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Techniques for sales by Roger Dawson

Basic Principles Make You a Smarter Negotiator : The way that you conduct yourself in a negotiation can dramatically the outcome. I've been teaching negotiating to business leaders throughout North America since 1982 and I've distilled this down to five essential principles. | Techniques for sales by Roger Dawson 1. Basic Principles Make You a Smarter Negotiator.2 2. Ask for More Than You Expect to Get.10 3. If You Need to Put Negotiating Pressure on the Other Side Try Good Guy Bad Guy.15 4. Learn to Play the Reluctant Buyer When You re Purchasing.19 5. Learn to Play the Reluctant Seller When You re Negotiating.21 6. Want to Get More at the Bargaining Table Learn to Flinch at Proposals.23 7. How to negotiate when the other person tells you that they don t have the authority to decide.27 8. To be a better bargainer bracket your objective.32 9. When negotiations stall position the other side for easy acceptance.35 10. How time pressure affects the outcome of a negotiation.37 11. Never make a concession when you re negotiating unless you ask for something in return.42 12. When you re negotiating money isn t as important as you think.46 13. To get a better deal learn how to use the vise gambit.54 14. How to stop people from grinding on you in negotiations.59 15. Why it s a mistake to offer to split the difference.63 16. Nibble for more at the end.66 17. What to watch for when the talking is over and it s time to get the deal in writing.70 1 Basic Principles Make You a Smarter Negotiator The way that you conduct yourself in a negotiation can dramatically the outcome. I ve been teaching negotiating to business leaders throughout North America since 1982 and I ve distilled this down to five essential principles. These principles are always at work for you and will help you smoothly get what you want Get the Other Side to Commit First Power Negotiators know that you re usually better off if you can get the other side to commit to a position first. Several reasons are obvious o Their first offer may be much better than you expected. o It gives you information about them before you have to tell them anything. o It enables you to bracket their proposal. If they state a price first you can bracket them so if you end up splitting the difference you .