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something on the table." When you fall into a favorable situation, walk away with itdon't run. |
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Tip 750: Keep quiet until things are final. |
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As you make progress in coming to agreement, you'll be tempted to talk about it to others. Don't. Having outsiders know about what's going on can add unnecessary pressureeither positive or negativeon the other person involved. For example, let's say you're negotiating with manager Victor about allowing your staff to use his department's equipment one day a week. He promises to think it over. Then in the meantime, you mention to a mutual friend, Evan, what you've asked of Victor. Evan may decide that you're on to a good idea, that he would like that same treatment. So Evan goes to Victor with the same request about using the equipment for his own people. Victor may decide to turn you down because he doesn't want to give such special treatment to Evan's group. Had you kept the situation quiet, you'd have had a sweet deal instead of no deal. |
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Tip 751: Practice your response to the nibbler. |
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After you come to a complete agreement, this individual wanders back into your office with "just one more little thing" or "by the way, I forgot to make sure it would be all right if . . ." This person wants to get every last crumb on the table. Be prepared with your response if this should happen to you: "I feel good about what we agreed to yesterday. I'd rather just stay with that arrangement" or "Actually, where we left things last week would be my preference. I really don't want to get into those issues again." |
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Few things of value have been gained on the first try. Research says most salespeople give up somewhere between the third and fifth attempt, and yet most buyers don't even remember your name until after the sixth impression. Persistence pays off in getting a customer's attention, it pays off in getting peers to cooperate, and it pays off in getting a boss to approve an idea. |
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To resolve a conflict, both people have to want to resolve it. When both people in a negotiating situation trust each other, hey have a natural inclination |
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