If you want a sure-fire way to succeed at negotiations – whether it’s with your partner over who takes out the bins or for your next property investment purchase, then look no further.
Here’s 7 timeless quotes to help you out:
1. Negotiating is essentially human
way of interacting
It is the way we progress.
Adam Smith, the Scottish economist
who wrote “The Wealth of Nations” put it this way:
“Man is an animal that makes
bargains. No other animal does this. One dog does not exchange a bone with
another.”
2. Negotiating is not about dividing
up a limited cake in ways that are divisive
It is about making a bigger and
better cake.
David Ghitelman says that the key to
making negotiations work isn’t a scarcity mentality but an added value
mentality:
“Negotiating is about creating
value, not dividing wealth.”
3. Conflict is at the heart of
negotiation but only a positive view of conflict will result in a successful
outcome
As Dean Tjosvold said:
“Co-operative conflict builds people
up, strengthens their relationships and gets things done.”
4. There is a time to speak and a
time to shut up in negotiations
When you do more listening than
speaking, you actually increase your negotiating power.
I remember reading this quote:
“If you’re talking, you’re giving
information and therefore giving away power. If you’re listening and asking
questions, you’re gaining information, the raw material of knowledge, and
therefore gaining power.”
5. In power negotiations, when the
stakes are high, let the other side believe what you want them to believe
But don’t lie or be dishonest.
Sun Tzu, the writer of the oldest
military treatise in the world, “The Art of War”, put it in these words:
“All warfare is based on deception.
Therefore when capable, feign incapability. When active, inactivity.
When near, make it appear that you are far away. When far away, that you are to lure him. Pretend inferiority and encourage his arrogance.”
When near, make it appear that you are far away. When far away, that you are to lure him. Pretend inferiority and encourage his arrogance.”
6. Recognize that you will only
reach agreement by understanding the deeply-held needs of the other side
In Frank Romer’s words:
“People will sit up and take notice
of you if you will sit up and take notice of what makes them sit up and take
notice.”
7. You can only succeed in
negotiations with a win-win attitude
To quote B.C.Forbes:
“Any business arrangement that is
not profitable to the other person will in the end prove unprofitable for you.
The bargain that yields mutual satisfaction is the only one that is apt to be repeated.”
The bargain that yields mutual satisfaction is the only one that is apt to be repeated.”
If you are new to property
investment negotiations or still
struggling to master the skill, remember these 7 quotes.
They are words of wisdom passed down
the years and invariably learned by the painful lessons of experience.
One more negotiation tip:
If you want to get the best deal
when you buy your next investment property, get a professional negotiator on
your side working for you.
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