A Simple Way To Improve Your Negotiating Skill
Here’s great advice on the negotiating process from Harvey Mackay’s “Swim With The Sharks Without Being Eaten Alive,” which just happens to be one of our favorite books.
Mackay promises that your deals will improve dramatically after you have learned to say No. In fact the title of one of the chapters of his book is ” Smile and Say No Until Your Tongue Bleeds.”
As for negotiating tactics, if you are a buyer, you have to be aware that any skillful sales person is constantly measuring you, and moving in for the kill.
Time is almost always the seller’s enemy, not yours, Mackay warns.
Mackay sums up the chapter with what he considers to be the two most important lessons any negotiator can learn:
First, be prepared to say no. “No one ever went broke because he said no too often.”
Two, the most powerful tool in any negotiation is information. In the long run, instincts are no match for information.”
Instead of yielding to pressure, and saying a hasty YES, say NO and acquire needed information. If later you do say YES, it will be an informed YES
“This is a book to cherish and share.”—Bill Marriott, CEO, Marriott International, Inc.
“Not only does Griessman give us Lincoln quotes, but he also weaves each one into a little jewel of an essay on that particular subject.” Wayne C. Temple, renowned Lincoln scholar, Illinois State Archives
A stirring, inspirational treasury of quotations from our greatest and most admired president, the book offers rich material for interpretation, reflection, and spiritual guidance.
You will also enjoy Lincoln Speaks To Leaders by Gene Griessman and Pat Williams.
Don’t leave yet. You’ve found a goldmine. Check out additional power phrases and unusual quotations.