Published Date 1/30/17 8:53 AM
Does the thought of buying a car make you squeamish? Do you think you would be earning more if only you had done a better job negotiating your salary? If so, you need to read this summary of negotiation tips offered by negotiation guru, Ed Brodow:
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Don't Be Afraid to Ask for What You Want – Speak up! Be assertive but not aggressive. Assertiveness means standing up for what you want while still respecting the other party's interests.
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Listen – While it's important to speak up for what you want, the best negotiators know there's a lot of value in just asking open-ended questions and listening to the answers.
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Do Your Homework – The best negotiators are well-prepared. They know before they sit down to a meeting what the other side's needs are and how much flexibility they have to negotiate.
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Always Be Willing to Walk Away – Brodow says if he could only give one piece of advice, it would be this. If you're desperate to make a deal work, the other side will sense your weakness and use it to their advantage.
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Don't Be in a Hurry – Your patience is to your benefit; the other side may be in a hurry to conclude things and concede issues that they wouldn't ordinarily.
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Expect the Best – Approach every negotiation with optimism. Our expectations tend to become self-fulfilling prophesies.
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Focus on the Other Side's Pressure, Not Yours – Instead of ruminating over why you need to make this deal, turn your attention to why the other negotiator needs the deal. This will help you negotiate from a position of strength.
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Show the Other Side How Their Needs Will Be Met – Try to understand the negotiator and how their desires will be met. Brodow writes, “If you help the other side to feel satisfied, they will be more inclined to help you satisfy your needs.”
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Don't Give Anything Away without Getting Something in Return – Make the other individual earn concessions. Don't just offer a concession up without expecting reciprocation.
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Don't Take Anything Personally – Don't allow yourself to become upset if the other person is rude or aggressive. Instead, focus your attention on the issue at hand. To do otherwise is to risk sabotaging the negotiation.