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POWER NEGOTIATIONS
BY JACK MILLER |
SUCCESSFUL CONCEPTS AND TECHNIQUES USED BY THE PROS TO REDUCE COSTS AND INCREASE PROFITS IN HOUSE-BUYING TRANSACTION.
Welcome to the fantastic world of Negotiation. No skill commands a higher compensation, yet relatively few people take the time to ever develop working skills as Negotiators. This means that there is still plenty of room at the top of the heap for YOU.
Negotiation isn't necessarily oriented toward the maximum advantage of one party or the other. Rather, it seeks to create the maximum SATISFACTION for all parties to a transaction. Of course there are situations in which one party is able to reap most of the real benefits of a negotiation. In such instances, it's a virtual certainty that there will never be another opportunity to negotiate with that particular party in the future.
So the art of negotiation is more complex than merely getting the better of another party. It aims to convey the maximum benefits in a series of transactions over a long period of time between parties. Or, in instances where the likelihood of future transactions is very remote, and in the absence of a true distress situation in which any negotiation is either token or non-existent, negotiating skills can readily translate into bottom line profits.
Table of Contents:
1 INTRODUCTION
3 IF YOU CAN AFFORD IT, GIVE THEM WHAT THEY WANT
5 SETTING YOUR GOALS BEFORE YOU START
7 AIMING FOR, AND HITTING, SHORT AND LONG TERM TARGETS
9 PLAN YOUR WORK, THEN WORK YOUR PLAN
12 DISCOVERING WHAT THE OTHER GUY REALLY NEEDS
14 USING GARAGE SALES TO HONE SKILLS
16 GIVE AND TAKE NEGOTIATION PLOYS
19 PERSONALIZE YOUR NEGOTIATING STYLE
22 REASONS AND BENEFITS OF OWNING REAL ESTATE
24 SIX NEGOTIATLBE BENEFITS PEOPLE WILL TRADE OFF
26 QUESTIONING AND LISTENING TECHNIQUES
27 QUESTIONING TIPS AND SAMPLE QUESTIONS
32 HOUSE NEGOTIATORS HALF-DIALOGUE
35 SELLER CHECK LIST
38 MAINTAINING CONTROL OF THE INTEVIEW
41 DISCOVERING THE BOTTOM LINE
44 MOTIVATING WITH GREED AND FEAR
46 THIRD-PARTY INFLUENCES
50 USING THIRD-PARTY EXAMPLES AS NEGOTIATING PLOYS
52 BUILDING MUTUAL TRUST
56 USING A NEGOTIATING WORK SHEET
59 POWER OF LEGITIMACY
61 NEGOTIATING WITH LETTERS OF INTENT
63 USING THE OTHER PERSON'S POWER AGAINST HIM
64 POWERLESS POWER
65 FRONT AND BACK PORCH TECHNIQUES
66 MAKING MULTIPLE FORCED OFFERS TO GET RESULTS
67 TELEPHONE CANVASSING EXERCISE
68 KNOWING WHEN ENOUGH IS ENOUGH
70 WORKING ON THE FINE POINTS
Only $9.95
