tailieunhanh - trump strategies for real estate billionaire lessons for the small investor phần 5

từ bạn. Để đáp ứng cần bạn phải học cách giữ lại. Keo kiệt với các nhượng bộ của bạn mặc dù họ có thể có tầm quan trọng ít bạn, thực tế rằng phía bên kia có bạn cho vào một mục được coi là một chiến thắng cho họ. Bởi vì chiến thắng là một vấn đề chiến đấu cứng, | TRUMP STRATEGIES FOR REAL ESTATE from you. To satisfy that need you must learn to hold back. Be stingy with your concessions even though they may be of little importance to you the fact that the other side got you to give in on an item is considered a win for them. Because winning a hard fought issue which was the subject of protracted negotiation creates the feeling of deep self satisfaction in the winner it is important for you to leave time in the negotiation for this to happen. Learn to cater to the needs of individuals. Tell them how they out-negotiated you and drove such a hard bargain. Tell them they got an unbelievable price and you don t know how they did it. Everyone likes to be flattered. Do it even if you feel that you might choke on the words. People have an innate fear of superiority in others. While it s important to display your knowledge of the subject matter in a negotiation you don t want to appear so smart that people are afraid to deal with you. In recognition of this you must sometimes adopt the principle that dumb is smart. Sol Goldman who will be discussed later was a multimillionaire with a humble background as a grocery vendor. Notwithstanding his lack of formal education he had one of the sharpest minds I ever encountered. He was a brilliant negotiator who played a major role in my successful growth as a negotiator. He could remember anything and everything about any piece of real estate or anyone in the real estate arena. In any negotiation the other parties never had a clue as to the extent of his proficiency. If someone said something he needed time to consider he d say You people are much smarter than I am. Could you please give me a simpler explanation that my small mind can understand He knew full well what was being proposed as well as what his answer might be. But often the simplified explanation was more attackable than the initial one and if that was true he would respond to 82 High-Powered Real Estate Techniques that one. His .