How I Negotiate When I Want Something

If I want something I go into the negotiation process with the belief that what I want is attainable. I don't think you can succeed at anything without the belief that it's possible for to have what you want.I worked as a collector for a few years and in that time I had to learn how to identify the type of person I was talking to so I could adjust my communication style to fit with theirs in order to begin the negotiation process. For anyone who has worked in a sales environment you know how difficult this can be, you literally have seconds to make that determination and begin the negotiation process.The first step for me in any negotiation is building rapport. I do this by identifying with the person on some level. The next step is to state my purpose and then listen. I have found that people tell you more by what they don't say than by what they do say and if you're not listening you'll miss the underlying reasons that might cause resistance.Chapter one discusses the importance of listening in the negotiation process and how, two-way communication can make the negotiation process smoother. Listening makes the other party feel what they have to say is of value. When you undercut that value by ignoring or not listening to the individual you're negotiating with you've already lost.Chapter one gives an example of how the part owner of a radio station wanted more money for her share of the station than the other partners. In the negotiation process the purchaser discovered by listening that the issue wasn't money rather the owner's desire to continue on as manager of the station.By listening you build rapport, credibility, and gain insight into the underlying issues that may impact the success of your negotiation.