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Friday, 24 May 2019
Agent Resource Center
This Old House - Do-it-Yourself

Negotiating Tip 22: Words That Work

Written by John Hamilton Posted On Friday, 15 March 2019 05:25

Do you know the words that work when defending your price?

Teach Him to Fish

"Give a man a fish and you feed him for a day. Teach him to fish and you feed him for a lifetime." In negotiations try them both. Learn about each fish (situation) and how to fish (strategy for handling any situation).

How do you handle really tough, contentious, challenging and confrontational situations? Apply the 'how to fish' technique that was mentioned above by anticipating and preparing.

Be constantly aware of tough situations that might confront you. Make a written note of them. Knowing that they might reoccur, think, research and ask others what could be done, or, more importantly, what could you say (words that work) to effectively handle this situation.

Prepare to be more effective the next time that tough situation arises, and it will.

Let Me Give You One Fish (Example)

A Negotiating Opponent Wants You To Cut Your Price

Everyone encounters this tough situation (fish) sooner or later. What do you say? What do you do? You can eat this fish with a two-step response.

First, give a pained look or grimace. It's the 'flinch' and it clearly communicates (non verbally) that a price concession won't be in the offing.

Second, verbally share a phrase you've researched and rehearsed. One that clearly, firmly and tactfully communicates your position. It's that verbal judo we talked about last week.

It could be something like, "I can appreciate that you'd want me to reduce my price. I hope you can also appreciate that there is no way I can accommodate that request."

or "What can you do for me that would warrant a price concession on my part?"

or "I could see the possibility of modifying my price but I'll need _____ from you. Would that work?"

If you want strength as a negotiator in tough situations simply anticipate and prepare. Perfect your "words that work"and enjoy the verbal judo and KEEP Negotiating!

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