By Robert Mayer
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Additional resources for How to Win Any Negotiation: Without Raising Your Voice, Losing Your Cool, or Coming to Blows
Sample text
Listeners remember the first and last parts of a presentation better than the middle. The first part is remembered better than the last. Game control requires prioritizing your presentation accordingly. An Oscar for Best Original Screenplay went to John Patrick Shanley for the movie classic Moonstruck. Here is one of its many memorable moments: Priest: What sins have you to confess? Loretta (Cher): Twice I took the name of the Lord in vain, once I slept with the brother of my fiancé, and once I bounced a check at the liquor store but that was really an accident.
The need for a sense of self-esteem is the need for a feeling of competency and personal worth, a need for status, a need to be recognized and appreciated. Party Time You are a caterer and have been negotiating a contract for a large corporation’s annual dinner party. The price and menu have both been modified several times. ” Should you: • Continue to negotiate? • Hold firm? • Request verification of the competition’s prices? • Try some other tack? The best answer: find out what your customer likes about your company and your proposal.
The secret of your success is readily recalled in the “breaking through” acronym, LANCER. Linkage is a personal interfacing that encourages the other person to be receptive to you and to your ideas. Shape your negotiating environment—tone, mood, and attitude—through rapport, personalization, and involvement. Alignment tactics harness the other person’s energy while establishing a pattern of agreement. Needs must be identified and stimulated. Pushing motivator buttons will energize discussions while making your ideas irresistible.