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Negotiation
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What to Watch for When the Talking is Over and It's Time to Get the Deal in Writing
Most people think of negotiating as the verbal give and take that takes people from their different wants and needs to a point of agreement. That, of course, is the heart of negotiating but just as important is the transition to the written contract that formalizes the verbal agreement. Here are the things that Power Negotiators look for as they move toward the written contract:
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If You Need to Put Negotiating Pressure on the Other Side, Try Good Guy / Bad Guy
Good Guy/Bad Guy is one of the best known negotiating gambits. Charles Dickens first wrote about it in his book Great Expectations. In the opening scene of the story, the young hero Pip is in the graveyard when out of the sinister mist comes a large, very frightening man. This man is a convict, and he has chains around his legs. He asks Pip to go into the village and bring back food and a file, so he can remove the chains. The convict has a dilemma, however. He wants to scare the child into doing as he's asked, yet he mustn't put so much pressure on Pip that he'll be frozen in place or bolt into town to tell the policeman.
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When Negotiations Stall, Position the Other Side for Easy Acceptance
When you're negotiating with people who have studied negotiating, and are proud of their ability to negotiate, you can get ridiculously close to agreement, and the entire negotiation will still fall apart on you. When it does, it's probably not the price or terms of the agreement that caused the problem, it's the ego of the other person as a negotiator. When that happens, Power Negotiators use a simple technique that positions the other person for easy acceptance.
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Everything is Negotiable - Including Sex - Learn to Do it Well
Negotiation is an integral part of our lives. It occurs between neighbors, associates, friends, in-laws, and lovers. You probably have negotiated for such items as an increase in salary, more office space, time off work, transfer, time alone, or the price of your home and car. You negotiate nearly everything you do in life—learn to do it well. Learn to be an effective negotiator and enhance the quality of your life and relationships—on and off the job.
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Subliminal Persuasion
Subliminal persuasion can be as innocent as smiling to establish rapport. Then there are the more powerful techniques. Here are two of them...
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Getting Every Penny on the Table
When the parents and grandparents came I would listen and watch the interaction of the adults to the children and judge my packages accordingly. I would fine-tune my pitch when it was time to give them their change. My goal was always to take every penny . . . sometimes that meant selling a single punk. I always tried.
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Overcome Overwhelm: 10 Ways to Slow Down and Win
It's easy to become overwhelmed by overcommiting yourself.
When you think through your agreements BEFORE you make them, it becomes much easier to stay on target, follow through and achieve success.
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Get A Head Start In Negotiations
If you go into a negotiation half or a quarter prepared, you can only expect one thing: to be taught an expensive lesson. Learn the 7 rules of preparation in this article, and you'll be an expert not a learner.
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Effective Negotiating - The Key To Sales Success
An effective negotiation is not just about making people see things from your point of view, but it is also about converging two different views to a point that is perceived by both parties as mutually beneficial. The art of negotiating is the backbone of a successful sales campaign.
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Tips for Getting the Raise You Deserve
Asking your company for more money is never an easy task. This article gives you the specific steps to prepare a solid case, so you can approach your salary negotiation with confidence and conviction. These five tips will allow you to present a compelling request that will be difficult to refuse.
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