Negotiation Skills to Build Trust, Strong Relationships, and Solid Commitment: Everything You Need to Know - Easy Fast Results - It Works; and It Will Work for You

Negotiation Skills to Build Trust, Strong Relationships, and Solid Commitment

Everything You Need to Know - Easy Fast Results - It Works; and It Will Work for You

Zane Rozzi

Copyright 2022 Zane Rozzi. All rights reserved. No part of this publication may be reproduced or distributed in any form or by any means without prior written permission from the copyright holder. This publication is provided with the understanding that the author and publisher are not herein engaged in rendering legal, medical, investment, accounting, or other professional advice or services. If legal, medical, investment, accounting, or other expert advice or assistance is required, the services of a competent professional person should be sought. Your level of success in realizing results, if any, is dependent upon a number of factors including your ability, skill, knowledge, effort, persistence, and a variety of other personal attributes. Because those attributes differ between individuals, neither the author nor publisher can guarantee your success or any specific result. You alone are responsible for your actions and results in life and business. Any forward-looking statements contained within this publication are simply opinion and not guarantees or promises of actual performance or results. Neither the author nor publisher make any guarantee you will achieve any specific results. Individual results are not guaranteed and will vary. The information contained within this publication is made available solely to offer general information of interest. The author and publisher assume no responsibility for errors or omissions. Any statements or recommendations made by the author are simply his opinion. Such statements and recommendations might have been applicable to the author’s specific life circumstances, but may have no relevance to your own personal life circumstances. Determining whether or not any of the author’s statements or recommendations apply to your specific life circumstances is solely your responsibility. The author is not responsible for your actions. You are solely responsible for your actions. Your actions in life and business must be based on your own due diligence, not the opinion of the author. Nothing contained within this publication shall to any extent substitute for the sound judgement of the user. Neither the author nor publisher shall be liable for any losses, liabilities, or damages, including but not limited to indirect, special, or consequential damages, resulting directly or indirectly from the use of any information contained within this publication.

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Table of Contents

Understanding What’s Behind the Word ‘No’

Getting the Best Deal for Yourself While also Developing Positive and Mutually-Beneficial Long-Term Relationships

Getting the Other Party to Reveal What They Want

Building Rapport in the First Stages of Negotiation

Watch for Lies and Deception

Promises and Threats

Whether or Not to Share Information with the Other Party

Be Like the Terminator — Keep Coming Back — With Alternatives

Turn Demands into Opportunities

Turn Outrageous Claims into Value

Help Others Solve Their Problems

How to Negotiate Price

How to Avoid Answering Questions that Reveal Your Weaknesses

Objective Third-Party Standards Can Be Used to Resolve Arguments

When the Other Side Confronts You with a Personal Attack

What it Takes to Accomplish Your Goals and Get Everything You Deserve in Life — The End Matter

Understanding What’s Behind the Word ‘No’

In negotiations, people say ‘no’ for a variety of reasons. If you simply accept their ‘no,’ which could mean the negotiation is over, that would be a missed opportunity to build a productive long-term working relationship with the other party. Also, even if you don’t lose the entire deal, if you don’t understand the situation from the other party’s point of view, you would not have as thorough of an understanding of the other party’s true thoughts and feelings. That lack of understanding would prevent you from having as close and trusting of a relationship with the other party as you would if you understood their true thoughts and feelings.

Therefore, you’re going to have to do some digging to find the true reason behind the ‘no.’

Some people are shy or self-conscious. Other people try to be overly polite. The other party might also be hesitant to tell you the real reason behind the ‘no’ for fear of hurting your feelings. Therefore, people won’t always be direct and tell you exactly why they do not agree with you or why they do not want to accept your offer or proposal. It can be easier for them to simply say ‘no’ rather than to have the courage to say what they truly think.

The other party might also have a subconscious uncomfortable feeling about the deal they can’t explain in words. For some reason, they just don’t feel right about the deal. In that case, the other party might simply tell you ‘no’ because they’re not able to put into words what is stopping them from moving forward.

In any of the above scenarios, if you simply accept the other party telling you ‘no,’ you would be negotiating blind because you would be unaware of their true thoughts and feelings. You could be missing a valuable opportunity to build a productive long-term working relationship with the other party. You could also be missing an opportunity to develop a close and trusting relationship by understanding the other party’s true thoughts and feelings.

Therefore, to be an effective negotiator, keep the negotiation going, understand the situation from the other party’s point of view, build a close and trusting relationship, and reach an agreement, you need to do a bit of work to find out what’s behind the ‘no.’

The word ‘no’ is often a substitute for one of the following:

I don’t yet feel comfortable dealing with you specifically.

I don’t yet feel comfortable dealing with your company specifically.

I don’t yet feel comfortable with your product specifically.

I fear unknowns and uncertainty so I’m hesitant to make a change.

I’m waiting for some unrelated other event to occur before I make a decision on this issue.

I’m interested in one of your competitor’s goods or services.

I’m loyal to another good or service provider — even if their product isn’t as good.

I don’t need the good or service, or nonmonetary item, or event urgently right now.

I don’t yet feel comfortable making this decision.

I need more information before I’m ready to make a decision.

It would require too much time and money to switch from our current solution.

I’m hesitant because, if this deal doesn’t have an excellent outcome, I’ll get fired.

I’m too cheap to pay for a high-quality product when I can get garbage for free on the Internet.

If I said yes, my life partner would kill me — or maybe just divorce me.

I’m on a bandwagon using the same one as my friends because I don’t have the confidence to make my own decisions and do my own thing.

The above is just a short list. There could be many other reasons why the person is saying ‘no.’ Therefore, when you hear the word ‘no,’ you have to do some digging to find out what’s behind the ‘no.’

Now, if you’re a mere mortal, you’re not able to read the other person’s mind. So, you might be thinking, How could I possibly find out what’s behind the ‘no?’ Well, you’re in luck, because, despite the significant disadvantage of being a mere mortal, it’s incredibly easy to find the information you seek. You need only ask a few basic questions to find out what’s behind the ‘no.’ And, if you’re part of the 99% of the human population who can’t remember the exact age of many of their family members, you’re in luck, because these questions could not be easier to remember. You might even have an elementary school song that you can sing to help you remember.

All you need to do is ask a question starting with the most relevant of the following words:

Who

What

Where

When

Why

How

There are many questions you could ask beginning with the above words. The specific questions you’ll ask vary depending upon the specific topics over which you’re negotiating. So, since every negotiation is unique, I cannot give you the exact questions you’ll need to ask during your particular negotiation. However, it’s incredibly easy to get the information you seek. All you need to do is