When you become a better negotiator, you'll earn more money, help your company achieve its goals and enjoy a more fulfilling personal life. Author Dell Wright, a successful CEO, provides the sharp focus you need to enhance your negotiati THE POWER OF NEGOTIATION Teaches Life Changing Skills, Negotiation Practices, Artful Communication, Tactful Assertiveness, Building Relationships, Win-Win Negotiations and more..... By DELL WRIGHT iUniverse, Inc. Copyright © 2012 Dell Wright All right reserved. ISBN: 978-1-4697-8189-1 Contents Acknowledgment..........................................................................vAuthor's Biography......................................................................viiPreface.................................................................................xiiiIntroduction............................................................................xvThe Harvard Method......................................................................xix Chapter One Progressive Negotiation Tactics The Win-Win Concept WIN-WIN • Strike a deal that's a winner for both you and the party you're negotiating with • Both parties must be in favor of the deal Negotiation is a vital skill to have in business. For many people, negotiating is a difficult task and many struggle with the art of negotiation. The Win-Win concept can help ordinary people become stellar negotiators. When negotiating, we must always consider the other party's situation as well as ours. If you can strike a deal that's a winner for both parties, you're on the right track. With that said, you must always focus on forming a relationship that works out for both you and the party you're trying to negotiate with. If it's a winner for you and a winner for the other party, there's no reason a deal can't be formed. When you make an offer, make sure the offer favors the other person's needs. Make sure there's an assurance on both sides and always think win-win. Being Fair BEING FAIR • Ensure fairness on both sides • A negotiation cannot succeed without either side • Think Win-Win Let's dwell deeper into creating win-win relationships. The first essential guideline is to be fair. This is the most important concept that you have to always consider when you're negotiating with people. You have to ensure fairness in both sides since a negotiation is meant to keep matters fair and equal to one another. Therefore, if a negotiation is one-sided and is favorable to only one person, there's no point in negotiating. What's the use to negotiating or being a negotiator if you only intend to benefit yourself? There's no reason for you to negotiate with others if you're focused on the side that can only benefit you. If you do not consider other things that can also be beneficial to others, they might not agree to your needs. Ultimately, both sides lose because they get nothing in return. Being Reasonable BEING REASONABLE • Must benefit the other party • Think in terms of "both": make the other party satisfied while still achieving your goal in the negotiation process You have to be very reasonable when negotiating with others. Make sure that everything in your talk will go smoothly and be beneficial to your side as well as to other people whom you're negotiating with. Let's say you own a company and you have to negotiate with your employees in regards to the salary increase they're demanding. You have to present them with your company's account statements or current profit versus loss margin to explain why you can't increase their salaries. Being reasonable is very important. In the example above, the more your employees understand your concerns as a company owner, the more they understand how they impact the company's success. Be Realistic BE REALISTIC • Is it possible? Is it achievable? • Remember: no one likes being undercut! When you negotiate about something, one of the most vital things to keep in mind is reality , especially if you're dealing with financial matters. Most people these days are not realistic, particularly in their finances. You can't negotiate with your eyes closed. Being unreasonable derails the negotiation process. Always keep in mind that no one wants to be undercut. Never use your excellent skill and knowledge in negotiation to fool people and lead them to deal with something that will result in negative effects. Dirty negotiation is fairly common, especially in business. While not all businesses engage in shady negotiation practices, there are many who do. As an example, let's say there is a factory that needs to dispose toxic materials and negotiate with people who live in the area surrounding their plant and do not disclose the danger and possible side effect associated with their intended plans. In this instance, the people, unaware of the possibility of harm, agree to the terms of the negotiation, slanted in favor of the facto