Negotiation Tips – Home on the (Negotiation) Range

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When making an initial offer in a negotiation, should you offer a definitive number or offer a range?  In other words do you tell a prospective buyer “The price is $200,000 or the price is between $150,000 and $200,000”?  In a previous blog I said: “Another mistake is making the offer indefinite.  If you say: […]

Evaluating your Negotiation

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When we are completing a negotiation, we are elated that we reached an agreement and ready to get to work.  Before considering the negotiation complete there are a few items in the endgame that need to be done.  For instance we need to memorialize the agreement in writing before leaving the table, complete the contract […]

Can You Be a Good Guy in Negotiation?

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I often watch the guys negotiate on American Pickers and Pawn Stars (a couple of my favorite shows) to study their negotiation techniques.  Recently, both shows have shown a little used technique that has a lot of power.  They raise the price of an item when the seller seriously undervalues it, and tell them why […]

Negotiating Tips for Your Next Car Purchase

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I had a conversation the other day with a friend and she was telling us about the new car she and her husband had bought.  They had changed brands and had gone to a new dealership for the sale.  They picked out the car, got all of the options they wanted and then got a […]

Part 2, Using Time in a Negotiation

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Last week I discussed how time can be a factor in negotiations and can be used to your advantage or used against you.  This week I will give you some tips on how to use or manage time in a negotiation. First, as you prepare for negotiations, develop an agenda.  You might include in your […]

The PRIDE™ System for Negotiation

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Negotiations can be approached many ways.  I have broken the negotiation process into five basic elements that I call it the PRIDE™ System of Negotiation.  This is an easy way to remember the parts and how they relate to each other.  It consists of the following: Preparation, Relationships, Initial offer and investigations, Developing alternatives and […]

Non-Starters for Negotiation

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You may think you have a great offer and are ready to engage or negotiate with your client; but have you put up a barrier that discourages a person from engaging you?  While traveling last week, I hit upon a curious phenomenon – people in business that don’t want to do business. The first was […]

Who Do You Negotiate With – The Other Party Or Yourself?

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I have watched people negotiate many times in both my professional and personal life and one of the most astounding things to watch is a person negotiating against himself.   Why they do it is beyond me, but I suspect it is either lack of training, inexperience, nervousness, anxiety, or stupidity. Okay, the last one is […]

Do You Negotiate the Price for the Services You Provide?

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When setting your initial price for products, you may want to set your initial price higher than where you want to end up since you may need to negotiate.  What about providing services?  Do you want to negotiate your price for these?  Whenever someone is negotiating with you on a service that will require your […]

Setting Your Initial Price

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During negotiations,when you are making an initial offer, you need to take a lot of care in this step.  As I am conducting research (watching Pawn Stars or American Pickers), one of the things I see is that people will say “I want $1000 for this item but I will take $600”.  So when asked for what […]