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Negotiations In business, you don’t get what you

deserve, you get what you negotiate.

2 Big Myths:
2 Big Myths:
2) To get what you want, you must be taking Everyone can win and feel
1) Negotiation is a talent you’re born with. away something from somebody else.
good after a negotiation.
FALSE! Negotiation is a learnable skill. FALSE! In quality negotiations, the objective
is to create a win-win situation.

Tactic 1:
The millionaire mind respects his/
her money and doesn’t throw it away.
Top Tactics For Negotiations To get what you want,
you must ASK for it

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© 2005-2018 T. Harv Eker, Updated Annually
 Ways to create afKinity:
Tactic 2:
DECLARATION
1) Create commonality
I am willing to ask for a better deal Create afKinity
2) State win-win intention upfront

How do you get someone Tactic 3:

DECLARATION to negotiate?
I create afKinity with my partner Create Rationale or Reason
You need a hook!

Rationale Examples
1)  It’s not perfect DECLARATION
2)  Volume
3)  More future business Make yourself a SPECIAL situation. I create myself to be a
4)  Saves them money
special situation
5)  When’s the sale?

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© 2005-2018 T. Harv Eker, Updated Annually
 Tactic 4:
DECLARATION
The biggest mistake most people make
Don’t go Kirst is going Kirst in the offering situation. I let the other party go Kirst

Tactic 5: Tactic 6:
DECLARATION
Have an objective in mind I negotiate with an objective in mind Use weakness as a strength

Tactic 7:
DECLARATION
Key Words To Use:
Help Me I ask people to help me Create competition

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© 2005-2018 T. Harv Eker, Updated Annually
If you’re buying, they’re competing for Tactic 8:
your money and business. DECLARATION
I create competition Use third party authority
If you’re selling, create limited supply.

Never negotiate with anyone DECLARATION Tactic 9:

who doesn’t have the authority
to give you what you want. I utilize third party authority Use the good guy, bad guy routine

Tactic 10:
DECLARATION
Protect your position
I use the good guy, bad guy routine
Use Blue Chips
vs. Bargaining Chips

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© 2005-2018 T. Harv Eker, Updated Annually
 Blue Chips:
Have to have’s DECLARATION Tactic 11:

I ask for everything and end up Use factor juggling

Bargaining Chips:
with the important things
Nice to have’s

Elements of Sale:
Price
Credit Terms
Shipping MILLION DOLLAR DECLARATION
Delivery BUSINESS SECRETS
Warranty I juggle several deal factors at once
Return Policy
Repairs
Extra Parts

Tactic 12:
Do your best to DECLARATION
Create a favorable or operate on home turf. I create a favorable environment
cooperative environment

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© 2005-2018 T. Harv Eker, Updated Annually
 Tactic 13:
MILLION DOLLAR DECLARATION
BUSINESS SECRETS Use the power of the
I use the power of the printed word
printed word

Tactic 14:
Negotiation is about a win-win
DECLARATION
Don’t split the pie, create a and long term relationships.
When I negotiate, everybody wins
brand new offering

Negotiation Tactics Review

1. Ask for what you want 8. Use third party authority

2. Create af\inity 9. Use the good guy, bad guy routine

CONGRATULATIONS!
3. Create Rationale or Reason 10. Have Blue chips vs. Bargaining chips

4. Don’t go \irst 11. Use factor juggling

5. Have an objective in mind 12. Create a favorable or cooperative You’ve just completed
environment
6. Use weakness as a strength
13. Use the power of the printed word
Negotiation Tactics!
7. Create competition
14. Don’t split the pie, create a brand new
offering

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© 2005-2018 T. Harv Eker, Updated Annually