Ben Settle - Negotiation Secrets of the Worlds Most Persuasive Men and Women

By Ben Settle

http://www.BenSettle.com

2016

Smashwords Edition License Notes

This book is licensed for your personal enjoymentonly. This book may not be re-sold or given away to other people.If you would like to share this book with another person, pleasepurchase an additional copy for each recipient. If youre readingthis book and did not purchase it, or it was not purchased for yourenjoyment only, then please return to Smashwords.com or yourfavorite retailer and purchase your own copy. Thank you forrespecting the hard work of this author.

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... to access the hundreds of free email& web marketing secrets waiting there for you.

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Its all yours, free for the taking if you gothere today...

As a direct response copywriter, sales trainerand email marketing specialist, Im just fascinated withnegotiation. Many of my biggest Ah-Ha! moments aboutmarketing, selling and persuasion came not from a copywritinggoo-roo or sales ex-spurt but from studying the worlds greatestnegotiator.

Whether youre selling something on theInternet, trying to flip a new client or just want a more peacefulexistence with your family, friends, boss, co-workers, businesspartners or anyone else, the 13 tips inside this (very short) bookare some of the easiest (and most reliable) ways I know.

And the next time you sit down to write an ad,are wheeling and dealing for a client, or are just trying to geta better deal on a car or house (or anything else, for thatmatter), methinks these simple ideas inside this (very short!) bookwill come in very handy.

But, dont be fooled by the simplicity.

Many of these ideas comes from the worldsgreatest sales and negotiation trainers.

No, theyre not complicated.

Theyre actually very simple.

And, if you apply them to your sales, marketingand other persuasion activities, I believe youll see a healthybump in your sales and response.

With that said, lets begin...

A while back, one of my friends in business wastrying to get a big Internet marketing contract with a majortalking head in the political world (Newt Gingrich) and they wantedme to do the emails.

And while Newt isnt exactly my favorite talkinghead, it would have been a cool gig if for no other reason I couldhave slapped his name on the sales letter selling my EmailPlayers newsletter (as a nice proof element).

Anyway, the deal fell through on Newtsside.

But when I was negotiating with my friend aboutwhat Id get paid, we had that... awkward moment.

You know of what I speaketh, right?

Whenever negotiating something (especially inbusiness, when money is involved) theres that awkward moment whereeveryone is sort of dancing around.

The one person doesnt want to pay more thanthey have to, and the other doesnt want to ask for too much forwhatever they got, and risk turning the other person off.

Very common... and very awkward for theuntrained.

The solution?

Well, we did the dance for a while until finallyI just came right out and said, Why dont you guys make me anoffer?

Pretty simple, isnt it?

One sentence that not only cuts through all theawkward stuff, but also gets the tennis match started, with youhaving served up the first shot...

This again is more of a technique than aprinciple (most of these tips are principle based, which are farmore reliable).

But its very clever and Im amazed at how manytimes this was done to me over my business career without evenrealizing it.

In fact, when I learned it, I felt as if I wasthe last person on earth to know of its existence!

Anyway, heres how it works:

Whenever someone makes an offer to you (nomatter what youre negotiating) your first, instant reaction isooohh.

Or ouch.

Or some kind of verbal wince where you give theappearance what they said kinda hurt.

What does this do?

Well, for one thing, youll know right off thebat how badly the other person wants to do business with you.

If they say, Thats okay, lets just end ithere, no need to go further (or if they show superior posture,which well cover in a second) youll have valuable informationabout how badly they want to play ball with you.

On the other hand, what usually happens is theother person will start back peddling.

Theyll start going, wait, okay, well give youthis instead... or that must be too much, how about you take itfor only this much... or something to that affect.

It obviously depends on your uniquecircumstances and whats being negotiated.

But if, for example, youre buying a car andthey say the price is XYZ, you can go ouch! and start walkingaway.

This is very powerful stuff Ive used myself andit works like gangbusters.

But you will definitely have to use it at leastone time to get the full impact of just how effective this sleepylittle technique is.

Methinks youve probably heard the old adage,God gave you two ears and one mouth for a reason.

Meaning, listening is far more important thantalking.

Well, you know what?

This is especially true when negotiating.

Its amazing how few people listen and just blabon and on and on during a negotiation or sale or any kind ofpersuasive activity.

As if they talk enough the other person willmagically do their bidding.

It just doesnt work that way.

The best way to win in a negotiation (includingselling) is to do as the late great copywriter Eugene Schwartztaught, talk little, listen much.

The best negotiators hardly even open theirmouths.

They let their adversary do all the talking,reveal all their info and tell them what they need to hear in orderto close the deal.

If I had only one negotiation strategy I coulduse, Id pick this bad-boy every day of the week and twice onSunday.

And that is... Posture.

No, Im not talking about how you sit in yourchair.

Im talking about having an air (andintention) about you that you simply dont care about the outcomeeither way.

People who need are eaten alive during anegotiation.

Frankly, they might as well wear a sign on theirchest that says Take advantage of me, Im in a position ofweakness.

No good.

You have to do the opposite.

You really have to not care about theoutcome.

To not need them or their deal.

I even wrote about this in my book CrackerjackSelling Secrets (its one of the seven lynchpins of persuasionthat make all your other sales and persuasive activities ten timesmore powerful than they would be otherwise).

Here is what I wrote, as I think it will get thepoint across:

Interesting story:

Back in High School, there was an extremelynerdy guy-who the women laughed at and the guys tortured andhumiliated at every opportunitywho once got a date with one of theprettiest girls in school.

The rest of the guys were in total awe.

People wondered:

How did this guy get that kind of woman to go ona date with him? Plus, not only did she go on a date with him...but she practically hounded him wherever he went. She called himtwo or three times a day. Her friends thought she was crazy andnobody in the entire school could understand how this nerdy,pimple-popping guy was able to do this.