SUCCESS

Some people are very good at getting terrific deals.  Most others simply get what the other party is willing to give. What's the difference? The first group knows how to negotiate. 

If you understand these rules, this will help you become a Power Negotiator.

Rule No 1  - Everything is negotiable. 
This does not mean you are always going to get what you want or win every negotiation but you must remember that everything is potentially up for negotiation.

Rule No 2 -  Know what you want before negotiating.
Always know the result you want - your bottom line -  before commencing negotiations.

Rule No 3  -  Aim for a Win/Win negotiation. To achieve this:

?         Never offend the other party

?         Try and build rapport with the other party during the initial stages of the negotiations.

?         When negotiating try and look beyond the requests and demands of the other party and attempt to understand their real intentions and motives. 

?         Don't assume that the items on your agenda are the same as those on the other person's agenda.

Rule No. 4. - Treat Negotiating as a Game.
When you get involved in negotiations, you need to be involved but not too much.

Rule No 5 -  Never believe anyone else is entirely on your side.
Trust yourself; you have your own interests entirely at heart.

Rule No 6 - Strive to be innocent.
To Power Negotiators, smart is dumb and dumb is smart.

Try saying something like "I don't know ... I'm new to this, you're the experts, and so you are going to have to help me out understanding this." 

Power Negotiators are never afraid to ask the other party questions or for advice. Even if you know the answers. Asking questions tends to establish a climate of trust. Always ask why?  Most people are afraid to reveal their true motives.  Ask why, it may get this information out in the open.

Listen carefully.  If you listen carefully enough, you will discover everything the other party really wants out of the deal. Try and understand what is really being said.

Michael Yardney
www.metropole.com.au

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