Everand Logo

Welcome to Everand!

  • Discover millions of ebooks, audiobooks, and so much more with a free trial

    Only $11.99/month after trial. Cancel anytime.

    Negotiation
    Negotiation
    Negotiation
    Ebook104 pages2 hours

    Negotiation

    By José Corona

    ()

    Read preview

    About this ebook

    A clear and concise book to improve your negotiation skills through value creation, target definition and motivation.
    It shows the empiric rules of negotiation and explains why this is a discipline of excelence, reserved to privileged.
    It also explains haggling. It will teach you which are the tricks and traps and how to neutralize them.

    LanguageEnglish
    PublisherJosé Corona
    Release dateSep 8, 2016
    ISBN9781370357727
    Negotiation
    Author

    José Corona

    Mexicano y Español, residiendo en Cantabria desde hace 8 años. Dedicado a desarrollar proyectos innovadores desde hace más de 30 años.

    Related to Negotiation

    Related ebooks

    Teaching Methods & Materials For You

    View More
    View More

    Related podcast episodes

    Related articles

    • Article

      How Important Is Negotiation?

      Feb 27, 2020

      One of the most important parts of owning investment property is the art of negotiation. We negotiate every day and almost every hour of our life. We negotiate with our kids, spouses, workmates, and when we cross the road. Almost everything we do in

      2 min read

    • Article

      Revenue Growth Engineering

      Mar 29, 2018

      Revenue Growth Engineering
      1 min read

    • Article

      The Thinksales Approach

      Jun 17, 2018

      The Thinksales Approach
      1 min read

    • Article

      Choosing Sales Activity That Determines The Best Outcome

      May 27, 2019

      IN THE NEXT look at our “8 levers of sales growth” series I tackle the decision between doing more volume of sales activity generally or focusing on more targeted sales activity. It seems like a simple answer, but it isn’t always as obvious as you’d

      2 min read

    • Article

      Simple Works

      Jun 17, 2018

      Simple Works
      2 min read

    • Article

      How Big Should My Emergency Fund Be?

      Jun 30, 2022

      Let's talk about how much you should save in your emergency fund and go over some ways that the savings positively impact your life. What's up, everybody? It's your boy, Brandon Copeland, aka Professor Cope, and you are now tuned to another episode o

      4 min read

    • Article

      Ease Stress Of Divorce

      Sep 29, 2021

      Ease Stress Of Divorce
      6 min read

    • Article

      HOW TO DO disputes

      May 7, 2020

      What happens when a professional creative relationship breaks down and leads to dispute? Whether there’s disagreement about royalties or rights control with your publisher, or issues in your relationship with your agent, or conflict over ownership wi

      3 min read

    • Article

      How to Haggle for Almost Anything

      Sep 30, 2021

      Haggling over prices isn't just for people buying cars or houses. Think bigger. You can negotiate for just about any product or service -- your cable and cellphone bills, credit card interest rates, even your rent. You just need to borrow these tried

      1 min read

    • Article

      Are You a Fighter?

      Nov 14, 2023

      Q I always seem to lose in workplace conflicts. How can I win more? —JULIO, HOUSTON, TX YOU SAY YOU’RE bad at resolving conflicts. Before we address that, let’s back up and ask: What exactly is conflict…to you? Everyone defines conflict differently.

      2 min read

    • Article

      How to keep CONNECTED IN CONFLICT

      Jun 18, 2023

      How to keep CONNECTED IN CONFLICT
      3 min read

    • Article

      How To Be A Better Negotiator

      Mar 4, 2022

      These are the three things I tell people to try when they want to lower their propensity to be agreeable and learn to be better negotiators. 1 Become more comfortable with being uncomfortable. Next time you buy something second-hand, consider how mu

      1 min read

    • Article

      Landlord’s Best Friend

      Dec 29, 2023

      Landlord’s Best Friend
      3 min read

    • Article

      How To Get What You Want

      May 19, 2019

      Jacinta di Mase is a literary agent who set up her eponymous management company in 2004. She spends most of her days negotiating publishing offers and contracts on behalf of her authors, and after 20 years’ experience, knows negotiating is all about

      5 min read

    • Article

      How to ARGUE FAIRLY

      Apr 20, 2023

      How to ARGUE FAIRLY
      3 min read

    • Article

      A New Way To Look At Negotiation

      Oct 3, 2019

      A New Way To Look At Negotiation
      8 min read

    • Article

      Brain Trust

      Jul 11, 2019

      The best career advice I received was to overcommunicate, underpromise, and overdeliver. It’s easy to fall into the trap of assuming people have the same level of skill and knowledge as you on a subject, but often this is not true. If you’ve been wor

      4 min read

    • Article

      The Mental Journey

      Jun 27, 2019

      Awesome! You’re ready to buy an investment property, either your first, or maybe in an area you haven’t purchased in before. You’ve done your homework, have your finance lined up, all the correct tax structures in place and the best possible property

      3 min read

    • Article

      Contract Tips and Handling Conflict

      Aug 16, 2021

      Negotiating Your Best Deal Just as good fences make good neighbors, good contracts make good working relationships. You will be faced with numerous contracts in your writing life—with publishers, of course, but possibly also with agents, co-authors,

      5 min read

    Related categories

    Reviews for Negotiation

    0 ratings

    0 ratings0 reviews

    What did you think?

    Tap to rate

    Review must be at least 10 words

      Book preview

      Negotiation - José Corona

      Negotiation

      Lead them into an agreement

      José & Juan Pablo Corona Sánchez

      ISBN: 9781370357727

      jcoronav@yahoo.com
      see also
      Creaffiti: The 5 D’s of Creativity

      September 7th, 2016.

      –––––– o ––––––

      Prologue

      It seems clear that you want to improve your skills as a negotiator: me too. Whenever observing people during negotiating dialogs, I usually detect standard, very predictable patterns. However, sometimes they surprise me with some new argumentations or tricks, confirming me that negotiation is exciting and that I can always learn something new.

      Many years ago, I used to enjoy watching traders negotiating in the market. It was always the same; I could almost guess their dialogues. I came to imagine a negotiation as a horizontal line with each of the initial positions of the negotiators at the ends of this line, and the final agreement somewhere in between. The interminable haggling could bring closer the positions gradually until one gave up or abandoned the struggle.

      Eventually I got to know better negotiators. I had the opportunity to meet some real magicians of trading that did not follow the game of haggling. They systematically avoided any discussion with their counterparts, listening respectfully and asking many questions. They did not show themselves as negotiators, but as allies. To any concrete offer, they responded with a smile, not with a counteroffer (avoiding haggling). At the end of the pleasant conversation, they only had to give the other an uppercut to strike the deal because they had previously unarmed them. These negotiators had led them to the agreement that they wanted; using the information obtained and applying an appropriate strategy, positioning the other in the center of the ring.

      Watching them and seeing their results helped me to learn that there was a superior way of trading in order to avoid direct confrontation to reach an agreement, an acceptable deal. I knew then that negotiating is to achieve that the other part wants to do what you want to do.

      – o –

      Chapter 1

      Fundamental concepts

      Negotiating is leading other’s thoughts and actions towards an agreement.

      Lurias

      What is to negotiate?

      Usually, definitions are useless, but they are the first thing to learn in any new subject.

      Negotiating is not achieving the lowest or highest price. That is haggling, and anyone can try. Negotiating is not overcoming the other. That is fight, and you probably already know how to do it. Negotiating is not to deceiving or abusing. That is unethical, and you do not need this book to do so, although it will be useful to learn how to defend yourself against it.

      My definition: "Negotiating is leading other’s thoughts and actions toward an agreement".

      The key word in this definition is leading. Let us analyze it and see some implications:

      when leading someone, both must advance in the same direction;

      if both advance in the same direction, there are no frictions;

      if you lead, you set the path and the final destination.

      These concepts will help you to understand the basis of negotiation. When negotiating, you try to achieve two things:

      closing the deal

      adding the other to your increasingly valuable contacts’ list

      A successful negotiator knows the importance of establishing and continuously expanding his relations. A small initial agreement may open the door to big business opportunities later.

      Negotiating is a subtle, superior, refined skill. I am sure you would have no problem in getting the best price for the car you want to buy or sell by bartering. It would be enough to start an endless path of dialogue and counteroffers until one of the contestants gives in or gets angry (or both).

      Therefore, if you manage to get the price you expected; the other feels satisfied (not ecstatic, of course), and in mood to negotiate more deals with you, then you will have succeed.

      There is a Golden Rule: Never make unethical deals. Above your success as a negotiator, stand your ethics. This is the only way of safeguarding your honor. Never abuse; no matter whether you are stronger, smarter or in a better position. Do not let others do it on your behalf.

      What is a negotiator?

      A negotiator is a person like you and me. It may be graduated or uneducated, male or female, young or old, married or single, etc. There is no anatomical or academic profile to define it, but you might find in all good negotiators common attributes. I would recommend you try to act Kindly. At least use that buzzword to remember that a negotiator:

      Knows what he wants

      Induces to an agreement

      Neglects the other’s attempts to scare

      Dissects information quickly

      Listens patiently

      Yields results; gets deals done

      Whoever has these qualities as a negotiator, has it all. I can only point out some of them, but I will try to bring closer to you some others. All great leaders, all big sellers, all successful entrepreneurs have at least those qualities in common.

      I can state categorically that there is no better-paid occupation than a skilled negotiator.

      Now I must be honest with you. I have learned from losing bargains and analyzing them afterwards. Believe me when I tell you that this has happened more times than I expected. If I had known how important it is to negotiate in all areas of life, I would have looked for a book like this to make things a little better from the beginning.

      What is a good negotiation?

      I would use these parameters to qualify it. After a negotiation has concluded, I ask myself three questions:

      Did I close the deal?

      Did I get what I expected at the beginning?

      Did the other get satisfied with the deal? Will he make deals with me again?

      You need three affirmative responses to qualify successful your trading. If you got at least one negative, you have to choose between these qualifiers:

      I did not close the deal. I could not convince him

      I closed it and lost. I paid too much or received less than expected

      I closed and won. I got a bargain

      I closed, but I am not sure if I did it right

      Let’s analyze each one of them:

      I could not convince him. It can be due to many reasons, including the simple fact that the perceived value of the object to be treated was too different. It could also be that your or his position was abusive or exaggerated, voluntarily or involuntarily. For example, you might have read on the Internet that an equal sculpture to which you intended to sell had been auctioned for a stratospheric price and you thought you could get –or deserved to get– a similar amount.

      I paid more or received less than expected. If you feel you were cheated, you are probably right. You should have bought this book before closing the deal. The fact that you intuit this, is terrible for you. You will have to analyze the reason: Did you lack courage? Have you missed information? Have you lacked strategy? Did not respect your boundaries? Did you feel inferior? Did the other convince you?

      I got a bargain. If you get a bargain, do not show off. This frowned upon, for any of the following reasons: you abused of his precarious, urgency or some other situation? Did

      Enjoying the preview?
      Page 1 of 1