Wednesday, 29 April 2020

How-to Negotiate Everything

Uncommon negotiation creates uncommon rewards.

Negotiation is getting something you want by helping others  get  what  they  want  or  need. Someone  has  said, "You do not get in life what you deserve—you get what you negotiate for."
Solomon  was  a  master  negotiator.  He  dialogued  and kept  the  lines  of  communication  open.  He  was  a  genius networker.  He  negotiated  royal  trade  routes.  He negotiated with his builders. And he constantly negotiated with Hiram, the king of Tyre.

Because of his skill as a negotiator, Solomon's empire became the crossroads between nations. In 1 Kings 10:28-29,  we  learn  that  Egypt  needed  horses  and  Sicilia  had plenty of them. Yet, the two were bitter enemies. Because he  grasped  the  immeasurable  influence  of  negotiation,
Solomon became the bridge between the two nations. I encourage you to study the lives of extraordinary and uncommon achievers. They accept nothing at face value. Instead, they analyze and scrutinize. They evaluate each situation and then make ridiculous offers to bring the price down.
Uncommon men are uncommon negotiators.

On page 51 of his book, The Art of the Deal, Donald Trump says about his father, "He'd negotiate just as hard with the supplier of mops and floor wax as he would with the general contractor for the larger items on a project."

Here  are  nine  Success  Keys  that  will  help  you negotiate  effectively  for  what  you  want,  when  dealing with a person, company, or vendor:

1.  Find  out  everything  you  can  possibly  know about  that  company  or  person  or  product.

Information  is  strength.  You  cannot  make appropriate  decisions  without  current,  accurate data. You should know all essential information before a crisis arises.

2.  Do  not  hurry. 

Uncommon  negotiators  move slowly.  Once  they  understand  what  they  are willing  to  invest,  they  carefully  build  their  case for a long-term quality decision. There is an old saying, "The one who hurries loses." 

Lamentations 3:25 gives us an important wisdom principle, The  LORD is  good  unto  them  that  wait for him.

3.  Find out what the other person needs the most.

When you are negotiating with someone, things are  never  as  they  first  appear.  It  may  seem  that someone  needs  money  when  he  or  she  is  really desperately needing more time. People are rarely angry for the reasons they tell you, and they are rarely  anxious  to  sell  something  for  the  reasons they indicate. Take time to dialogue and listen.

4.  Remember  the  greatest  weapon  at  the negotiating  table is  the  ability  to  listen.

The person  who  listens  the  most,  with  sincerity  and purity of heart, will always gather the data needed to make a quality decision. The  person  who  talks  the  least  has  the  most  to gain. Why? You never have to explain what you do  not  say.  You  never  have  to  retract,  alter,  or correct a statement or observation. Permit others to open their hearts and share.

5.  The one who asks the most questions controls the conversation.

Questions determine the flow of  answers.  Therefore,  you  will  not  receive answers unless you ask the appropriate questions. Write the questions down. Meditate  on them and analyze them. As your questions are answered, write the answers down also.

6.  When  in  doubt,  always  tape  record  the negotiations.

This  helps  you  to  recall facts that you  might  otherwise  easily  forget.  It  is  often possible  to  listen  to  the  recorded  conversation and hear something that you missed the first time due to the pressure of the moment.

7.  Never  make  a  major  decision  when  you  are tired. 

One  of  the  great  American  presidents refused  to  make  decisions  after  3:00  in  the afternoon.  Tired  eyes  rarely  see  a  good  future. Take time to rest, relax, and rejuvenate yourself.

8.  Negotiate  for  long-term  results  instead  of  an immediate return.

Solomon made decisions that lasted for many years. He was known for his rule of  peace.  Within  forty  years,  he  had  created  a network  of  commerce  unparalleled  in  his  day. One of the greatest secrets of his riches is that he refused  to  make  a  decision  for  an  immediate profit. He was a long-term thinker. I have often thought of Sam Walton, who refused to  invest  in  any  company  based  on  short-term profit.  He  always  wanted  to  know  where  the company would be in ten years. Some Japanese companies  make  100-year  plans.  They  are thinking long term.

Stop  for  a  moment.  Where  do  you  want  your company  to  be  twenty  years  from  today?  Now, formulate  a  plan  toward  that  desired  end.  This will  help  you  enjoy  the  journey  more  than  you ever  dreamed,  because  planning  takes  the  stress off  the  present.  It  births patience  and  hope  and attracts serious investors into your life.

9.  Never appear desperate to close a deal.

When vultures  sense  weakness, they  move  in  to  finish the kill. On page 37 of his book, The Art of the Deal, Donald  Trump,  one  of  the  most  effective negotiators  in  America  today,  says,  "The  worst thing  you  can  possibly  do  in  a  deal  is  to  seem desperate  to  make  it.  That  makes  the  other  guy smell blood, and then you're dead. The best thing you can do is deal from strength, and leverage is the biggest strength you can have."

Always Have A Plan B

We all have big changes in our lives that are more or less a second chance. Because many things don’t go as well as we would like them to, it’s a great idea to have a “Plan B.” Having fallback plans can’t help but make you feel better about the  outcome  of  any  situation,  and  it  is  a  common denominator among very self-confident people.

Anyone  who  has  had  more  than  one  failure  in her  life  can  tell  you  that  having  another  path  to  take probably saved her bacon a time or two. I’m a big one for  contingency  plans.  If  you  are  an  entrepreneur,  in the  arts  or  media,  or  you  have  all  your  eggs  in  one basket, a Plan B is essential.

Knowing that if you lose the farm you have a condo you can go to makes you feel safer in the world. I know a number of people who have motor homes, and one of the reasons they do is, as they jokingly say, it’s their “in case” home. During the last big earthquake here in Los  Angeles,  many  people  who  had  them  were  very grateful—and those of us who didn’t were envious.

With the world economy in turmoil, creating some kind of additional income stream is also a good idea. The jeweler who is also a great designer or builder, the computer  geek  who  can  also  teach  school,  or  the  PR person  who  is  a  closet  novelist  can  all  find  a  way  to thrive even if their current position disappears.

Backup  plans  don’t  have  to  be  new  ideas—I continue  to  use  aspects  of  everything  I’ve  ever  done. My days on stage playing guitar have made me a better public speaker, which makes me a good radio host. The energy  I  put  into  songs  and  poems  has  helped  them become columns and books.
The years I spent running my  own  business  give  me  the  insight  to  help  others streamline theirs. 

And all of my experiences have made me  a  confident  and  successful  therapist.  Every  talent and  ability  you  have  can  be  built  upon  and  also  used again.  Not  that  I’d  ever  again  want  to  be  on  a  tour bus with six smelly guys for eight weeks, but if I had to I could still put food on the table by humming and strumming.

There’s  another  potential  upside  here:  Sometimes your  original  plan  and  your  backup  can  work  at  the same time. I still counsel, consult, write, and speak to groups all over the world. In years when the speaking business  got  very  slow  (such  as  after  9/11  and  then the  financial  crisis),  I  spent  more  time  writing  and counseling.

When  there  was  a  lull  between  books, I  put  more  energy  into  my  radio  show  and  business consulting, and did pro-bono events. Having multiple options gives you the sense that, if any one thing went away, you’d have other gigs that would more than fill the gap.

So get a little creative. Look at your past accomplishments and your current talents. A Plan B is only an idea away. By the way, this Plan B thing works in life, but not in relationships. Having a backup mate is only going to erode your current relationship and cause heartache for everyone involved. Enough said.


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