no real offers are forthcoming, get out. They're not serious. If you go out to lunch or dinner, each party pays for their own meals and drinks. In negotiations, neither side is doing the other a favor. The negotiations should always be cordial, if possible, but always at arm's length.

2) What approach should you take?

Don’t play games. Be very straightforward. Never describe an item as a "deal killer" unless it is really a deal killer. Never bargain against yourself. If you've made a firm offer, do not make another offer unless the other side submits a firm counteroffer for what you consider to be a reasonable amount. If they're unwilling to make such a counteroffer, leave. Make certain that both sides are fully and fairly apprised of the facts. Your resume should not be padded, and you have a right to know all of the good and bad things regarding the property or deal you're considering. All representations about the deal should be in writing and signed by the other side. If a used car really has only 36,000 original miles, the dealer should be willing to write that on the bill of sale and sign it. Otherwise, it's a lie. Before any dollars are laid on the table, there should be a full airing of all of the good and bad things involved in the transaction.

Be truthful and demand that the other side be equally truthful. I don't worry about "insulting" the other side by making a low, but reasonable, offer. You're not proposing to the person, you are negotiating with them. If a person says, "What's the matter, you don't trust me?" you shouldn't trust them. Just say, "Of course I trust you, but I'm just obsessive about getting things in writing. So, humor me." You'd be surprised at how many "low" offers are actually within a party's range of expectations. Similarly, don't be insulted by a "low" offer. You can simply politely reject it as too low, or make a counteroffer.

3) What is the most important thing you should know when negotiating?

Make certain that both sides fully and completely understand the deal. Innocent mistakes or misunderstandings are more common that outright fraud. After the deal is completely aired, it should be put into a writing which clearly lays out the understanding and the representations of the parties. Memories fade and oftentimes people try to back out of commitments or representations which they made during negotiations. If it's not in writing, it doesn't exist. Most importantly, follow your instincts.

If the deal just doesn't feel right, get out. Your instincts are your best protection against a bad deal. Also, don't be influenced by the personality of the party with whom you are negotiating. The warmest personality in the world is often the used car dealer unloading a real dog on an unsuspecting customer. You should be willing to negotiate on the same terms regardless of the personality of your opposite negotiator.

The entrepreneurial spirit among Latinas is alive and well, just ask Mexican born Eugenia Bermudez Price, Founder and CEO of Mía Mariú, a company she just launched in May. The company consists of a line of natural-based products with catchy names like Deseo, Tentación and Seducción created specially for Mujeres Latinas.

What’s interesting about this company is that not only can clients buy the products but they can become part of the business. How? By becoming a representative of the product line and generating sales. Here’s how it works: Mía Mariú sales associates get six-months of free use of a personalized web site that their customers can use to order products at their convenience. Products are also directly shipped to the customer, eliminating the need for associates to spend time and money to personally deliver the products to their customers. This kind of opportunity is called network marketing.

What compelled Eugenia to start her own company?

As Latinas, we have been overlooked as a market segment and now Mía Mariú has taken the lead in creating a dynamic opportunity for today's woman. I have met many women with different life struggles with a fervent desire to improve themselves; Mía Mariú is dedicated to help Latinas find opportunities that may otherwise not be attainable because of language and cultural barriers. Mía Mariú offers all Latinas a way to create a long-term business while celebrating their essence and identity. By doing this, we not only help each other but we help our communities as well. Whether you are a Latina in Miami , Atlanta , Boston or Los Angeles , this is your company.

What are some challenges faced?

As a Latina coming to the U.S. from Mexico City at a young age I experienced first-hand the challenges of integrating into American society and creating a self-identity that would shine from within and exude all that it means to be a proud Latina. From personal experiences, I quickly learned that although many opportunities for Hispanic women exist in the workplace, many Latinas are still limited by language and cultural barriers that keep them disconnected with what is available in terms of self-development, education and financial opportunities.

We wish you all the best on your entrepreneurial journey Eugenia!

According to statistics reported by the National Center for Women & Information Technology (NCWIT), African Americans account for roughly 11 percent of bachelor's degree recipients in computer science, with Hispanics accounting for approximately 7 percent in 2006-2007.

Women only accounted for 19 percent of computing and information science undergraduate degrees in 2006-2007 (National Center for Education Statistics). NCWIT also cites Bureau of Labor Statistics predictions that computer-related occupations are among the fastest growing occupations, adding up to 822,000 more jobs to the U.S. economy by 2016. These data show the real challenge IT companies face when striving to create a multicultural work force.

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If your voice quivers, your palms sweat and you become flushed every time you speak in public you may suffer from fear of public speaking. Toastmasters International is a non-profit organization that holds member meetings all over the country. There, people can practice giving a speech in a zero pressure environment. Find out about a toasmasters meeting in your area by vising www.toasmasters.org

Watch a Toastmaster's meeting speech!