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Negotiating
Last Updated: Sep 8th, 2004 - 14:55:36
Negotiating
Why It's A Mistake To Offer To Split The Difference
(Note: If you missed Roger's seminar "11 Negotiating Gambits That Will Close More Sales", you can now order it on cd or download.
For more information visit: http://www.salestrainingcamp.com/products_main_cd_download_roger.htm)
In this country, we have a tremendous sense of fair play. Our sense of fair play dictates to us that if both sides give equally, then that's fair. If Fred puts his home up for sale at $200,000, Susan makes an offer at $190,000, and both Fred and Susan are eager to compromise, both of them tend to be thinking, "If we settled at $195,000 that would be fair, because we both gave equally." Maybe it's fair and maybe it isn't. It depends on the opening negotiating positions that Fred and Susan took. If the house is really worth $190,000 and Fred was holding to his over-inflated price only to take advantage of Susan having falling in love with his house, then it's not fair. If the house is worth $200,000 and Susan is willing to pay that, but is taking advantage of Fred's financial problems, then it isn't fair. So, don't fall into the trap of thinking that splitting the difference is the fair thing to do when you can't resolve a difference in price with the other side.
With that misconception out of the way, let me point out that Power Negotiators know . . .
Jul 25, 2004, 15:03
Negotiating
Setting The Climate For A Non-Confrontational Negotiation
What you say in the first few moments of a negotiation often sets the climate of the negotiation. The other person quickly gets a feel for whether you are working for a win-win solution, or whether you're a tough negotiator who's out for everything they can get.
That's one problem that I have with the way that attorneys negotiate-they're very confrontational negotiators. You get that white envelope in the mail with black, raised lettering in the top left hand corner and you think, "Oh, no! What is it this time?" You open the letter and what's the first communication from them? It's a threat. What they're going to do to you, if you don't give them what they want.
I remember conducting a seminar for . . .
Mar 2, 2004, 15:25
Negotiating
How to Negotiate When The Other Person Tells You They Don’t Have The Authority to Decide
One of the most frustrating situations you can run into is trying to negotiate with the person who claims that they don’t have the authority to make a final decision. Unless you realize that this is simply a negotiating tactic that's being used on you, you have the feeling that you'll never get to talk to the real decision-maker.
When I was president of the real estate company in California, I used to have salespeople coming in to sell me things all the time: advertising, photocopy machines, computer equipment, and so on. I would always negotiate the very lowest price that I could, and then I would say to them . . .
Dec 16, 2003, 15:56
Negotiating
Authority Limits
Occasionally, you will negotiate without the final authority to reach an agreement. In such a case you will have to bring the proposed agreement back to the individual or group with the final authority.
Often, however, a negotiator will state that their authority is limited when in fact they either could reach the proposed agreement or they know that the approval of the "higher authority" is all but automatic. In such a situation, the use of authority limits becomes a tactic.
Oct 6, 2003, 16:10
Negotiating
To Win In Negotiations, Learn How To Taper Concessions
In extended negotiations over price, be careful that you don't set up a pattern in the way that you make concessions. Let's say that you're selling a used car and you've gone into the negotiation with a price of $15,000, but you would go as low as $14,000. So, you have a negotiating range of $1,000.
The way in which you give away that $1,000 is very critical. There are several mistakes that you should avoid:
Sep 29, 2003, 17:16
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