Negotiating Roger
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Getting to Yes: Negotiating Agreement Without Giving In $8.00 We’re constantly negotiating in our lives, whether it’s convincing the kids to do their homework or settling million-dollar lawsuits. For those who need help winning these battles, Roger Fisher has developed a simple and straightforward five-step system for how to behave in negotiations. Narrated soothingly by NPR announcer Bob Edwards, Fisher adds the meaty portions of the material with a se… |
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Difficult Conversations: How to Discuss what Matters Most $8.50 We’ve all been there: We know we must confront a coworker, store clerk, or friend about some especially sticky situation–and we know the encounter will be uncomfortable. So we repeatedly mull it over until we can no longer put it off, and then finally stumble through the confrontation. Difficult Conversations, by Douglas Stone, Bruce Patton, and Sheila Heen, offers advice for handling these … |
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Beyond Reason: Using Emotions as You Negotiate $8.20 Let’s say you’re trying to convince a new employer to sweeten its job offer to you. Or perhaps you’re buying or selling a company. Or maybe you’re even solving for peace in the Middle East. If any of these scenarios is yours, Roger Fisher, Daniel Shapiro, and their colleagues at the Harvard Negotiation Project have ideas that they would like to share. Fisher’s previous book, Getting to Yes, stands… |
Personal Injury Negotiating: The First Thing You Gotta Know
The first principle of personal injury negotiating is: ask for more than you expect to get.
To apply this correctly you need to know what your case is worth but that’s a whole other article.
Once you have a ball park idea of your case’s value multiply it by three for example. Use that as your starting point. I like to think of it as an “invitation to negotiate.”
Roger Dawson is one of the country’s top experts on negotiation. He is founder of the Power Negotiating Institute and the author of “Secrets of Power Negotiating.” The audio version of his book has sold over 548 thousand copies, is one of Nightingale-Conant’s top sellers and is one of the best selling business audio programs ever published.
If you read his book-which I highly recommend-you will find in Chapter 1, that his very first principle is “Ask for More Than You Expect to Get.”
Henry Kissinger put it like this: “Effectiveness at the conference table depends upon overstating one’s demands.
Why would you want to ask for more than you expect to get?
1) It allows room to negotiate. You can always come down but you can never-or almost never-go back up once you have named a number.
At a mediation recently we learned that the other side was still considering our position to be the last number we gave before we filed suit a year earlier. A lot more was known about her physical condition and it was a lot worse than we had thought before filing suit. Finding out that our demand was twice the pre-suit amount, the other side was ready to walk out.
It took some careful work by a very skilled mediator to get them to stay.
2) Their valuation might actually be higher than yours.
Though rare in my business it does happen occasionally that the other side puts a higher value on the case than you expect. Starting with demand number much higher than your valuation allows them to come in at a number higher than yours.
My law school classmate Mel Smith used to say “the first one to name a number loses.” Asking for more than you expect is a way of naming a number without naming a number.
3) It increases the perceived value of your case.
By asking for a lot you cause the other side to begin to see your case as valuable.
4) It sets the stage for settlement
Asking for more than you expect sets the stage for you to come down (to your true valuation) and the other side feels they have had a success and got a good bargain.
Robert Cialdini in “Influence-Science and Practice” describes this as “perceptual contrast.”
“There is a principle in human perception, the contrast principle, that affects the way we see the difference between two things that are presented one after another. Simply put, if the second item is fairly different from the first, we will tend to see it as more different than it actually is.”
You have made your opening demand fairly different by asking for a lot more than you expect. This makes your case seem more valuable and also allows the other side to take a huge win from the fact that they were able to settle the case much lower than the opening number.
Downside
A downside of asking for more than you expect is that sometimes you won’t be taken seriously by your opponent. Your demand may be too far out of their conceptual ballpark. In that case they might make a very low offer in response or not make an offer at all.
The solution? Communication. Talk to them. Ask what is going on. Why aren’t they offering? Or, why are they offering so little? They’ll tell you and that will give you the clue to your next move.
Summary
Ask for more than you expect to get. You just might be surprised and at the very least you have set the stage for a successful resolution.
About the Author
Rex Bush is founder of Bush Law Firm near Salt Lake City, Utah where he handles personal injury cases in Utah and throughout the United States and Canada. For information on personal injury issues visit his website:
Utah Personal Injury Attorney
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Negotiation is where many FSBO home sellers really have problems. The wrong attitude or a slip of the tongue could cost you thousands. Here are a few pointers to keep you on the right path:
1. Show interest in selling the house. In an effort to project a sense of strength many people either take an aggressive “take it or leave it” attitude, or they appear to be overly relaxed, almost disinterested. It is better to have an open mind, stay calm, be helpful.
Carefully investigate and analyze the facts. Make an intelligent response to the buyer. Being helpful makes it easier for the buyer to relax and be more willing to see your point of view.
2. Listen carefully to what the buyer has to say. Try to learn about the buyer’s needs, wants, desires, fears, frustrations and problems that need solving. This will give you the information you need to work with the buyer and close the deal.
3. Don’t let your personal feelings get in the way of accepting a good offer. Don’t get thrown off by the little eccentricities of people. You may not like the buyer, but that doesn’t matter. A little patience on your part could make you thousands of dollars. After the sale of the house, you never have to see him again. Keep emotions and finances separate.
4. Use time to your advantage. If at all possible, try not to be squeezed for time. Find out if the buyer has to move in by a certain deadline. The closer the deadline, the more they will be willing to pay a little higher for a quick close.
5. Close using the mortgage payments rather than the price of the house. You would be surprised how little the monthly mortgage payment changes when the asking price changes by several thousand dollars. You can easily work out mortgage http://www.mortgage-rate-canada.com/canadian-mortgage-calculators.html payments at: lators.html If you can find out income related information from the buyer, it will be easier to use this technique.
6. Stack the benefits in your favour. Try to include several factors that can be negotiated instead of just the price. For example, you can include blinds, furniture, tools or other items to enrich your offer. Try to trade-off some of the bonus items instead of reducing the price.
7. Create a win-win situation. If the buyer feels like they are getting the short end of the stick it will be difficult to close the deal. They have to feel like they are winning. Here’s how Roger Dawson put it in his book, “The Secrets of Power Negotiating”: “When you get the gold out of their teeth, that’s not negotiating. That’s stealing. When you get the gold out of their teeth and they thank you for it, that’s negotiating.”
If you follow these points you will certainly be on the right path to selling your house for a higher price. However, there are many tactics and strategies you can use or that the buyer will use on you. A little time spent on preparation can literally save you thousands.
You can learn more about how to negotiate for a higher price by handling the offer properly and other powerful strategies at: [http://netman-ecommerce-guru.com/home-selling-secrets]
Going through this information will take you a couple of hours, but it is most profitable time you will ever spend.
About The Author
Neeraj Varma
For FREE info on selling your house for a higher price, email: real-estate-info@getresponse.com or go to: http://www.mortgage-rate-canada.com