http://www.insight-negotiations.com/blog Getting What You Want, The Smarter Way Wed, 03 Oct 2007 16:37:24 +0000 http://backend.userland.com/rss092 en 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 ... http://www.insight-negotiations.com/blog/tutorials/declining-value-of-services/ 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 ... http://www.insight-negotiations.com/blog/tutorials/the-power-of-flinching/ 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 ... http://www.insight-negotiations.com/blog/tutorials/higher-reference/ Top 20 Qualities of Smart People by: Michelle Casto In today's competitive world, it pays to be smart. No matter how smart you are, I am sure there is something you could "get smarter" about. Below are some qualities of smart people. As you read the list, ask yourself: Am I as smart as ... http://www.insight-negotiations.com/blog/body-language/top-20-qualities-of-smart-people/ 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 ... http://www.insight-negotiations.com/blog/tutorials/walk-away/ 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 ... http://www.insight-negotiations.com/blog/tutorials/rule-2-know-what-you-want/ 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 ... http://www.insight-negotiations.com/blog/tutorials/rule-3-know-as-much-about-the-opposition-as-possible/   Overview Peoples emotions can be detected without needed to hear what they have to say. Their body language can give you an insight into how they are feeling. Anger or frustration Anger would normally occur when a task or achieving goals gets frustrating. When people are angry they may demonstrate ... http://www.insight-negotiations.com/blog/body-language/emotional-body-language/ The way people look at you can give you a big insight into what level of attention they are paying you as you speak with them. When speaking with someone take note of the level their eye lids are at. The position the eye lids are at ... http://www.insight-negotiations.com/blog/body-language/eye-levels/ Ever noticed someone placing their fingers in their mouth? It is shown to be a sign of being under pressure or looking for reassurance or confirmation. The action stems back to when as a child we look for security in mother's breast and as we grow older ... http://www.insight-negotiations.com/blog/body-language/fingers-in-the-mouth/