 Category :: Negotiation Articles |
Author :: Roger Dawson  |
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| Article Title :: Learn to Play the Reluctant Buyer When You're Purchasing |
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| Let's say that you're in charge of buying new computer equipment for your company. How would you get a salesperson to give you the lowest possible price? I would let the other person come in and have her go through her entire presentation. I would ask all the questions I could possibly think of and when I finally couldn't think of another thing to ask, I would say, "I really appreciate all the time you've taken. You've obviously put a lot of work into this presentation, but unfortunately it's just not the way we want to go; however I sure wish you the best of luck." I would pause to examine the crestfallen expression on the salesperson's face. I would watch her slowly package her presenta (read full article) |
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| Category :: Negotiation Articles |
Author :: Roger Dawson |
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| Article Title :: Why It's a Mistake to Offer to Split the Difference |
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| 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 (read full article) |
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| Category :: Negotiation Articles |
Author :: Roger Dawson |
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| Article Title :: To Win in Negotiations, Learn How to Taper Concessions |
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| 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:Equal-sized concessions. This means giving away your $1,000 negotiating range in four increments of $250. Imagine what the other person's thinking if you do that. She doesn't know how far she can push you, all she knows is that every time she pushes she gets another $250. (read full article) |
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| Category :: Negotiation Articles |
Author :: Roger Dawson |
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| Article Title :: To Get a Better Deal, Learn How to Use the Vise Gambit |
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| The Vise is a very effective negotiating Gambit and what it will do for you will amaze you. The Vise Gambit is the simple little expression: "You'll have to do better than that." Here's how Power Negotiators use it: Let's say that you own a small steel company that sells steel products in bulk. You are calling on a fabricating plant where the buyer has listened to your proposal and your pricing structure. You ignored his insistence that he's happy with his present supplier and did a good job of building desire for your product. Finally, the other person says to you, "I'm really happy with our present vendor, but I guess it wouldn't do any harm to have a backup supplier to keep them on the (read full article) |
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| Category :: Negotiation Articles |
Author :: Roger Dawson |
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| Article Title :: How Time Pressure Affects the Outcome of a Negotiation |
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| In Puerto Prince, Haiti, former President Jimmy Carter, Colin Powell, and Senator Sam Nunn were in intense negotiations with Haiti's military commander, General Cedras. The phone rang and it was President Clinton calling to tell them that he had already started the invasion and they had 30 minutes to get out of there.That was putting extreme time pressure on the negotiation, and people become flexible under time pressure. When do your children ask you for something? Just as you're rushing out of the door, right? When my daughter Julia was attending the University of Southern California, she lived in a sorority house and would sometimes come home for the weekends and need money for (read full article) |
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| Category :: Negotiation Articles |
Author :: Roger Dawson |
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| Article Title :: Never Make a Concession When You're Negotiating Unless You Ask for Something in Return |
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| Power Negotiators know that anytime the other side asks you for a concession in the negotiations, you should automatically ask for something in return. Let's look at a couple of ways of using the Trade-Off Gambit:o Let's say that you have sold your house, and the buyers ask you if they could move some of their furniture into the garage three days before closing. Although you wouldn't want to let them move into the house before closing, you see an advantage in letting them use the garage. It will get them emotionally involved and far less likely to create problems for you at closing. So you're almost eager to make the concession, but I want you to remember the rule: However small th (read full article) |
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| Category :: Negotiation Articles |
Author :: Roger Dawson |
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| Article Title :: Unethical Negotiating Gambits and How to Protect Yourself Against Them |
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| Let me teach you the unethical gambits that people can use to get you to sweeten the deal. Unless you're so familiar with them that you spot them right away, you'll find that you will make unnecessary concessions just to get the other side to agree with your proposal. Many a salesperson has had to endure an embarrassing interview with a sales manager who can't understand why he made a concession. The salesperson tries to maintain that the only way to get the order was to make the concession. The truth was that the buyer out maneuvered the salesperson with one of these unethical gambits.There's no point in getting upset with the person who uses these unethical Gambits. Power Negotia (read full article) |
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| Category :: Negotiation Articles |
Author :: Roger Dawson |
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| Article Title :: How to Stop People from Grinding on You in Negotiations |
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| Let me tell you how to conclude negotiations very effectively. You don't have to use it when the other person is negotiating in good faith with you. You use it only when you feel that the other side is simply grinding away to get the last penny off your price. Or when you know that the other person wants to do business with you, but she's thinking, "How much would I be making per hour, if I spent a little more time negotiating with this person?"Let's say that a group of friends got together and bought a cabin in the mountains to use for a vacation home. The friends got together on the investment and they're sharing the use of it. One partner drops out of the syndication and your ne (read full article) |
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| Category :: Negotiation Articles |
Author :: Regina Barr |
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| Article Title :: 5 Tips for Getting Paid What You're Worth |
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| According to a recent study conducted by the Institute for Women's Policy Research, if current wage patterns continue, a 25-year-old woman, working full time, will earn $523,000 less than the average 25-year-old man by the time they both retire at 65.Want to get paid what you're worth? Then consider these tips:1. Banish the romance myth about money. If you haven't figured it out by now, prince charming isn't coming. Further, money is not the "necessary evil" that we have been taught. It is a currency of exchange in our society. You provide a service and in return you receive money. It's that simple. Get comfortable with this concept of money.2. Develop a career (read full article) |
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| Category :: Negotiation Articles |
Author :: Eric Jones |
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| Article Title :: Data Collection and Negotiations |
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| What is data? How does it impact a negotiation. How do you gather it? Data is the meat of preparation. Negotiators should take the time to fully prepare. If they do this, often as not they will be better prepared than the other person. As a result, they will likely control the conversation and its outcome.Data is any information available about a given topic, person, commodity or situation. Having the discipline to gather, assess and use this data makes the difference between negotiating and begging. Preparedness is the key to a successful negotiation.Data is readily available in the information age. Computers, data bases, the Internet. newspaper archives, public libraries, (read full article) |
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