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CHAPTER 13

CHAPTER 13. NEGOTIATING. FINANCIAL PYRAMID CREDIT SAVINGS & GOAL PLANNING FINANCIAL DECISION MAKING NEGOTIATING BUDGETING. NEGOTIATING.

michaelcwilliams
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CHAPTER 13

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  1. CHAPTER 13 NEGOTIATING

  2. FINANCIALPYRAMID CREDIT SAVINGS & GOAL PLANNING FINANCIAL DECISION MAKING NEGOTIATING BUDGETING

  3. NEGOTIATING LIFE IS A STRING OF NEGOTIATIONS, HOW WELL YOU NEGOTIATE WILL OFTEN DETERMINE YOUR FINANCIAL SUCCESS OR FAILURE IN LIFE!

  4. NEGOTIATION OUTCOMES • WIN – WIN • WIN – LOSE • LOSE – WIN • LOSE – LOSE IF YOU APPROACH A NEGOTIATION WITH THE INTENTION OF ANYTHING BUT WIN - WIN YOU WILL ALMOST ALWAYS LOSE.

  5. NEGOTIATING PLAN OF ACTION • HAVE A GOAL • KNOW COMMON TYPES OF RESISTANCE • KNOW METHODS OF NEGOTIATING RESISTANCE • PREPARE NEGOTIATION WORKSHEET

  6. ACTIVITIES DURING NEGOTIATIONS • RECOGNIZE AND UNDERSTAND VERBAL & NON VERBAL CLUES • FIND SOME POINT OF AGREEMENT • DO NOT ALLOW ANGER TO SURFACE

  7. ACTIVITIES DURING NEGOTIATIONS • ATTEMPT TO GET SALESPERSON TO MAKE CONCESSIONS • BE ALERT FOR WHEN SALESPERSON IS CONCEDING

  8. BUDGET LIMITATIONTACTIC EXAMPLE: I LIKE THE PRODUCT BUT MY BUDGET WILL ONLY ALLOW $5,200. I DO NOT LIKE ANYTHING ELSE THAT YOU HAVE HERE IN THE STORE. (DON’T LET THEM SELL YOU SOMETHING LESS EXPENSIVE)

  9. SPLIT THE DIFFERENCE TACTIC EXAMPLE: YOU ARE AT $6,300 AND I AM AT $5,200 LETS SPLIT THE DIFFERENCE AND CALL IT $5,750. (THIS WAY WE BOTH WIN, YOU EAT SOME OF THE COST AND I DO TO.)

  10. TAKE IT OR LEAVE IT TACTIC EXAMPLE: *THIS SHOULD BE THE LAST TACTIC USED* “TELL THEM $5,750 OR I AM WALKING” IF THIS TACTIC DOES NOT WORK THEN REMIND THEM THEY HAVE YOUR NUMBER, WALK AWAY AND IF THE PRICE IS WORKABLE THEY WILL STOP YOU OR CALL YOU AND MAKE THE DEAL. CONGRATULATIONS YOU JUST GOT YOUR PRICE!

  11. NEGOTIATIONS IMPORTANT!!!!! ALWAYS REMEMBER NOT TO MAKE CONCESSIONS TOO QUICKLY OR EASILY AND ALWAYS GET SOMETHING IN RETURN.

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