Negotiation Skills

Introduction "In a successful negotiation, everyone wins. The objective should be agreement, not victory." "Every desire that demands satisfaction and every need to be met-is at least potentially an occasion for negotiation; whenever people exchange ideas with the intention of changing relationships, whenever they confer for agreement, they are negotiating." The key to successful negotiation is to shift the situation to a "win-win" even if it looks like a "win-lose" situation. Almost all negotiation has …

…before he gets into his car, calls him back in, tells him he will give him the floor mats for the discount price of $25, and you get up to walk back out the door again. He stops you again and says, "All right, you can have the floor mats!" (which cost the dealership a total of $7). He gives you the pen, you sign, he gets the sale, and you get your floor mats for free.