| . | | | | theother party's mind by watching body language and |
| Best regards | | | | listeningcarefully. If a seller says, "My price is $500 but |
| Michael Soon Lee | | | | make mean offer" you know their price is flexible |
| Black Belt Negotiating | | | | before you evenstart. Without saying a word their |
| Copyright (c) 2007 Michael Soon Lee | | | | body language can alsotell you if they like or dislike any |
| How would you like an extra $5,000 or more a year? | | | | offer you make. |
| Thismoney can be earned simply by becoming a | | | | Martial artists do not believe in win-win and |
| better negotiator,yet most people in the United States | | | | neithershould you. Even when sparring their best friend |
| rarely take advantageof the power of bargaining, | | | | they wantto give their best effort. When bargaining, |
| except on rare occasions whenmaking large | | | | fight for thebest deal possible assuming that the other |
| purchases like cars and houses. In othercountries, like | | | | party will takecare of themselves because they will. |
| Asia, people there negotiate everythingeveryday and | | | | Fighters are supremely aware of time and try to use it |
| save thousands. | | | | totheir advantage by saving as much energy as |
| Negotiating is like a martial arts contest where | | | | possible forthe last few seconds of a round when |
| power,leverage and timing can mean the difference | | | | they can score pointsagainst a tired opponent. Black |
| between winningand losing. For instance, a martial artist | | | | belt negotiators put theiropponents under time pressure |
| would never gointo a contest without first spying on his | | | | by setting deadlines. A carbuyer might visit the |
| opponent to findweaknesses. In the same way, you | | | | dealership only an hour before adoctor's appointment |
| can gain bargaining powerby doing your homework. If | | | | so the dealer must give his best offerbefore the |
| you're buying a diamond ring,for example, find out how | | | | customer leaves, likely never to return. |
| long the ring has been ondisplay, the standard profit | | | | In martial arts, as in life, there are unfair fighters whowill |
| margin on jewelry and howbadly the owner wants to | | | | do anything to win, so you must protect yourself atall |
| sell it. Finding answers toquestions like these could | | | | times. Negotiators must be aware of unfair tactics |
| save a lot of money. | | | | suchas nibbling, which is asking for concessions after |
| Before engaging in contest a martial artist warms up | | | | anagreement has been reached. If this happens to you |
| bystretching. Likewise, a savvy negotiator warms up | | | | justremember this blocking technique, "Before you give |
| bybuilding rapport and finding common ground with the | | | | aconcession ? get a concession." For example, if a |
| otherparty, because people like to do business with | | | | sellersays, "Couldn't you give me just twenty five |
| people theylike. | | | | dollars morebecause I'm not making any money on this |
| Next, fighters will cautiously probe each other looking | | | | deal?" you canrespond with, "If I did, would you throw in |
| forweaknesses. In bargaining this is done by throwing | | | | the extendedwarranty?" |
| offersonto the table to see how the other party | | | | Finally, when a contest ends, fighters will bow to |
| reacts. | | | | eachother as a sign of respect as if to say, "You |
| Experienced fighters often use guile to lure | | | | were a worthyopponent" which makes both |
| theiropponents into range by pretending a blow has | | | | contestants feel good whetherthey won or lost. |
| hurt themmore than it really did. Similarly, a negotiator | | | | Negotiators should also congratulate theother party for |
| couldpretend to be shocked by an opponent's offer to | | | | having gotten a good deal. Otherwise hemight change |
| get her tocome up or go down in price. Visibly showing | | | | his mind and go back on the agreement. |
| surprise orhurt is called flinching and it used by master | | | | Just like becoming an accomplished martial |
| bargainersto gain concessions without giving up | | | | artist,achieving black belt status in negotiating takes |
| anything. | | | | practice. |
| Martial artists are taught to read the body language | | | | Every time you pull out your wallet ask yourself if this |
| oftheir opponents so they can see a blow before it | | | | isan opportunity to hone your bargaining skills. If it is |
| isunleashed. Experienced negotiators can literally read | | | | ?get out there and earn a black belt! |