Brian Tracy! Art of Negotiation

Chapter 21. Successful Negotiator

Getting rich begins with the right mindset,

the right words and the right plan. — Robert Kiyosaki

What are the signs of a successful negotiator,

and what can you do to assert yourself as one?

If you observe those negotiators,

you will see that they have similar characteristics

and practices.

First, they see negotiation as a lifelong process;

Negotiation never ends.

They see life as a process of constantly compromising

and adjusting to conflicting interests.

It happens every day,

in almost every field.

It can be a win-win situation,

but sometimes the outcome is not what we want.

Good negotiators are open-minded,

and adaptable.

They do not accept rigid situations.

The bad negotiator,

on the other mind,

they often has only one idea in mind and fights for it,

even when the situation has changed.

Good negotiators are flexible

and can quickly see a common goal when negotiating.

They are ready to change or give up their stance

if new information shows

that your opinion is not bad.

Successful negotiators are cooperative rather than combative.

They don’t see negotiation as a war,

or see themselves in a hostile relationship.

Great negotiators are creative instead of competitive.

Instead of just focusing on winning,

they work hard to find a solution

that both sides are satisfied with.

Most importantly,

they are not devious people.

They do not use tricks,

or trickery,

to lure their opponents into a win-lose situation in which

they win and the other side loses.

In a one-time negotiation,

a good negotiator will do all he can to get the best deal,

and understand that the negotiation happens only once.

Regardless of the terms agreed to,

the two sides will never negotiate again.

Their goal is just to get the best deal.

In business negotiation,

when two parties continue to negotiate

and work together,

a good negotiator will think about the next negotiations

before deciding on the current one.

Negotiators must be visionaries.

In my years of negotiation,

I have never seen a smart negotiator get a better deal through tricks.

There are many books and courses out there

that teach you how to use tactics like “role reversal”

and “bad guy/good guy” where you try to use psychological tricks

to get others to make a commitment

or decision determined.

These methods rarely work in practice.

Instead, it’s the people who are honest,

straightforward,

direct, with a clear idea of what they want to accomplish,

and are committed to an agreement that all parties are happy

with who are most successful in negotiation.

To be successful in negotiation,

you don’t have to be cunning and deceitful.

Instead, you can be upfront,

honest,

and very clear about what you want,

and then look for the best way to reach an agreement

with the other person.

Four essential elements

Remember the four essential negotiation elements

that appear in every negotiation

amount of success.

If you possess these four keys,

you will and will always be a great negotiator.

**********************

1. Get factual information and prepare in advance.

Power is always in the hands of those who know the most,

have the most options,

have the most information,

and have the most alternatives.

Be prepared and learn

as much as you can about the other person’s wants,

needs,

and situation.

**********************

2. Offer what you want.

Proposal is the path to success.

Be frank: “Before we begin,

I want to tell you that

I really want to get results in this negotiation.”

Don’t be afraid to ask too much,

especially on price and terms

when entering a negotiation

because they are always optional,

subject to discussion and subject to change.

**********************

3. Looking for a win-win solution.

In any long-term business deal,

don’t try to win or use tricks to get the deal

that puts the other party at a disadvantage.

Look for a win-win solution,

or no deal will happen.

Remember, life is long

and what’s going on will pay off at some point.

If you enter into a deal today

that causes the other party to suffer,

the deal could come back to haunt you later in your career

at a cost far greater than the short-term gains you’ll reap today.

**********************

4. Practice. Practice. Practice.

Negotiate anytime,

anywhere possible.

Whether you’re buying clothes,

cars,

appliances,

or land, make sure you practice,

practice,

practice your negotiation skills.

Your negotiating ability,

which only comes when you practice non-stop.

This can save you at least 20% of what you can earn

or spend for the rest of your life.

Possessing good negotiation skills can save you money,

time and energy.

They can help you become a much more productive person

and contribute significantly to your success

in your career and home life.

Good negotiators become successful through practice,

not natural talent.

The good news is that you can learn to be a great negotiator

by learning about the subject of negotiation,

applying what you learn in this book,

and practicing those skills over and over

until they’re done and become your second instinct.

Negotiating is a long business

and you will have countless opportunities

from the small negotiations in life.

I wish you luck!

If you just communicate, you can get by.

But if you communicate skillfully,

you can work miracles. – Jim Rohn