Dr. Richard Kaye – Recipient of the White House Presidential Lifetime Achievement Award
Here is a segment from The Secrets of Empowering Negotiation
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In this segment you'll learn how, why, and when to defer to higher authority, and how do deal with someone who uses this strategy on you.
“The simplicity and clarity with which you present vital principles is awesome and much appreciated. You have also ‘transformed’ my feelings and beliefs about negotiating and asking for a ‘better' price. Thank you." — Ellen Jame
This sample is about Higher Authority . . .
The segments included in the program . . .
Options
Nibbling
Hang-ups
Flinching
Proximity
Preparers
Trade-offs
Being nice
Hot potato
Sound bites
Have a seat
Cash is king
Funny Money
Trial balloons
Fait accompli
Who’s on first
Body language
Higher authority
Feel, felt, found
Paying attention
Hidden meanings
Cost versus value
What did he say?
Good-guy; bad-guy
Common courtesies
What’s on the table
It just makes sense
Agree, agree, agree
Is this a good time?
Where do you meet?
If it’s not a good time
Guttenberg was right
Withdrawing the offer
$25,000 versus 24,997
Who writes the contract
I’ve got to think about it
Dollars are in a discount
Matchmaker, matchmaker
Outgoing phone messages
The reason for the discount
You’ll have to do better than that
What’s the best price you can get?
Another reason to use the word dollars
Know when to hold ‘em, and know when to fold ‘em