Michael Yardney - Negotiate, Influence, Persuade: How to persuade others to do what youd like them to do: Updated 2nd edition for the current times

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Published by Wilkinson Publishing Pty Ltd
ACN 006 042 173
PO Box 24135, Melbourne, VIC 3001, Australia
Ph: +61 3 9654 5446

enquiries@wilkinsonpublishing.com.au
www.wilkinsonpublishing.com.au

Copyright Michael Yardney 2022

This is an updated and revised edition of Negotiate, Influence, Persuade (ISBN 9781925927245)

All rights reserved. No part of this publication may be reproduced, stored in a retrieval system or transmitted in any form by any means without the prior permission of the copyright owner. Enquiries should be made to the publisher.

Every effort has been made to ensure that this book is free from error or omissions. However, the Publisher, the Authors, the Editor or their respective employees or agents, shall not accept responsibility for injury, loss or damage occasioned to any person acting or refraining from action as a result of material in this book whether or not such injury, loss or damage is in any way due to any negligent act or omission, breach of duty or default on the part of the Publisher, the Authors, the Editor, or their respective employees or agents.

The web addresses referenced in this Publication were live and correct at the time of publication but may be subject to change.

ISBN: 9781922810120

Design by Tango Media.

Printed in Australia by Ligare Book Printers.

Follow Wilkinson Publishing on social media.

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Note to reader

---

This publication contains the opinions and ideas of the author and is of the nature of general comment only and does not represent professional advice. It is not intended to provide specific guidance for particular circumstances and it should not be relied on as the basis to take action, or not take action on any matter which it covers.

This book has been written without taking into account the objectives, financial situation or needs of any specific person who may read this book, which means that before acting on the information in this book, the reader should seek appro- priate professional advice.

To the maximum extent permitted by the law, the author and publisher disclaim all responsibility and liability to any person, arising directly or indirectly from any person taking action or not taking action based on any information con- tained in this publication.

ACKNOWLEDGEMENTS

In early 2006 I approached publisher Michael Wilkinson with the manuscript for my first book.

He was initially courteous and polite, but not overly enthusi- astic until he read the manuscript. Then his gutfeel gave a new, and then unknown, author (me) a chance.

Since then Michael Wilkinson has published my eight books but for years hes been encouraging me to write a book on negotiation, as hes seen my negotiation skills in action many times over the years as Ive grown the Metropole Group of Companies nationally to the point that weve recently been awarded the accolade of Australias leading property consul- tancy in 2019 and 2020.

Achieving this was far from a solo effort. Similarly, this book would not have been possible without the support and encouragement of certain people who have contributed to my life in many ways.

In particular, my wife Pam for encouraging me, supporting me in every way and putting up with all my late nights and weekends on the computer. She endures my almost fanatical attitude to business and property and continually encouragesme through the good times and through all the things I still need to learn. I am humbled by her love and devotion, which I try hard but never quite succeed to match.

Special thanks go to my family, including our children and grandchildren for their love and encouragement.

Further thanks to my business partners, Ken Raiss, Mark Creedon, Brett Warren, Kate Forbes and Greg Hankinson and the whole team of property professionals at Metropole. And thanks also to our many clients whose collective inspira- tion has given me strength.

Important thanks go to Johanna Leggett whose editing and writing skills have taken my ideas and concepts and turned them into flowing dialogue.

Over the years I have read almost every book about wealth creation, property and negotiations ever written. I have learned a lot along the way and there are many ideas sprin- kled throughout this book that I have learned from others. I guess I had to learn everything from someone at one stage, so I am sorry I cannot acknowledge everyone I really cant remember where I first came across many of my strategies.

Where I recollect first hearing about an idea I try to give credit where it is due, but if I have omitted mentioning your name, please excuse me as I shamelessly acknowledge bor- rowing other peoples good ideas picked up from observation or from conversation, books, CDs, DVDs, podcasts and seminars. As knowledge about negotiation, influence and persuasion isnt one individuals sole domain and there are really no secrets, I can only assume that these people also learned from and copied other peoples ideas, books, CDs, DVDs, podcasts and seminars.

I have also learned from the many successes, and also the failures, of the two and a half thousand property investors and businesspeople I have personally mentored through my 12-month mentorship program over the last 14 years. I am very proud of your successes.

And finally, to you the reader thank you for choosing to invest in this book. Please take advantage of the informa- tion I have to offer by using it to become a better persuader so you can achieve more of what you want in life, by helping other people achieve what theyre after.

INTRODUCTION: LIFE IS
A SERIES OF NEGOTIATIONS

If you think about it, youve been negotiating all your life.

I remember the days when I used to trade footballer cards in the playground at school (and I usually got the worse end of the deal) or exchange the sandwich my mother gave me for someone elses more appetising lunch. I didnt realise it at the time, but I was learning the art of negotiations.

Its not that different as an adult. Were negotiating with utility providers, we negotiate our salaries, whether were buying or renting we negotiate property deals, we negotiate with friends and family and if youre a business owner youll be negotiating with your team. Life is a series of negotiations.

Yet how many times have you felt that you should have gotten a better deal, but didnt know how to do it?

If I asked a group of people to indicate whether they enjoyed being ripped off or taken for a ride, very few people would raise their hands. But if I asked the same group whether they enjoyed landing a good deal, or bargaining successfully for what they truly want, then there would be a sea of raised hands before me.

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