This technique will teach you that after a service has been performed the value of that service decreases.
Over a five year period the value of building materials may rise 10, 15 or even 20% or more and that even though we may dispute this increase, we will pay it and blame inflation.
Having visited the doctor [...]
Flinching is the physical action of reacting to a proposal/demand/situation posed to you by the other party.
By physically flinching, the other party will see your surprise and dismay at their proposal.
When someone makes a proposal to you that is completely outrageous, and they know it, they have made this proposal to watch how you object [...]
The first technique I always insist my clients learn is Higher Reference.
Whether you are the CEO, the owner, the 100% shareholder of your company, admitting this straight away will leave you with a weaker hand later in the negotiation stages.
How is this so?
Let’s imagine for a moment you are the owner of [...]
Before I go into any negotiations I need to prepare myself mentally.
I must not want anything bad enough that I cannot simply get up and say “No thanks” and turn and walk away.
If you are not prepared to do this in any negotiation situation then you will not do as good a job as you [...]
Simple enough as it sounds but you’d be surprised as to how many people will go into any negotiating situation only half knowing what they want. It’s like knowing you want a car but not which one! You wouldn’t do it and neither would your opponent.
If you were to go ino a negotiating situation and [...]
Get to know as much about the other party as possible. If it is a hotel go to their website, see their special offers, then visit non biased websites that review hotels, like tripadvisor.com (I made a great deal from this technique and it’s all explained here in the hotel section).
If you are in negotiations [...]