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How to negotiate when you have the upper hand

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 second section of the book, How to be a Great Negotiator, written by property economist, investor and developer Neville Berkowitz, the 26 different personality traits of negotiators you are likely to encounter in the course of your negotiating career are identified. Over the next few weeks we will recommend ways of dealing with each type of negotiator.

(Courtesy of PersonalEmpowerment.co)

11 The desperate negotiator

Sometimes a negotiator is desperate to make a deal, usually due to a time-related deadline, dire financial necessity, or perhaps some personal urgency. Desperate negotiators will offer exceptional deals, make painful compromises, and accept unfavourable terms that reflect their desperation. In such a circumstance, you get to decide whether to take advantage of their plight or, rather, to be understanding and offer a fairer, more reasonable price. If you believe in fairness and karma, and/or relationship building is important to you, then being fair and reasonable is the way to go. It’s fine to get an exceptional deal, but taking ruthless advantage of a person’s desperation may not be the best choice; to do so may reflect a lack of conscience on your part.

Negotiation, like life, is cyclical. Sometimes you are on top and sometimes you are at the bottom. Be fair and just to those on the bottom and hope for the same treatment should you find yourself negotiating in desperate straits.


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