Learn about how to be detached from the negotiation process in order to think more clearly and overcome fear and pride. Think of it as a game. Learn an example of pride affecting the purchase of a car—and the cost of that pride! See how you can think of the cost as an hourly rate. Does the other person lose respect for you if you negotiate? What about the argument that "You get what you pay for?" Will a person who negotiates on price get better or worse service?
- I'm pretty sure that the biggest reason…we avoid negotiating is embarrassment.…Both at work, and at home, we worry about…what the other person might think.…So, for example, my dad always pays…the full price for his cars.…He doesn't want to get drawn into…some squalid haggle with the car salesman,…who's probably pretty good at haggling.…And, my dad has to have that car, it's the one he wants,…and he can afford it, so he just pays the full price.…
I suppose his biggest dread is that…even though he's trying to get money off,…after all that effort, he'll end up…having to pay the full price.…This is what I call crumbling.…So, his fear is that if he says,…"That price is too high, can you reduce it at all?"…And, the salesperson says,…"Well, sir can't afford the price,…"sir can always have the cheaper model, or go down the road…"to the company that sells cheaper cars,"…then, my dad will have to say,…"Okay then, I'll pay it."…So, in this scenario imagined by my dad,…he ends up being completely defeated and humiliated.…
- Why we avoid negotiating
- When you should think about negotiating
- Planning your negotiation
- Calculating your opening offer
- Leveraging different negotiation tactics
- How to trade
- Determining if you should walk away
Skill Level Beginner
Negotiating Your Leadership Successwith Elizabeth Robillard1h 20m Intermediate
1. Decide to Negotiate
2. Planning Your Negotiation
3. Opening Offers
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