Negotiation 

This report is written in a telegraphic way to vague and because it should be ONLY used to keep the program on cassettes "Tricks Secrets of Negotiating Real World" (course of 6 hours of recording) that is available on www.seminarios.com . br. Fun dynamic techniques and practices that will change your life. Call now and order this incredible course (11) 3061-2698. 

Importance of Negotiation 

• Nothing happens unless a sale is made at a profit! 
• A real trading is a real pure profit and not a real raw! 
• The negotiation is now more difficult because you are dealing with experts or people who made some astute courses. 
• The negotiation of the day-to-day has the same principles that the negotiation of government, big business, etc.. 

Initial Proposals 

Here is a summary of all the gimmicks and tricks for you to apply in their business 

You always ask for more than you expect to get - The law of Fat 

Why ask for more? 

1. You just might get it; 
2. You will have room for negotiation; 
3. Creates a climate in which the other person feels that won; 
4. Raise the perceived value of what you're offering; 
5. If you are dealing with a selfish personality, give her the satisfaction of winning; 
6. Prevents the negotiation reaches an impasse (Example of Saddam - In this scenario the Americans wanted to reach an impasse); 
7. The less you know about the product or service, but must ask why is misinformed and when you ask it and then make concessions, quickly establishing a rapport with your opponent. 

The more you have to ask? "Track" (put in full) your opponent! 

See the following example: Let's say you want to buy a watch in the store and the price tag is $ 200.00. If you want to pay $ 170.00 you will not ask for 170.00 but will ask you to pay 140.00 (asking for more discount) and in most cases you will end up in the middle - $ 170.00.

Range (Icon: Range red) 

Initial Price: $ 200.00 
Objective: 170.00 
His proposal: $ 140.00 

His initial proposal should be the same value of the difference between your goal and price. Always begin by stating the price higher, indicating that you are flexible: "The price of our product X, with this warranty, features and benefits and such, but depending on your needs and the quantities required, we may adjust this price ...". 

"Flinch" is amazing against proposals. Why? (Icon: Scarecrow) 

• "Flinch" - pulls very expensive! - A reaction to a visual position. 
• If you do not hesitate, your opponent may interpret this as a sign that he may ask you to pay more, but if you show hesitation, he halts the process. 
• If you do not hesitate, your opponent may think you can get the number you want. (The first price that a seller asks you). 
• If you do not hesitate, your opponent may think you can ask for more. 
• A grant is usually followed by a hesitation. If you do not hesitate, this will make the other person a more uncompromising negotiator. 

Example 

Vendor: This photo costs $ 20.00. 
Buyer: (does not seem surprising) No reaction. 
Vendor: And if you want color, is $ 25.00. 
Buyer: (Still does not seem surprising) without reaction. 
Vendor: And you need a box that costs $ 3.00. 

Or 

Vendor: This photo costs $ 20.00. 
Buyer: (Flinching) Twenty real? Wow! 
Vendor: I will give you a color at no additional charge for $ 15.00. 
Buyer: But it's still a lot of money. 
Vendor: 0K. you seem friendly and usually do not do that, but I give the box for free too. 

Never say yes to the first offer (Icon: cement)

• If you said yes in the first round, your opponent will find that you were "easy" too much and he could have asked more and since he did not ask for more, he'll try to embed other costs over the price. You never say yes to the first offer, because there is a predictable set of responses that come to mind to anyone when you say 0K. And these reactions are predictable: (The example of car) 

1. Something must be wrong; 
2. I left money on the table 

• Never say yes to the first offer 
• This causes the other side think won (especially lawyers). If a lawyer says yes to the first offer, will find that lost and tend to be contrary to the decision. 

Never Brig (unless you use it as a technique to demoralize your opponent) Avoid confrontation (always agree) (Icon: Airplane Concorde) 

• Do not argue with people in any negotiation. This creates a wall of confrontation between you. 
• Concorde Experience using the formula I thought I felt. (I know exactly how you feel, in fact also felt the same way, but after trying it ¬ I thought ...). 
• This formula is also useful when someone asks your opinion, using it allows you a valuable time thinking. 

Say "Yes, e. ..", do not say "Yes, but ..." 

Use the expression: 

"I understand ........................... while ............................. (I understand your concern with the price of X and at the same time know you want to lower your risk level) " 

Take the role of buyer / seller reluctant (Icon Reluz Tank) 

• Always pretend that you are not interested. The more interested you appear, the more it will cost. Where do the role of the reluctant seller. 
• Pay attention to the reluctant buyer. 
• Have the vendor spend an hour demonstrating their products. When finished, simply say "thank you. You were extremely helpful, but I do not think you are ready to make that decision right now. " Thank you and get out at this point to stop, go back and say: 

Use the expression: 

"You know, you were so helpful and lost so much time with me just to be fair with you, ask what your best offer?" 

• Use this device is an excellent way to push the limits of negotiation on the other side, even before the negotiations begin. 
• The other person will usually reveal half of their trading limit, simply because you used this method of approach. 
• The counter-attack is to get the other person to commit. 
• Go to a higher authority. 
• Close to the good guy, bad guy. 
Use the grip technique (Icon: Walrus) 

Respond to a proposal or counter-offer with the grip technique: 

Use the expression: 

"I'm sorry, but you have to improve it" 

• Do not say: "You can do better than that?" 
• After you say the phrase grip, shut up ... Do not say anything. The next to speak loses. 
• A good negotiator will say, "Well, how much I still have to improve?" 
• The closure silent: Give the price and then shuts up. 
• The dollar traded is a dollar of profit above the minimum price, not a dollar taken from the gross revenue. 

If used with you, respond with a counter-attack: 

• Exactly how much better that I do? This will cause the other person to define specifically. 
• Do not think in percentages, think in dollars. It is the fastest way to make money. You do not take a percentage to the bank. 
• A dollar is a dollar traded in minimum price. Be aware of how much your time is worth in terms of hours. 

By the way, this report can be used to monitor the program on cassettes "Tricks Secrets of Negotiating Real World" (course of 6 hours of recording) which is available on page www.seminarios.com.br. Fun dynamic techniques and practices that will change your life. Call now and order this incredible course (11) 3061.2698