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Some of the most pathetic folks are those who are in love with people who don’t love them back.If we’re honest and we think back to our school days, all of us can recall being rebuffed at least once by the objects of our obsessions.It’s no fun, especially as we watch nonchalant men and women line-up date after date with the most desirable people.It’s not fair!We’re trying so hard and getting nothing while they’re not trying at all and they’re getting everything!Exactly, and this is one of the essential truths about negotiating, whether it is for affection or for jobs, perks, or for the best contractual terms.Above all, repeat this to yourself the second you start to REALLY NEED a specific outcome:“He or she, who wants the deal more, loses!”I had just bought a great pair of crocodile cowboy boots on the famous Sunset Strip and I couldn’t have been happier with them, though they cost me many greenbacks.A day or two later, as I was driving on Beverly Boulevard, I saw a “Cowboy Boots Sale!” sign leaning against what can only be called a shack. Surrounded by chic designer stores, this wart was particularly conspicuous.I had to stop, just out of curiosity. Imagine how shocked I was when I saw a great collection of boots, including one of the styles I declined, but still wanted, when I bought my crocs.The proprietor was decked out in cowboy gear, turquoise rings, and was watching a dusty TV.I did my best John Wayne impression as I said, “Howdy,” and he smiled. To make a long story short, I walked out with three more sets of boots, for which I paid a mere fraction of their value. And I’m really happy with them and wear them every day I can.How did I do so well?He wanted to sell them much more than I needed to buy them. I showed him my new pair of crocs, he realized I’m a true buyer, that I didn’t really need what he had, and so when I offered a laughingly small amount, he countered with a deal that was far better than I had ever hoped, and my results just improved from there.In negotiations, the best thing is to not need the deal.But if you do, by all means, don’t show it!
Article Source: http://www.new.citynewslive.com
Best-selling author of 12 books and more than 1,000 articles, Dr. Gary S. Goodman is considered "The Gold Standard" in negotiation, sales development, customer service, and telephone effectiveness. Top-rated as a speaker, seminar leader, and consultant, his clients extend across the globe and the organizational spectrum, from the Fortune 1000 to small businesses. He can be reached at: gary@customersatisfaction.com.
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