Mark S. A. Smith, an internationally acclaimed speaker and writer on business, has over 300 articles published, past president of Colorado Speakers Association, and Orvel Ray Wilson, CSP, an internationally acclaimed author and speaker on sales, marketing and management.

Successful Negotiating Means Preparation

....Going into a negotiation without full armament is begging to be taken. Knowing how to deal with conflict and discomfort is the key to your negotiating success.

...You negotiate all the time. It's unavoidable. Most things are negotiable, and when you don't have the tools and skills to negotiate, you're not maximizing your opportunities. Your negotiation ability determines your income who works with you and how you'll grow your company. ...Decide to become a skilled negotiator and practice constantly: at the market, in business, with your friends and colleagues.

Win-win negotiating became popular in the 1970s. Although it had followers all along, it became the widely accepted right thing to do. Often, too much was relinquished by both sides, making the win less palatable for both parties. Guerrillas look for the bigger pie.......Technology makes the pie bigger. .....

Because the world's an unfair place, guerrillas look to gain a fair advantage when they find new unconventional ways to create valuable outcomes. How can we expand resources to give us more than we initially expected? How can we look at the situation in a new way to find unexpected gains? What innovation can we tap to get more?

Why is it Different?

The guerrilla constantly seeks agreement, because by definition, a successful outcome is one that both parties can accept. Agreement is what makes business work. It's what makes relationships work, and makes the world work.

Find, acknowledge, and document any points of agreement that might arise, no matter how small, then use these points as building locks, rather than saying we disagree about this or that, consider them a counterpart rather than an opponent. Negotiation is not a contest, and this shift in perspective will free up creative energy you otherwise would have wasted on confrontation.

Agree to agree. Begin the negotiation by agreeing that both parties will work toward a mutually satisfying outcome. This pre-frame focuses everyone on collaboration and problem solving rather than posturing and positioning.

(taken from review)

Guerrilla Negotiating provides a quality insight into effective negotiating tactics. The author teaches and advocates the following quality virtues: empathy, listening, fairness, and compassion. The virtues build upon these core belief system as a foundation for guerilla negotiation. This philosophy of doing business is based upon time, energy, and imagination. It is called philosophy because the guerrilla seeks truth and speaks the truth. Setting truth as the highest aspiration allowing the guerrilla access to information before the masses which can be used for gain.

The guerrilla improves proficiency in the areas of word association, using an active voice, qualifiers, amplifiers, softeners, minimizers, directors, authority builders, trace words and phrases, imagination triggers, option degenerators, spotlight phrases, emotive directors, responsibility directors, presuppositions, comparatives, and linkages. The author emphasize the importance of good communication skills and how power words can change mental understanding of concept and context. The author differs communication into two styles: One for the internal listener and one for the external listener.

How Guerrillas Win on Price

Guerrillas know how their customer feels about their prices. Guerrillas know happy customers know what value they receive for a price. For instance, buyers don't stay up all night worrying how much they paid, instead, they worry what they bought won't do the job. Buyers want performance and Sellers want profit. Guerrillas know that this cycle must be maintained for their business to survive. Guerrillas try to avoid negotiating on price. I think price negotiating is a losing game because often times the seller does know when to walk away and often they get caught in continual price battles and in some cases forced to accept lower prices.

(taken from review) 10 ways to improve your presentation: 1. Discuss specific benefits your counterpart gains 2. Show exclusive superior features and don't waste your time on the basics. 3. Project that you are reliability and dependable. 4. Position what you have to offer as the right price 5. Demonstrate the time is right to decide no you now. 6. Use proof statements to support your position 7. Support your case with visual aid (visuals and discussion increase memory retention) 8. Present and emotional appeal. 9. Dramatize your stories 10. Include a demonstration.