3. Negotiation Secret No.2

The 2nd Secret That Negotiators Won't Tell You -
Why They Object To Your Proposal

THE BOTHERING OBJECTIONS
Have you heard of people saying this to you over a sales or negotiating meeting:

“ I want to think about it. “,
“ I don’t like what you are offering me .”,
“ Are you out of your mind? You call that being fair? “ ,
“ Hey, you are pretty expensive!”

If you have been receiving these kind of reactions as a result of your communication with someone either at a business meeting or off the street regarding a potential trade, well, in fact, I believe you have just joined the rank of at least 80 % of the people on this planet who have been feeling mentally stressed and helpless because of such statements or unfriendly response.

How do you deal with people objecting to your proposal? When you are being objected to, what is your first reaction to their response?

Getting angry and frustrated, right?

If your reaction had been what I have just predicted, you would have fallen into what I call their “negotiation trap. “

Yeah, it’s a trap that is so big that you will be having a free fall right into the middle of the earth core. And it’s hot too!

Now, the crux of the issue is : WHY did they object to your proposal?

Ready for the 2nd Secret?

Here it is: “ They merely need to protect themselves!”

What? You might ask, they only do that because they need to protect themselves?

Wouldn’t you? When most people go to a sale , even with the price tag marking 70% off the normal retail price, they would still go for the thought that the price has not “ bottomed out”.

How many times have you seen shoppers carrying out the “ price execution order” to the retail assistant by asking this : “ Is there anymore discount? “ or “ Can you give me more discount? “

Go to http://www.4qctraining.com/cms/Default.asp?Page=70 and use this proven negotiation secret now!>>

Research shows that human beings have the natural instinct to defend and protect their self-interest when it comes to survival. Their intuition is to survive the challenging environment in a trade and people hate to be deceived if they find out that they don’t have a good deal. Well, we know that ‘s a matter of perception. But it’s true. I need to object first and check your response to see whether I have been right about my perception.

ACTION STEP
I need to understand the important fact that if people object to my proposal, it s not because of me, but because they need to protect themselves from getting a bad deal. I would do the same if I were them. That thinking will help me believe that the other party is not my enemy, but they can be my friends.

Use this proven negotiation secret now!>>

See you soon in my next Power Tip #4 on "The 3rd Secret That Negotiators Won’t Tell You- How You Can Handle Their Objections". Take care and this is TK from Fourth Quadrant Communications. Remember, negotiate with passion!

Cheers to your SUCCESS!
TK Chan
Certified NLP Master Practitioner (ABNLP)
Corporate Sales & Negotiation Trainer
http://www.4qctraining.com
http://nlpasia-tkchan.blogspot.com

About TK
He is the founder, principal master trainer and an internationally Certified NLP expert of Fourth Quadrant Communications (4QC), a training and speaking organization that conducts workshops and seminars for local and multinational corporations in the key areas of Neuro-Linguistic Programming & Hypnosis, personal change & effectiveness, psychological sales & negotiation, customer loyalty, high-impact presentation and leadership. You can consult him at 6013 -3954754 or email him at tk@4qctraining.com or info@4qctraining.com.

2. Negotiation Secret No.1

The 1st Secret That Negotiators Won't Tell You -
How To Help Them Get What They Want

Remember the time when the movie “ The Negotiator” came blasting onto the big screen? You bet, it co-starred two of my all-time favourite movie heroes – Kevin Spacey & Samuel L. Jackson. Their riveting acting was memorable, exciting and most of all, thrilling. I thought that was the best movie on the subject of negotiating ever filmed by any screen director. Grab your popcorn, sip your Coke, sit tight and watch it ……it’s not just about the action, it’s about people solving a common problem using powerful negotiation!

How do you know that you have started to negotiate with someone? What are the evidence to suggest that you are negotiating? Is it the long wide table, the high chair of the opposite parties, the agreement forms lying on the edge of the table, the bright lights, the heavy smokes, the daunting clock, the suits, or the Chinese Poker face?

Well, it’s nothing like you see in the movie really.

The real negotiating process starts when you have thought about exchanging your unsatisfied needs with someone whom you believe have control over what you want. Like a product that you desire, a service that you require to help you get to your objectives, or other vital information that will change your outcome. Whatever you want, if you don’t have it, you need to negotiate.

So, you ask, how do I get what I want?

The 1st Secret ……. do you have what they need? If you don’t, you have nothing to exchange. In other words, there is nothing you can help them with!

Many a times, when you want to sell some product and services to customers, you assume that you have what they need. How do you know? Did you ask them? Did they voluntarily tell you that? You wonder why they turn your questions upside down like an overnight laundry as though there are dirts all over it. You have told them everything about your product in details, and yet, nothing really excites their face.

Simple. That’s nothing he wants from you. So, the customer now thinks, “ You can say anything, but you have no control over my feelings for your products and services. “

Effective negotiators don’t assume and shoot blankly. They check by asking the right questions to understand what the other party might want. They sincerely ask what THEY CAN DO to give what the other side desires. They are INTERESTED to help. Their outcome is to HELP, not to assume and second-guess.

Now, the negotiator is ready to listen to you and tell you what he wants. That’s how you can negotiate with him.

Curious to find out more about how to negotiate like a pro and increase your personal influence with others for a powerful win-win using 1 simple technique?

Go to http://www.4qctraining.com/cms/Default.asp?Page=70 and use this proven negotiation secrets now!>>

ACTION STEP:
I start to develop a good habit of asking the right question of finding the negotiator’s unsatisfied needs. I stop assuming that he must want what I have. Instead, the better strategy is to ask him what he needs and get him to be interested in asking for what he wants.

See you soon in my next Power Tip #3 on " The 2nd Secret That Negotiators Won’t Tell You "!

Good luck and this is TK. Remember, happy negotiating!

Use this proven negotiation secrets now!>>

To your PERSONAL SUCCESS!
TK Chan
Certified NLP Master Practitioner (ABNLP)
Corporate Sales & Negotiation Trainer

About TK
He is the founder, principal master trainer and NLP consultant of Fourth Quadrant Communications ( 4QC ), a training and speaking organization that conducts workshops and seminars for local and multinational companies in the key areas of personal success, value change, psychological sales negotiation, customer service loyalty, high-impact communication and leadership. You can reach him at 6013 -3954754 or email him at tk@4qctraining.com.