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Success in negotiations
To continue last week's article on ' Winning the Negotiation' it is important to understand the rules of the game if we are to win. We all negotiate whether we realize it or not. Life is full of everyday negotiations. I have often lost a negotiation and walked away wondering why. In retrospect and after analyzing my approach I understood where I went wrong. We can learn from our mistakes but only if we know what makes the difference in losing and winning a negotiation. Here are some of the simple rules of the game.
• GET TO THE DECISION MAKER. Know who the heavy weight will be in the final decision. If you are only with the person who will influence the decision and not make the decision you may be wasting time. Set a meeting when all the parties are present. If you meet with someone who is only sent to convey the information you will almost always lose. Insist on meeting with the person who will make the final decision.
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Bill Roark is a Commercial Associate Broker at Keller Williams Realty and may be contacted at bill_roark1@yahoo.com. |
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