BRIANTRACY


BUSINESS BUILDING babm.com/businessbuilding


30 | JUL/AUG/SEP 2012


SKILLS TO GET HOW TO


NEGOTIATE & USE INTERPERSONAL


WHAT YOU WANT


Life may be viewed as one long, extended negotiating session, from the cradle to the grave. Improving your negotiation and interpersonal skills is an important part of business communication.


Negotiation never stops. It is the way that individuals with differing values and interests find constructive ways to live and work together in harmony. The ability to negotiate successfully with exemplary interpersonal skills is essential to success in all your interactions with other people.


Since value judgments are always subjective, there is never a right and final price or set of terms that can be decided in advance. They always depend on the parties involved and their relative scale of needs at the time of the transaction. Subjective valuations are what create the desire to exchange goods, services, money and other things. “It is differences of opinion that make a horse race.”


Your ability to negotiate well on your own behalf is the key to both personal and business success. You can always get a better deal if you know how to improve your interpersonal skills. You never need to settle for less or feel dissatisfied with the result of any negotiation. The secret to negotiation is through understanding that there is almost always a way that you can get better terms or prices, whether you are buying or selling. Your job is to find that way.


HERE ARE STRATEGIES YOU CAN USE TO IMPROVE YOUR NEGOTIATION SKILLS FOR BUSINESS SUCCESS:


JUST ASK


The word “ask” is the most powerful word in negotiation. Most people are so paralyzed by the fear of rejection and disapproval that they are afraid to ask for anything out of the ordinary. They just accept what is offered to them and hope for the best. But this is not the case with top negotiators.


The top negotiators will quite calmly and confidently ask for any kind of price or term that is remotely within reason. You will be quite astonished at the better deals you will get by simply asking for a lower price if you’re buying and asking for a higher price if you’re selling. Ask for what you want. Ask politely. Ask expectantly. Ask optimistically. Ask courteously. Ask repeatedly. Ask in different ways. But never be afraid to ask.


Brian Tracy is Chairman and CEO of Brian Tracy International, and President of Brian Tracy University, a private on-line University for Sales and Entrepreneurship. He can be reached at www.briantracy.com, www.briantracyu.com or 858.481.2977.


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