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How to ‘burn’ your business into their memory

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 few months, we will bring you the traits needed to succeed at the art of negotiating.

(Courtesy of PersonalEmpowerment.co)

81 Objectives on the table

To deal with the practical “what” in a negotiation, it’s a good idea to give the other party a precise, detailed list of the relevant facts about your product or service. Promoting your goods or services by providing written factual and practical details is a powerful negotiation tool.

The memory’s retention of facts is never as good as a hard-copy sheet or brochure left behind by you which summarises the relevant details, qualities, and strengths that are the selling points of your product or service. Do you really want to depend on the other party’s memory of what you said over the course of an hour?

Providing these details is going the extra mile, and helps the other party as much as it does you. And they will appreciate your professionalism.

It’s a good idea to go over the list with the other party and “tick off” the key points. This allows you to direct the negotiation process and “sell” your strengths in a clear, methodical way as your pen ticks off each point on the list.

In instances where you are not negotiating with the final decision-maker, it is vital to give the other party a list or brochure that they can use to accurately represent your product or service to their “boss.”


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