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Get in their mind’s eye

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Negotiation touches every part of our lives. Relationships in business and in our personal lives are negotiated. And the skills to do it effectively can often mean the difference between getting what you want or losing out. You don’t get what you deserve, you get what you negotiate!

In the first section of the book, How to be a Great Negotiator, written by property economist, investor and developer Neville Berkowitz, the characteristic traits of a great negotiator are explored in short, bite-sized nuggets of advice.

Over the next 132 days, we will bring you the traits needed to succeed at the art of negotiating.

(Courtesy of PersonalEmpowerment.co)

36 Detail

In the final analysis, everything is in the details. Verifiable details make you and your product or service credible. Vague promises and unsubstantiated or exaggerated claims create scepticism about your product or service and undermine your credibility. When presenting your case in a negotiation, always give details with authoritative backup material in a suitably presentable folder. Give them information they can hold in their hands and take with them when they leave.

Verifiable details substantiate claims of product or service virtues and their potential benefits to the listener – claims that might otherwise be considered hype or even false advertising. Positive documented details generate positive pictures and perceptions in the mind of the other party. They will start to envision using your product or service and reaping the pleasures or benefits.

Documented details help them create a commercial in their minds that sells them on your product or service.

Remember, in a business negotiation, the other party wants what you have, or at least hopes you have what they’re looking for. That is the reason they are sitting across the table negotiating. If they didn’t think or at least hope that you have what they want, they would be gone. So your job is to provide the details that show them your product or service meets their needs, fulfils their expectations, satisfies their desires.

If you don’t provide positive, verifiable details, they will grow uncomfortable and begin to entertain negative ideas and sceptical thoughts. In their minds they will begin negotiating an exit strategy.

But giving too many details, or giving unimportant details, can also confuse and distract the other party and cloud the negotiation. Secondary or filler details can come later when pen gets put to paper. Until then, simply give salient, positive, accurate details that truthfully show you, your product, or service in the best light. After that, you must trust your product to sell itself.


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