Property Guides and Information for the Costa del Sol, Spain
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Roger Dawson / REIClub.com
Power Negotiators know that you should always flinch-react with shock and surprise at the other side's proposals.
May 15, 2005 | Read more... | Category: Negotiation
Unethical Negotiating Gambits and How to Protect Yourself Against Them
Roger Dawson / REIClub.com
Let me teach you the unethical gambits that people can use to get you to sweeten the deal. Unless you're so familiar with them that you spot them right away, you'll find that you will make unnecessary concessions just to get the other side to agree with your proposal.
May 15, 2005 | Read more... | Category: Negotiation
To Be a More Powerful Negotiator Never Say Yes to the First Offer
Roger Dawson / REIClub.com
Power Negotiators know that you should never say Yes to the first offer (or counter-offer) because it automatically triggers two thoughts in the other person's mind. Let's say that you're thinking of buying a second car. The people down the street have one for sale, and they're asking $10,000. That is such a terrific price on the perfect car for you that you can't wait to get down there and snap it up before somebody else beats you to it.
May 15, 2005 | Read more... | Category: Negotiation
Learn to Play the Reluctant Seller When You're Negotiating
Roger Dawson / REIClub.com
Imagine for a moment that you own a sailboat, and you're desperate to sell it. It was fun when you first got it, but now you hardly ever use it, and the maintenance and slip fees are eating you alive. It's early Sunday morning, and you've given up a chance to play golf with your friends because you need to be down at the marina cleaning your boat. You're scrubbing away and cursing your stupidity for ever having bought the boat. Just as you're thinking, "I'm going to give this turkey away to the next person who comes along," you look up and see an expensively dressed man with a young girl on his arm coming down the dock. He's wearing Gucci loafers, white slacks, and a blue Burberry's blazer topped off with a silk cravat. His young girlfriend is wearing high heels, a silk sheath dress, big sunglasses, and huge diamond earrings. They stop at your boat, and the man says, "That's a fine looking boat. By any chance is it for sale?" His girl friend snuggles up to him and says, "Oh, let's buy it, poopsy. We'll have so much fun." You feel your heart start to burst with joy and your mind is singing, "Thank you, Lord! Thank you, Lord!"
May 15, 2005 | Read more... | Category: Negotiation
How To Negotiate Counter Offers
Roger Dawson / REIClub.com
Once you make an offer on a piece of property, it probably will not be accepted on the first go-round. It may be, but the Seller will probably counter. Before I get too far into this subject, it would probably be helpful to have a brief discussion of when we do and don’t negotiate.
May 15, 2005 | Read more... | Category: Negotiation
How to Stop People from Grinding on You in Negotiations
Roger Dawson / REIClub.com
Let me tell you how to conclude negotiations very effectively. You don't have to use it when the other person is negotiating in good faith with you. You use it only when you feel that the other side is simply grinding away to get the last penny off your price. Or when you know that the other person wants to do business with you, but she's thinking, "How much would I be making per hour, if I spent a little more time negotiating with this person?"
May 15, 2005 | Read more... | Category: Negotiation
How Time Pressure Affects the Outcome of a Negotiation
Roger Dawson / REIClub.com
In Puerto Prince, Haiti, former President Jimmy Carter, Colin Powell, and Senator Sam Nunn were in intense negotiations with Haiti's military commander, General Cedras. The phone rang and it was President Clinton calling to tell them that he had already started the invasion and they had 30 minutes to get out of there.
May 15, 2005 | Read more... | Category: Negotiation
Ask for More Than You Expect To Get
Roger Dawson / REIClub.com
One of the cardinal rules of Power Negotiating is that you should ask the other side for more than you expect to get. Henry Kissinger went so far as to say, "Effectiveness at the conference table depends upon overstating one's demands."
May 14, 2005 | Read more... | Category: Negotiation