- Okay, in life you don't get what you want,
you get what you negotiate.
(upbeat music)
So maybe you are in business
or maybe you are in sales.
Or even day to day life.
How do you negotiate so that you can get what you want?
Today I'm gonna give you
three tips (ding)
and kind of like three secrets when it comes to negotiation.
I could probably do a whole series on this.
If you want to know more, if you say hey Dan,
please I would love to learn more
about negotiation, comment below.
If there are enough of my fans who comment below
and they want to learn more.
They want me to make more videos on this particular topic,
I'm more than happy to do that.
So, negotiations secret number one
and that is start with no.
Start with no.
Instead of going into a scenario,
going into a negotiation that oh I gotta close this deal,
I have to get this deal.
The minute you are not attached,
the minute you start with no.
It's almost like I expect this is gonna go well
but at the same time, I'm not attached.
I call that walk away power.
The minute you say you know what,
it would be nice if we do this deal.
But I'm perfectly okay if we don't do the deal.
So the minute you are okay to walk away from the deal
then the other party, the person
that you are negotiating with can feel
that hey you're not needy.
You're not desperate, you're here
to work out a win win deal.
And that's very very good.
So start with the no (ding)
in your mind first so you're not attached.
So that's secret number one.
Secret number two and that is
always find the hidden motive.
In other words, what motivates this person?
What motivates this party?
Not what they say, not what they say,
hey this is what I want, I want these things.
But deeper, what's the motive behind it right?
What's the motive (ding)
behind the motive?
They might say they want this, they want that
but what is it?
They might say oh I want this price.
Anything less than that I'm not gonna say yes to.
Well, is it price or is it something else?
Could it be that if they don't do this deal
there's some kind of deadline?
There's urgency that you may not be aware of.
So if you talk a little bit of time and do your research
or you ask if you know how to ask good questions.
Or you just find out maybe from the people around them
what motivates this person?
What are their hot buttons?
Once you find that when you're going in
and you are not attached but at the same time
you've done your homework.
Negotiation very often is about doing your homework right.
Whoever does the most amount of homework
about the other person, you will have an edge.
That's secret number two.
Secret number three and that is ask for the moon.
Ask for the moon.
So imagine you are negotiating
about a particular deal.
So when you just ask and say hey I want this.
Well no I'm not gonna give you that.
Well I want this.
Well I'm not gonna give you that.
Now you are fighting over this one thing right.
It either becomes a yes or no kind of scenario.
Instead, when you are asking something,
ask for the moon meaning this.
Let's say there are three things you want
out of this scenario right, out of this negotiation.
Don't ask for three, ask for five or 10.
So when you're negotiating say okay I want
one, two, three, four, five,
six, seven, eight, I want these 10 things.
The other party will be like, they will freak.
They'll be like no, that's crazy,
I'm not gonna give you these 10 things, you're insane.
There is no way, there's no deal to be made here.
And you're like well hmm so what could you do?
Well I'm not gonna give you 10 things.
The most I could give you is like four things
or five things or three things.
Good, because those are actually the three things
that you want in the beginning.
So when you ask for the moon,
you give them a little bit of leeway to negotiate
to kind of haggle right.
To knowing hey, you're not gonna get it all
but if you get half of it, you get one third of it,
you're happy and that's what you
want in the beginning anyway.
That's the outcome that you want right.
So ask for the moon. (ding)
But when do it, you gotta practice right.
You gotta practice almost with a straight face right.
You gotta practice with negotiating.
It's very, very professional right.
But also believe that you're not asking a lot
because you're greedy or anything like that.
It is hey you wanna get the best deal right?
Everybody wants to get the best deal.
But at the same time, once you've done your research,
you've done your homework.
You know the motives, what are the motives they they have,
then you can make it a win in.
Because here's what I did early on in business
that I think was wrong.
That I was always trying to make it almost like
I always win and other people lose.
And you might be able to do that
if you have enough power.
But the problem is, people don't come back.
They don't wanna do business with you again.
So you might think you win short term
but long term but actually you don't
get any repeat business.
You definitely don't get referrals.
You won't have a very good reputation.
So in the beginning of my business career,
I was a very hard like tough negotiator.
And now I'm actually much softer.
I'm much more easy going because I think now
coming from a place of abundance.
Hey you know what, I don't need to grab
all the chips on the table.
I don't need to win all the time.
I could make it a win win.
In fact, I will not do a deal nowadays
if it's not a win win.
That if I win, I want you to win.
I want everybody to win.
Because this way then you feel good.
When you feel good about the deal,
you're more likely to do another deal
and then another deal and then another deal
and another deal right?
So then you're more likely to do that.
So I would say those three secrets but combined
to always strive for win win. (ding)
so if you want to know more about negotiation.
You find this helpful,
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Until next time, I'll see you in my Bentley.