Magic Words For Negotiating

Good Morning,

I imagine it would help you considerably, if you had a great script to describe your philosophy for negotiating, would it not?

You may or may not find the script below helpful, but I would like to suggest that you read it several times before you try it with your next client.

Read the scripts out loud several times, eventually, you will memorize these words and you will be more confident and more self-assured.

A Philosophy That You Can Organize Your Negotiating Skills Around

1. Mr. and Mrs. Client, I wouldn’t advise you to make any contractual commitments until you feel comfortable that the terms of the agreements will satisfy everything that is important to you.

2. In the days and weeks ahead, you will begin to notice my style of negotiating is to help you divide your objectives into three categories -- "need," "want" and "would be nice."

First, your "needs"; the "needs" are what you must get out of the negotiation – they are non–negotiable.

Second, your "wants"; the "wants" can be conceded on (but not without getting something in return).

Third, your "would be nice"; the "would be nice" items can be more readily used as bargaining chips.

Remember, that the other side does not need to know that you're willing to part with the "would be nice" items.

When I’m developing these three-category lists, I keep the following in mind: the economic impact on each party, the markets' supply and demand, past precedent and standard practices in the real estate and mortgage industry, your time constraints, legal implications, and your long- and short-term advantages.

3. As you hand the book to your clients say, "Maybe you’ll find value from this book."

It represents my philosophy and methodology that I use while negotiating for you.

As your negotiator, I imagine you want me to have a clearly defined process for helping you get what you need, want and wish, do you not?

Give them a copy of the book you believe best represents the method in which you negotiate.

You may choose to write your own report or book about your method of negotiating.

Mark up the books with Post It notes and your personal thoughts written in the columns of the pages.

'Getting to Yes' is my favorite book on the negotiating.

It's important you find a philosophy that you can organize your negotiating skills around.

Comments

[Peter Chovanes]

Happy Birthday Joe. Best wishes in 2007.

[Ken Buck]

Hey Joe,

I love your blog - thanks for sharing your wisdom. It helps me stay close in this time of being in the dugout business wise.

Have you considered putting 'RSS' on it? (I find myself not visiting your blog as much - RSS makes it easy)

Erin and just celebrated our one year and things, to my amazement, are wonderful. My business is the only area that is still not where I'd like it to be but I've had some deep truths revealed to me in meditation lately and I'm asking God for the power to carry them out.

Check out our blog at www.KenAndErinsJournal.com and our personal blog at http://www.austinhbc.typepad.com/buckfamily/ my daughter is Kayla(left) and my son, Erin's son, is Zane.

love ya bro,

Ken Buck