in today's video I want to give you I want to share with you some tips in
relation to one of the most important things, one of the most important skills
that you can acquire and you will have to I believe no matter what you do in
your life use these skills from time to time maybe not too often but it will
depend on your job to depend on what sort of a career or profession you're in
or whether you're self employed or not what you do for a living so what I'm
referring to is the whole question of being able to negotiate being able to
negotiate well and successfully is a critical skill and whether you're
negotiating for your first job or your first car or your first property or your
first business or for pay rise or even to go out so be allowed out if you're a
young person to go to whatever young people do nowadays and the question of
been able to negotiate is a very very important ones it's a critical skill so
this video I want to try and give you ten skills or ten tips and I kind of
arrived at them it just happens to be number ten when I have a look at the
know if I made the tips of I'm gonna give you our derive from experience and
their drive from a little bit of study as well a little bit of research so I
don't believe in falling flat on your face and learning that way only I do
believe very very strongly in researching and in books and essentially
learning from the mistakes of people who went before it would be perverse and
irrational not to take the opportunity to read a lot which I do
to learn from the mistakes of other people so the first step for you
really should do if you're negotiating for anything then let's just take for
example buying a house buying a secondhand house and you're talking to
the auctioneer or indeed you may even be talking to the vendors or vendors
themselves first thing you need to me to do in any negotation is to do a lot
of listening do a lot of aggressive listening so to put it at its simplest
and its tritest you've two ears and 1 mouth so that's a good gauge
or good guide in my view that you should be doing twice as much listening just
talking because when you listen you will discover the real motivation for
the sales or you'll find some information which may be of benefit or use to you
but you certainly won't find anything of use or benefit to you if you don't
listen so you do need to listen and listen very very carefully and very
aggressively and I know it may seem contradictory to tell you to listen
aggressively you might think that you can't listen aggressively you can only
speak aggressively or do other things aggressively but in fact you can listen
aggressively if you are switched on and clued in and if you recognize the value
and benefit of listening and listening carefully to the other party that leads onto
the second tip to do with negotiation and that is
to empathize with the other party by empathize and mean that you will
actually understand the other party's position
there's no good going into a negotiation and setting out exactly what it is you
want having no empathy for the other party you do need to know the difference
between empathy and sympathy but you do need to be prepared to understand the
position of the other party in the transaction so they may have a
particular deadline they may have a particular reason for selling they may
have a particular reason for having a specific price point they may be under
pressure from a bank but you do need to be aware you do need to be empathetic
see the birds in the background there that's my feeder so that's the second
thing the third tip that have in relation to
negotiation is to do with your demeanor and your tone and I think the best
results you're gonna get will be from adopting a playful laid-back tone not aggressive
support easy to get always even the bumbling amateur tone without overdoing
it you might recall years and years ago you're my age you certainly will the
detective Columbo Columbo always was stumbling around an old the raincoats
asking what appeared to be stupid innocuous questions but Columbo was no
fool he was getting the information that he needed and there's always one more
question but he adopted the persona of being a
bit of a fool as a bit of a bumbler so he wasn't so
my view is that you should adopt a tone of being friendly and even playful for
thing I'd recommend is that you must be prepared to walk away in any negotiation
if you're not prepared to walk away you are immediately ceding ground and
immediately putting yourself in a very very weak position with the other party
so you need to be very very aware that you do need to give the impression and
indeed in fact be prepared to walk away
number 5 is you need to get to know that's NO quickly people say that you
should be getting to yes how to get to yes in negotiations it's easy to get to
yes you can get the s very very easily but you could get a very soft yes you
can get a yes that's just going along with you in order to move the thing
along and just agree with you but that soft yes becomes a hard no You'e far better
off getting to NO at the outset or early on and that way you know where the
other party really stands and you know what there are parameters and what the
boundaries are in terms of your negotiation number six deadlines
deadlines can be an ally so you'll always see as deadline approaches in
negotiations that deals settlements tend to get done as the deadline hoves
into view because it crystallizes people's minds on the alternative of not
reaching a deal but you can use a deadline to your advantage and as long as
you don't panic and rush your fences this is where you can use a deadline as
an ally the seven thing I would recommend very strongly and
wasn't even called a recommendation and say it's mandatory you need to stay calm
you need to stay cool and calm and certainly be detached cannot let
emotion rule your negotiation he cannot let emotion rule your decision-making you do
need to say objective and calm it's not easy it is difficult but that's why
being a good negotiator can be difficult you do need to detach yourself from the
situation you do need to detach your emotions from
the situation and stay calm number eight is one of the most
important words in a negotiation that is the word "fair" if you say to the other
party look all I want is what's fair all I wanted was a fair deal for both of us
it immediately stirs the sort of a sense of fairness and justice that most people
vast majority people have and you say that you're looking for what's fair
then you're positioning yourself as somebody who's reasonable and not
looking to pin the other person completely to the wall and you're not
looking to take advantage and you are simply looking for what's fair and as I
say everybody has some sense of fairness some sense of justice some basic sense
of what is fair and that's something that you can use it's one of the most
important words you can use in negotiation you're just looking for
what's fair and just prepared to pay a fair price
number nine is a question that you shouldn't ask you should never ask why
you should always use how or what so if somebody says I want 200 grand for
the house or 50 grand for the car you don't say why what you say is how am I
gonna manage this how am I supposed to get that sort of money because that way
what happens is the other person in order to try to move the thing along and
assist you may actually come up with further suggestions as to how you can do
it and may even bid against themselves to a certain extent in reducing the
asking price so don't ask why ask how how am I gonna manage that how am I
gonna get 17 grand for a second-hand car when the credit union will only give
me 12 for how am I gonna get 150 grand for that house when the bank would only
approve me for 120 that way you're likely to get the other party coming
back here saying well what about this or what about us final tip and tenth of
these 10 tips which I hope you find useful is the one - if you remember
nothing else from this video you should remember this tip it's a tip up given
before about negotiating and as a tip that I learned a long time ago from my
father when he used to bring me to Dublin buying secondhand cars he used to
sit me on the knee on his knee back in the day and I used to steer the car take a
day off primary school I go to Dublin and go to Blackrock Motors and places like
that to buy secondhand cars course one of the things that I learned and I know
it to be true because I've come across the tip again and again later years is
never offer an even number for a property or for a car anything offer a
sort of an unusual nonspecific uneven number because it's going to give you
far greater credibility when you say look they've only got a hundred and
forty seven thousand and a half say for a house rather than offering 150 grand
you offer 150 grand the other party the auctioneer
knows that there is more in you, they know that that's just an offer it a round figure
it's clearly not your final offer but if you offer one hundred forty seven and a
half thousand or one hundred and forty seven thousand eight hundred and twenty
five and you say to the other parties the auctioneer that is is an absolutely
it, I am flat to the mat, that is all I have that's all I can get I have scraped and
I have tapped friends and relations and so on and I can't go any further then
you're really gonna give the impression that you are absolutely balls to the wall
flat to the mat with your offer and that's it it's the same as going and
buying a car and the car is 9 grand and you go along and you're eight thousand
one hundred and forty seven euros and you say it your man look at cash but I
can't give you a nine I can give you 8 thousand one hundred and forty seven
I'm after getting a few bog from friends and relations to so on and here you are I
have it now that guy is gonna accept that you are
absolutely at your limit with the eight thousand one hundred and forty seven so
I hope you guess what I'm saying in terms of a specific uneven number which
will give the impression that it is indeed your absolute max you simply
cannot give any more and to bring the analogy or the example even further if
you were a kid and you an into a shop back in the days when you're buying
penny sweets and you wanted 20 penny sweets and you went into the shop keeper
and said I want 20 penny sweets and you put out your money on the counter and
you've only got 16 what's the shopkeepers gonna do you probably gonna
give you the 20 then he sweets for the 16 pennies that you have even though you
might have 20 pence you might have 30 pence or 50 pence in your pocket but the
point is that if you say to somebody look at this is my final offer and you
say it's an offer of 200 grand or 250 grand they're not gonna believe you so
not gonna believe it because that's a nice round number
and they assume that there's still another little bit in you and so they
won't take it on the ground will come back to you and they'll be expected
another bite of the cherry from you so uneven non specific or specific non even
number an unusual number and you're saying to them look this is my absolute
limit I've done everything I can I've scraped and have top friends and
relations and family and so on and so forth and this is the very best I can do
I'm out of here if you don't accept this hope you find this video useful
negotiating is important in any walk of life and I hope you find these tips
beneficial but if you remember any 2 - if you summarize the 10 down to - I would
say a) be prepared to walk away and b) your final bid is going to be an uneven
very specific very exact odd number hope you find it useful as I say give it a
thumbs up down below if you do and you may be interested in subscribing to my
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