- 10 Ways to Play-The-Clock in Negotiating
You've heard that "Time is money." It couldn’t be truer than in the negotiation environment, so play-the-clock well, and you’ll end up a winner, says Dr. Gary S. Goodman. top negotiation speaker, best-selling author, and international consultant. - 5 Tip-Offs Your Counterpart is a Better Trained Negotiator Than You Are!
Nobody likes to be snookered, to be taken advantage of, and this is especially so when we’re negotiating.If we're hoodwinked or conned when dollars and cents and promotions and salaries are at stake, it’s especially painful.Before you rush off to that next job interview or performance evaluation, or you race to bargain for that new car or enticing house, open your eyes and take the measure of the people you’re negotiating with.It may save you money, embarrassment, and even your career!Here are 5 tip-offs that they may be more skilled at the game than you are, according to Dr. Gary S. Goodman, keynote speaker, negotiation seminar producer, best-selling author, and radio and TV commentator. - Aunt Cecile's Tremendous Negotiation Tip
The idea that you simply MUST ANSWER all questions posed to you is absolute nonsense in a negotiation. As I observed, there are hostile and disabling questions that simply must be ignored. - Consultant Suggests This Negotiating Question: "What Can We Agree On?"
Offended by a prospective purchaser of her home in an upscale town in Southern California, the seller rejected his offer outright, communicating through her broker that she didn't want to see another offer from that "So and so."Too bad, because the property is truly something unique and special, with attributes you just don't see everyday, or for that matter, everywhere.But what killed the deal?The buyer wanted to get a concession when it came to closing costs, which constitute a mere fraction of the overall cost of obtaining the property.It reminds one of the Shakespearean reference in Richard III, when the bard said: For want of a nail, the horse's shoe was lost, and for want of a horse, the warrior was lost, and for want of a warrior the battle and then the war were also lost.Piddling things account for so many undone deals, so many dashed hopes, and so many ruffled feathers and bruised emotions.How can we avoid such unpleasantness and seal more deals?One simple line can save the deal, according to Dr. Gary S. Goodman, top speaker, international consultant, and best-selling author. - Forget What They're Getting: Focus on Your Wins When Negotiating
Too often, we gauge our results from a negotiation based on what we perceive the other party is getting from the deal. If we think they’re asking for something "they don't deserve," our mission shifts from getting what we need to preventing them from getting whatever it is, however minor, that they're demanding. - Four Ways to Deal With A Nasty Negotiator
We've all had the experience of negotiating with someone who is just not our cup of tea, so to speak. Our negativity toward the person can range from mild discomfort to barely disguised hostility. When this happens, it’s easy to think, "If it weren't for him, we'd reach an agreement a lot faster!" Here are four productive ways of dealing with a nasty negotiator: - How to Take The Gamble Out of Negotiation
In a negotiation, the most important thing your counterpart has isn’t power or money or more options than you have.He has INFORMATION that is critical to your success. If you can get him to disclose it, you’ll come up a winner as the author discovered at the gaming tables in Lake Tahoe. - Negotiating Nonverbally: Try to Exploit "Tells," Giveaways, and Expressions Given-Off
There is a painting in Pasadena's Norton Simon Museum that presents a portrait of a gentleman, or so we would think at a cursory glance. - Negotiation: Do You Want a Good Deal or a Great House?
People can plunge themselves so deeply in dickering and trying to beat the other party that they forget negotiating is about optimizing as well as maximizing.Sure, we want to save as much as we can, but what we really need is VALUE. Dr. Gary S. Goodman, top speaker and trainer and best-selling author shows how this principle applies to real estate negotiations. - Negotiation: How Badly Do You Want the Deal?
In this enjoyable article, top negotiation speaker, consultant, and seminar producer shows why "He or she, who wants the deal more, loses!" - Negotiation: Sometimes That Item is Worth the Full Asking Price!
Most people foster an image of the expert negotiator as the one who seems capable of getting a discount on anything.“Joe, you’re going to need bypass surgery right away, and it will cost about $10,000.”“Doc, is that the very best you can do?”“Okay, Joe, just because it’s you, I’ll do it for half.”Of course, savvy negotiators do better than others when it comes to the give and take of bargaining, but sometimes the very best at the game will tell you that they AREN’T necessarily looking for a discount.In fact, sometimes they’re more than happy to pay the retail price, says Dr. Gary S. Goodman, top negotiation speaker, best-selling author, and popular commentator on radio and TV. - Top Speaker's Money Making Tip: "Ask For More and You'll Get More!"
Who says higher education isn't worth the price of admission, especially graduate school?When I was reading a skinny little book of behavioral research findings as a Ph.D. candidate, I came across about 20 true gems of wisdom all in one place.One of my favorites pertains to persuasion, and it applies to both selling and to negotiating, and by putting it to use I have done very well, thank you.Simply put, this nugget says: "If you ask for more, you'll get more; and if you ask for less, you'll get less."Doesn't this fly in the face of those who promote modesty, who maintain that if you ask for little, just a pittance, you’ll be less likely to be rejected? Aren't the meek supposed to inherit the earth?Yes, this notion does disagree with those who would take a more humble path, but it can make you a lot richer, says Dr. Gary S. Goodman, best-selling author, top speaker, popular expert on radio and TV, and Fortune 1000 consultant.
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