Negotiation (The Brian Tracy Success Library)

"A new multi-volume series of pocket-sized, hardbound books interweaves nuggets of wisdom from Tracy with engaging real-life examples and practical tools, tactics and strategies." --Sales & Marketing Management “Reinforcing Tracy’s belief that negotiators are made, not born, Negotiation , makes developing this vital skill easily manageable for anyone – especially busy managers.” --Smart Supervision Book Description Negotiation is an essential element of almost all of our interactions—personally and professionally. It’s part of how we establish relationships, work together, and arrive at solutions for our clients, our organizations, and ourselves. Simply put, those who don’t negotiate well risk falling victim to those who do. Throughout his career, success expert Brian Tracy has negotiated millions of dollars worth of contracts. Now, with this concise guide, you too can become a master negotiator and learn how to: • Utilize the six key negotiating styles • Harness the power of emotion in hammering out agreements • Use time to your advantage • Prepare like a pro and enter any negotiation from a position of strength •Gain clarity on areas of agreement and disagreement • Develop win-win outcomes • Use the power of reciprocity • Know when and how to walk away • Apply the Law of Four • Plus much more Smart negotiation can save you time and money, make you more effective, and contribute substantially to your career. Jam-packed with Brian Tracy’s trademark wisdom, this practical and portable book puts the power of negotiation right in your hands. Negotiation is an essential element of almost all of our interactions—personally and professionally. Simply put, those who don’t negotiate well risk falling victim to those who do. Throughout his career, success expert Brian Tracy has negotiated millions of dollars worth of contracts. Now, with this concise guide, you too can become a master negotiator and learn how to: • Utilize the six key negotiating styles • Harness the power of emotion in hammering out agreements • Use time to your advantage • Prepare like a pro and enter any negotiation from a position of strength • Gain clarity on areas of agreement and disagreement • Know when and how to walk away • And much more. Packed with Tracy’s trademark wisdom, this portable book keeps the power of expert negotiation close at hand. BRIAN TRACY (Solana Beach, CA) is the Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations. One of the top business speakers and authorities in the world today, he has consulted for more than 1,000 companies and addressed more than 5,000,000 people in 5,000 talks and seminars throughout the United States and more than 60 countries worldwide. He has written 55 books and produced more than 500 audio and video learning programs on management, motivation, and personal success. Excerpt. © Reprinted by permission. All rights reserved. INTRODUCTION YOUR SUCCESS IN business and in life will be determined by your ability to negotiate in your best interests in every situation. Negotiating is a key skill that affects everything you do or say, and almost all of your interactions, both personal and in business. If you cannot negotiate well on your best behalf, then you automatically become the victim of people who are better negotiators than you. You will always achieve a better income, or get a better deal, if you are good at negotiating. Life may be viewed as one long, extended negotiating session, from the cradle to the grave. Negotiation never stops. It is a major part of the business of living and communicating with others. It is the way that individuals with differing values and interests find constructive ways to live and work together in harmony. Your ability to negotiate successfully is essential to your success in all your interactions with other people. Negotiating has been going on since the beginning of civilization because humans have always had an interest in improving their relative position in life. Everyone wants to achieve more of those things that are good—happiness, wealth, position, love, security, status, prestige, and success. And people want to achieve their goals in ways that are faster and easier, and at the lowest possible cost of time and money. Every one of us is in a form of competition with many other people who also want to achieve the same goals, results, and outcomes. It is by compromising, trading, and negotiating that we balance conflicting and competing wants and needs to ensure that we achieve the best possible outcome for ourselves. Value Is Subjective The price or value of anything is always and only determined by the level of demand or desire for that good. The value is determined by what a particular individual, at a particular time, under a particular set of circumstances, considers somexadthing to be worth. Since this type of value judgment is always subjective, there is never a right and final price or set of terms that can be decided in advance. The prices that people are willing to pay or accept always depend on the individuals involved and their relative scale of needs at the time of the transaction. Subjective evaluations are what create the desire to exchange goods, services, money, and other things. In every voluntary trade or transaction, the parties involved will only agree with the prices and terms if they believe they will be better off afterward than if they had not entered into the negotiation or transaction at all. As they say, “It’s differences of opinion that make a horse race.” Practical Strategies and Methods Over the years, I have negotiated many millions of dollars’ worth of contracts for residential, commercial, and industrial real estate, including shopping centers, office buildings, and land development. I have negotiated the importation and distribution of more than $25 million worth of automobiles, plus contracts for printing, consulting, training, advertising, conventions and meetings, and sales of thousands of items worth millions of dollars. The ideas in this book are therefore based on extensive experience, both good and bad, supplemented by years of study into the art and science of negotiating. You are about to learn a series of the most important strategies and tactics ever discovered in the field of negotiating. Each of these ideas is practical, proven, and applicable immediately. They work, and they’ll enable you to get a better deal in almost every situation. I have taught these skills to hundreds of thousands of businesspeople worldwide, and the positive results that they have achieved in negotiating have been life-changing. If you systematically apply even a small part of what you are about to learn, you can bring about a major improvement in the quality and quantity of your results. Negotiating Is Learnable Even little children negotiate. They know that little hugs and affection are the currency with which they negotiate with their parents and relatives. Negotiating (or not negotiating), compromising (or refusing to compromise), and working to reconcile conflicting interests—these activities are an essential part of human life. Your ability to negotiate well can make an extraordinary difference in your financial life, your career, your relationships, and almost everything you get or give in the course of daily life. Fortunately, negotiating is a skill, and all skills are learnable. Everyone who is an excellent negotiator today was once a poor negotiator who ended up with far worse deals than today. The more you learn, think, and practice negotiating, the better a negotiator you will become. As you achieve better and better results, you will also feel happier, more self-confident, and more in charge of your life. One of the most powerful ways we learn is to contrast and compare what we are doing with what we could be doing. Think of an important area where you are negotiating in your personal or business life today. As you read through this book, think of how you could practice these techniques to achieve a better outcome or result than you are achieving today. As you put these ideas into action, you will be astonished at how much better the negotiation works out for you, and how much happier you will be as a result. Read more