Many see negotiating as uncomfortable at best, something
to be disdained at worst. We typically associate negotiating with sales
involving big ticket items like homes and cars. The truth is you probably
already negotiate with your boss and/or coworkers for time off, your
professor/teacher for a better grade, your children to do their chores, with
your spouse as to how you’re going to spend that refund check, or perhaps with
that nice police officer who just stopped you for speeding. The bottom line is,
there will come a time when you are going to need to negotiate for a car, a
house, a new job offer, assignment, promotion, or pay raise. You don’t want to
be nervous, unsure of yourself, or learning the ropes on a $30,000 car, six
figure income, or an even more costly home. Practice instead on the small
items. Start easy and go to a yard sale – or have your own.
When I travel I always negotiate for a free upgrade,
additional services, or to have a fee waived, maybe even a free bottle of
wine/meal, satellite radio or a tank of gas. Sometimes I don’t get it, many
times I do. When your phone, cable or internet contract comes due, negotiate
for a better rate (hint: if the first person you speak to can’t/won’t help, ask
to speak with someone from the cancellation/retention department). Every year
or two, I negotiate my banking and credit card fees. Buying new furniture,
mattress, etc.? Ask for a free set of sheets, or free delivery.
With this said, this rule is about negotiating, not about
how cheap you can be. It’s not about saving a few dollars; it’s the ability to
influence others ethically to get what you want. It’s not about manipulation,
which would lack character. It’s about influence – with character.
I bet you didn't realize
there are scientifically proven ways to be persuasive. That's right, there's a
science to it and the good news is it's easy to learn. Stick with me over the
next several newsletters because you'll learn a little of the science and as a
result - have greater success for it.
Be
Extraordinary! When you’re not being extraordinary, be awesome instead.
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