Art of Negotiation
Chapter 01. Everything is negotiable
Everything in life is a sale
and everything you want is a commission. – Grant Cardone
“Everything is negotiable” needs to be used as a concept
and approach throughout your life
and work from this moment on.
One of the biggest obstacles to your success and happiness is passivity.
Passive people simply accept the status quo
because they often feel unable to change the situation.
Meanwhile, proactive people see opportunities
and always seek to change the situation in their favor in all cases.
This is also the strategy that you should apply yourself.
Think Like a Negotiator
There are almost no default prices
or conditions for anything,
even if they are written, or widely announced.
You must remember that,
no matter how solid and rigid the value or condition may seem,
we are all negotiable.
Your job is simply to figure out the crux of the matter
and how to get a better deal than the original.
6,000 years ago,
when the trade
and exchange of goods in ancient Sumeria (i.e. Sumer) took place,
people understood that all prices were negotiable.
In markets and grocery stores in third world countries,
even flea markets
and home clearing garages commonly found in residential areas, every price
– whether buying or selling
– These are all just a starting point,
where a good negotiator begins the negotiation process
to get the most favorable price for him.
However, there are also places in the modern world where negotiation
Many people, especially those selling products
or services in the commercial market,
think that negotiation should be avoided.
Instead, they will print a price list
or attach a price tag
to products or services,
then display these prices as a stabilization.
But those prices are also really “worthless”,
they are not fixed but just one person’s best guess,
a place of another person’s willingness to pay.
Any price that a person offers can completely be changed
by that person,
or by another person.
The fact that the pricing of a product
or service doesn’t follow a rule at all.
Businesses set prices according to costs,
and competitive conditions.
As information changes,
any price may be changed
and adjusted in some way.
Whenever you see a deal traded at a lower promotional price,
you’ll immediately see a prime example of a company
that miscalculated during the initial price setting.
Regardless of the current price,
you can adjust it in your favor.
You can get what you want cheaper,
with better conditions.
Make this mindset a habit to constantly look for opportunities
to improve prices or conditions in some way.
Bless what you want. – Huna proverb
Contracts are just the starting point
Once a contract or an agreement is made,
you have the sole right to reject
or modify any terms
or conditions that you are not satisfied with.
In this contract,
there are very few provisions
that serve your interests in any way.
Never accept compromises
or sales contracts are not satisfactory.
A few years ago,
we signed a new office lease in a building for 5 years.
A few years later,
the owner sold the building to another real estate company.
These new property managers went to each tenant
and explained that for legal reasons
they would all have to re-contract
with the new owner.
They assured us we had nothing to worry about.
The terms will be more
or less the same as the contract we signed;
Only a few minor changes.
The new contract we received was about 10 pages longer
than the original contract.
There are 52 clauses that are added
or removed from the original contract
and they are detrimental to our work in the future.
We have thoroughly reviewed the new contract
and changed these 52 clauses.
We then return the revised contract to the building owner.
A few days later,
they came back with a completely different contract,
in which all the other terms had been modified to our request.
Through this, we learn the lesson that,
“Never accept a loss just
because of a few unreasonable terms
in any contract of sale.
All conditions are negotiable.”
Remember that agreement is only the starting point
of the whole process.
Successful salespeople know
how to make somethings. – Aysa Angel