Everything Is Negotiable - PCC - ebook
Opis

Whether you need to ask for a raise at work, request a better hotel room while you’re on holiday, or even debate with your stubborn teenager at home, you can learn effective and powerful negotiation skills to help you get the best deal every time. With chapters on such subjects as making your offer count, dealing with intimidation, and getting it in writing, as well as self-assessment tests to help chart your progress, this book is a one-stop shop for anyone who wants to improve their negotiation skills. Superbly practical and insightful, this essential guide will make sure you come out on top in any negotiation.

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Liczba stron: 34


MAIN IDEA

Everything is negotiable. If you automatically assume this until circumstances prove otherwise, you'll be amazed at the bargains you can strike—even in unexpected areas. When you assume that anything is unnegotiable, simply because the other party has not yet indicated a willingness to negotiate, you are missing huge opportunities to make better deals for yourself, for the company you work for and for the people you buy things from.

Negotiation is the simple process of structuring a business transaction in such a way that everyone involved gains the most. There is always a better deal waiting in the wings. Habitually look for those better deals and your business affairs will flourish.

Key Principles:

1. The worst thing you can do to any negotiator is accept the first offer they make.

2. Never focus on a grievance. Concentrate on negotiating a remedy, and leave the creative insults to others.

3. When operating in unfamiliar territory, ask lots of“what if……”questions until you have the facts.

4. Both buyers and sellers are under pressure to put together deals. Expect pressure as an integral part of the process.

5. Making a goodwill concession without gaining any concessions is the worst possible negotiating strategy.

6. Always shock the other party with your opening offer.

7. Never advertise anything with O. N. O. —or near offer. It only weakens your position.

8. Toughness in negotiations pays big dividends.

9. The most useful negotiating word is“if”—never give anything away without gaining ground somewhere else.

10. You can hold the upper hand in any negotiation simply by believing that you hold the upper hand.

11. Using a real or imaginary principal gives you the chance to make trial offers to find price limits.

12. There is no such thing as a fixed price. Get into the habit of automatically challenging every set price.

13. When selling, assume the other party will challenge your price. Don't be afraid to stand firm on your price.

14. Never change the price of your product. For a different price, they can buy a different package.

15. Never be intimidated by corporate trappings or glitter to undersell your product or service.

16. Threats are totally unproductive negotiating techniques.

17. Keep the issues in any negotiation completely separate from emotions.

18. Watch for the vast array of gambits, ploys and tactics people use to get you to drop your price.

Introduction

How to Survive the Recession

Always assume everything is negotiable and you will be amazed at the bargains you will be able to strike. Even more surprising is the fact that the people you deal with will often come up with a deal that is also better for them when you are prepared to negotiate rather than settle for the first terms mentioned. The key is not in the actual negotiating, but in your approach to the negotiations.

Never be intimidated into thinking something is not negotiable. The more prestigious the other party, the more susceptible they are to negotiability. Negotiating as a technique can be applied across cultural barriers to any size business dealing, large or small. In life, almost everybody negotiates about almost everything—so much so that most people hardly think about what they are doing.

In practice, negotiating is a messy, sometimes chaotic exercise. People lose their train of thought, have interruptions, have other worries crowding their thoughts and suffer from emotional outbursts. The trick is to identify the underlying patterns inherent in the process as a whole, and to improve your judgment and experience in these specific areas.

Part 1

The Worst Thing You Can Do to a Negotiator

The worst thing you can do to any negotiator is accept his first offer.

People like to get bargains, and expect to work for a deal. When you accept the first price offered, you make the other person miserable simply because they have no idea of what your final price could have been. They may secretly think that the price they opened with(and which was accepted)was too high, and that if they had opened with a much lower price, you may have sold for a lower price.