Negotiation Tactics & Counter Tactics – 2 CDs

Robert Menard
Brigitte Media (2005)
ISBN 1234567890
Reviewed by Robert Watson for Reader Views (5/06)

“Negotiation Tactics and Counter Tactics” - these two CDs can earn you the gold medal of life. They will show you the way to negotiate as a buyer or a seller and make you aware of the other sides tactics on that next transaction.

Robert Menard developed this presentation for everyone, not just the business executive negotiating for millions but also for the individual making that deal at the local garage sale. He very successfully keeps the art of negotiation simple with examples, humor and shares some of his own experiences. Not all to his advantage I might add.

Menard illustrates where negotiating for the lowest price may not get you the best deal. Considerations given to quality, delivery and future business are all part of negotiating the best deal. Development of skills to create the tactics necessary to bottom line that next deal are all here waiting for you.

Menard relates to a sales tactic known as the Puppy Dog. In this tactic the sales person will allow the client to take the item home to try it out, knowing full well that in all likelihood they will never be able to return that item. Why, because they will fall head over heels in love with it, hence the sale is closed. This is an important part of the transaction but according to Menard, bottom line, the most important fact it that it stops the client from look elsewhere. They’re now too busy enjoying or using that new item. This exact thing happened to me when shopping for my first convertible. The salesman said “take it for a drive”, then “take it for the weekend”, and finally “bring it back next week”. I took it, we stopped looking, we loved it, a done deal, go figure.

It’s interesting how things happen. After receiving the CDs I was on my way to a meeting to view some property and possibly make an offer. Having some thirty minutes I decided to give them a listen. Just prior to reaching my destination Menard instructed it is best not to open with an offer, let the other party open negotiations. Well I met the owner, was very impressed and asked “what are you asking?” His response, “make me an offer”. The light came on and after a very uncomfortable diplomatic exchange the owner reluctantly established an asking price. To my surprise it was 2/3’s of the amount I was considering to offer. All I could do was smile and continue negotiations and close the deal.

Menard has put together a number of excellent lessons we all can use, since these strategies are not taught in school be sure to give it a listen.

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