Friends on facebook , did for fun.
Cert as an acknowledgement for 4 years of academic pursuit.
Summarised with my own thoughts , extracted from Geoff King's The secrets of selling , how to win in any sales situation :
Nine rules
1)uncover their true interests.
Don't tackle a position headon , sidestep a revealed interests while questioning them to uncover their true interests.
People hide true reasons for
1) they have not throughly examined their position
2) they are trying to hide something.
the 1st is usually gives me an advantage as we can fabricate and shape their thoughts.
the 2nd is adverse selection and best to reevaluate their value.
2)Don't let emotion color your thoughts.
in the absence of knowledge , we tend to think the other party has detrimental motives.
3)You should describe your situation with emotions and color.
This will help persuade the other party that you are being truthful and gain their trust.
Moreover , a powerful speech from the heart might sway some to take your viewpoint.
4)Keep the people and the subject separate.
Personal attacks damages relations , focus on subject matter instead.
5) Do not give away something for nothing.
Everything has value , goodwill , trust , information.
6)Do not accept their first offer
Applicable only you have bargaining power. Otherwise avoiding negotiations is quickest way to transact.
7)Make sure everything is covered.
Favours everyone will see long term growth.
8)Keep your own counsel.
Talks the most , give away the most ( point 5 ). Listen twice as much as you speak.
9)Organise group negotiations.
If needed to , Lead speaker would be senior , most intuitive should be listener.
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