Reading Time: 2 Minutes
The longer you work in a high volume negotiation role the more you get to see in terms of styles or roles within the spectrum of negotiation ability and skill sets. There are many negotiators out there who truly look for win-win scenarios and are actively engaging to ensure that they come to a deal that makes sense for both parties. And there are others who want to take everything you have. There are some that negotiate aggressively and there are some that negotiate passively. It's an incredibly wide spectrum with many styles, abilities and intentions.
Reading Time: 4 Minutes
Dealing with difficult people is so, well, difficult! They never listen to logic. They only ever care about their agenda. They're always trying to circumvent process. It's so frustrating! Why are they so difficult!?!
Reading Time: 5 Minutes
You negotiate with yourself more often than you think. You negotiate whether you're going to get a workout in, what time you'll wake up, whether you'll pack a lunch. You tell yourself you'll get better. You tell yourself you'll improve. You negotiate with yourself all the time. For the purposes of the first part of this 3 part series, we're going to focus on why you negotiate with yourself prior to a negotiation with someone else. So why do you negotiate with yourself?
Reading Time: 6 Minutes
The use of silence in negotiation may very well be the hardest skill to master. Not because it's difficult in theory, but because it's difficult in practice. It feels weird. It feels awkward. You will crave the silence to be broken. You will want to fill the dark empty void of silence with words. Don't do it. Mastering this skill will set you apart as a patient, composed, controlled negotiation professional.
Reading Time: 3 Minutes
How do you respond to an offer when you receive it? Do you give high fives to your buddies and say, "Oh gee whiz, thanks a million for such a generous offer!"
Think about the last time you walked into a store to buy a piece of furniture. Did you say, "Sold!" as soon as the salesperson said the price?
Then why do so many people take the first offer they get?
We STRONGLY recommend that you develop a habit of cringing whenever you receive an offer, any offer, regardless of the stage of the negotiation. This should be a habit that you begin developing right now.
Reading Time: 3 Minutes
Want more money? Ask for more.
"But Mark, it's not that easy,.....you don't understand,......you've never worked in my industry,.....i really want this job,....blah blah blah."
Nonsense!!! Granted, people get intimidated by the idea of negotiating salaries when they get a new job, but it's so critically important!!! Remember that last post on perceived value? When you negotiate for a higher salary when starting your job, you're raising your perceived value in the eyes of the person making the decision to hire you. Not only that, but you're getting more money. And I don't just mean more money up front, I mean more money over your entire lifetime.
Reading Time: 4 Minutes
This is the golden rule of negotiating!
“Always ask for more than you expect to get.” should be tattooed on the inside of your hands so you never forget. These types of simple golden rules are so basic that sometimes we forget about them and take them for granted and often we don’t even think about why it is they are so important.
So why should you always ask for more than you expect to get?
Reading Time: 7 minutes
Folks, let’s be honest with each other,....PERCEPTION IS EVERYTHING! Especially in negotiation. And, raising your perceived value is critical to negotiating good deals. What do I mean by perceived value? How you value your service or product and how a buyer values your service or product may be two completely different things. You may think that your product is the best thing since sliced bread and that people would be fools not to buy it, but a buyer may perceive it as a bad product, second tier, lower grade, or worse ...not necessary. This is a key stumbling block that life insurance and financial sales folk have. Try to convince someone that something that they’ve never even thought of before is critical and worth paying for. Tough to do. Even if someone is willing to buy your product, are they willing to buy it at the price you want to sell it for? Can you raise the perceived value of what you are selling so that the buyer is willing to fork over hard earned cash to buy your product? Or, if you’re buying something, can you reduce how valuable the seller perceives their product to be so you can get it for cheaper?
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