An important thing to remember is that everything is negotiable. All prices and terms are set by someone, on some basis. Most prices and terms are merely “guesses” at what the other person will accept. They are never written in stone.


EFFECTIVE COMMUNICATION SKILLS One of my seminar graduates is a real estate salesman who buys houses. He works within a specific price range and looks at every home in that price range that comes on the market. His strategy is simple and he uses effective communication skills to get what he wants. Whatever the asking price, he offers 50 to 60 percent of that amount in cash, with no conditions. His offers all come with a short time limit. He gets turned down dozens of times. However, about one time in a hundred, he finds a motivated seller, a seller who is eager to sell immediately, and the seller will accept his offer. His secret is simple. He just asks people to sell their houses at far lower prices than anyone else would ever dare.


SURPRISE AND DISAPPOINTMENT


Negotiating with your reaction is another great strategy to improve your negotiation skills for a win-win situation. Whatever the suggested price, react with surprise and disappointment. Remember, most people have plucked the price out of the air. They are always asking for more than they expect to get or offering less than they expect to pay. In either case, you should flinch and react with mild shock, no matter what the price or the offer. Appear hurt, as if the person has just said something cruel or unkind that was totally uncalled for. Then ask, “Is that the best you can do?” And remain perfectly silent. Almost every price has a built in cushion of available discount, and very often the salesperson will drop to that price with one painful flinch on your part.


BETTER SOMEWHERE ELSE


Always imply that you can do better somewhere else. There is nothing that causes a seller’s price to drop faster than saying that you can get the same item cheaper from another source. This shakes the self-confidence of the salesperson, who immediately feels that he or she is going to lose the deal and often cuts the price quickly.


The way that you learn to improve your communication skills for excellent negotiation is by practicing it at every opportunity until it becomes second nature. Negotiating is a great skill that you can master with practice. Take every opportunity you can find to negotiate on smaller items, especially in situations where you don’t really care about the outcome. Go to swap meets and garage sales and offer fractions of the asking price. You will be amazed how quickly you can become skilled at getting better prices.


When you go into a restaurant, scan the restaurant and pick a table that you want to sit at. Then, when you are shown to a lesser table, negotiate for the better table.


Whenever you buy anything from a retail store always ask, “Do you ever have this item on sale?” if they say, “yes,” then you say that you missed the last sale, but you would like to buy it at the sale price at this time.


The clerk will be astonished and will tell you that that is not possible. In that case, you ask to speak to the manager. You then offer to pay “cash” for the item at the previous sale price. You will be amazed at the excellent deals that you get. Remember that negotiating is a game. Your job is to get in there and to play, and to keep playing, until you learn how to win every single time.


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In need of a new website? Publication Design? Maybe a social media campaign? Or kickin’ it old school with a brochure? ( and yes, there is still a place for print in 2012.) You’ve come to the right place.


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