RULE 31: Learn The Art Of Negotiating

Otunba Dayo Adeneye,  (D-One)Celebrated On-Air-Personality & Politician

If you are going
to deal and trade and swap, you have to learn the art of negotiating. Basically
the art revolves around making the other person feel they are getting as much
as you are.

I like to talk
about partnerships. This is my way of making this happen. I’m genuinely not out
to scupper anyone else’s plans of getting rich. I don’t need them to fail in
order to make me succeed. I figure we can all go forward together and no one
has to lose out. If I want someone to buy something from me I expect them to be
able to make a profit on it and do well out of it. I don’t want to sell and
run. I want repeat business. I want a decent reputation. I want to feel good
about what I do. I want a partnership.


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The art of
negotiating will stand you in good stead in so many different situations – from
negotiating a simple pay rise to negotiating in your relationship with your
partner to negotiating with your kids over pocket money. If you learn this art,
everything slips along easily and
smoothly and you get what you want – and they get what they want too. Win/win. 
“I am always stunned and horrified by how often
people go into situations – anything from a job to a relationship – without
first finding out what they are embarking on, what is expected of them, what
they are going to get out of it, what they expect their partner (boss, business
buddy, lover, offspring, whoever) to get out of it and where they expect to end
up”.

There are a
number of rules about negotiating you need to bear in mind:
• Always know
your bottom line – the point beyond which you will not go.
• Always know
what it is you want – the goal, the end product, the target. There’s no use
negotiating if you don’t know what you are negotiating for.
• Always aim for
win/win.
• Always bear in
mind that negotiating isn’t just about stuff – it has powerful emotional
ramifications as well.
• Know the
importance of each point – some you can let go of, some you can’t.
• Always be
prepared to give up things to secure other things –
Be flexible and
fluid.
• Always know as
much as possible before you start – knowledge
Is power in
these situations?
• Understand
what they aren’t saying as much as what they are –
Watch their body
language and facial expressions.
• Stay cool and
patient.
• Negotiate
successfully for everything you want at the beginning
– You can’t
negotiate afterwards; no one will go back over a contract you’ve signed when
you realize you don’t like it.
• Find out
exactly what they want (what they’ll trade or concede), and get their entire
shopping list before you start negotiating. Hide yours.
• Don’t make
concessions, trade them.
• Create more
variables – discounts, delivery, payments, stages etc.
• Go for the
best deal you can possibly justify. Coming down later is easy; going up later
is almost impossible.
I am always stunned and horrified by how often
people go into situations – anything from a job to a relationship – without
first finding out what they are embarking on, what is expected of them, what
they are going to get out of it, what they expect their partner (boss, business
buddy, lover, offspring, whoever) to get out of it and where they expect to end
up. You’ve got to discuss these things – and that really is the basic art,
discussion. Bring things out into the open so there are no assumptions.
Assumptions are bad.
From The Book; The Rules of Wealth by
Richard Templar
(Read Rule
32
of Rule of Wealth tomorrow on Asabeafrika)

Read-to-Wealth Series 



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