Negotiation Mastery Course - Inside Secrets from a Master Negotiator | Rishu Goel | Skillshare

Negotiation Mastery Course - Inside Secrets from a Master Negotiator

Rishu Goel

Negotiation Mastery Course - Inside Secrets from a Master Negotiator

Rishu Goel

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50 Lessons (3h 28m)
    • 1. 01 Promo Video

      5:46
    • 2. 02 Intro Video

      8:23
    • 3. 03 A Simple exercise

      4:00
    • 4. 04 Negotiation Examples

      4:05
    • 5. 05 Top 5 Negotiation Myths

      5:52
    • 6. 06 Welcome to the first section!

      0:39
    • 7. 07 Why we avoid it

      3:15
    • 8. 08 Overcoming 3Es that stop us

      3:54
    • 9. 09 Always explore the third option

      1:03
    • 10. 10 Can you really lose the deal by negotiating

      6:04
    • 11. 11 Always Ask

      1:35
    • 12. 12 Understanding Mindset

      2:02
    • 13. 13 Focus on the right things – Part 1

      5:41
    • 14. 14 Emotional Intelligence

      1:42
    • 15. 15 Focus on the right things – Part 2

      2:03
    • 16. 16 Hidden Satisfiers

      1:07
    • 17. 17 Focus on the right things – Part 3

      1:49
    • 18. 18 Listen Up

      1:39
    • 19. 19 Preparation! Preparation! Preparation!

      5:37
    • 20. 20 Rule #1 which you should NEVER EVER break it!

      5:27
    • 21. 21 Understand how to create Opening Offer and Walkaway Point

      3:52
    • 22. 22 The most often neglected area of negotiation

      3:49
    • 23. 23 Make yourself powerful!

      1:33
    • 24. 24 2 Make yourself powerful! [example] dont use

      4:25
    • 25. 25 Introduction

      0:34
    • 26. 26 Don't Open First

      3:04
    • 27. 27 Ask Questions and Listen

      3:01
    • 28. 28 Process of setting your Opening Offer

      5:11
    • 29. 29 Verbal vs Non verbal communication The Flinch

      5:01
    • 30. 30 The Ambitious Opener

      7:21
    • 31. 31 Introduction

      0:39
    • 32. 32 Buyer Tactics

      14:18
    • 33. 33 Seller Tactics

      9:10
    • 34. 34 Common Tactics Part 1

      16:33
    • 35. 35 Common Tactics Part 2

      6:35
    • 36. 36 Common Tactics

      23:02
    • 37. 37 Introduction

      0:40
    • 38. 38 Actual Meaning of WinWin Negotiation

      3:41
    • 39. 39 Practical Tips to become a master in Trading

      3:21
    • 40. 40 Small Steps

      2:55
    • 41. 41 Introduction

      0:42
    • 42. 42 Don't squeeze them

      2:16
    • 43. 43 How to handle commonly used phrase “Let’s split the Difference”

      3:05
    • 44. 44 Split and choose tactic

      1:49
    • 45. 45 The Nibble

      2:56
    • 46. 46 The Quivering Pen

      1:41
    • 47. 47 Very important Should You Ever Walk Away

      2:20
    • 48. 48 How to Practice

      7:13
    • 49. 49 Can you Prove a Blue pen to be a Red pen

      1:17
    • 50. 50 When Your 'Negotiating Light' Should Switch On

      2:39
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About This Class

Drawing on the latest research and best practices across a breadth of industries, the course goes far beyond simplistic formulas such as "win-win" and "win-lose." Instead, it provides hard-hitting, practical, intensive, and transformative techniques.This course is guaranteed to keep you engaged and amused, and teach you life-changing skills for home and work. The course discusses lots of real life examples (some of which will definitely get you laughing) and gives practical tools you can use right away to get better results. And what more and better than the fact that you can learn all this by just sitting at your home. You don’t need to get mauled by scrupulous people before you can learn the art of negotiations. Although to master it, you need to walk out and experiment.

All this can be a reality for you as well. Think big. Take the plunge.

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Rishu Goel

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Transcripts

1. 01 Promo Video: all a moment when you're strongly desired for thing. Yet you could not get a hold on it just because you could not negotiate well with the other person. It can be a failure in getting a discount. Your first proposal toe a girl, your failed selling negotiation or even your decent set back with a plan. Think if you're wondering why I asked you to do this, it is because I want you to understand what problem I'm going to solve for you. But first things first. I want to ask you if you really want to take a such situations off for life, were your poor negotiation skills let you down? Do you want to save money while by anything? Do you want to get the salary you really deserve? During the negotiations, we want to get your girl the first proposal. We want to clinch a deal with your investor fitted out, letting him have any second thoughts. Do you want to get everything you want from others at the first attempt? If not, please, I depressed you. Please close the brother tribe and sit from this course. If you stay for the next five seconds, I will be forced to believe that you seriously born this course. So now, as you have decided to be a good negotiator, I welcome your board. But who am I, after all, speaking so much about negotiation skills? Hey, everybody. My name is actually oil. A key member off your life's designers group. I'm here to teach you something that is going to transform your daily life to the next level. Let me first congratulate you, Toby, interested in your personal and professional growth and to improve your negotiation skills . I will teach you how to get 1,000,000,000 deals, whether you're buying or selling and whether it is at work or in your personal life. But what is life for some? It may be the moment spent with the closed ones for others. Maybe just accumulated some motion of the breath they day. For me, life is a different definition. I say life is really a long series off decisions and negotiations. We negotiate every single day off our life, beginning from when you were little, and we would ask for our parents to buy us the toys that we wanted in exchange for washing the dishes or doing homework on time until today, when we want a new car, a new place to live, a better workplace. Believe me, never stations can make on destroy your life. Listen, this is not an old training problem on David E. That merely God brought over to this new online learning system. Most books and courses that I have seen on this topic are either focused on theory or filled with outdated and cheap tricks. I've spent thousands off ours and tense off thousands of dollars reading books, articles, watching videos and doing real life dessert, aiming to master negotiations and important conversations. But I don't want you to do so. I want my Long Road, Toby, your shortcut, and hence I've created this seven step model noodle negotiation system, combining the principles of evolution and pain signs. This program demystifies the saints off negotiation like nothing else. I can bet that you won't be able to find anything else even 100 as well able and Jordan hoping, can imagine that within months hundreds of people save thousands of dollars and made numerous connections with some pretty high influential people just through their negotiation skills. I believe it with the most powerful idea for business, career and personal life in North I. This program took my corporate trainings global. After attending this problem, you've won't remainders him. The impact will be severe and undoubtedly massive. Your life will change forever. This is the surefire mantra. Toe big the ticket successes. You will learn the art off doing compelling conversations that people will surely open their hearts and wallets for you all this can be a reality for you as well. Think big. Take the plant. Check out the course. This courses not about negotiating $10 billion high rise deals. It's not about negotiating with the foreign terrorist. It's about understanding timeless principles and applying those principles to stories to analogies to end of doors through exercises and then begin immediately applying them in your real world in the things that matters most to you. Join this most effective negotiation problem and start getting more out of her life right now because someone likely said life does not always give you what you dissolve. But it always gives you what you negotiate, my friend. You can have a super kick ass freaking awesome. Wonderful life. What are you waiting for? And roll now and become a master negotiator. Thank you 2. 02 Intro Video: Hello, friends. Welcome to the course. As you may know, what? Perhaps not know, we all never shit on a daily basis. We do it all the time in every single interaction we have in our life. We negotiate with our friends, our spouse, our parents, our Children. We negotiate in multiple situations, like when we're renting an apartment, buying a car, buying your house or when he applied for a job. Negotiation is also the key to business success, as no business can survive without profitable contracts. And in addition, negotiation skills are important to your career. Advancement. Negotiation is such anterior draws on a multitude off pills, including neuroscience, second orgy economics, no indication social anthropology and many more. It's understanding what their people aren't experts in all of these wheels. I'm not either. Despite that, a fair number off us know a thing or two about most of them. And we have tons off practice negotiating, since everyone off us does it almost every day. Yet most people are bad negotiators. I mean, terrible, never shooters, just corn awful. In fact, can you imagine they've been tested on their negotiation skills? Less than 4% of managers reach. When will outcomes for the most off the famous scientist? Thompson, in 1996 said even when negotiators were privately in profit agreement, they actually failed to realize 50% of the time. Most people don't have the faintest clue about the theory behind negotiations, but how to achieve our desire, even outcome. With this in mind, I intend to educate people. My goal in this course is simple. I want to help you lender Strategies esque is that can lead the successful negotiations in your personal life and in business partners. This course will help improve your ability to negotiate successfully as a combination off three key elements. Sighs heart that is, your emotions and the are negative. Let me ask you three questions. How many times you said to yourself, often argument with someone. Oh, I wish I could have said this instead of deck. How many times have you asked for something and you got nothing at all? While your friends always got what they wanted? How many times have you found out that your friend or exactly the same thing as you, but they got a much better be if any of these has happened to you even once throughout your life. Then please, I can assure you one thing from my safe. You're not alone. Yes, you are not alone. But this needs to be interests and how we do it. Well, no presence for the correct answer is we will do it like here. I welcome you on this journey to become a more confident, powerful and effective never stated off approval system. He strategies and skills like all types of new positions, whether you're buying your first car or you're negotiating for the better. Sam, let me tell you about myself. I used to hate negotiations a few years back. I always start to negotiate for a minute or so. Whenever I was buying or selling anything and then knowing my skills, I used to give up and settle on whatever the other person will ask. Yet you may not be as bad as I waas One day I felt very embarrassed when I found out that I paid 50% move for the same card index, Texas cities. If my friend bought from the same dealer dead, I decided that I have to become the top 1% master negotiator in the book, I spread Congress, Number of Heart, The Benny Online and Offline Courses reading books articles watching videos from famous authors, book writers in the Diamond. I realized that all the information out there is good, but it can be improved a lot. If we had the angle of neuroscience into the process off negotiations, as humans have, we were faster than anyone could have imagined. Our behavior cheese proportionality, toe evolution and a study of human brain neuroscience will give you unprecedented advantage in any field concerning human baby, especially negotiations. Now you don't have to devote your life to never stations actively. But the more you know about what's going on around you, the whole you can make political interventions. And so my students learned to be exquisitely more conscious off the world around them. A simple and Louise about the difference between export and not an expert. No nous, but looks after Finn as it is, flat leg and export looks at the same field and begins to see little peaks and valleys. It takes normal time, nobody energy for the export to collect the greater amount of information from that same landscape that the known export that, in addition, expert can make much better use off that information to pursue opportunities or minimize. So what we're talking about is getting you to be much more conscious about the topography off your life and what's around him. Because, let's face it, you cannot avoid negotiations. They hit you in the face whether you like it or not. But they do. You're doing well or bad. If you're saying that you avoid negotiations, it implies that you stay in the sidelines and they get to score touchdowns all day long, and so you have to decide how much to use it. But once again, once you have it in your arsenal, you always see. But before it is busy. One important thing to note is that even the most experienced negotiators are not able to get a great deal every single time. But they were able to get it most of the times, and that's crucial to know, to be able to have the confidence and the momentum and the ability to produce those deals that you're after because that ended early, never going to get what you want. I 100% and it's perfectly fine. And I have to mention this. Some of what you will be hearing in this course may upsetting Mr Prize. You and it may get you angry, believe it or not, is completely normal. A lot off, but we talk about goes against first popular against what we have heard and in many cases, against what you have always done. But my request is you keep an open mind, try to absolve what is being taught before questioning. Once you absorbs and understands it, then you are free to in a nice or question the content. What I can kind to you from this course is that you will be provided with insights and shoes, which will enable you to be more naturally confident and more effective in your negotiating , so that's get started. 3. 03 A Simple exercise: I want to start out by sharing with you and exercises that I always work. Seminars and workshops. What any lively Winstead Eido when discussing negotiation skills. And it's really fun filled exercise. It gets everybody going, but it also proves a very important point. And so what I do is I asked participants to make piers of two, and then I tell them that they're going to compete $400. The instructions that I give them are very short and very easy. The first thing each person have to choose a corner for themselves, and then all the piers come to the middle of the room and try to push the other person to their corner. They get one point. Every time the partner comes to their corners, they will try to get as many points as possible with no regards for anyone else. Each point equals $10 and we want to see how many dollars each person can get. So what happens is I give them 20 seconds, so I will usually deal these instructions out pretty quickly to them and say go, and immediately they try to push each other. It is especially funny, but It's a male and a female because the guys standard thinking is not only how do I do this without looking like a joke, but without also being beaten. It just a very fun access to do. But usually we see people are struggling back and forth. There's usually a lot off resistance during the game, and someone usually overpowers other person. And so when it is done, we try to count who got how many dollars and we find. Generally, the winner has three or less points, and the loser has either zero or one point. I never found a sum to be more than four points. After that, says we discuss how the outcome could have been more favorable for both of them. There are certain assumptions that we can get from these results. The 1st 1 is that we assume that it is a zero sum game. In other words, human or Ivan, if I win, you lose and vice versa. That's why we approaches adversities and hence the second that they come up and I tell them to lock hands and push each other to the corner, and I give them example of how to win a bind. I never say you're going to be wrestling. I just said until you have to look hands, they assume that they were going to be adversities and that exercise was going toe be about or power. Bring the other person. And this restricts communication between the two. So rather than them talking about how each one of them can get more dollars, they bought Sheldon Communications. And think about Hajto overpowered the other person. This limits the optimal solution. So, for instance, they could have just agreed to go flip flop back and forth to both the corners as many times as possible, where they got many, many, many more dollars compared to the case when they vote against each other, there are few other options. They could have chosen Israel, such as the collectors in the same corner. But the point is that they did not negotiate anything with each other. They assumed it was going to be about who was more powerful, who had more control and to get more dollars. So we want to make sure that whenever we are approaching negotiations, we should do it in the right mindset. The recent matter off approaching negotiations generally in the wrong mindset. When we act as adversities right out of the gate, act as a foreign conflict, as we have to overcovered that person. So we want to make sure that we don't approach like we're going to desolate the party's another think how can we sweetened the deal for both the sites? 4. 04 Negotiation Examples: So, as you will see in this course, approaching the negotiations with the wrestling mentality is nor the way to reach an optimal solution. And in fact it will likely lead to lose lose scenario. Let me give an example. Think about the most expensive cup of coffee you're ever purchased in your life. It can be any time. Seven you're traveling overseas. Or perhaps when you would write down the rolled in the local Starbucks or even the cup that you may have heard in one of the best resource in the world. But anyways, I just want you to recall the figures on the bill telling you the cost of the coffee because I can bet that you will never forget the most expensive coffee that you have ever protest. Don't stare at me. Even I have never forget him. The most expensive coffee I have ever bought. Let me take you to the that day when I had the most expensive coffee of my life. I remember I was having lunch with my wife on a bomb afternoon, and all of a sudden I heard on no condom front door. So I went to the front door and imagine. What did I discover? A man there was tackle peoples and just literally fled away. I want to the statements of the papers. It did not take me long to realize that I, along with my business, was going to be sued. I was very danced. I called my best friend said, Hey, I got a north suit. I'm in deep trouble. Virtually do and not to myself, that is heated Blade. Actually, you don't have a choice. You will have to hire a lawyer. So that's what I exactly did fast forward nine months later, and thousands and thousands of dollars in autonomy fee later, I found and I was no further along than I was when I first received the lawsuit, and both sides at this point of time were completely worn out over the whole process. We all realized that there was only one party that was benefiting from the entire case. Can you guess who? No prizes for the correct answer. It was the attorneys, so now we plan to do something different. We all agreed to meet with daughter attorneys, get the weather and try to figure out if we could discuss some options for settling the entire matter with consensus so that we all could just put it behind us and move on. So we met at a local coffee shop. And can you imagine within an are released, the solution that each one of us was satisfied with? However, it was not until ideas home that it really struck me what had actually happened after I least home, my wife asked me. So actually, how did you go today? And I said, Hey, everything has got fine Realty Mickley settled it, and that was when wisdom begin to dawn on me with my vice words, she said, You know what? If you had opposed this problem with a different mindset from Day one, you could have settled this matter precious nine months back and could have actually saved a fortune that you drained in attorney's fee. But instead you bought the most expensive cup of coffee you will ever buy. And you know what? My friends, I hate to admit, but she was actually right. When we approach in negotiation with the right mindset, he's definitely a much better chance off a favorable solution for everyone in world 5. 05 Top 5 Negotiation Myths: In this lecture, we will talk about the top five negotiation myths. Yet most of the people have throw their life. Our philosophy professor, given unusual test to his class he lifted Hitcher onto his desk and wrote on the board, simply proved that this year does not exist. The last set to work composing long, complex explanations except one student who took just 30 seconds to complete and hand in this paper, attracting surprised glances from his classmates and the professor. Some days later, the class deceived agrees for the test. The student who took 30 seconds with just the best. Can you guess what his answer balls? His answer was what years? Misconceptions and myths about negotiations amount just as they do in any trade. However, my friend being abound does not imply being fruitful. Blind believes in several of the mean negotiation mids and ultimately, Harmon negotiation and prevent the process from being successful. Some common mitts in the domain off negotiation include the falling. The first myth is someone always loses in negotiation. The idea that all nine positions end up with a loser and then is untrue. Trust me, it's a lie. Not all negotiations are will lose scenarios, the best negotiations. And that's win win situations, where both parties feel as though they have come out off it with agreement they're pleased with a negotiation is not a game to be won, but rather it's a process in which both parties engage to achieve in usually desired goals or outcomes. The second mid is you need to be aggressive again. The idea that negotiations are fights where one party will prevail over the other is just plain wrong. Negotiation is about persecution, and not about arguing. The best negotiators are those who communicate effectively. If your argumentative and aggressive people may find it difficult to do business with you, it is often easier for parties to agree with someone they find personable and agreeable. While you don't want to go too soft and make it easy for the other party to have an unfair advantage in the negotiation, you also don't want to too hard either, as they may cause someone to resist concessions simply because he or she is Porto by your personality. Do you really believe you will get anything out off a hated negotiation other than a negative experience? I don't think so. The tournament is good. Negotiators are born, not made. We have all heard this myth, yet it is really what, perhaps never true. Negotiation is a learned skill. Most excellent negotiators becomes superior, but practicing on getting feedback on their skills. You can certainly improve your negotiation skills by attending this course. Also, the more you negotiate, the better you will become. Mid number four. Experience is the great teacher. Professionals benefit from experience, and negotiations are no exception. Still, experience. Just one teacher, not necessarily the best teacher. It is natural to feel confident about your skills after getting extensive experience, but it can be a mistake to grant too much credit to experience alone. Confidence can be a double s word and Mayor de Lille a negotiation by encouraging excessive risk taking. Successful negotiating requires the avian. Is that a strategy that world in the past may not work in every situation, even after years of practice, the search and patient doing vital components off negotiators Toolbox experience can provide negotiators with a beneficial level of comfort, but it won't compensate for an absence off training in effective techniques and strategies . Last minute is good. Negotiators rely solely on intuition. This is something I would just love it. Negotiators who relies solely institution are taking big risks that are unlikely to be off in there. And however, what ourselves there was referred to as instinct is more likely the result of the skills learned through training and practice, the best negotiators walk into negotiations with a plan. Having done their resource, they're able to have objective data and all ideas from independent export consultants to help in successful negotiation. Population isn't optional. It is necessary. I'm sure that by understanding these myths and misconceptions, it is possible for you now to gain a deeper knowledge of the factors that play a role in the development of a skilled and successful negotiator. Toby Goma. Successful negotiator. You should gain experience with a comparison off outcomes comparison off approaches, experimentation and discussions with fellow negotiators. 6. 06 Welcome to the first section!: welcome to the first module, which promises to tell you the secret off, How toe make a millionaire mindset. I know it's not really part of the negotiation process, but I actually think that biggest reason we don't negotiate and get a great deal is because we don't even try. We decide not to negotiate at all for various reasons. So I think this first model is really important, and I'm hoping to pursue a do you tow, overcome all your fears and barriers and to decide to negotiate more often. 7. 07 Why we avoid it: let me ask you, why do we avoid negotiating? What do we say to ourselves in our heads when we think I think I should just be the full price? We have all sorts of false excuses. Things like I don't have time or they probably will not negotiate with me or what did they don't like me? Or what if they laugh at me? Interestingly, all of us have these fears and these excuses. But if you think about your excuses again, you will realize that they're nothing but mind blocks. For example, you may often say I haven't got time. Imagine if you save $50,000 while negotiating for your home or even $1000 by buying your next card. There could not be better use of short time than to negotiate for a better deal. You probably need to spend 15 minutes to negotiate and get 1000 off guard. There's $4000 but are I think you would be mad for to spend that time? You may ask me what about the fact that it's pretty scary? Well, I completely agree with you. It is but off course practice makes man perfect, and you go to keep doing it to get better at it. Imagine what happened when you started driving the car. The bulls time. I'm sure you must have been terrified by the road traffic sharing will blind sports and the road rules and many more things. After months or driving nowadays, it must have become natural to you. Same is the case with negotiations. In the starting, you need to make a conscious effort to force yourself to negotiate and slowly this process , because national do you as it gets into your subconscious mind. In addition, let me tell you some of them mind tricks that you can play on yourself to overcome those fears. We keep telling ourselves that something will definitely go home, and we're going to see that actually, nothing will really go wrong. A simple mind trick that work every time for my students to negotiate with a really fetch like it is toe. Tell yourself that the other person is probably laughing at you. So then you're looking Tobias so far for $2000 you're thinking when it is quite a good price and I should probably paid, see to yourself that the other person would probably be laughing at me. They probably bought it in $1000 selling it for $2000. They probably can't believe that someone is going to buy such an old fashioned or at least offer in even $1000. If you think they're probably laughing at you. Believe me, it makes you stronger. You think, right? I'm going to get some money off this. This is the most effective deep to negotiate that is. Tell yourself that they're probably laughing at you. 8. 08 Overcoming 3Es that stop us: biggest reason we fear negotiating is probably the three is Embarrassment, Eagle and Esteem. It is probably our pride that we don't want to look cheap. If we go in to negotiate for the car and they just say, Sorry, we can't use it and you say over, I'll pay the full price. Then there is a feeling that they're going to thinking, Yeah, I renew your word. In addition, some people fear that they may not like us, isn't it? Firstly, 99% of times you will never see that person again. And for the rest 1%. They will respect you more because you are ready to ask for a better deal. Secondly, if you get $1000 off by buying a guard, who cares whether they like you're not when you're going to deal with them? Only for first time. Lastly, think whether they're going to like you more if you be them more, most really not. You know what? Because they may think you're a mug and have extra money, which is force. So how do we overcome these feelings and fears? As we discussed earlier, the answer is to think off it as a game negotiation is just a game. Whenever there is a car show in your area, you should definitely go and tell yourself I'm going to mess with their heads. I will have a love. I'm going to play every bit off a game and off course to them. It's a game they're playing all day, every day. So if you play the game back, it's absolutely fine. It just gave on. I'll give an example of this. Imagine if you were buying a secondhand bl of Luke are from an old man and they want $20,000. Suppose you need toe been a bit off trenches and offer only 10,000 for the card. You said I really like the car, but I can't really quite afford it as I don't have any savings. But I really need a car. So if you could bring it down toe 10,000 I could buy it. Suppose they immediately say yes and agree for $10,000 right away. How would you feel about that? Think about it. Well, I think first of all, you're thinking maybe I could have got it cheaper. So now you're not happy with the price that you yourself courted. You're also thinking, what's wrong with the car as they just want to sell it. So they have made you unhappy about the car and the price. And how do you feel about them? You probably just think they're weak or stupid, Or maybe they're trying to rip you off with this $20,000 starting place, but you're not happy with them or the price of the card. You are unhappy because they gave you what you wanted. Instantly, they actually did not do you any favor by not negotiating, but they could have done. When you said 10,000 they should have said, Oh, I don't know. We could maybe come down from 20,000 to 18,000. And if you haggle really hard, the tough negotiation gotten down to 15.5, you would have been happy with the price. You have been happy with the car and happier with them in a way. So forget this thing about being light or being embarrassed. Think that it would probably make the other person less happy if you don't negotiate 9. 09 Always explore the third option: my next example off when you might not negotiate, but you should, is what I call the third option. So instead off reluctantly saying yes to something you don't really want to do or instead off rather unwillingly saying No, why not negotiate? You have always got that middle option between yes and no, that is to negotiate. So here is an example. Let's say a person called you and asked you to work at a place which is farther away from your home, and your preference is to work closer to your home. The easiest option is to just say no or I will come. But then always remember that there is this third option available. Why not just court the much higher place? So there is always a way that you can negotiate an instant off reluctantly saying yes or Olive willingly saying no, Never forget that there is this told option to negotiate 10. 10 Can you really lose the deal by negotiating: I think the next big reason why people are negotiating is fear off losing the deal. What if by trying to negotiate, you might end up losing the deal completely. Now, I want to tell you that it cannot happen. You can't fail to get the deal just because you try to negotiate. If you think that you are in a room with somebody negotiating there only two days that the negotiation can finish prematurely. One is if you walk out and the other one is if they vocal now, there is only going to be evoke out or throw you out if you're ruled. So for the start, always be nice. If you're going to negotiate for the bed, don't say $800 for that pile of rubbish. You have got to be joking. If you do that, they might throw your But if you just say I love the bed, but I just can't afford it. Blame it on yourself. I love the bed, but I just can't afford it, you know, Could you do a better price for me? They're not going to throw you out for dead. So does the kind of first role Blame it on yourself. Don't be rude, so they're not going to throw you out. But what about you walking out? Is it okay to folk away? Maybe with a plan off coming back later? The answer is yes. It's absolutely and perfectly already toe walk out, provided you have prepared toe combat later, so you must be prepared to grumble, as I call it and come back in. Let me give you an example. Last year in summers, we wanted an extra TV for our basement so that we can go and vote Steve in basement whenever we want. Toe in my apartment's Internet Nordea's board, someone published to sell a used 80 inch led TV and asked for later, no dollars. I and my wife went to buy the TV, and I was sure that I will get it for 500 or less, based on my expertise in negotiations. So I went there and said, I like the TV, but I think 800 is very high. I'm ready to buy it for 400 he said. No, no, no. The price is 800 and I said to him, I know you are asking for 800 But I am offering you 400 he said No, no, no, I won't. 800. This is Captain. A very good condition. So I said to him, Well, okay. I'll give you 500 then. And here inside. No, yet. 100. I said Okay. I will give you six under 600. Is my last price. There sit. I'm not going to pay you anymore. And he said No, no, I want 800. I just said I'm not being there. Goodbye. Commandeer were living and we walked away as revoked over my wife facing Well, it didn't go very well. Get it? And I said, or don't worry, don't worry. This is common. He will come running after us. So we walked away. We kind off, went outside the door, we waited and we waited after demeanors realized obviously he wasn't going to come. I've ost and thought I will give him a bit longer. And it became clear he wasn't going to come. And this is a problem. I mean, sometimes they do come after you were. Sometimes they don't. So I was thinking versatile. I do. Finally, I came with a cunning plan that I will ask my friend to come to him tomorrow and buy it from him for me. So we went back home and call my friend. But he said it is me who has done this and I take care of it. So the next day I went back to the same person. He recognized me immediately as soon as he opened the door and greeted me. Oh, hello, Galaxy. Welcome back. He wanted that. He relayed. Please give me $100. It was completely humiliating. And so I had to buy them for the asking price. Now why do I want to tell you this story? Well, I'm telling you the story because what I should have done is I should have immediately gone back from the door, not living today and go back in disguise. But just immediately just go back and say, I will go on you. You're too good for me to find someone else in some other situations. We can even say that I have had a phone call to my bank and I winced to extend my world draft or whatever the stories such as I have consulted my balls and I decided that I'm going to spend extra dollars. I can afford it now. What's going to happen when I go back and buy them? He's not going to go on a ha ha you're buying from me. The verse is going to say, Yeah, this is the best TV you can ever find and I'm going to go. Yes, it is. And so basically crumble and make him happy. Once you realize you have always got that option of going back, we have got nothing to lose. And suppose you have to come back half the time during the other half off your negotiations , you ended up getting a fantastic bargain. You're still very head off. Were you would have mean if you just never even tried. So once you realize that crumbling is an option and debt, it's not going to matter. You're still going to get that Devi. Whatever happens, it's billions. And once you realize that crumbling doesn't really have to affect your pride, it's just a game. You've got nothing to lose, so always try negotiating. Either you will get a bargain, or you will have to crumble, in which case it won't matter, so you can always grumble 11. 11 Always Ask: never I would ever think that there is no wiggle room. There's no room for negotiation. Always, always ask for better deal and try to negotiate. You never know when will you be able to get a better deal? I remember when I was returning from Brasil back home and wanted to give my wife an exquisite perfume. I visited the custom free shop and look for a perfume. After I finalized a bottle of perfume, I looked around for any CAS maker executives because I wanted to ask them for a discount. After a couple of minutes, I saw an executive and called her for help. I spoke to her and asked her whether she would be able to give me a discount on this bottle of perfume. She said, No, that is not possible. But I insisted. She said, Okay, I will give you a small bag as a complimentary gift. I told something is better than nothing. Anyway, I have to purchase it, and I accepted. She fired the perfume with the bag. The bag was sealed because of customs duty, so I could not see what she has backed. As soon as I cleared customs back in India. After my landing, I opened the sealed. As I was very curious, I found out that it was a small Gucci bag. After going back home, I said, Don't Internet and found out that it was $80 Gucci bag, so you can imagine how happy I was to get off free $80 back, $400 perfume. 12. 12 Understanding Mindset: welcome to the next morning. The mindset that will help you become an advanced negotiator is the understanding mindset. Many approach negotiations approach them from a place off understanding. We're talking about understanding of the other person with whom we're negotiating because people have different perceptions. And, as we all know that the perception is the only reality. We also want to understand that people bring their different personalities, experiences, values and emotions to the people, and we may not necessarily know that those are until we take the time to understand them. We want to remember that misunderstandings lead to understandings instead off negative emotions. When we take the time to listen and understand, and lastly, tell me the two reasons why people do anything. Think of the two reasons and say it aloud. Yes, you're correct. Pain and pleasure If you think about it, there are only two reasons why people do anything. They're either moving away from pain or towards pleasure, sometimes both, but we always include one of those to. For example, if you're buying a guard, it is either to get lead off the pain by calling XY again and again. Old pleasure off traveling with family with complete privacy or pleasure off complete freedom toe go very every world venom. But you won't. So I want to try to figure out what the bean and pleasure that the other parties have so that we can then motivate them towards a favorable outcome for everybody involved. So just remember, always approach negotiations from a place off understanding. 13. 13 Focus on the right things – Part 1: focus on the right things. Focus on the problem north A person. Whenever you're negotiating with someone, you know that you might need to contact them again. Always remember that the final goal is not of in, but the goal is to find long term solutions. You may not need the long term solution for the situation when you're doing a one time dealing with another person to buy or sell a ting. Still, if you focus on the problem, you will be able to crack a much better deal. We want to go from competition to cooperation. When you get a tag, you should use the falling strategy. Acknowledge a line and delight, for example. You can acknowledge by saying, Mr Brown, I completely understand that this is upsetting. You could then a line by saying, I do feel the same way, and then you could realign by saying, I know that you want to find a favorable solution as quickly as possible. So why don't you and I worked together and focus on the problem so that we can find that favorable solution as quickly as possible? Just make sure that you don't get caught in a crossfire or back and forth with someone because this will quickly derail the negotiation and a good introduction. Nobody wants it to go, so we should use acknowledge a line and really insurgency when we get attacked. We also want to separate the factual level off an argument from the interpersonal level. We want to keep things on the facts. Don't let it go to an interpersonal level. Lastly, now okay, distance by making personal attacks, it shifts focus from facts to emotions. And when we take off our site off the facts and we start bringing emotions to the table, that's when we start getting off track as well. We want to make sure that we focus on the facts and they leave the emotions out off it. So lastly, we want to make sure that we focus on the problem, nor the person. For example, let me tell you an incident that happened with one of my best friends, Mark. He's a very successful real estate agent. At that time, he was selling a house who's asking. Price was about 900,000 and he had just spoken to the seller who told that he didn't like that duty the house was getting and there were other competitors in the market that may suggest that he needs to all over the place. After a couple off discussions, they thought that they should reduce the place by $75,000. That is, the price would be a $25,000. But right at that time there good to do so. Ah, bias Agent sent an email stating that his client wants to see the house for the fourth time . It was obvious from his experience that the fourth showing means there's almost always an offer. And if there is not an offer, there's a good explanation why there isn't one. So they decided to wait until the fourth showing after the swing that the region said they loved it and he was expecting an offer to come. But it never came. A week later, Mark Cold agent and he said, Hey, what's going on with their buyers? Are they interested in the property or not? Because we're about to make some decisions on how we move forward with the listing, he said. You know what? They love the house, but I just can't figure it out. Why they won't put the trigger. And so off course, the natural tendency is to lower the price and see if they will take it off and see if they will take it out a lower price. But mark being the master negotiator that he's decided to try a different approach, he said. Why don't we get everybody on the phone on a conference call so that I can speak to your buyers and find out exactly what is? They won't and I will know whether or not it's something that my sellers can do And if they're not industry, just good information to know also, So that's what they did. They got on a conference call, and it didn't take Mark very long to find out that the house that the potential buyers owned earlier had a pool and their daughter had drowned in the bull. She was three years old, and they still had another son, so they were terrified that if they purchased this home, their son were somehow drowned in the pool, and so that was a huge concern of theirs. Otherwise, it was absolutely their dream home. So Mark negotiated that they will fill in the pool and pay for the cost off, feeling it in landscaping over it if they would be the full purchase price of the property , and they agreed to do it, so the other than you dissing the price off $75,000 mark was ableto have the fulfilled and landscaper over for $25,000 saving his sellers a lot of their equity and getting the buyers at the same time their dream home. Without the concern that they had with the pool Mark was able to get to the real motivating factor. Mark was able to get to the real motivating factor and find a solution that was favorable for all parties. 14. 14 Emotional Intelligence: focus on emotional intelligence. Emotional intelligence is basically the ability toe, identify, assess and control emotions off arsenals off others and of groups and make sure that we don't respond emotionally and well. Others do respond emotionally. We can have the emotional intelligence to youth, acknowledge, align and reliance strategy that we discussed before to bring the negotiation back on track . And we just want to remember it's not about you. It's about them. When there is an emotional reaction during the negotiation, it is likely that it is just a symptom off a misunderstanding. We want to use emotion, intelligence to manage and leverage that negotiation. We can use that, actually, to create a level playing field. So even if you're negotiating with someone who knows more about this subject matter or who maybe has more experience in that particular field or may even have more knowledge than you do, the fact that you are approaching this with emotional intelligence actually helps to level the playing field. You can have all the knowledge and intelligence in the world, but if you don't know how to communicate with people, you don't know how to control your emotions and have emotional intelligence, then you're not going to get anywhere as faras someone that can come in with very strong emotion intelligence, because that can conduct themselves properly. So you want to use this to levels the playing field. But either way, you want to make sure that you focus on developing strong emotional intelligence. 15. 15 Focus on the right things – Part 2: the next negotiation focus. We're going to talk about his focus on interest, not positions. Positions are the foot, whereas interests are the why that is stated positions are what one party in a negotiation says it wants, and underlying interest are. Would dead body dearly wants? Positions are demands, terms, conditions and interest. Our motivations needs fears, concerns, expeditions. Getting to the why is basically what we're talking about here. So when somebody gives you a position, the first thing you want to do is to find out the why behind the position that will tell you the interest, for example, has discussed earlier. If you're selling a condominium with the pool and the other person, police and maybe that they're not going to buy it, but their interest, maybe they're they're afraid of their child getting drowned in the pool. The position would have led to a prized deduction. But if you could understand and focus on the interest, you can offer them to fill up the pool without having to reduce the price that lead to a favorable outcome for everybody involved. So, before searching for solutions, find interests of good way to visualize. This is people worse it the reason, For example, if you threw a rock into a bone, it creates ripples across the surface. So less related this to a real estate transaction. The people was that they weren't going to make an offer. There's the position or the world. The reason, however, Waas there feared off their child getting drowned in the pool has the interest or the why. So remember the people versus the reason. Never focus on the people or the positions always for causing the reason all the interest. 16. 16 Hidden Satisfiers: as discussed in the last lecture. Most of the times people only see the tip off the iceberg. They only negotiate for the money in courts and services and never discussed the hidden status fighters. However, the other party wants things that a North stated out loud. He or she wants to feel good about himself or herself. Wants to avoid being boxed into a corner, wants a word future troubles and risk. Wants to work easier and not harder. Wants to be listened to once we're duty nicely wants to be liked. Morse Power wants to be thought off as honest fear, kind and responsible. Wants to finish the negotiations and move on to the other things. So always remember to take care of these hidden secrets. Wears they go a long way to get you better. Deal in negotiations. Always remember the court from William six. Pierre. He is very Baird, who is well satisfied 17. 17 Focus on the right things – Part 3: focus on the right things focused on options before solutions. You always want to discuss options before you discuss any solutions, and you always want to discuss options without commitments. Now this is a great way to get options draw to the table that other parties won't normally egreteau because they think they're committing to something. Make it known that you're going to discuss options and everyone can bring options to the table that no one is making commitments to. They're simply brought to the table so that they can be discussed. You're going to find a more favorable solution. The more options you are able to bring to the table and a creative way to make everybody comfortable with dead is to just lay out that there are no commitments in discussing these options. Instead, off one sided proposals be open to discussing all kinds of solutions. So you, one of the other parties, are bringing some option on the table that you know you're not going to agree to allow it to be discussed because you never know what could come out of their discussion or what you may realize or understand in terms off their interest. So always be open to discussing all kinds of solutions. Then all you have to do is a limited options that aren't agreeable. So if you'll find options that are out there that no one agrees to, obviously those are the first ones. They're going to get eliminated, and you can start to see progress off, elevating down to some of the more favorable solutions that are left. Think off it in two distinct phases. First, you want to claim the protection solutions then and only then you are very on something. Just make sure that you focus on options before solutions. 18. 18 Listen Up: the next negotiation strategy is simply to listen. Now I know that this sounds elementary and sounds like it should be common sense, but you would have surprised about how many people approached negotiations without taking the time to actually listen. And this will affect our understanding what we talked about other strategies. It will affect our ability to discover interest instead of focusing on positions, It will affect our ability to discuss options before we start talking about solutions. So we want to make sure that we really take the time to listen. Negotiation is all about communication, so we want to make sure that we listen up. Most conflicts and problems can simply be awarded by listening what the other parties are truly saying, not what they're trying to tell you on the surface. Remember, the people were see the reason we want to listen for the actual reasons. That is the interest that people have in natural language stations. We know that misunderstandings and knowledge gaps will often lead to arguments. Better communication can help a word. These problems don't just hear what you want to hear, actively listen toward their truly saying. Always seek first to understand then to be understood and this is a defect. We really do want to take the time to understand the other party first before we try to make them understand we are we coming from. So we want to focus on being really good listeners during the negotiation. 19. 19 Preparation! Preparation! Preparation!: we come to the planning face, and I think planning might be the most important part off negotiate. There are really important things that you need to plan before you even start thinking about talking to the other person. In negotiations, Fortune favors the prepared. It is essential that you bring with you all of the ammunition that you can mustard in order to pursue it. The other side gaining information or finding what other party hidden interests are not only increases your power and allows you to better different your own interest. It is also an essential step in finding a better deal for both parties. Unfortunately, this is one of the most easily get one disease anyone can have and curiously, the most overlooked. It is also the one area that a person on the other side of the table likes to export the most. If you're not done, your search your home book, you have made it easy for them to take advantage of you. As soon as they know that you have not done your homework, you are tossed. Ask yourself, Can you really afford to enter into the negotiations just because off like occupation, his search is one of the cheapest and most powerful lies you can put on your side. Generally speaking, you're only cost for research these days. Is your time and effort? I mean, with Google, Yahoo and a long list off others, you have plenty off instantly available resources on any subject you can think off. The more you know about the product or service you're planning to buy, the more confident you will become. When you go nose to nose with the person you will need to negotiate with, for example, you're buying a card. They search the type of cardio interested in and find out how much is it selling for in your part of the country? Prices can vary from region to region. Find out what the selling praises for certain amount of mileage, interior condition, body condition and so on. Find out what the angel is cost for the car you want to buy before you bite. As many people get surprised to know the interest charges, and then they ultimately can't even afford the car because of the insurance cost. The same applies when asking for a raise or a promotion. Yes, it will be a bit of work, and it can be big confusing at first as heck, I can tell you it can be even downright overwhelming sometimes, but sticking with it will always pale. I'm spending the searching What you want with enable you to act with clarity and certainty when it's time to never should. So whether you need to buy something or you're just asking for help, proper research and your own expertise is always 100% in your control. It's a good idea to build a practice of research in the products and services you need, and you will see your person deserve success. Go fi up. If you are really just starting out, sit with someone you trust who has more experience than you with the product or the service that you want to buy. They can guide you and help you to gain confidence in the process. But let them only help you but not do the research for you. Remember, it's you who are building there to search muscle. You may even discover that becoming a fast expert is a whole lot of fun. Before long, you will have been more confidence in every increase You have in confidence will be a huge benefit. When it's time to never shit, you can look at the pyramid off planning to understand it in more detail, said the bottom of the pyramid. It's review negotiation, background and objectives. So this is the base of the pyramid and the most important thing. Next thing is facts, averages and statistics that you can back whatever you're saying during the neck position. The third thing is identify the tool decision maker. It's always best to know who the decision maker is so that you can lay down your arguments based on what that decision maker needs. Are next. Sofia's potential problems? Why they might say no. The A lot of times the other person may not tell you his problems or come up with objectives most of the times the other person, Miller, tell you the potential problems or objections, so it's best to know what they are so that you can address them right in your arguments. Next, you should look for a common ground, the common interest which binds the argument, and then you can negotiate on their differences, then search for solutions to the other side off the problems, there could be very simple solutions to their problems, which might be very beneficial for you. Then you should consider about the opening offered and what you do demand how much you should demand. Then you should sure look at information gathering. Then you need to know the practice to guard against dirty tricks, then fine fact finding as, lastly, closing and deadline tactics. These old things will help you plan better and strongly, so you should always always plan before entering into a negotiation. 20. 20 Rule #1 which you should NEVER EVER break it!: Now let's talk about the rule number one for planning. In fact, probably the rule number one. For all the accusation it is set your walk away point and never, ever, ever go be hounded. Never, never, never go beyond your focal point. I think I put that fear clearly hammered A Let me explain a little bit more about this. Suppose you're looking at your dream holiday and suppose you're prepared to spend, let's say, $7000 for your dream holiday and suppose you're going to talk to a travel agent. And it's 9000 and you think, Oh, I can't afford it. And suppose you negotiate and you get them all the way down to 7000 and $20. You must be proud of yourself that you managed to get him down. Nearly do grand. Ask yourself a question. Should you take a holiday for 7000 and 20? Would you take the whole holiday for 7000 and 20? I bet you would. And I bet you think I would, But I wouldn't because I never break Rule number one, which is never go beyond your walk away point. Believe me, I would walk away from my dream holiday over just $20. Similarly, if someone is offering me the chance to do our training course for them based on where the art and how busy I am and things that I set up, ah, walk away point in terms of certain amount of money I want to be paid for and I won't go below that point. And if they've got, say, $50 less than my walkway point, I won't do it. I would rather sit at my home and do nothing. Then do a course for slightly below my walk away point. You must be wondering, Why is this? Why am I so obsessive about this now? The logical argument just says, If you're buying something, don't pay more than your vocal point because you're making a loss on the deal. If the holidays are about 7000 and you pay 7000 and 20 then in a May you have made a loss on the deal. There's a logical argument, but the deal argument is the emotion argument because we always act emotionally before we act rationally, and the most argument is if you ever go beyond your limit, even by pennies. What you're really saying is when I set a limit, I don't really mean it. When I set a limit, I probably will go beyond it because I am weak and spineless and you must never say that to yourself. You have got to believe that you really mean your limit. So occasionally I do walk away when I can't quite afford something. When I walk away, I feel good about it because although I'm a bit said, I did not get that deal, I know they will be another one coming alone. And also I proved to myself that I am prepared to walk away, and so so next time I will be more stronger when it's threatened to walk away. I know that I will, because I did last time. So when I'm in a negotiation, the other person can kind of feel that I really will walk away. I'll give you an example of this. On a Friday evening, I and my wife went to watch a show that just came to town. We were excited and it took us. Von are toe these to the place because there was a lot of traffic in between We went to the ticket counter and I asked for two tickers and he said, Well, there's $160 in my mind, I had already set a mental image of 1 $40 he wasn't going to negotiate yet, which is the place, and it was over my limit. So I said to my wife, Right just too much. We're not going to watch the show. And we went back to our card and we got in it and we drove him. We did not quoted was the show. How do I feel about that now? Well, a little bit bad, maybe. But the point was, it was interesting, actually, because my wife didn't argue there was no Oh, it's not fair. I want to go. She kind of knew that when I say no, I mean no. And I think you have got to have that certainty in every negotiation. Some things are just, you know, not negotiable, not worth it. You have to have that walk away point because that power is a source off all of your power . If you can't walk over, you have got nothing. So you really must every now and then walk away to show yourself that you can walk away and that well, then come across in your negotiation with other people. And if you do walk away, don't worry. They will always be another show. They will always be another thing coming along. This is really, really important and just a final thought. It means you need to set your Bakary point very carefully. So the example I started with that is the whole day one If you're thinking wow, I would spend 7000 and 20 then, OK, maybe your walker point is actually 7000 and 20. Maybe there's 7200. But there must be some point at which we're going to say that I would pay for that holiday . However nice the holidays, I wouldn't pay that much. And that is your real walk away. And there's the point you must have in your mind then. If it costs likely more than that, then tough luck. You're going to walk away. So set your walk away for very carefully and then never, ever, ever go be 100 21. 21 Understand how to create Opening Offer and Walkaway Point: Now, the next thing to know when you're planning your negotiation is you've got external and internal factors. So there are two numbers you go to think about about your vocal point, and then you would think about your opening offer. So if you're buying a house here, walk away point might be quite high. You might be prepared to pay quite a lot for the house, your bank, but your opening offer off course is got to be really low. So you could really think of this as the two ends of the scale. The point I want to make is dead. The two ends of scale come from different places. You're Walker Point comes from your internal mind within you. And how much do you want? The thing and your opening offer comes from externally from the market. Let me explain the lodging pandered. The work of a point comes internally from how much you value whatever it might be. So you might be looking at the Freddy, for example, and the going rate is 1 $50,000 you're probably thinking that well, I would like a Ferrari, but I wouldn't pay that much. In fact, I will go down much. If the Freddie was 30,000 I might buy it. Or if it's 20,000 I might by now. Where does that 20 or 20 comes from? It depends on how much you like flooding or how much money you have got and then depends on you. Now. You probably won't get the flooding for 30,000 gets fine. But have you ever asked Fire? Did it cost 150,000? It's because there's the amount they can charge because they could sell every full body that they make at that price. So if they make 6000 year, there's the price that 1000 people will be. And for those 1000 people, they have got an internal Ferrari Valley off $150,000. So for everything you might buy every situation you have, you have an internal value of how much you are prepared to pay for it. I mentioned earlier on that I might want to be paid more for the training course. That's a long of it from me. Now. They may have a local trainer who's prepared to do it for less because he lives locally, and that's Wayne. He has a different internal value to the one that I do. But my value, because I have got to terrible, is that I want to be paid quite a bit for that one. And if not, I won't do it. So my walk away point is internally said, and you must not start thinking about going rate. And marketplaces don't start thinking Well, you know, the bloody do cost 100 and $50,000. So maybe that's what I should pay. No, if you haven't got the money or you don't really like Freddy, don't pay the place. So that's your watery point internally set. Your opening offer is based on the market. Your opening offer really should be based on what you might get or what you might get. It depends on what other people are offering, so you need to have some market knowledge. You need to know about the going rate for the things you want to buy or sell, And the reason I want to make this distinction really clear is that you must not start letting the market and the going that affect your broker point. Yet it effects your opening offer but it does not affect your focal point as that must be totally internally generated, and I would recommend generating it before you will look at the going rate. So if you're looking at a house or a holiday or item a floating, decide how much you think it's what, how much you would be prepared to pay before you even asked the place and the prices hired . Well, they're going to have to come to lower price, and if they won't come down, you're not going to buy it. And thats wine. But don't let that going. Its start in France, your vocal reprint a subtle but important. 22. 22 The most often neglected area of negotiation: distinction. So we have already seen how we need to prepare the walkway point and opening offer. I'm going to talk more about opening offers later. The next thing we need to prepare his tray tables Incredibles are the ideas. Were a salesman or by can give a little the obvious. One is cost of goods service, but there are others. They conclude product or service specification, payment terms, delivery and quantity. Let us look at some series examples. The BIOS is yes, I like your product. But if you can get the price down about 10% then we can do business. The inexperienced salesman who doesn't realize that the negotiation phase had just been entered, and he says he has in greatest to close a deal. However, the more experienced salesman who is a clear understanding off this two levels miss respond in one of the following days off course. But I will lead you to commit to a 12 month agreement for me to go into this place, or we can meet this place, but we will have to provide the correct without the buyer connectors. Another example would be, if bios is, if you can guarantee delivery by the end of the month, then we can place an order now again, The inexperience seller made jumper doll for the more major approach would be off course. We will lead to engage our team in overtime to meet that deadline. Therefore, it will attract or 10% price premium. Think about what are all the extras that you might be able to get. In fact, you might want to divide these into two extras. Extras you must have and extras which are good to have that is, you might want a good way to do is to put a value on tradable. So I'm prepared to spend an extra $200 if I get this untrue from the car. But if it is going to cost me more than I am not going to border with a sunroof so innovative walk away point for every terrible will you pay t under Phyllis and roof, or would you pay 400 at that point? What do you say? Actually, I'm not going to bother with a sunroof, so make a list of trade against value off each. Then when you're in the negotiation, you don't have to frantically be thinking Portes du ask for sure. Happy another 200 for the sunroof because you're prepared All of that, the more you can prepare before him, the better. Because then your mind is free to actually play the game, so you need to prepare a list off edibles. Tribbles are very important in order to get a win win deal, and I'm going to come to that point later. So there's the main thing. We try to get your list prepared. One of the reasons why Trey labels are really important is that they're part of the bargaining or trading process that happens later. So here is the big question for your and please think over it. How do you get from your opening position to the finish? And you have to do that by training? You must never, you know, lately concede and just go right. I will do it cheaper or right. I pay a bit more because if you do that, you look weak and dishonest. So the way to get from your starting position to the finish is to create, and ideally, you would have a list off tribbles if you could use big ones or small ones almost like a back off card. You could just pull out another one. So it is very important to have that list plan Leonard ones. And the great thing is that you have only got to do it once. Once you have got your trade for your product or service, you can use that list forever every time you tell particularly footwork, if you're offering a particular service. If you vote out all the trade tables that Govinda service, you do that work once, and then you can use that list off tray tables forever. 23. 23 Make yourself powerful!: now, the final thing to prepare is to think about the other person's weaknesses, and the reason we do that is to make ourselves feel stronger. I have already mentioned about having some strength from your ability to walk of it, but the other bit off the strength comes from thinking about the other person's point of view. What we tend to do is we tend to develop hugely on our weaknesses. So when you are buying the house, you think, Oh, at last I found my dream house. I've got to have this one. I've looked at a lot of houses and I can't think any others that I like. Hey, and it does seem very cheap. We have got all these weaknesses that make us think I'll just pay the full amount. But what you must do is you must focus on the other parts and weaknesses and think, I bet they're displayed to sell this house. I bet it's been on the market for ages. They have had nobody looking at it. Maybe they can't afford the mortgage, you know, they're desperate to sell it. Maybe they get somewhere else to move toe, and they just want to get short of this one. Maybe there are things wrong with it. You speculate on what weaknesses the other person might have. You know, when you're buying your dream holiday, you think to yourself. I bet they're making a huge profit on this holiday. They're probably laughing at me for the price of this holiday. You know, they probably haven't sold anything about a week, and they're desperate to make a sale. They're probably selling all the holiday. Except this one. It has got lost family places, and then you start to feel stronger. So the big thing is to think about the 24. 24 2 Make yourself powerful! [example] dont use: this is. Let me give you an example for this large December, we bought a very expensive show on Broadway, New York for Christmas Eve. We were very excited to boss the show and take for those with some of the celebrities, so everything was settled. When we go to the Friday just before the Christmas, we got an email from the company stating We are really sorry. It's being bit off a problem. You are now in a better sitting location than you would have bean. But unfortunately, you have to be an extra $50. Hopefully, there's okay and we look forward to seeing you on Christmas Eve. Now. Should I negotiate over the $50? I think he has, definitely. Should I negotiate over the phone right away? Or should I leave it till I get there? And the answer is, I should leave it till I get there because negotiating over the phone is very difficult. And secondly, if I negotiate now and they don't agree, they can easily sell the tickers to someone else. And if I leave it till I get there, it's too late for them to sell that occur to anyone else. So on Christmas Eve we load up the house and this brother. When we arrived at the place, it was beautiful. It was in the evening, completely lead up with Christmas Tree and many more floodlights. Ah, lot off really light cars. And my wife was really except for the lovely evening and I Well, I was just thinking off $50.50 dollars. And when you go to the desk, I spoke to the person on the desk. Look, I have got to see me and I'm not happy about $2 because I have already parties that because for the less place I'm not happy about being another 30 they said, Well, it is another and better place to most social And I said, Well, that's your problem, not mine. And I'm not being it. And he said, We did send your email and he should have informed me earlier. I said, I know, but I'm not happy and I want the $50 off and they said, Well, unfortunately, you'll have to pay And I said, If you want, we have the $50 we're not watching the show and off course. My wife was kicking me under the table and going Yes, we are. You can imagine, at that point I had zero focal point. I had zero vocal power. There was no they that we could walk away over $50. So I had no walk away power at all. But what I was thinking Waas, they have weaknesses, too. They want me to watch the show. If I walk away, they're going to lose hundreds of dollars for my tickets so they can't afford to let me walk away. And I have got to focus on the air. Sickness is not mine. No defect that I can't really walk away. So I said, Look, I know you can make a decision and with the $50 I am really not happy. And at this point, I was ready to grumble. I was ready to just go and pay those $50 because I knew I would have to use one of those ones when I'm just trying it on our crumble. If I may have because I knew I'd have to use one of those ones where I'm just trying it on our crumble if I have. But I thought I will just give one more time. So I said, Toe, I am really not happy with this 50. And then she went all right, then we will wear for 50. So I didn't get my $50 off, and it was because I focused on their weaknesses, because if I walk of it, they lose all of that money they would not have had from me. And so they're just as weak as me. We were both really weak in that situation, so it just really a question off who was going toe Greg first. So think about the other person's witnesses. It makes you stronger, and this applies even toe all the players. So if we have got only one person where you confined to buy stuff from, you probably think that I'm really weak as I have to buy from them. I'll have to pay whatever they charge. But remember, they have witnesses to. They may not have many customers. They may know another supplier that you don't know they may be making a huge profit margin . The unusual cells person might have been told that if you don't really sell anything this week, usually fire, who knows what witnesses they have got, so prepare their witnesses, it makes you feel stronger 25. 25 Introduction: Okay, so we have come to the next section. This section is about opening offer and having done your proportion when you actually come face to face with the person you're going to negotiate with and by the way it might be over the phone or by email. But I would strongly recommend face to face if you can. The first crunch point is what your opening offer is going to be. And so, in this section, I'm going to tell you about how to plan and how to make your opening. 26. 26 Don't Open First: all For now. My first Olaf opening is don't open first. Avoid opening if you can. Now, obviously, if you're selling quite often, you have to just publish a price. Although when I'm selling, I sometimes do awarded. I sometimes say to the customer, Do you have a budget? Or if they say, how much is a training course? I might say, Well, you know, depends what you want to spend we can do one day, two days or just half a day. If you give me an idea off roughly how much you're going to spend, I will design something for you. And there's the way off getting them toe open first. But why should you try to get the other person to open first? The answer is because it might be a good news. If it's bad news, then you just have to negotiate with them. But it might be good news. I'll give you an example for this. When we recently moved to us, we wanted an argon gnomic office cheer for our home. In the markets, such years were very expensive. They used to sell for minimum $150 to $200. I didn't want to purchase it at that phrase, as I don't think it was worth $150. One day my wife told me that she was to her friend and on their notice board someone is selling this year. I also home, Is it? And she said he doesn't see it just says Our economic chair for sale in perfect condition, says we discussed before you. Number one set your limit. So we decided that 1 $50 is a new shared. We would be up to $80 for this year. But I told my wife that try to get hard toe open first rather than offering her $60 or so trying to get hard to open first. So my wife went to see the lady, and after the place, she said, I don't know. Do you want to make me an offer? My wife said, Well, I don't know how much do you want? Which is quite clever asking it back. How much do you want? And she said, Oh, I don't know, probably $30 and my wife was actually expecting her to say $80 or something like that. And however dilemma of whether to take it or try to get it down to 70. And then she asked for $20. My wife was actually speechless and was about to say, Well, let me give you 50 at least Meanwhile, Donnelly said, whether the $30 is too much and if yes, she will also include an Ottoman Azrael. So my vice vent All right. So she came with the cheer and daughter man, which is pretty much better, by the way, for only $30. And that was all because she got her toe open first. So that's really important little rule. Get the other person to open for us. 27. 27 Ask Questions and Listen: Now I have been talking about knowing what their weaknesses might be and trying to get them to open first. And both of these come together at the beginning off the opening face, because the best thing is to say as little as you can just ask lots of questions and listen . Sometimes you will be in situations where the other side is not clear on their own interests. In that case, look at the situation from their perspective and ask questions. If you're wondering what all to ask, then don't worry. I'm here for your rescue. He's a list, although not exhaustive yet helpful for you to make a start, ask about them. Ask about their hopes and dreams. Ask what they will do after the negotiation is over. Ask how the results of the negotiations will be used. Ask how you can deal with any issues that are not part of the negotiation. Well, it may differ based on your own case, but, yes, these other things that you can keep in mind by framing your own questions. So after lots of questions, try to get them opened. The first offer asked them about badgers and previous suppliers and where their costs are, whatever it might be and try toe. Also find out what their weaknesses are. Ask them if they have got a time limit. What have they looked at someone else on? If they say, well, no, we can't find anyone else then that makes you stronger. So when you're buying or selling, you're going toe. Ask them as much as you can about what they have been doing and what other options they have loaded. And it's amazing how honest people are that they often tell you that we're selling this house and we have no interest at all learned. And, you know, we'll even thinking of dropping the price as were desperate to sell it because we have found somewhere else to go. And you just think in your heart. Ah ha, obviously. But you don't say it out loud, obviously, so you could find all these things out. So lots of questioning, loss of listening. You don't want to sing too much. You don't want to go in there and say, or we love this house were looked at Lord's, but this is easily the best, because then you're just giving away power aren't you so going? And just quietly as them lots of questions. Do you have a as little information as you can? Now, if you're up against a professional negotiator, they were doing the same thing. You're going to just get lost off silence. But don't be worried by that. Just sit there and just say hmm, so any other problems and just take it easy, trying to get them to crack first and talk first. But nine times out of that and the other person has no idea what's going on. And as soon as you are some questions, they will be just telling you about all their weaknesses. So, Justin, easy rule is ended. Ask lots of questions and listen. 28. 28 Process of setting your Opening Offer: So now we come to how to set your own opening offer. How do you decide what price to ask or what offer to make? If you're buying, let me give you a good example. Imagine you're buying a house. Tell me, how do you decide what you're going to put? And by the way, we're not talking about options here or putting in a bid for something. Because clearly, if you go for quite an ambitious offer, you're probably not going to get the negotiation going A lot for the we're talking about face to face conversation with the person saying to them, I can't afford that. I can only afford X, and the opening offers Goto with these really strong. If you think about the logic of this, imagine the houses 300,000 1st of all, what would you expect it to get it for? We expect to get a little bit off money off. What do you suppose you would expect it to get it for 2 90? You should be quite disappointed if you even didn't get $10,000 off. When you suppose you would expect to get it for 2 90 you should be quite disappointed if you didn't get 10,000 off because everyone had an extra margin on dead that they will take it off later. So we're expecting to 90. Then ask yourself, what might you get it for? So, you know, if you're desperate to sell it and being on the market for a violin and they're quite rich , maybe they will come down to 2 70 maybe, maybe to seventies, the best you might get it for, in which case you tore for them to 50 or to 60. Because if you don't offer them lessons to 70 should never going to get it for 2 70 So you offer them to 60 on the basis that they might be desperate to sell it. Now, however, they may well not be desperate to sell it. And they may be quite shocked by you to 60. And they might go What we can't possibly do that, in which case it's game on, and you would have to come back upto 2 72 80 or whatever. But the only hope off getting it may be for two seventies to open it at 2 60 so you have to open lower than the best you might get. And similarly, if you're selling something, you have got to ask for more than the most you might get. Otherwise, you will never get that best deal that's out there. So that's how you set your opening offer, and little subsection is that you need to go to justify it. So if you're selling it for a certain amount, you need to say something like, as you know, it has taken with three weeks to make it, and it is incredibly difficult, and the pain is very expensive and their soil. And similarly, if you're going for a very low offer, you need to say, You know, I only work for a nonprofit organization and I'm very poor and this is all I can afford or some sort of justification or, you know, were sold at other house. But we didn't get that much off money for it or something. You need to have some way of justifying your opening offer. I would never ask you to lie, but he has had those arguments ready to justify your opening offer. And there's the rule. Make sure the opening offer is lower than the best that you might get. Let me tell you a big secret to have an instantaneous impact off opening offered. Don't open with a round number. So to make it simple in the last example, I was saying offer them to 60. But actually, it would be better if you're for them to 57 or to 64 rather than 2 60 I quite like seventh and Force, actually, because 97 office ploy out there and once on what boarding with. But if you say I can only afford to 57,000 it would definitely ridiculous to go tied down to pennies. But just I can only afford to 57,000 or even to 57,400. Why is dead better? Well, if we just offer them to see 2000 it just sounds like you have made that number up. But if you go for 2 57 it sounds like you have really thought about it or you have very accurately valued at house. That really is what the house is actually worth. Or you have collected together every last calling from your piggy bank. And that's really all you have. God so a very precise opening offer is a good idea and dead easy to do. And the other advantage off doing that is that they want to take you back if you do that. So if you call it applies of something, you make it an unusual off her. They're more likely toe, accept it and just think Oh, okay, because he has got a reason for that I couldn't offer and I told this to one of my students on the course is simply and he said to me he has started to do this And he started quoting unusual prices, and no one ever cautioned the place no one ever tries to negotiate, whereas before he would always be haggling down by a certain amount. So this alone has doubled his profit margin as he asked for 10% profit margins other than 5% and they just feel its place. So there's really simple rule don't open with around 29. 29 Verbal vs Non verbal communication The Flinch: number. Now. The next thing to know that with opening offers is something called dark fledge. You can probably imagine what flinches the flint is. The person's reaction when the other person's opens off flinch is a visible negative. Physical action there sends an emotional message to complicate our shock. This May, or disbelief at what you just heard is intended to lowered expectations off. The other party clinching means you respond by stimulating VOD. All you must be kidding or flint facial expressions. You must appear shocked and surprised that they could be bold enough to provide you with such a request. Body language can convey, Mrs that is more effective than verbal communication. Based on the research, 55% worse is 45% so you can use flinch followed by a side, and then a period of silence can exert other side Feel that the awful is unacceptable. It is a way of saying, you know, I thought we might go together deal, but we're just never going to get a deal under. It makes other person a little groupie and depressed, and dad saw flinch. Now you might think that it is a kind of a play acting. And it is really the thing is, if you don't do a flint when they come out with their price and you don't look shocked and if we just go order yet I was hoping it would be better cheaper than that. They're going to be picking up the five that actually, you're not that unhappy and therefore they're not going to come down in price. So you have got to do dearly. I can't believe it, and you have got to do a flinch. Otherwise, you want there to get them to move. Similarly, have a look at them when you do your opening offer. When you say to them, the price is going toe with this. If you're selling what is your bank and you say, Well, I can only afford this, have a look at them and see if they flinch, look them in the eye and say, I can only afford 2000 and I'm afraid and have a look at them and see if they flinch. And if they go really oval. I was hoping for more than that. Then you know that, actually, that they're not that unhappy, and if they're not that unhappy. You should then dig in and not move. Just stick to your 2000 if they look Delia Nepean, same foot. I can't possibly sell it at that price. Then it's greed. It means you have done it about right there was sickened by it. And then, yes, you will have to come up from your opening offer, but as game on, so don't be filled out by them if they flinch. It's good if the flint, in fact, if anything, it's bad if they don't. And if they don't, then remember, Don't move from your opening offer so that the flinch you need to do one, and you need to make sure that they do one. Some might think that this technique is very obvious and unproductive until we realize how effective it was when someone used it with us. Feeling to excel, placed when price or conditions are mentioned could and carries the counterpart to take at one days off you and actually just a final thought about this. Some people think in poker is all about not reacting, and that negotiating might be like that, and therefore you should react. But actually in negotiating you must react. You must look unhappy with their opening offer. Don't send a signal that you are happy and actually even poker. Sometimes better to react, because if you never react, then it's very hard to cover the little tiny signs that you are unhappy or not, the little micro tells, so it's better to look very happy or very happy friendly. Either you're playing poker or negotiating their bitch like that. But the main rolley's always look unhappy when they put down their opening offer. I don't want them to think you're happy. Now. Let me also talk over the counter tactic. How to react when someone is playing. Ah, flinch on you. Is there no way out? Well, my friend, you will be happy to know there is, and I'm going to tell you that trick as well. When someone uses a flinch tactic on you, you have two different your product service or the conditions on its own. Married. Many people flinch because they lack knowledge, offer product or the price. So don't just give concessions until you have a solid understanding or by the person flinched. Inexperienced negotiators can't give up too much too soon ask yourself, Do you want to come across as inexperienced? Also, when someone uses the flints tactic on you, you must control your nonverbal. Don't show any kind of flinching yourself or just repeat, though for you just made to emphasize your 30. 30 The Ambitious Opener: thoughtful. Now the final thing I want to tell you is about a mind trick, which will help you in making an ambitious opening offer because generally people we feel uncomfortably scary and almost rule when you make the ambitious offer. But when you look back on it later, it would look just fine. So you must tell yourself when you're doing your opening offer that later, when you look back on it, it will look fine. It's kind of the same thing that we discuss before they're probably laughing at you. I'll give you an example of this. A couple of years ago, I used to live in Hong Kong. One day I thought it would be good to have a big painting in my living room. After a week or so, as I was going to work, I noticed the perfect painting in a small job which used to sell used items. So on my back home, I went to the shop. I was wearing my suit. Now I already kind off make a mistake. Heaven die with my leather suit and my leather bag. But at least I did one good thing before I rented rule number one. What was the number one again? Try to recall it for all those who could recall it and the rest of the forget full friends . The first rule is toe always set your limit. So I decided that $50 was the most I would pay for the painting. I was hoping it would be less than that, but I thought it first more than 50. I'm not going to buy it. Always said to limit and your limit is internally said. So there's 50 Were there 50 come from from intelligence. It depended on how much I like the painting, how much I needed a painting, How rich I waas. So make sure off. All that in my mind came to 50. So I went in and I asked the viral, How much is that painting out there? He kind of looked at me. My sold my bad. And he said the painting is $110 and I thought to myself, Well, I'm not going to go for 110 so I just have to go. Okay, thanks. And I would generally going toe broke out in the Meanwhile, he said, Wait a minute, I'll tell you what? I have got a good week. You know, I can give it to you for 90. And so my negotiating light courses don't as he has made me an offer. I was thinking I was probably not going to get it for 50 but you never know. So I said to him, Well, thanks for the offer, but it's out of my league. I can't afford it, he said. Well, I can give it 80 if you like. Now my negotiating light was definitely owned. I was thinking, Well, he has come down to a T. I thought, Let me try if he can come down further. So I said, Well, it is still too much, but, you know, if you could come down a bit more than I might buy it and he said, Well, make me an offer them And I'm thinking or gored. What am I going to do now? And I'm thinking he's at 80. I want to get it to at least 50. So there's $30 so I should probably ask for 20. So I thought, I wonder what the offer to make. So I was thinking, Should I really say 20 but I was young and reckless bag. Then I decided to offer him 12. So I said to him, Well, I was just looking for something cheap. I did just something for 10 or 12 something like that. 12. So I said 10 or 12. And what do you think happened? He loved at me, but he did not throw me out of the shop. He just said, You must be joking. You can't get a decent painting for $12. You got to be mad. And he said that I'll tell you, I'm good for 60 though I could come down to 60 and I'm thinking, Well, he hasn't thrown me out and I'm thinking it is just a game. He hasn't told me out, and that's quite a big jump. You come down from 80 to 60. I am nearly at my 50 and I'm only a 12. So I said to him, Well, you know, it is just too much. I pay you 15 and he said, You go to be joking that I'm not going to sell it anywhere near 15 anyway. In the end, Hagel legal. I got him down to 29 from 110. What is a model of the story? I actually think there are three things you can get from this story. First, it shows that my opening offer wasn't that outrageous because $12 fell completely outrageous when I did it at the time. And even when I was telling you the story just now, I hope you told that when was outrageous. But actually knowing what we now know, he's prepared to sell it for 28. So what must he had bought it for? And they would be maybe 20 maybe 15 or 10. So maybe we'll actually was sport on as opening offers go. So your opening offer will look fine after you have done the deal. But I think there are two other little messages I want to pull out of their story. One of them is always set your limit because if I had just going in and said, How much is the table? And he said, 110 I would have thought, Oh, maybe the cost 100 then and I might have said to them, Well, you know, you have to come down a bit and I might have gotten down to 90 Or maybe it e and pay debt and thought I got a bargain. I got 20% off this table, but actually to fight for 80 I would have been a food because I had paid $30 more than it was worth to me. And I also would have pushed him away down to 29 because I had a walk of a point of 50. I had to push him. I had to fight. And so my vocal point were just brilliant. The other thing I want to just get from this story, and I'm going to come back to this later when we get to another story is the idea of trading because how do I feel about the fact that he started on 100 he was then prepared to sell it to me for only 28 for 100 all abode? Basically, he was just trying to rip me off because he thought I loved push and you know, that's a fair game. I mean, because the capitalist society we live in, but nevertheless I was not happy about the 100 time, So how could he get from 110 to the 29 without looking back and similarly for you. How can you come down from a prize you court Orgasmatron finishing point without you looking dishonest? And the answer is trading. If he would have said I could come down to 90 If you pay me cash, I could come down to 80 if you take it away in your car and I don't have to deliver it and I could come down to 60 if you buy something else or if you could put some leaflets to people doors in your road saying I have got great bargains or anything there, I would have thought Well, okay, I can see why he has come down and that's feel enough So I would have been happier. And also he would've got some things in redone, so he should have traded that. Then coming down, you really actually, And it made him look dishonest that he did not care so that the story is partly about trading partly about having a fixed work opined before you going. And also the fact did you go to go for an hour radius, hoping offered. And don't worry, your opening offer will just look fine after the deli's 31. 31 Introduction: done. So you made your opening offer and they have made an opening offer. Marce going to happen next. There has to be certain amount off trailing right and what can be more interesting than a training? We're going to come to the trade levels in the next section. But before we get to dead, I want to discuss some of the other tactics. They're numerous tactics that you need to know about had this phase of the negotiating process. There's some buyer tactics, which are generally used by buyers but can be used by cells. And then they are seller tactics, which can be used by buyers at times but generally used by. 32. 32 Buyer Tactics: sellers. So I'm going to start with the buyer tactics Well to tell you these are generally used by buyers, but depending on the case, some of the sellers can also use it. And most importantly, I'm also telling the counter tactics that the sellers should use to counter these tactics so that Tactic number one is not good enough tactic. It is also called devise, and it is crucial to know your responsibilities with regard to the vice. You need to use this and you need to look out for it being done to you. The vice is a simple buying tactic where the bias is. It has to be better than that. So the seller course surprised, and the biases. Oh, you have to do better than that. And the seller goes, Well, how about if I come down a bit and the buyer goes still are big too much? Can you reduce it a bit more and they go All right, How about we came down a bit more? The bio still says, still too much. You'll have to do better than that, and you just keep turning the screw. As the buyer, you just keep turning the school. And that's why it's called Vice. Very simple process and very easy to use its my number one tactic when I'm buying things now, think about the case when you are the seller and somebody is using it on you. Dancer is don't just come down unilaterally, but really it every step and say, Well, if you did this for me, then I could come down because in this case, if you come down, it's not so bad because you're getting something back for it and they use the vice a second time for the third time. That is when they say you have to do better than that twice, or tries say to them Well, how much better exactly? What do you think is reasonable? And I think it's perfectly reasonable thing to ask, because they are asking you to come down. But what price do they want you to come down toe? You can't come down forever, so you seem to them Well, look, I've caught in my place and you're saying it. It's too much. What do you think is reasonable? You tell me, and if you say how much better exactly the world exactly is quite clever. It kind of forces them to come out with a deal number. Now Waas there, come out with the number you can then do the Flint and other tactics from there. And then it's game on. They're stops the vice happening. Otherwise, you can slight forever. So if you're buying used device and if you're selling and it's being used on you country by saying how much better exactly or what is good enough for you or asking, What is your budget? Other Wizards silence walk away. Did he beat you? Offered or escalated to higher authority? The next tactic is a very common buying tactic, and it is known as knocking the product. Imagine you want to buy a car and you can use this tactic or you might be selling a card. And then you will certainly experience this tactic being done to you in this tactic. The biases Well, it's not really the color that I wanted, but if I could have little bit cheaper, then I suppose I would buy it and they may be lying. It may be the perfect color that they want, but it may be generally true that it's not quite the color. But either way, it's got in a powerful tactic when they say that this was not exactly what they wanted and asked, What a better place. Sometimes it becomes very funny when they say, Well, the car is a little bit rusty or it has some dance. I always want to tell them back what you expect with a second hand car, but I control myself. So there's the answer to people knocking your product. When you're selling, you just see guess where the prices sold his neighbor. When they get a bit rusty, it has got a denture. Well, that's where the prices are reasonable, and there's already reflected in the price so fast, awful bear in mind. It's probably just a tactic. Bear in mind, they probably already love their card. They can't believe how cheap it is. They might even be laughing at you, thinking that this is a wonderful bargain. But I'm still going to try and getting down, so that makes you feel stronger and then say there's already reflected in the price, or that's why the price is so reasonable. The bully tactic is one of the most effective weapons in the negotiators arsenal. It is simple and ethical. It works like this. Suppose you a person who wants to add an extra room in your house. The preferred contractor wants $30,000. You tell the contractor I love your proposal, but I have got only $26,000. My grandfather left me $26,000 interested. And here is the 35 check. The bogey begins to work almost immediately. You must be wondering why how the three fundamental principles are involved. Whenever you raise the eagles, the other person, you expect something in return. You have in a subtle way ask for help. You will generally get it. Sellers know more about their product than the buyer. The body gives them a chance to show what they know. In the third. There's always a better deal available for both parties. If they search for it. The bogey starts to search the contractor response to your body of $26,000 by pointing what the price off 26,000 includes. They sell their porters and its benefits to you. They will tell you how good their work is. Home and electrical outlets they have included what pain they have selected, etcetera, etcetera. At the very least, you have got in a better idea of what you're buying. Had the best the contractor mail over the price offer. Alternatives show you what work you can do for yourself or show you were. Financing is available at a lower rate. In any case, you are heard. But why? You should use the body tactic. You must be careful that you don't fall. Appear to your strategy. If someone uses both. A tactic on you counter tactic is have alternate designs, delivery and price packages available before you come to the negotiation. Find out who is a real decision maker. Let the buyer do some things for themselves. Stand paired. Lastly, reduce the place as but his bogey and add. Some tree labels, such as Late delivery will ask him to use sizes, which are lying useless in your warehouse. Arlie payment on something like that. The fourth key tactic is playing dumb. To act smart is dumb, but to act dumb is brilliant. When you're negotiating, you're better off pretending as if you know less than everybody else does, not more than what they do when people think you're smart, they will be on the guard and we'll avoid giving things away. And we'll think about negotiation tactics and when they have to use them against you. But when people feel superior, they feel safe and so relaxed that they become less guarded and may let slip important piece off information. So the main reason for the kingdom is to defuse competitive spirit off the other side, sometimes asking questions. Even if you already knew, the answer can get you more than what you think. For example, it buys you time to think. Also, the other side may modify their position if you ask them the same cushion several times. And when they modified their positions several times, you can use a version that is more suitable for you. Also acting them, make them underestimate you and sympathize with you. So you look like a poor boy who needs sympathy, who is easy Come easy go. Also, acting them makes you verify the accuracy off the counterparts information and test their honesty. But keep in mind that your cushions may be viewed as an initial acceptance to their offer. If you ask questions about something, it means you're accepting their awful. Also, be cautious that you cannot use this tactic when it is in your area of expertise. Otherwise, you will lose your credibility forever. There are many ways that can help you actually a kingdom. For example. You can use simple language, act onshore, ask dumb questions, be a little bit confused, apologize for not quite understanding and asked them to expend the deal again. Always frame your questions as if they had just occurred to you. Be impressed at their ideas and sometimes ask for meaning off the word or something. Example off. But you can say, could you please explain that to me again? I don't quite get it. Oh, there sounds amazing. I don't know how you thought of that yourself. I'm sorry I didn't get that bit about software stuff. Could you explain it more simply, please? Now, coming to the big question. So when to use this tactic, this tactic must be used when you need to buy time and when you want toe, verify the accuracy off your counterparts information and test their honesty also when dealing with an outrageous position. So instead off getting mad playing dump can be a good tactic to use. What if someone played down with you? We'll try to make sure that your counterpart is not faking ignorance. Ask questions that will reveal your counterparts knowledge. Also, you can convey your position in plain English on maybe in writing. Repeat and rephrase what you said and move quickly to the next issue. But always remember, don't give them any extra information. The next tactic is lowballing. When you start low, you can always go high. Whether it supplies or whatever you're negotiating for. You'll need to know beforehand that is enabled. Reach that would be acceptable to you and then start way offering below the bottom of that ridge. You should have a justification ready if you were asked, Why are you offering solo? But be careful about stating too low as this might cause other party to walk away, ignoring anything you might do next. For example, if your son wants to stay out late and come back at 3 a.m. But you start by saying no and tell him that you want him to be back at 10 p.m. So usually you will set alone 11 PM Also, if you know the price gains for the car moral is between 5000 and 7000. You can start by offering 4000. But again, what if someone tries this on you, my friend? So what are the counterattacked? Is too low balling. You can just repeat your offer if you have already made one, you can use high ball, which is coming up next. Walk away or disclose a tactic. You can also say to the other party that you really know what he's trying to do. Lastly, say nothing or just say no or accepted. If you want to gain our relationship with that person, you can also use statistics and facts to shorter. The price is very low now. The next tactic you need to look out for and you can also use many times is the lectern, buyer or electron seller. It can be used by both buyers and sellers. It is more commonly lectern buyer, and this is where they say, Well, you know, my boss has told me not to buy from you, but if the price is very cheap, then I will or we normally would prefer to have somebody more local. But If the price is very good, we will buy from you so reluctant to buy it right now you can be election cellar. My friend sometimes used this tactic. When he says his training courses, he tends to say to people that my diaries already really full and he's a long way away from where he lives. But if you could charge for travel and if there could be a bit flexible on this side or that, then he could come and do it for them. Sometimes he generally reluctant he really don't want to travel that far, and other times he plays this strategy. I remember once I wanted to buy ah handcraft er, scarf for my wife. I visited a local fear and I saw that particular scarf Very Midnight's. So I as a guy, How much is it? He had five of these coughs, and I liked one very much. So I asked him What is the price of this one? And he said, Well, that one is not really full sail. There's my favorite one, and hence I'm keeping that as my demonstration one, because then I really wanted it and I was prepared to pay much more for it because he was reluctant to sell it. Actually, in the end, I didn't buy it because he asked for so much money for their scarf. But he was elected seller and it was only later I thought, Hang gold. I'm ended. You know, that would just probably a ploy. And you can probably definitely use electron seller and you can definitely use lectern buyer. But the way to counter it is to think that probably they are only just saying that I bet a just a tactic. So don't be taken in by lectern, buyer or 33. 33 Seller Tactics: in this lecture, we will talk about the seller tactics again as we spoke earlier. This tactics are generally used by seller but can also be used by buyers in some scenarios . So the next tactic is high bowling. Well, I don't want to repeat myself here again, but it's clear that high bowling is a positive off the low ball in tactic. You need to know beforehand these numbers range that would be acceptable to you and then start. We're asking about the top of that ridge. You should have a justification ready if you were asked why you are offering so high. Well, of course, I could just love this high ball tactic to the local tactic, but I felt there's an extra at one pitch or days, an extra factor in high balling tactic that I need to emphasize here. Examples off. Using the high ball is well, if you want your daughter to help her mom in household course two days a week, you start by asking her to do it five days a week so you can sit alone two days. Many sellers start with the hiring at the very beginning and then reduce the price as if the item is on sale or because they're very kind sellers. Or maybe they need to sell everything today and so on. So they start high and then give excuses so that they can give you a lower price. So you feel like you gain something at the end. Also, estate agents take buyers to houses that they can't afford. This, however, raises their desires. And the house they eventually by, is more than they had in mind in the first place. So what are the counter tactics too high balling? Well, you might need to ask for a price breakdown that is, vice the price so high or walk away or use lowballing, Say no, say nothing or lastly, you statistics and facts to show their the price is unreasonably high. The next tactic is the salami. And yes, this is not about offering food to the other person. But it does have a lot to do with food. Think about how do it salami dancer most probably would be you Curtin slices and under the sources, don't you? We're talking about something similar here. So what people do with the salamis? They ask for Lord's off little things. So it says, Could we just have a bit of this? And could we just have a bit of dead? Quite often, there taken several friends, such as any chance we could have a slightly quicker delivery time and a chance to have a slightly better place, and any chance we could have a couple of extra's there did it. It's very easy to think, Malia, it's a small thing they want and to give it to them. But the trouble is, after you have given them quite a few slices, you sort of think, Hang on a minute, How for My Salam is gone and what they're doing. They're playing a game called Worse. Mine is mine, and what's yours is still negotiable. So they have got all the slices, and then they're saying, Can I have one more slice of that please? And if you're not careful, the whole salami can go bit by bit, and often you don't realize you're being salami sliced until it's stool it and quite a few slices are going, so you need to look out for it. But what can you do if somebody's salami slicing? One good answer is to say, if you want that accepting, then you can't have one of your earlier slices such as If you want, we can cover. Then you can't have the cheaper price or whatever it might be. Believe me, there's quite powerful psychologically because what you're saying to them is what you think is yours over there is actually not yours, because I'm going to take one of those slices back from you. Thank you very much. So it puts a stop image, actually tow their little game. So just one way to stop the salami slicing other way is to counterattack and say, Well, if I'm going to give it this, I want something else. Example. If you want that, you can have them to pay mood and attack them by asking for a different tradable altogether . The third thing you can do with the salamis, you suddenly realize that you have given too much, and the whole deal is actually not looking very good. You can certainly say I just been doing some numbers here and I vote out, and actually this is costing me more than our lives. And I'm afraid I can't do this. I'm afraid we're going to have to change all that. We have to take all that back off the table and start again, and they're going to say, But you had re to it and then say I know, but I shouldn't have I realized I shouldn't have. I'm afraid I can't because half a tour negotiation, nothing has Bean completely promised. Yet it is just a possible solution. I know it's little bit unprofessional, a little bit bad to suddenly take everything off the table, but you can if you have toe. So there's the last they thought. If you realize they have been asking you for bits of salami for a while, and now they have a whole lot of slices, take it all back off the table and say, I'm sorry, but I just thought about this and I'm not happy with it. But ideally, you sport it happening. Ali, Iran and ideally, East lies. They want you trade it for something else back. You can say if you want that you will have to give me this in return, and that stops them. The next tactic is the deadline tactic. Negotiation follows an interesting rule. There seems to apply to life in general. It's called They dont rule or batter to principal paratroop in several states here, the 20% of what you do produces 80 per cent of prisons. Meanwhile, 80% of what you do produces only 40% of the results. Time plays a critical role in negotiation. Most often, negotiation would conclude in the final 20% of the time allowed because people wait as long as they can to make decisions. Those who have 60 minutes to negotiate settling between 50th to 60th minute. This means that 80% off your results are generally agreed upon in the last 20% of your time . Most negotiators nor the SEC less way when they want to achieve something, they imposed a time limit or a deadline to pressure the other party to make a decision as quick as possible. Deadlines can be imposed internally, such as we need to finish this before Montand or internally, such as products leased it. Sometimes their lands can be said by only one party or can be set by both parties when they want to put some pressure on themselves to come to agreement as quickly as possible. but the land can help you make the best possible agreement in the shortest amount of time, but it can also work against you. If you said one that is unrealistic or you feel to plan for it effectively, I'm sure you have experience many such suspicions in your daily life. For example, remember how much more efficient we were during the last few hours of the deadline, when any project their line is do or there is an exam next day, most of us have slept only for a few Are the night before the exam be because we subconsciously know that we will be superhuman, super efficient during that time. So when to use a deadline tactic, use it only when you need to add pressure to the other party. But make sure you calculated very well also realize that time is power. So limit your disclosures about your own time deadlines as your time. That line could be that 20 off your opponent, the lanes four section, and you can use this tactic to your advantage. Also, many negotiators are known to create artificial airlines in order to create a sense of urgency in order to drive other party to make a very big concession and to quickly close the deal. So remember, you don't have to accept or the lane your counterpart sets. In fact, it's a good idea to caution all your counterpart Clement's. On the other hand, it's also a good idea to go into the negotiation with your own limits in mind. So what tactics could be used to counter the lane tactic? First, you could counter with a tactic off asking open ended questions, such as why the other parties imposing the time limit. Second, using the tactic off, that's not good enough. You could tell the other party that the line is unacceptable and be prepared to vocally. 1/3 option would be moving the deadline. Tell your opponent that you cannot respond within 24 hours, but you will be back in 48 hours. This tactic will give you more time to make a better this season. Fourth, you could simply ignore the time limit. You can also close the deal and accept their deadline or escalator that line if it is imposed internally by the opponent or offer to accept with content 34. 34 Common Tactics Part 1: agencies. In this lecture, we will talk about the common tactics used in all situations by both parties. This tactic is called silence. Silence is golden. The less you talk, the better you silence when negotiations have hit a critical stage. One of the wisest things that you can do is to keep silent or when your counterpart is a talker. You hear them talk, they will give you valuable information. Generally, you're talkative. Counterpart will give more and bigger concessions because of her silence. The whole game, the 1st 1 who speaks loses seems to be correct. Tested yourself in your conversations on negotiations. Let five seconds to 10 seconds to go by without saying anything and see what happens. After a few seconds of silence, the negotiators who feels the most uncomfortable with the silence will try to fill the gap and most likely make a concession in order to get the other party to speak. So when to use silence Tactic. This is a highly use tactic as it creates our psychological pressure on your opponent. Generally, I highly recommend that whenever you ask a question after each statement, you should stop talking and listen. Don't fill in silence by saying something that will be a little later. You can also use it when the other opponent is attacking or when you want to know more information by listening to a presentation. I learned the power of silence quite by accident during one of my one on one meetings with one of my report is he asked if he could take four weeks off as he had a lot of vacation days that he had to use before the end of the year when he said that my mind went to think Who will do the work in this period when he goes to vacation? During this thinking process, it seems, at my mind, went too far for a viable. When I sort off wake up, I found them placing that two weeks would be enough. It seems I was absent minded for about 20 seconds or so, which looked like an uncomfortable eternity for him. He could standard. His next words were that he called Shortened the vacation he was negotiating with himself, since the tactic is silence. He ended up asking for one week only well, as a side lord, I gave him two weeks One important thing is how you should practice to be comfortable with silence. I'll tell you an amazing technique, which is so powerful that you will love it. Whenever you're talking with someone over phone, speak for some time and give a long pause, probably five seconds and be comfortable with it. I'm sure the other person will get uncomfortable and often say, Are you still there? But it will hate you. Get comfortable with awkward, long silences. But what if you find yourself negotiating with the person who understands the importance of silence as well as you, rather than wasting time in silence? These state your offer. Don't make suggestions. This man, Where were forces the other person to respond? And more often than not, they rebound with the concession. Other tactics that could be used is bringing another language later. This will force a dialogue when someone new appears on their stage. Second said nothing as well as we said. Sallis is golden, so you two would be quite saying nothing and staring at each other until we're not. You feel most uncomfortable about the situation. Pearly you can disclose this tactic. Fourth, you can break off negotiations and take a break. But the most effective count of these techniques will be asking open And, of course, like If I only can get you one thing, Which one would you prefer? Promotion for the Rays, these cautions, forced the negotiators. Should I look without it? I look. It is difficult to build a relationship. The next tactic is higher Tortilla Tactic. One of the very famous tactics used by Scar Salesman is higher authority. They will work out a deal for you and then run off to a higher authority in their case managers and come back with instructions for an even better deal. Sometimes you can't get negotiation in your favor is altered by working with the counterpart assigned to you, perhaps because the counterpart has decided not to comply with your request or she may not have the authority to fulfill your request. So you have to go to a higher authority to obtain a satisfactory outcome. Marking your higher authority. Sometimes hire 30 tactics are used as blows to get out the other side, both physically and psychologically. Higher authority is to educate tactic. It's always good to have a higher 30 that you have to check with before you can make a decision. Many times I've seen married people to defer to their spouses as the higher authority or their parents. This ensures two things. One. He will have more time to think about the deal and to you will be able to put that more pressure on the other party without leading the confrontation. And, moreover, you will not appear to with someone who is responsible for the pressure. On the other hand, liking the final say in this situation can create a very powerful position for your opponent, since it provides them the opportunity to take a request to someone at the higher thought indignation. So you have to figure out if it's better for you to use a tactic to gain more ground and time in the negotiation or not. But please don't feel shy to use it. I've seen many to be able to just lose gerbils because they feel shy to use the higher court, a tactic it will not Marco down at all if the end result will be winning the negotiation and get a better deal. If someone played that tactic on you and you do see it as a trick. You can call the other mints bluff and turns the situation with actions such as all I didn't realize that you did not have the authority to make this deal. Everything is off the table now because you might be guilty of bargaining in a bear fit and we don't want to do that. I will tell you what. Get your both down here right now, and we will try to sort this out. Otherwise we have to make entirely alternate plans. Another counter tactic is you can say you cannot be see this after all this and you don't have the authority to finalize a deal. But the best way to avoid this trap is qualifying the authority from the beginning of the negotiation. Next tactic is good guy, bad guy. One person takes a tough stand. He makes large demands and ex aggressively. Next to them is a friendly person who say little after a while, the burger shirts up and the good guy takes over when the good guy makes demands, they seemed reasonable by comparison. Why not? It seems a pleasure dealing with such a nice person. After being rolled over by that mean one. You can't help feeling that the things could have been worse when facing a bad guy. There are a number off good counter moves you can make. Let the bear guide dog. Often his own people will get fed up protest to the higher authority. You can even walk out. You can blame the bad guy in public or use your own bad guy. Predict. Arlene talks that the bad guy will soon take that role. This health. Neutralize him or disclosed the tactic. What if it's played on you? The best defense is a recognition that both the bad guy and your guy out on the same side the boat want to take as much as they can. Don't be hypnotized by the bad guy. The next key tactic is playing the ego. The best way to keep the tactic off if higher authority from being used on you in the first place is to ask her counterpart in the very beginning, whether she is the person who makes the final season or not. If not, then asked to move the negotiation Toby with notices and weaken. This could be a tactic by itself by asking do you have the power to make this deal happen? Some people feel compelled to say yes for the sole reason that he stalks their ego. People with big ego always believes there always right and like to feel in charge. Use this tactic by asking the other side to describe their authority as clearly as possible . And who else might have to get involved. And if they do, then how long will it take for their approval? Additional players, all stakeholders meself, is in the negotiations. It's best for both sides to return mine early in the negotiation. Who will be in world rather than be surprise? Attend often the person you deal with myself as an initiative screen for vendors. A common mistake in this tactic is to assume that this person has no Torti, and then you're trying to go around him. Well, he may not be able to say yes, but he can say no. If you have been asked this caution. If you have the authority or not, how will you answer? One counter tactic is to disclose their tactic and assign yourself as the sole responsible in the negotiation, but also the tactic off high authority would work best here, indicating that someone else might have the final say on the agreement. Probably be in your best interest. As we said, the higher total tactic is good to use. In most situations. It's usually vice to get someone else to review any. Do you have working on asking someone else? Review. Your proposed outcome is not a sign of weakness, but as a sign of strength. It shows that your priority is to get the best from this deal, not to let anyone play with your ego. The next tactic is closed cushions. There are many kinds of questions open cautions, closed questions and read 100 questions. Each question is a negotiation tactic by yourself. Let's start with close questions. They expect dancer Toby either yes or no. So when to use closed questions anytime you're trying to win a concession or gainer deal point in the negotiation. Asking a closed end in question is a good idea. Experience Contract negotiator will often use yes or no questions to control the discussion . Closed ended questions are effective because their direct and to the point. In contrast, those questions are not good to ask when the US striving to build a relationship or stimulate our discussion that this had wanted off close caution is that it can backfire if the answer is not what you want for sound like take it or liver statement. However, at least you have to steal the position. The best way to counter the closed cautions tactic is to ask open ended questions in return . For example, if you're buying a card and talking to a car salesman and he says, Well, you add that's put into the car for just $100 you say no And he again asked. I guess you will agree to extend the wine to to make it three years instead of just one for next up $500. You then say that would be interesting if I could get dead just proofing anti years 20 $1400. This is an example of a close ended question where the answer could have either be yes or no. As a Contra tactic, it is critical for the salesman to counter that he under figure it a salesman, agrees to the initial offense, concealed extended warranty and that's proofing offer for 300 the buyer may walk away wondering if she could have offered only 200 insert three under. He can use an open ended questions such as Can you tell me more about your budget? The next tactic is the trial balloon. A special kind of clothes cushion is trial balance tactic. 12. Balance our questions designed to access your negotiation counterparts position without giving any clues about your plans. It's called that way because of the balance lasts. Not too much has been lost, but usually it comes safely to dark again. Politicians usually test new laws in this manner by calculator legs. If they get a negative reaction from the public, the budget can be dropped or postponed, while if there is not too much the distance it can proceed. For example, you may ask your counterpart if I give you $4000 in cash for the car and have the money to you in one week, would you be willing to sell the car of that price? Essentially, these simple questions puts the ball in your counterparts court, and the nice part about them is they aren't really offers. They allow you to gain information without making a commitment when you are in the receiving and other trial balloon cushions you may feel compelled to answer. To maintain your edge is just this temptation. Encounter with another question. For example, if someone asked if I give you $4000 in cash for the card and have the money to you in one week, would you be willing to sell me the car of that price? You can respond fell. If I agree, how would that be done? Another Contra tactic in this example to the balloon would be flinching. A second, effective counter could be the response that is not good enough. One more possible thing is to support your position with facts and statistics. The next active is if you were in my shoes. This is where empathize incomes to picture a great question to ask a counter parties. What will you do if you were in my shoes Most of the times the changes the conversation, and it causes them to think how they would handle the situation if the shoes was on the other foot. It seems it's always easy to make statements or judgments when somebody else is asking for something. But when you turn it around, it's not always so. What usually happens when this technique is used is that the target of the tactic has to pause and think whole fish would react if he were in your position. This caution instantly helps in making a great emotional connect and make other person understand where you're coming from. If he pauses for a long time or refuses to answer the questions altogether, then you could say, Well, I'm having the same problem myself Figuring out how to agree on such a deal. You can use aesthetic with close family members and friends as well. It will enable them to think from your perspective, and they would understand your limitations without ruining the relationship. So when to use this tactic, use it when your counterpart ask for something that is totally unreasonable or doesn't make sense to you one ways instead of rejecting your opponent's position, which usually always reinforces it is to direct his attention to the problem of meeting each other's interest. Take whatever he says and real cream it as an attempt to deal with the problem. Asked what would you do if you were in my shoes? And if someone wants you to agree on this, the most effective counter for you, if somebody uses this technique on you, would have been to present facts, and the statistics explain how your position could be justified. Next key tactic is surprised. Never, ever, ever underestimate the barber offset price. This can take several forms. It may be the introduction off new or unexpected information, or it may be a sudden shift in demand. It was not anticipated by the other side. Or it could be changing the makeup of the negotiation team by adding new members or taking some of it or simply replacing some of the existing team members. Its purpose is to destabilize the negotiation and put pressure on the other side to take action. If the surprise is big enough and unexpected enough, the other party Malia, Tina V, that faxes position enhancing yours and your ability to get the negotiation. For example, you went to a store and negotiate for the better price. After you finalize the price, you tell them that you have a coupon which entitles you for 25% further discount. Use this tactic when things have slowed down and both sides are simply repeating their positions without making any problems. Use this tactic, Vice Lee, because you will probably only get you to use it only once the counter is easier, said. Then done. Keep a cool head the act only after evaluating the entire situation. The best reaction is no surprise by 19 and negotiation understanding that the opposition may try to surprise you, you will be able to lean back and assess what's happening. 35. 35 Common Tactics Part 2: agencies. In this lecture, we will talk about the common tactics used in all situations by both parties. The NEST tactic is the reciprocal buy sell A for when there is only one item and both parties seek to have it. And item cannot be divided on, like the spirit and the tools tactic. What for you, Lou? Then adoption is called the Reciprocal by Saleh, for which is a recommendation by one of the professor from Harvard University. In this tactic, one party decision a price for which he or she will either buy or sell the object to the second party. The second party then decides to either bite at that price and pays the first party or sell it to the first party. And consequently they see the full amount of the first party that's giving up the object. Let's see an example to understand this tactic better. In this scenario, two brothers inherited the hose, so they need to decide which one will take the house. Think about how should they divide the house if only one of them can keep it. One of the brothers can asked other to set a price at which he will agree to buy or sell is half share of the hose. And then the first brother will decide if he will buy second, rather share for the price or received that amount from him and lose the host. There are many variations to this tactic. One they can flip a card and we know takes it all receives unfair to me. Second, both parties can big toe ordered, with the highest bidder paying the amount with the other side in compensation for their loss. Third ovulation toe. This tactic is toe. Ask both parties to put a price for the items simultaneously. The highest medal we paid. I've really the two presses to the lowest meter. Lastly, they can also agree to sell the object to with her party and spread the money. Next key tactic is just say no. Sometimes the single most effective technique is to simply just say no. You can use it for almost any offer or any counter off. Admit by your counterpart all that communicates power. But it may cause a vocal before either side, so you must be willing to execute it and try to remember. Sometimes no deal is better than a bad deal, which will end up costing you money in sales. When professional salesmen says no, it actually means maybe that's where they keep on giving you more options after that as well. So I went to use the Notre Tick. This can be your most powerful tool in responding to an unreasonable position or demand for a concession counter tactic toe. The no tactic would be to refuse to accept, offer a counterproposal or even better, ask an open ended question to learn more about why they said no in the first place or you can voke over. The next tactic is called the Red. Here. In technique, this technique comes from fox hunting competitions. Have you ever lost one In case you have, then you will certainly remember that dumb they're hearing means a kind off dried their fish, which has a pungent smell. In fox, hunting hounds are prevented from catching the fox by distinct ing them with a strong scent off red hearing. Similarly, a person can be stopped from proving his point in an argument by distracting him with an element issue. So what is the red hearing in negotiations? Don't worry, I'm not going to make the negotiations spend like a fish at the bargaining table. A red herring means one side brings up a minor point, ah, false statement or even an imaginary issue to distract other side from the main more important issues. Laying a false trail leads people away from areas that you do not for them to see. To do this, the trade must be a sufficient interest, and the other percent misses any clues to the other areas. This is a deceptive technique, and if, like me, you may not be interested in using sous tactic. It's a little tricky, but it's important to be able to quickly identify the red herring when someone else is using it on you. It sounds like this. Before we get started, we have to do it remind team composition and adding members to the team. Sometimes the company shows some interesting but minor problems to the auditors, distracting them from the really serious issues that may be found elsewhere. Some other that had examples could be If you don't suppose this law, then you're against education for Children. If you're not, feed us here with the enemy. If you don't buy this car, you don't care about your family's safety. Another example off red herring would be when have women discovers romantic messages from another women on her husband's mobile phone. And when she confronts him while he says is how come she opens his phone hard to recognize that they're heading. You can recognize the tactic, or at least be cautious when a point that you didn't expect and does the discussion and your negotiation processes bow down with the minor problem and your counterpart insist on settling it before they will even talk about more important issues, Then you're probably dealing with that hearing issues. So when to use daily oring, you can use this tactic when you want to lead people away from areas that you do not want them to see. Areas that you know you will lose if they're exposed. If you want them to waste time made it real long, but with enough interest in clothes to keep them sniffing, you can highlight problems. We stand out not to be a problem. After some examination, be careful to retain credibility, for example, by referencing the trail to the other people. If the other person realizes that it was deliberate. They're hearing they will be very unhappy about this. So either it should be covered carefully or you must be protected from any anger. There are many counter tactics, but at that hearing you can disclose their tactic and suggest setting this issue aside temporarily to work out other details. In my opinion, setting agenda is one of the best tactics you can use here. When the other person lies about an issue, we prepare to be yourself. Show your facts. Time, Otis says, is another Contra tactic. Sometimes the red herring issue could be less it. So investigate with open ended questions and request to tell you Motorboat, there's couple of YouTube videos I would like you to watch. You can find the links to the videos in the simplemente section off this 36. 36 Common Tactics: chances in this lecture, we will talk about the common tactics used in all situations by both parties. This tactic is called silence. Silence is golden. The less you talk, the better you silence when negotiations have hit a critical stage. One of the wisest things that you can do is to keep silent or when your counterpart is a talker. You hear them talk, they will give you valuable information. Generally, you're talkative. Counterpart will give more and bigger concessions because of her silence. The whole game, the 1st 1 who speaks loses seems to be correct. Tested yourself in your conversations on negotiations. Let five seconds to 10 seconds to go by without saying anything and see what happens. After a few seconds of silence, the negotiators who feels the most uncomfortable with the silence will try to fill the gap and most likely make a concession in order to get the other party to speak. So when to use silence Tactic. This is a highly use tactic as it creates our psychological pressure on your opponent. Generally, I highly recommend that whenever you ask a question after each statement, you should stop talking and listen. Don't fill in silence by saying something that will be directly later. You can also use it when the other opponent is attacking or when you want to know more information by listening to a presentation. I learned the power of silence quite by accident during one of my one on one meetings with one of my report is he asked if he could take four weeks off as he had a lot of vacation days that he had to use before the end of the year when he said that my mind went to think Who will do the work in this period when he goes to vacation? During this thinking process, it seems, at my mind, went too far for a viable. When I sort off wake up, I found them placing that two weeks would be enough. It seems I was absent minded for about 20 seconds or so, which looked like an uncomfortable eternity for him. He could standard. His next words were that he called Shortened the vacation he was negotiating with himself, since the tactic is silence. He ended up asking for one week only well, as a side lord, I gave him two weeks, one important thing is how you should practice to be comfortable with silence. I'll tell you an amazing technique, which is so powerful that you will love it. Whenever you're talking with someone over phone, speak for some time and give a long pause, probably five seconds and be comfortable with it. I'm sure the other person will get uncomfortable and often say, Are you still there? But it will hate you. Get comfortable with awkward, long silences. But what if you find yourself negotiating with the person who understands the importance of silence as well as you, rather than wasting time in silence? These state your offer. Don't make suggestions. This man, Where were forces the other person to respond? And more often than not, they rebound with the concession. Other tactics that could be used is bringing another language better. This will force a dialogue when someone new appears on their stage. Second said nothing as well as we said. Sallis is golden, so you two would be quite saying nothing and staring at each other until we're not. You feel most uncomfortable about the situation early. You can disclose this tactic. Fourth, you can break off negotiations and take a break. But the most effective count of these techniques will be asking open intercourse like, If I only can get you one thing. Which one would you prefer? Promotion for the Rays, these cautions, forced the negotiators. Should I look without it? I look. It is difficult to build a relationship. The next tactic is higher Tortilla Tactic. One of the very famous tactics used by Scar Salesman is higher authority. They will work out a deal for you and then run off to a higher authority in their case managers and come back with instructions for an even better deal. Sometimes you can't get negotiation in your favor is altered by working with the counterpart assigned to you, perhaps because the counterpart has decided not to comply with your request or she may not have the authority to fulfill your request. So you have to go to a higher authority to obtain a satisfactory outcome. Marking your higher authority. Sometimes hire 30 tactics are used as blows to get out the other side, both physically and psychologically. Higher authority is to educate tactic. It's always good to have a higher 30 that you have to check with before you can make a decision. Many times I've seen married people to defer to their spouses as the higher authority or their parents. This ensures two things. One. He will have more time to think about the deal and to you will be able to put that more pressure on the other party without leading the confrontation. And, moreover, you will not appear to with someone who is responsible for the pressure. On the other hand, liking the final say in this situation can create a very powerful position for your opponent, since it provides them the opportunity to take a request to someone at the higher thought indignation. So you have to figure out if it's better for you to use a tactic to gain more ground and time in the negotiation or not. But please don't feel shy to use it. I've seen many to be able to just lose gerbils because they feel shy to use the higher court, a tactic it will not mark it down at all. If the end result will be winning the negotiation and get a better deal, if someone played that tactic on you and you do see it as a trick. You can call the other mints bluff and turns the situation with actions such as all I didn't realize that you did not have the authority to make this deal. Everything is off the table now because you might be guilty of bargaining in a bear fit and we don't want to do that. I will tell you what. Get your both down here right now and we will try to sort this out. Otherwise we have to make entirely alternate plans. Another counter tactic is you can say you cannot be see this after all this and you don't have the authority to finalize a deal. But the best way to avoid this trap is qualifying the authority from the beginning of the negotiation. Next tactic is good guy, bad guy. One person takes a tough stand. He makes large demands and ex aggressively. Next to them is a friendly person who say little after a while the burger shirts up and the good guy takes over when the good guy makes demands. They seemed reasonable by comparison. Why not? It seems a pleasure dealing with such a nice person. After being rolled over by that, I mean one. You can't help feeling that the things could have been worse when facing a bad guy. There are a number off good counter moves you can make. Let the bear guide dog. Often his own people will get fed up protest to the higher authority. You can even walk out. You can blame the bad guy in public or use your own bad guy. Predict. Arlene talks that the bad guy will soon take that role. This health. Neutralize him or disclosed the tactic. What if it's played on you? The best defense is a recognition that both the bad guy and your guy out on the same side the boat want to take as much as they can. Don't be hypnotized by the bad guy. The next key tactic is playing the ego. The best way to keep the tactic off if higher authority from being used on you in the first place is to ask her counterpart in the very beginning, whether she is the person who makes the final season or not. If not, then asked to move the negotiation Toby with notices and weaken. This could be a tactic by itself by asking Do you have the power to make this deal happen. Some people feel compelled to say yes for the sole reason that he stalks their ego. People with big ego always believes there always right and like to feel in charge. Use this tactic by asking the other side to describe their authority as clearly as possible . And who else might have to get involved. And if they do, then how long will it take for their approval? A distant players, all stakeholders meself is in the negotiations. It's best for both sides to return mine early in the negotiation. Who will be in world rather than be surprise? Attend often the person you deal with myself as an initiative screen for vendors. Ah, common mistake in this tactic is to assume that this person has no Torti and then you're trying to go around him. Well, he may not be able to say yes, but he can say no. If you have been asked this caution. If you have the authority or not, how will you answer? One counter tactic is to disclose their tactic and assign yourself as the sole responsible in the negotiation, but also the tactic off high authority would work best here, indicating that someone else might have the final say on the agreement. Probably be in your best interest. As we said, the higher total tactic is good to use. In most situations. It's usually vice to get someone else to review any. Do you have working on asking someone else? The view? Your proposed outcome is not a sign of weakness, but as a sign of strength. It shows that your priority is to get the best from this deal, not to let anyone play with your ego. The next tactic is closed cushions. There are many kinds of questions open cautions, closed questions and read 100 questions. Each question is a negotiation tactic by yourself. Let's start with close questions. They expect dancer Toby either yes or no. So when to use closed questions anytime you're trying to win a concession or gainer deal point in the negotiation. Asking a closed end in question is a good idea. Experience Contract negotiator will often use yes or no questions to control the discussion . Closed ended questions are effective because their direct and to the point. In contrast, those questions are not good to ask when the US striving to build a relationship or stimulate our discussion that this had wanted off close caution is that it can backfire if the answer is not what you want for sound like take you deliver statement, However, at least you have to steal the position. The best way to counter the closed cautions tactic is to ask open ended questions in return . For example, if you're buying a card and talking to a car salesman and he says, Well, you add that's put into the car for just $100 you say no And he again asked. I guess you will agree to extend the warranty to make it three years instead of just one for next up $500 you don't see. That would be interesting if I could get dead rest proofing and three years 20 $1400. This is an example of a close ended question where the answer could have either be yes or no. As a contra tactic, it is critical for the salesman to counter that he under figure it a salesman, agrees to the initial offering concealed extended warranty and that's proofing offer for 300 the buyer may walk away wondering if she could have offered only 200 insert three under . He can use an open ended questions such as Can you tell me more about your budget? The next tactic is the trial balloon. A special kind of clothes cushion is trial balance tactic. 12. Balance our questions designed to access your negotiation counterparts position without giving any clues about your plans. It's called that way because of the balance lasts. Not too much has been lost, but usually it comes safely to dark again. Politicians usually test new laws in this manner by calculator legs. If they get a negative reaction from the public, the budget can be dropped or postponed, while if there is not too much the distance it can proceed. For example, you may ask your counterpart if I give you $4000 in cash for the car and have the money to you in one week, would you be willing to sell the car of that price? Essentially, these simple questions puts the ball in. Your counterparts called, and the nice part about them is they aren't really offers. They allow you to gain information without making a commitment when you are in the receiving and other trial balloon cushions you may feel compelled to answer. To maintain your edge is just this temptation. Encounter with another question. For example, if someone asked if I give you $4000 in cash for the card and have the money to you in one week, would you be willing to sell me the car of that price? You can respond fell. If I agree, how would that be done? Another Contra tactic in this example to the balloon would be flinching. A second, effective counter could be the response that is not good enough. One more possible thing is to support your position with facts and statistics. The next active is if you were in my shoes. This is where empathize incomes to picture a great question to ask a counter parties. What will you do if you were in my shoes Most of the times the changes the conversation, and it causes them to think how they would handle the situation if the shoes was on the other foot. It seems it's always easy to make statements or judgments when somebody else is asking for something. But when you turn it around, it's not always so. What usually happens when this technique is used is that the target of the tactic has to pause and think whole fish would react if he were in your position. This caution instantly helps in making a great emotional connect and make other person understand where you're coming from. If he pauses for a long time or refuses to answer the questions altogether, then you could say, Well, I'm having the same problem myself Figuring out how to agree on such a deal. You can use aesthetic with close family members and friends as well. It will enable them to think from your perspective, and they would understand your limitations without ruining the relationship. So when to use this tactic, use it when your counterpart ask for something that is totally unreasonable or doesn't make sense to you one ways instead of rejecting your opponent's position, which usually always reinforces it is to direct his attention to the problem of meeting each other's interest. Take whatever he says and real cream it as an attempt to deal with the problem. Asked what would you do if you were in my shoes? And if someone wants you to agree on this, the most effective counter for you, if somebody uses this technique on you, would have been to present facts, and the statistics explain how your position could be justified. Next key tactic is surprised. Never, ever, ever underestimate the barber offset price. This can take several forms. It may be the introduction off new or unexpected information, or it may be a sudden shift in demand. It was not anticipated by the other side. Or it could be changing the makeup of the negotiation team by adding new members or taking some of it or simply replacing some of the existing team members. Its purpose is to destabilize the negotiation and put pressure on the other side to take action. If the surprise is big enough and unexpected enough, the other party Malia, Tina V, that faxes position enhancing yours and your ability to get the negotiation. For example, you went to a store and negotiate for the better price. After you finalize the price, you tell them that you have a coupon which entitles you for 25% further discount. Use this tactic when things have slowed down and both sides are simply rebuilding their positions without making any problems. Use this tactic, Vice Lee, because you will probably only get you to use it only once the counter is easier, said. Then done. Keep a cool head the act only after evaluating the entire situation. The best reaction is no surprise by 19 and negotiation understanding that the opposition may try to surprise you, you will be able to lean back and assess what's happening. The nest tactic is the reciprocal by cell offer, when there is only one item and both parties seek to have it. And item cannot be divided on, like the spirit and the tools tactic. What for you, Lou? Then adoption is called the Reciprocal by Cell offer, which is a recommendation by one of the professor from Harvard University. In this tactic, one party decision a price for which he or she will either buy or sell the object to the second party. The second party then decides to either bite at that price and pays the first party or sell it to the first party, and consequently they see the full amount of the first party that's giving up the object let's see an example to understand this tactic better. In this scenario, two brothers inherited the hose, so they need to decide which one will take the house. Think about how should they divide the house if only one of them can keep it. One of the brothers can asked other to set a price at which he will agree to buy or sell is half share of the house. And then the first brother will decide if he will buy Second, rather share for the price or received that amount from him and lose the host. There are many variations to this tactic. One they can flip a card and we know takes it all receives unfair to me. Second, both parties can big toe ordered, with the highest bidder paying the amount with the other side in compensation for their loss. Third Ave. Shinto. This tactic is toe ask. Both parties toe put a price for the items simultaneously. The highest middle will pay that I've read of the two presses to the lowest meter. Lastly, they can also agree to sell the object to with her party and spread the money. Next key tactic is just say no. Sometimes the single most effective technique is to simply just say no. You can use it for almost any offer or any counter off. Admit by your counterpart all that communicates power. But it may cause a vocal before either side, so you must be willing to execute it and try to remember. Sometimes no deal is better than a bad deal, which will end up costing you money in sales. When professional salesmen says no, it actually means maybe that's where they keep on giving you more options after that as well. So I went to use the North Arctic. This can be your most powerful tool in responding to an unreasonable position or demand for a concession counter tactic to the no tactic would be to refuse to accept, offer a counterproposal or even better, ask an open ended question to learn more about why they said no in the first place. Or you can voke over. The next tactic is called the Red. Here. In technique, this technique comes from fox hunting competitions. Have you ever lost one In case you have, then you will certainly remember that dumb they're hearing means a kind off dried their fish, which has a pungent smell. In fox, hunting hounds are prevented from catching the fox by distinct ing them with a strong scent off red hearing. Similarly, a person can be stopped from proving his point in an argument by distracting him with an element issue. So what is the red hearing in negotiations? Don't worry. I'm not going to make the negotiations spend like a fish at the bargaining table. A red herring means one side brings up in minor point ah, false statement or even an imaginary issue to distract other side from the main, more important issues. Laying a false trail leads people away from media's that you do not for them to see. To do this, the trade must be a sufficient interest, and the other person, Mrs any clues to the other areas. This is a deceptive technique, and if, like me, you may not be interested in using sous tactic. It's a little tricky, but it's important to be able to quickly identify the red herring when someone else is using it on you. It sounds like this. Before we get started, we have to determine team composition and adding members to the team. Sometimes the company shows some interesting but minor problems to the auditors, distracting them from the really serious issues that may be found elsewhere. Some other that had examples could be. If you don't suppose this law, then you're against education for Children. If you're not, feed us here with enemy. If you don't buy this car, you don't care about your family's safety. Another example off red herring would be when have women discovers romantic messages from another women on her husband's mobile phone. And when she confronts him while he says is how come she opens his phone hard to recognize that they're heading. You can recognize the tactic, or at least be cautious when a point that you didn't expect and does the discussion and your negotiation processes bowed down with the minor problem and your counterpart insist on settling it before they will even talk about more important missions. Then you're probably dealing with that hearing issues, so when to use daily oring, you can use this tactic when you want to lead people away from areas that you do not want them to see, areas that you know you really lose if they're exposed. If you warned them to waste time, make that real long. But with enough interest in clothes to keep them sniffing you can highlight problems with turned out not to be a problem. After some examination, be careful to retain credibility, for example, by referencing the trail to the other people. If the other person realizes that it was deliberate, they're hearing they will be very unhappy about this. So either it should be covered carefully. Or you must be protected from any anger. There are many counter tactics to the dead hearing. You can disclose their tactic and suggest setting this issue aside temporarily to work out other details. In my opinion, setting agenda is one of the best tactics you can use here. When the other person lies about an issue, we prepared to be yourself. Show your facts. Time, Otis says, is another Contra tactic. Sometimes the red herring issue could be legend, so investigate with open ended questions and request to tell you motorboat, there's couple of YouTube videos I would like you to watch. You can find the links to the videos in the simplemente section off this 37. 37 Introduction: sexual. Now we come to the trading part of the negotiation. Each party gives up their low priority trusts in exchange for getting their high parity interests. A lot of people think negotiating is trading, but actually, once you get to the trading face you bought open, you have just got toe. Get to an agreement and it's fairly predictable that you're going to end up somewhere in the middle. So there is not too much to worry about in this face there just a couple off, quite important things that you must remember to do when you trade, and I'm going to talk you through those. 38. 38 Actual Meaning of WinWin Negotiation: in this section. Now, before we get to the tactics off training, I just want to discuss why training is actually really important. Training allows you to get a win win solution. People talk a lot about women negotiating and we'll lose negotiating. And I think often people don't really understand what winning means. Suppose I managed to get you down in price by $50 is dead of in one negotiation. Well, you could argue it is because you're still happy to sell it for that, and you're probably still making a huge profit out of me, and I am obviously happy to buy it for the price I have got it for. So you could agree. We have bought one, and I could call it a win win sale. And in fact, the sale wouldn't happen if it wasn't beneficial for both off us. If I weren't making a profit, or if it wasn't good value for me to buy, why would I buy it? So I think it's obvious that it's of invincible. But was it off win win negotiations? The answer is no, it wasn't. It was will lose. I want $50 you lost $50. So our state never station on Price is never going to be win win. It's always going to be win lose. It's known as a zero sum game in game theory. So what is a win win negotiation? The answer is it is a negotiation that has strayed levels. So if you said to me, if you gave us a cheaper price, we book you for 10 training courses instead of one, and I would give you a cheaper place. That's women because you get a cheaper price and I got bookings further head, and that would be win win. And by the way, either person can propose it read. So I could say, If you book me for that ahead, I will give you a cheaper price. So whoever proposes it does not matter. Either party can propose a villain trade, but the point is that when it will be a win win deposition and when it will be not, remember, the only way you can get a win win negotiation is by introducing Terrible's. And that's why back in the profession face, I would say it's so important to get a nice long list of tradable that you can then play like a pack off cards once you're in the trading face. For example, if you're selling a card and the buyer says the price is out of his budget, rather than addressing the price on negotiating only or the price you can explore other options. You can give him option off leasing the car for two years and then provide him the bio probe reason so he can purchase it at the end of the lease. Also, you can ask him, What about his budget? Tell him that these operating costs, such as oil change and regular checkups, which are also part of his expense you can then negotiate for the bundle offer for, say, two year warranty and free oil change if he pays full price. When you recognize there's something can be negotiated, you must advise other party off your intentions to negotiate. Once you've suggested that you see the situation as something to be negotiated, the other party will realize that you intend to negotiate and assess the situation. You might need to follow with a statement that clarifies your desire for the settlement. But in the case that you are flexible and you do intend negotiate, you can use one or more. The tactics presented in the 39. 39 Practical Tips to become a master in Trading: course. So how do you actually trade? The answer is you must use the face if you then I This applies absolutely two home and work negotiations. All negotiations are the same. If you then I at work, you might say, if you then we for example, if you could pay eight in at once, then we could deliver it quicker or something like that. The reason why you must use the wording is that it's week. Otherwise, if you just say, is there any chance off you doing something? So suppose I said to somebody If you booed me several times, then I could do a cheaper price. That's much stronger than just how about if I give you a cheaper place? Because what I'm saying is, if you book me several times, it makes it possible for me to get a cheaper price because I have only got to get you up. Once on my system, I have got to do only one invoice or whatever. Whatever the reason, start If you bought me regularly, then it would make sense to give you a cheaper praise. Similarly, if you're proposing that read, and if you said if you give us a cheaper price, then it will make us possible for us to book you several times. So if you do this for us, then we can do it for you always used that wording. It's much stronger. And of course, if they won't concede, then they can't have the benefit you're offering them. So they have to concede first, always if you then I. The other point about this is to hide verse valuable. So if you have got a tradable, that is something that you really want. Suppose you are displayed together. Quicker delivery. Let's say you have to have that in two weeks. Don't say to them that I must have good delivery because they're going to say who you will have to pay for that. So for crude delivery, you want to just casually say half it without acquisition. By the way, when can we have it? And if they say you can have it quite quickly within two weeks, just a perfect tanks. And similarly, if there's a credible you're not too bothered about, don't say I'm not to bother about that because they will tell that out. If you're getting a book printed and you say we're not to border about the cover design or whatever. They will just say Great. Then we won't spend any money on that. But what you need to do is, you know, to say, Oh, the cover design is incredibly important. And then later on, when you talk over the price and they may say, Well, you know, the cover is quite expensive. You could say, Well, we could reluctantly led the cover Go if you got quite a bit of money off. So the things you're not bother about you should imply that they are really important in the starting so that you can try and get quite a big concession for letting those go. Don't just give them away. What if you're not bothered about when you get it? Just don't say we're not bother about when we get it. Instead, say, well, we really want to do it quickly, but I suppose if you gave us a great price, we were reluctantly wait a few more weeks for it. So if you don't care about something, don't tell him that, in fact imply that it's important. So there's a weird game off valuing off tradable and then off course, you take them away by going. If you then 40. 40 Small Steps: men learns from sticks, and it's your time to learn now. The other rule when you're trading is a very simple rule, but only enough in my experience during all play negotiating exercise on the training courses that I don't This is the biggest mistake people make. They give a bit too much. My rule is to move in small steps, and it's amazing how much they concede. So they started with an opening offer. Let's say 4800 and the person who is playing the buyer says, Well, you have to do better than that and the seller goes, Well, how about 4000? And I'm thinking, No, you've just given us $800. How can you just give away nearly 1/4 of the place just like that? Instead, they should say I could come down from 4800 to 4700 but no, they gave away $800. So moving small steps a very simple and it's easy to do in your life. And the reason why moving in small steps is particularly important is partly because you're giving away less money, of course, but also you're implying that you're very nearly your limit. So if I go from 4800 to 4000 I'm telling you, I'm probably going to go toe 2000. But if I go from 4800 to 4700 I'm implying I'm only going to go down to 406 100. So I'm sending a signal. That day is not much as still to go. Is it toward reason why small steps are good? Actually, which is that if you're trading east time as well, which you should be, she should say If you do this for me, I will come down to 4007 under or if I don't have to provide this for you, I will come down to 4600 If I get something back for it every time I could. By the time I've got down to 4000 I will had about 83 tables from you. So there's so much better than just don't bring to 4000 not getting anything in return. If I'm making quite small steps in getting a decent to enable back, I could actually beginning money. So if I say to you If you're booking me for several times, I will come down a little bit in price. I'm actually making more money, more profit overall, So small steps with a credible every time has to be the way to go. So that's an easy route. Onley moving small steps as an example, I have seen many times whenever I go to the market and I ask the sellers, that's too much, you need to do better than that and they immediately reduced the price by water or so and that is completely wrong to do. If they would have produced in small steps, I would have got a signal that they may be near to their limit, and in that case they may be able to sell me in a much higher price. 41. 41 Introduction: So finally, we had come to the closing phase of the negotiation. It's pretty much finished, but you do have to be a little bit careful again. If you're not careful, you can let it all slip away at the final stage. You're soaking to get that deal and to finally get it. Neil, you're not giving away a few things. And if you're not careful, all of your profit can sleep a bit. Remember that most companies only make five or 10% profit social negotiating a big sale, and you let 10% sleepover at then That could be all of your profit margin gone. So there are a few things to look out for during the closing faith, and that's what I'm going to tell you about in this section. 42. 42 Don't squeeze them: don't let them squeeze you. There's a commonly used face in negotiations, which is final offer. People say that's my final offer and if you say that's my final offer, it's either too. All it isn't now if it is not true and then they say, Well, I can't afford it and you have to come down in price a bit more or is your buying and you say That's my final offer and then they say, Well, I can't go down to that and you go up a little bit more. What you're now saying is, every time I say That's my final offer, it is not so. It's not a 1,000,000,000 face to use now who seed and extruded so final offer. Then there's a bit more powerful. But the problem is, next time they negotiate with you, they're just going to push you and push you and push you until you finally say the magic words. That's my final offer, and they're going to know under you say it. They can just keep pushing you. So it's not a great phrase to use. It gives away too much information. I would definitely avoid using it. Secondly, I would definitely award saying to the other person, Is that your final offer? Because if you say that to somebody, what are they going to say? They have to say yes, you cannot expect that person to say Oh, no, my friend, it just attempt radio for I'm just trying it on. But off course I'm prepared to give you more. If someone says that, please introduce him or her to me, they have to say Yes. So basically, you have dug a hole for them to standing. They now cannot move, and hence you're not going to get any more money off. So never asked them, Is that your final offer and try toe overheard saying to them, That's my final offer. In addition, your position meetings. We see this in a lot of negotiations where the beginning of the negotiation something may seem completely unreasonable, whereas towards the end of the negotiation, where everyone's kind of worn down, these positions may change a bit and it might not seem as unreasonable as a dead in the beginning. But maybe we uncovered some things along the way that made that position where we feel like we're comfortable changing, so we never want to get 43. 43 How to handle commonly used phrase “Let’s split the Difference”: ultimatum. Now, another phrase there's commonly used in negotiations in the final stages is spread the difference. And again, I would suggest that you don't use the cessation to split the difference. And I will explain why What is split the difference when you're buying something and suppose you have got them down to $100 you're offering them 90. You really don't want to pay 100? Although you probably called and suppose they say I can't go down to 90 and you're saying, Well, you know, you go down from 100. Suppose they say All right, how about we spend the difference? 95 Think about what are the same really? They're really saying when they suggest spitting. The difference is that they have already given up there basically saying, I'm prepared to come down to 90. But, you know, I'm just going to have one more try and get 95 out off you when they say split the difference in 95. What you should say is, I really can't you know, my boss were killed me or I really wouldn't be making any profit, or it just wouldn't be worth for 95 or simply I can't afford 95 whatever. So you have got to say it's going to be 90 and they will then go to 19 because their offer off 95 was really just the last we will attempt. So when they say speed difference off 95 they're actually saying I have already given up, and all you have to do is just say I really can't go beyond 90. I'm afraid. And then they will just go on 90 now. Very occasionally. This may not work, and they will go. Well, you know, I really can't go over the 95. I'm afraid There set. The whole deal is off. Now. They're very unlikely to walk away from the whole deal over just $5. But suppose they do suppose it really is the limit. And they say, Well, the whole deal is off kind of thing. Your fall back position is to split the difference off the difference. So you say, Well, let me think 95. I just can't. I just can't go to 95. It really got to be 90. But how about I could go to 92 so you could offer to split the difference off the difference. If you have toe now, you may be thinking all that petty over $2. But imagine if we were negotiating the price per item and they're going to be buying thousands. Or maybe is the our leader and you're going to have a whole lot of people walking for months. You know, a few pennies can add up, and if your profit margin is 5% you know it can just be wiped out by something like this. So this is important. So the rule is therefore, if they offered us spread the difference, said no. I just can't and wait for them to say already in. And if they threaten to walk away, then say, Well, hang on. It's mad to fail to gather, deal so close. How about we go half way between where I am and where you're offering? Because it's just another offer? Were they offer a split the difference play. So that's a fall back position to split the difference off the 44. 44 Split and choose tactic: France. There's another situation when the object cannot be easily divided. If the situation is this split and choose tactic is used, one person is giving their task off, dividing the objects into two parts. The second person that chooses, which will get two parts they will receive, with the remaining part going to the person who did the dividing in the first place. Realizing the potential of getting the smaller portion divider off course is usually careful about dividing the object into two equal parts. Let's see an example of such a situation where two brothers inherited the stores in the mall, they wanted to divide the number of stores into two separate packages. But they're not sure how to do it, even though they had a recent valuation that values each other stores as 1/2 a $1,000,000. But in actual, the five stores in the front are considerably more valuable than the other five stores at the back. The problem was that one of them will get three different stores, and the other will get only two friends stores where some of the back stores are better furnished than others, which make them more desirable. So one brother told other. I propose that you divide the 10 stores into two packages that you believe are about equally desirable, one part with different stores and the other with two friends stores. The remaining back stores should be distributed between the two packages to make each package as equal in value as possible. Then I will choose Respect it, I want the other brother agreed, and came up with one package with two friends stores and four other back stores, and the second package, with two different stores in the front and one other back store, the other person to the package with the two friends stores. So as you have seen, this is a very powerful technique which works all the time in case it is not easy to divide the things in. 45. 45 The Nibble: caution Now, something quite important that happens at the end of the negotiation is the nipple. Actually, I want to mention to example of neighbors. The 1st 1 was when I was buying a so far and I got them to come down. Are bitten place. We sort off agreed the price. And then they said, By the way, do you want feed for that? I said, Very, Yeah, it's going to have the feet And they said, Well, there's another $50 for the food I said for doing mean it surely comes with the food. They said No, no, Frida extra. Some people don't want food, and it actually showed in the tiny small print under the praise. Something about it does not include feed or something like that. So I took pay the extra $50 it was really annoying because I wasn't expecting that. So I go toe to toe a word. Extras coming in there that is nipple when they suddenly bring in an extra that you weren't expecting is about halfway through the negotiation you say to them. Are there any extras I need to know about? Because if I would have said that they would have, said Julia. There's these feet and then I could have said, Look, if you throw in a feet, I would like you to this place and I could have got the feet But it was a fact that I wasn't expecting it, and they put it in after we had agreed having send it. I think nimble is dishonest because I don't think you should do it. But I think you need to look out for it. And the way to avoid it is to do that caution that is, say to them, Are there any extras I need to know about? The nimble generally happens in the real estate deals when you're selling or buying houses . Let's suppose you're buying a house and you agreed the price for the house and the seller said, By the way, we're going to take the three from the front because it has got sentimental value for us. It's a very pleasant You don't mind, do you? It's very tempting to think No, I don't mind because it is no big deal and I have got a bargain on the homes. But hang on a minute. They have just taken a tree That's worth let's say, $70 after you agreed the price of the house. So what? You sure seem to them. Well, actually, that's one of the things I really like about the house. And I'm going to replace that for $70. So you just reduce the value of the house by $70 by adding in this. But I tell you what, why don't you just give me the $70 now for the tree? Or I will tell you what I will just take the Santa dollars off the price because it's nothing really has it. You're playing the same going back to them. But don't let them just take some $2 off you. You have to be very careful just because you're really delighted with the deal. Don't let them said militate some extra at the closing moments. Noble is dishonest, and you shouldn't let them get away 46. 46 The Quivering Pen: with it, the quivering then. Now there's a Virginia nipple called the quivering pen. It's certainly different. The difference is that you do it before you shake the hands on the days that is before their daily signed rather than after. In that sense, I don't think it's dishonest. I think it's dodgy but not dishonest. The Nepalese after you have agreed everything, they suddenly say, Oh, by the way, you know there's an extra prevailing pen is supposed I was buying something and I was going to use the quivering pen technique. I have my pen, really? And just as I'm about to sign, I would say, Oh, you know, you will throw in some free CDs with the WiFi system. Want you Thanks. Or you don't mind if I take that tree from the front? Do you? You know the sign. So it's before you say. And of course, they're desperate for you to sign. So as the pen quivers just about the paper, your cheek ingley take one more thing. They're bountiful. Yeah, all right, So that's the good thing, then. Personally, I think it's dodgy and I don't often use it, but again, you need to look out for it. And if somebody does it to you, you do have the option of saying Well, actually, no, I'm not happy about that tree there. $70. That is because remember, the other person is just asking as you are to sign. So you know, remember, their bigness is remember, it's a great deal. And remember, they're probably laughing at you. So don't let the covering can allow you to suddenly lose all your profit margin at the last minute. Be careful. It's cheeky, it's naughty and you do have a right to say. 47. 47 Very important Should You Ever Walk Away: No, do it now. Something that can happen. Writer Dan, is that you get stuck. So you're offering to pay up to 90 and they have come down to 100. Let's see. But they won't come down any further to you. And you just can't go up 200 Should you walk of it, I suppose the simple answer is, if you're limited 90 and they won't come down to your limit, then yes, you should vocally don't even think about it. Remember, Rule number one stick to your limit if your limit is actually 150 you have managed to get down to 100. So you're delighted, really? But you're trying to get him down to 90. They just won't come down that last week they crumble and just go. All right, I'll pay the 100 so folk away or crumble depending on whether you're within your limit. So they're simple, but the only thing I want to add to that is trying trading. If you can't get them to move, then you have always got trading as an option. And, you know, maybe by introducing something as that you can offer them or that will make the deal different. You can get a deal and, you know, in my example of 90 and 100 we were nearly there. But what if it's at the start of the neck position? What if they want 100 grand for the house and you can only afford 90 now, if nineties your vocal point walk away? If 100 is a walker point, that is. You're prepared to pay the asking price, but you're trying for 90. You can always Trumbull, But before you crumble, try some traits, such as How about if we did this or that, That is, if we can put an extreme to the deal to make it possible for them to come down to 90. So think about your Tolliver's first and then either crumble or broke away. What are We should only be used when you know you have a good alternative to what is on the table, and you believe that the other party will think that you are really serious about quitting for good local. We can also be used when the other side engages in personal attacks or emotion explosions. If someone walks out on you, then it's good to disclose a tactic and call the bluff with humor. You can also change the other party and try to get him back. Or you can offer an easy concession to bring them back. Another counter tactic is to call for a big already says so that both off you can reason. 48. 48 How to Practice: things out now, finally, I just want to say you must practice this, and ideally, within a few days of viewing this course, you should go out and try some of this stuff. There's no point in merely this thing to me. You should go out and experiment off course. You don't have to see this course only ones. And I recommend watching it at least twice, because if we see things more than once, they go into our long term memory. However, many times you've was the course, you don't need to go out and actually do some of this stuff for most off us. No shooting us salary or financing. The card is something we do once every few years. And for many off you, it may be the only thing that you notice that your negotiating for. But here's the thing. Once you have made a request to someone or someone has made a request off you, everything else that follows is negotiation. The place that time we're too. We're all points of negotiation. Once you realize that you are in fact always negotiating, you can begin to see that there are many opportunities all around you all the time to improve and master your own skills as a negotiator, consider scheduling our time each week to practice. In this case, practice really does make you perfect. You regain confidence and experience with every second you invest in getting better. Maybe you have a friend who also get better toe and you can practice together. Saving a dollar might help you say thousands leader, and the first time you negotiate, it might be a bit scary the first time it might not go very well. You know you might happen toe come up against some person who really, really doesn't want to come down at all in place. Or if the 1st 1 does not work, don't give up and just don't think, Oh, it doesn't work or I'm not good in negotiations. You might just have been unlucky. Tried few times. I've got some suggestions on places where you can practice, say, at ER cells, swept meats and other law disk and high speed dealmaking opportunities. The sellers at these venues are mostly cool, and the whole affair is most usually low pressure. The items are fun. Just go to a gas it and you know if you find anything that your fancy that is the flinch and say, How much is it? Oh, it can't be dead expensive. You know, I will give you 20 going for an outrageous opening off a leg dead and then practice small steps. I could maybe go to 22 maybe 25 just see what happens. Just play with them, just mess around. Even if it's something you don't particularly want. Maybe this sort off big ashtray shaped like a dolphin, and you think it's horrible or whatever. Don't make them an offer and go Wow, I could pay that much for this doesn't mean you will end up by industry, but see what happens next. It's a good practice, so actually, negotiating over things you don't phone is quite a good practice. Sometimes I go into bicycle shops and just have a look at what the latest mountain bikes are like. I'm not intending to buy one, and sometimes I get has sell by the shop assistant. I don't like being hassled the name, you know, squeezing the tires and it's kind of a personal moment and I don't want some guy toe hassle me. I just love it when I'm left alone to look at the bike. And so what I do to punish them for hustling me? I negotiate with them, so I say, This is nice, isn't it? How much is it again? And they go $700 I go, you know, that's too much. It was a bit cheaper, I think. Can you reduce it at all? And they go, We could probably take $50 off and I just play with them. I just lost them to reduce the price. Bit by bit, I get them to come down as much as they can. Sometimes they come down by hundreds of patrons and then when they don't know steam and they have come down as low as they can possibly go. I didn't say, well, thanks very much and I'm going to go and think about it all. I need to check with my wife or whatever and I live and it's fascinating because I have practice my techniques. But also I have learned how low they're prepared to get on that bike. So when I do really want to get a bike, I know a lot more about how low they're prepared to go. So practice on something you don't want. But be careful North actually buy it so something you don't really want is the better choice. Similarly, with things you can't afford, let's suppose you go past the window, the bike show and is a dream bike you love and its $700. And suppose you can only afford 400. And what you would probably do is normally walk past the shop and think it's a pity I can't afford that bike. But why not just going and say I was looking at that bike in the window? And I know it's a bit off long, short, you know, But I just thought I would ask because I can't afford it. But if you could bring the place down, then maybe I could afford it and just see what they say. You have got nothing to lose because you're going to walk past anyway, so why not just give it a try and you don't know? You might manage to get it so something that you do want but counter for it's a good chance to ever practice my final time when I think it's a good idea to practice. Negotiating is when something is cheaper somewhere else. So I suppose you're shopping around and you see the praise of something, and then in the next shop it's more expensive, then that's a classic time when you should negotiate. And by the way, I don't think you should take the easy option and say it's cheaper down the road because you need to practice being able to negotiate when it's not cheaper down the road. So what you do is you should say to them, I'm interested in that, but it's a bit expensive for me. Could you reduce it and just see what they say and try to get him to come down and off course, you have got the really strong back up because you know you can go next door and bite, so you got nothing to lose, have you and see if you can get them to come lower than the one next door. Now, if we have been weak and told them it was cheaper next door, they were asked how much you tell them and then you're never going to get your cheaper than that, but you don't tell them with cheaper somewhere else, you might get it cheaper than dead if you never shared with them. So although personally, I think what I would do is I would get them as low as possible. And then I will say, I'm going to think about it and I would go back to the first place because I feel to buy it from them as they were cheaper orginally. So I think I would dancinto them. Look, the guy down the road is selling cheaper than you, but if you will come down a bit, I will buy from you because I think I at least or them that option. But I don't think there's anything un principled about doing there. So if it's cheaper somewhere else, actual switch on your negotiation light. So there are some ideas off places where you can practice, and you absolutely must give this a go because it will work better than you would ever believe, because the great thing is that the rest of the world don't know any of this stuff, and it's amazing how Bill it goes. Try it and you will see 49. 49 Can you Prove a Blue pen to be a Red pen: This is one of the most important and industry lecture. I'm sure you have seen the movie from Jim Kelly, where he tries to lie and prove the pen Toby off red color. So one of the most important skills to become better negotiator is to craft better and compelling arguments you should prepare. Arguments were seemingly impossible things such as proving a blue pen, Toby a weapon to friend. Just find a couple of her friends who are interested in crafting very good arguments and give each one of them a different argument. And then you all can practice different things, proving different things and, you know, doing a debate in which you need to take both sides and graft compelling arguments in which he said, you think is the winning side playing it multiple times with same or different things with different type of people, with enable you to make your point more compelling instantaneously. It will help you improve your preparation skills, and it will help you to craft better and compelling arguments in whatever situation you are in a much faster 50. 50 When Your 'Negotiating Light' Should Switch On: Turkey. Now, finally, I just want to tell you about a couple of times when you're negotiating, light should switch on. And the 1st 1 is when they make you know, for and almost straightaway, they say, Oh, would you like some money off? That is You're just looking at something they say, Oh, it's really nice. And tell you what, I can give you a discount on dirt if you bite right now, there should switch on your light because you're thinking they're obviously keen to sell it . So you should immediately think, Well, I want more than 10% off if they are for you. 10 You should ask for at least 20 haven't you? So that's the first time. The second time you should switch on the negotiating light is when you have got a complaint . Any time you have got a complaint, what we normally do is we either just live with it or we complain. We sent a letter in or we go and talk at the reception desk and they go with very sorry apologies. You don't get anything back if you complain. What you should do instead of complaining is negotiate and ask for something in return. So if you're holding room isn't clean, don't just live with it or complain about it. But tell them I want to move to another room. And because of the hassle of moving, I want to move to a better room because it doesn't cause them except to move you to a better room. So why not getting upgrade? Why you can I will tell you are fal incident, which happened with my brother. My brother bought a book from a library, and when he was reading the book, he found that there were multiple pages missing from the book. He immediately called the library and ask them Why are the pages missing? They told over. We are very sorry we can get you a new book, he said. It's not about the book. Tell me what I going to do about it. And they said, that is therefore happened before. We're terribly sorry. Could we offer you $1000 gift card that you can use to purchase and in your books? And my brother said, Yeah, that is fine. So for $100 book, he got $1000 gift card for buying new books. So does really sell your story, isn't it? But the point about is is your strong when you got a complaint? I mean, he could have posted it on the intended stating about the missing pages. So the point is you are in a strong position when you got a complaint, and that should switch on your negotiating late and should immediately make you think, right? What can I get in exchange for this? So the other two times when we should negotiate when they make you an easy offer and when you have got a complaint?