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.

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Table of Contents:

IF YOU CAN AFFORD IT, GIVE THEM WHAT THEY WANT
SETTING YOUR GOALS BEFORE YOU START
AIMING FOR, AND HITTING, SHORT AND LONG TERM TARGETS
PLAN YOUR WORK, THEN WORK YOUR PLAN
DISCOVERING WHAT THE OTHER GUY REALLY NEEDS
USING GARAGE SALES TO HONE SKILLS
GIVE AND TAKE NEGOTIATION PLOYS
PERSONALIZE YOUR NEGOTIATING STYLE
REASONS AND BENEFITS OF OWNING REAL ESTATE
SIX NEGOTIABLE BENEFITS PEOPLE WILL TRADE OFF
QUESTIONING AND LISTENING TECHNIQUES
QUESTIONING TIPS AND SAMPLE QUESTIONS
HOUSE NEGOTIATORS HALF-DIALOGUE
SELLER CHECK LIST
MAINTAINING CONTROL OF THE INTERVIEW
DISCOVERING THE BOTTOM LINE
MOTIVATING WITH GREED AND FEAR
THIRD-PARTY INFLUENCES
USING THIRD-PARTY EXAMPLES AS NEGOTIATING PLOYS
BUILDING MUTUAL TRUST
USING A NEGOTIATING WORK SHEET
POWER OF LEGITIMACY
NEGOTIATING WITH LETTERS OF INTENT
USING THE OTHER PERSON'S POWER AGAINST HIM
POWERLESS POWER
FRONT AND BACK PORCH TECHNIQUES
MAKING MULTIPLE FORCED OFFERS TO GET RESULTS
TELEPHONE CANVASSING EXERCISE
KNOWING WHEN ENOUGH IS ENOUGH
WORKING ON THE FINE POINTS


 

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