Business negotiations are so powerful, according to Roger Dawson, that nothing affects a business’ bottom line more. In the Guide to Business Negotiating DVD, Roger Dawson discusses his experience with and gives advice on how you can bring more to the table in your business and increase your profits by learning power negotiation tactics.
Whether you’re an independent salesman or large organization, you can benefit by listening to the Guide to Business Negotiating DVD if for no other reason than to learn lessons to share with others. Ultimately, however, your entire goal should be to improve your communication skills and utilize the negotiation tactics Roger Dawson talks about.
Nibbling and What it Has To Do with Negotiating
One of the most important principles that Roger Dawson discusses is the principle of “nibbling” during negotiations. He gives an example of his own high school daughter asking him to pay for an all-expense paid trip to Europe, but instead of asking for everything at once, she asked for what she needed a little at a time.
As a power negotiator, the Guide to Business Negotiating DVD reinforces this principle you need to stick by to be an effective negotiator. This can be an effective tool if you need to up-sell service contracts or extended warranties for products you’re selling to a customer. Roger talks about why the principle of “nibbling” is possible, that the mind always works to reinforce the decision the customer has made. In this way, you can get people to agree to things they wouldn’t have agreed to earlier.
When Are Customers Vulnerable?
The Guide to Business Negotiating DVD also discusses the timing that power negotiators wait for in order to influence others. Roger Dawson tells you the exact point at which customers are vulnerable, the point at which you’re vulnerable as well. He tells you ways to counteract and prevent deals from falling through the cracks and ways to make sure that you negotiate the deals–in your favor–with customers.
How to Power Negotiate
The author of the book does not simply review tricks you can use to learn to power negotiate, but you learn how to communicate during your negotiation sessions with customers, suppliers or whoever it may be that you’re in negotiations with. For example, the Guide to Business Negotiating DVD gives you counter-strategies you can use to make deals, how to make customers feel good about giving into you and what you need to do to make sure that the customer agrees to your request.
At the end of your negotiation deals, Roger makes a point that you should never gloat about making the deal, but always congratulate the customer on the deal he made. This not only leaves the customer with a good impression of you, but it also strokes their ego and helps them feel good about the deal they just made.
The Guide to Business Negotiating DVD details numerous power negotiation strategies you can use in your everyday work routine and communications with customers. The implication Roger Dawson makes about the effects of incorporating negotiation skills into your business is a huge one. Whether you’re a commissioned salesperson who needs to increase his commission check or an organization that needs to make a dramatic change in the way it does business with customers, Roger Dawson and his Guide to Business Negotiating DVD can help.