Home Add to Favorite Contact Submit  
             23 October, 2019
 

    
Category:  Articles » Business » Negotiation

 

Negotiation Sails Smoothly When You Cast Bread Crumbs on the Water

Popularity:
         Views: 1420
2008-01-16 04:52:43     
Article by Dr. Gary S. Goodman

Some people foster the idea that expert negotiators are visibly strategic, uptight, and miserly souls who relish "beating" their counterparts at the bargaining table. The more lopsided the deal they can engineer, the better.

Of course, there are some folks that fit this description, but most smooth professionals seldom do.

They know when it pays to appear generous.

For instance, I signed-up for a real estate review course because my knowledge needs updating, and I'm finding I'm involved in significant transactions. The instructor, a veteran Realtor with decades of local experience and a fine network of connections, offered me the chance to sit in the class for free. I was getting so much from the first session, and noting that there were only a few of us there, I paid her the modest fee she was charging others.

Why did I do this when I could have paid absolutely NOTHING? You can't get a better bargain than "free," can you?

I know I'm going to call on her in the future to help me in various ways, and if I can set the stage by showing a token of my gratitude for her fine instruction, I know she'll take my calls and gladly assist, down the road. Even a minor tip or insight on her part will be worth, possibly tens or hundreds of thousands of dollars to me. That's worth the investment of a few hundred, right now, don't you think?

One of my first bosses, a wise Philosophy graduate of the University of Chicago, once told me: "Every deal must stand on its own."

He was right, but he should have also said the best deals pay off not only today, but even bigger and better dividends, tomorrow. Looking for the Best Practices in Negotiation or for expert advice on closing an important deal? Contact the author.

Dr. Gary S. Goodman is a top trainer, conference and convention speaker, sales, customer service, and negotiation consultant, and attorney. A frequent expert commentator on radio and TV, he is also the best-selling author of 12 books, more than 1,000 articles and several popular audio and video programs. His seminars are sponsored internationally and he teaches at more than 40 university extension programs, including UC Berkeley and UCLA. Gary's sales, management and consulting experience is combined with impressive academic credentials: A Ph.D. from USC, an MBA from the Peter F. Drucker School of Management, and a J.D. degree from Loyola Law School, his clients include several Fortune 1000 companies.

His web site is: http://www.customersatisfaction.com and he can be reached at: gary@customersatisfaction.com - His blogs include: YOUR CUSTOMER SERVICE SUCKS! and ALWAYS COLD CALL! at: http://www.alwayscoldcall.blogspot.com

Specialized in: Customer Service Training - Customer Satisfaction - Customer Satisfaction Measurement - Gary Goodman - Sales Training - Telemarketing Training - Cold Calling - Negotiation Training - Negotiation Speaker
URL: http://www.customersatisfaction.com
Print article      Bookmark this page
Related Articles 
Get Paid Fully What You Are Worth When Setting Your Fees For Consulting, Writing, and Design (Popularity: ): Whatever your expertise is as a freelance creative consultant or supplier in any field of service, one of your most important marketing skills is the ability to negotiate profitable fees with prospective clients. Regardless of the amount, fees should be based on what you feel your time, efforts, and talents are worth. When first starting out, make the effort to determine what other consultants are charging for similar services, and ...
Warning: Don't Cut Prices If You Want To Stay In Business (Popularity: ): If you're in the business of sales, you probably know that making sales isn't easy. It gets even harder when you don't have a grasp on customer psychology or when you don't really understand the sales process. The objective of selling is to close the deal, but it is far more important that you're satisfied with the outcome.This won't be the case if you constantly find yourself lowering prices.However, lowering ...
Winning Arguments (Popularity: ): Plato stated that every message should have a structure like an animal (head, body and feet), so too must our arguments follow an understandable pattern. A confused mind says "no." If the audience can't follow your facts or the substance of your message, then their brains will not accept your message. That's because there is no clear message to accept. At one time or another, you have probably been in ...
Top 7 Secrets to Franchise Agreement Negotiations (Popularity: ): So you are thinking about buying a franchise are you, that is until you read the onerous franchise agreement and thought to yourself; What else does this company want from me? My right arm, first born and soul? Yes, indeed it does seem like that in reading these modern franchise agreements and you think to yourself who on Earth would sign something like that? And yet there are over 500,000 ...
Top 7 Issues with Franchise Arbitration Clauses (Popularity: ): It is often argued in the franchising industry that the arbitration clauses in franchise agreements tend to benefit the franchisee because they allow them to compete against the more well-financed franchisor in disputes arising from the franchising agreement. This is true in many cases because the cost of litigation these days is absolutely insane.However there are often franchisees who complain that the Franchisor has the upper hand in arbitration disputes. ...


Related Business 
Debt Negotiation (Popularity: ): Debt negotiation can reduce your credit card debt quickly. Debtnegotiation is a professional debt negotiation company that can help you with credit card debt negotiation by getting you into a debt negotiation program. We provide you with a solid debt negotiation plan to help you avoid bankruptcy. Minimize your debt today with debt negotiation.
A full range of bread bins for your kitchen (Popularity: ): A range of bread bin including kitchen bread bins steel bread bins black bread bins modern bread bins white bread bins and old style and wooden bread bins.
Second Wind Used Sails (Popularity: ): On line inventory of used sailboat sails for sale. A marketplace for secondhand sails.
Horizon Sails (Popularity: ): An Australian sailmaker that also produces shade sails, cloth, pool covers, chicken blinds, flags and membrane sails.
Bread Making Recipes (Popularity: ): Bread Making Recipes - Bread Recipe Directions - How to Make Bread from Scratch and with Bread Machines.
Australian Negotiation Skills Academy (Popularity: ): Negotiation skills training courses, designed to your companies commercial requirements.The Negotiation Academy is a negotiation training solution provider and negotiation consulting partner. Our Australian office will be opening in Sydney, with a series of public courses scheduled to be announced in March 2006.
Dabbler Sails (Popularity: ): Is a small sail loft that specializes in aerodynamic small-craft sails and custom cruising sails in Dacron.
Barbara I. Berschler (Popularity: ): Law firm practicing in business start-up and operation, contract drafting and negotiation, commercial lease negotiation, franchise review and negotiation.
Bread Maker Reviews Online (Popularity: ): Bread Maker Product Reviews list the top bread machines on the market today. Visit Bread Maker Reviews Online for informative bread machine articles.
Easy Bread Baking (Popularity: ): We know that you can bake great bread for your family for a small fraction – less than 10% - of what you would pay for a loaf of Home baked artisan breadartisan bread in an upscale city bakery. It is very likely that your home made bread will be better tasting and more nutritious than a $6.00 loaf in a boutique bakery.