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00:02, 00:11
Hi I'm Bob Parsons. Here with Leeann. *whistles* Welcome to episode 31 of my video blog. 00:11.5, 00:24 To succeed in business and in life, you have to learn to compromise from time to time. The trick is to compromise without losing what you absolutely need to accomplish your goals. 00:24, 00:34 And the key to that is all in the negotiating. Here's how to negotiate with businesses, vendors, partners, anyone, and get what you want. 00:39.5, 00:44 Know exactly what you want when you sit down to negotiate. 00:44.5, 01:00 Before you start any negotiations, you need to have a clear picture of what you want and what you're willing to let go. Failure to do this will almost certainly result in bad decisions during the negotiations. 01:02.5, 01:05 Eliminate disadvantages. 01:06, 01:12 Here's some disadvantages you can avoid just by planning a little and making the right moves. 01:12.5, 01:18 First, don't back yourself into a corner by starting negotiations too late. 01:18, 01:26 If you need to get a deal done in pretty short order, the other side more often than not, will use that to their advantage. 01:26, 01:41 Number two. Don't beat around the bush. Be as direct as possible in telling the other side what you want. If you leave what you want to their imagination, I assure you you'll wind up on the short end of the stick. 01:43, 01:56 Number three. If you're not dealing with the decision maker, have someone, an employee perhaps who is not a decision maker, negotiate on your behalf. This helps keep the playing field even. 01:57, 02:00 Don't be shy. 02:02.5, 02:21 Never be embarrassed to negotiate. Often people new to negotiation feel it's awkward to ask for a lower price or better terms. I assure you that anyone trying to sell you anything will be happy to consider a better price, or great terms to help close the deal with you. 02:21, 02:28 "Well that's just the factory price. That ain't our real price. That ain't it either, that's our regular price. Our real price looks something like this." 02:28.5, 02:50 The worst they can ever say to you is no. But more often than not, the answer will be yes. Also, every now and then, you'll find it's easy to quickly get what you want. When this happens, don't hesitate to ask for something else. Something more. It's always good to ask for a better deal. 02:50, 02:54 When you're talking, you're not listening. 02:54, 03:01 In my experience, those who talk too much during the negotiation process are usually the ones who lose. 03:01.5, 03:06 *talking quickly* 03:06.5, 03:14 The reason is, they don't take the time to hear the other side's concerns and needs. This is always a mistake. 03:14, 03:28 If you understand the other side's goals, as well as you understand your own, you'll have a good idea how to position your needs, and you'll have a solid understanding of what you might have to give away to keep the deal moving. 03:28, 03:35 Listen, and quite often the other side will tell you everything you need to know to win. 03:36, 03:40 Position yourself wisely. 03:41, 03:48 (bleep) Your behavior and attitude during the negotiation is important. 03:48.5, 04:06 1. Keep your cool. A level head will help you make better decisions and keep the conversation from becoming adversarial. I assure you, the moment you allow yourself to become angry over anything, is the moment you lose. 04:12, 04:23 2. Don't make a threat unless you're ready to follow through. You don't want the other side to think you're all hat and no cattle. 04:25, 04:42 3. Don't back away from what's important to you. If you give up something that is important to you, a "must have" during the negotiation process, it will create negative feelings later on. Quite often, those negative feelings will ruin the relationship. 04:42.5, 04:48 "I'm really sorry. You have no idea. So many people do bad things." 04:48.5, 04:53 Be prepared to walk away. 04:54, 05:10 This might be the most important rule for negotiations. Sometimes, the two sides are going in opposite directions and the deal just can't get done. When this is the case, it's always better to move on than risk a bad deal. 05:10.5, 05:19 Go into each negotiation prepared for the worst and have a plan for what you'll do if things break down. 05:21.5, 05:28 My dad always told me, a smart business person never falls in love with the deal. 05:28.5, 05:37 Well that's a wrap for this episode. If you any comments or questions, please post them here. I'm always interested in what you have to say. 05:37, 05:42 For Leeann, and myself, thank you for watching. See ya next time. 05:44, 05:56 During my life, I've assembled a collection of 16 rules. Most of them, I learned the hard way. These rules helped me in business and my personal life. Hopefully, they will help you too. 05:56.5, 06:11 Today's rule is #12. Never let anybody push you around. In our society, with our laws and even playing field, you have just as much right to what you're doing as anyone else. 06:11, 06:21 Want more Bob? Follow Bob on Twitter. Search DrBobParsons. |
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