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run "slipshod" over them to get what you want, you'll build trust. Listen to what they say, ask questions about their needs and goals, show respect. Once you've figured out how to get what they want, they'll often be more helpful in getting what you want. |
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Tip 698: Appreciate the value of what you have to bargain. |
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Sometimes people undervalue what they have to trade. Don't forget the intangibles. Attach value to everything before you begin your discussions. For example, as an employee you may own your own transportation to work and so can work early or late hours on special projects when asked without undue hardship. If that flexibility happens to be important to an employer, consider it a bargaining chip. Other assets of value include dependability, ethical behavior, responsiveness, contacts and networking opportunities, emotional ownershipnot to mention any number of other skills or attitudes. Take a fresh look at what you have to offer in any situation. |
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Tip 699: Dilute your weaknesses by listing them. |
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This principle works like an apology. If you apologize profusely for an error, chances are a customer will accept your apology graciously. At the least, that customer will stop ranting and raving about how you goofed up and move on to the solution. The same often happens in negotiations. You lay your vulnerabilities on the line so the other person doesn't have to recount them to you. Then the discussion can move on to focus on what you do bring to the table. For example in interviewing for a job, the conversation might go like this: "I know I don't have the five years' sales experience you wanted, but I do speak three languages and think that fluency necessary to building rapport will more than compensate for . . . What I have gained in lieu of sales experience is years of . . ." |
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Tip 700: Watch others' body language when they toss out "Unimportant" comments. |
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When people seem to throw "by the way" comments into the conversation ("Oh, I almost forgot . . . ," ''I forgot to tell you that . . . ," "By the way, does it matter that . . ."), watch for hidden meanings. They will usually become stiff, nervous, and apprehensive about your response. Those subtle body changes should cue you that the comment may not be so insignificant after all. Investigate the big-picture meaning. |
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