Is The Logic Part Of The Negotiation Process A Good Thing Or A Bad Thing?

A negotiation is very much like a dance, you make a move and then your move forces the other side to make a move. Once they’ve done that, then their actions force you to take some corresponding action and so on. There is a logic to all of this and where things get interesting is when we start to try to figure out if the role that logic plays is working for us or against us…

Why Logic In A Negotiation Can Be A Bad Thing

Logic – a bad thing? Who would dare to say something like that? It turns out that I would and the reason that I would is pretty simple. If you’ve ever been in a negotiating situation where the other side started to use logic to support their position, you know what I mean.

When you are faced with a negotiating opponent who is prepared and equipped to use logic as one of their negotiation styles, then you’ve got a problem. Negotiations can be difficult enough without having to deal with this kind of challenge.

The reason that you can run into problems when you are confronted with lots of logic during a negotiation is because the other side now has a way to guide you to a conclusion using their logic.

What’s going to happen here is that the other side will make a request and then use logic to explain why they are making the request. It will seem like a reasonable request to you. They will then make another request that flows from the first. Once again they’ll provide the logic that is needed to support this request also.

What will happen here is that you’ll find yourself starting to be guided by the logic of their requests. Before you know what is happening, you’ll be agreeing to their requests and going along with them. The other side will have been able to use logic to gain the advantage in the negotiation and they will now be able to move you towards creating the type of deal that they want.

Why Logic In A Negotiation Can Be A Good Thing

Clearly logic can be a bad thing if the other side starts to use it against you. However, is it possible that logic could be a powerful tool if it was in your hands?

The answer is, of course, yes. In any principled negotiation you should plan on using logic as one of your tools. The trick to getting the most out of logic as a tool is that you need to be able to prepare to use it in a negotiation before the negotiations begin.

I tend to believe that logic should be included in any negotiation definition. The reason is that as you are planning how you want your next negotiation to proceed, creating a sequence of arguments based on logic can provide you with the negotiating framework that can help you to close a deal.

What you are going to want to do is to include logic in your preparation for the negotiation. This means that you’ll need to lay out a sequence of proposals that you’ll want to make of the other side. You’ll then have to create a logical framework for why you are making that proposal. Your goal will be to get the other side of the table to agree to your proposal based on your logic.

If you can do this, then your next proposal should be based off of the agreement that you’ve been able to reach on the first proposal. By doing this you can use logic to guide the other side to the conclusion that you want to reach. Once they start to agree with you, logic will make it very difficult for them to stop agreeing!

What All Of This Means For You

Negotiating can be hard work. We’ve all been taught that logic is a good thing and so as a negotiator you’d think that using logic as a part of your negotiating techniques could only be a good thing, right?

It turns out that logic is a slippery beast. During a negotiation if the other side of the table starts to use logic against you, you may quickly find yourself in trouble. The reason for this is that logic is a well-defined series of conclusions that may lead you to a result that is not what you wanted to get out of the negotiations. On the other hand, if you construct a series of logical arguments that support your position, the other side may find it hard to object to your requests.

Logic is a powerful tool. The next time that you are in a negotiation make sure that you keep your eyes open in order to quickly determine if the other side is preparing to use logic against you. No matter what they do, you should always be ready to use logic to support your negotiating positions.

Create My Own Music As a Romantic Birthday Present

Buying gifts has increasingly become a skill that is much treasured. Finding the ultimate gift and buying that perfect present can sometimes drive a person crazy, especially when that guy is a self-declared unromantic realist like me. And unfortunately, I have a girlfriend who buys into romantic ideas of ‘knight in shining amours’ and ‘sex escapades in deserted islands’.

Since most of my friends know that I am possibly one of the most unromantic guys around, I enlisted their help in brainstorming some romantic birthday ideas. My best friend Bernard came up with an idea to write several anniversary poems about our trials and tribulations together. I thought it sounded pretty cheesy.

I thought that buying a gift would be easier and asked them to give me some birthday present ideas. Claire, my BFF, said she had one of the most amazing birthday surprise ideas. Last year, she actually wrapped herself as a present and when her boyfriend unwrapped her, she was actually stark naked.

That cracked all of us up but I was pretty certain I wasn’t going to embarrass myself and parade naked in front of my girlfriend. After another ten minutes of throwing around silly gift ideas and sillier birthday gift ideas, Bernard suddenly jumped up and proclaimed he had found the perfect solution for me.

He said that since I love writing music, I could create my own music and record a CD for her. Claire then chipped in to say that she knew a music-publishing studio where I could record the song and have it published. I thought it was a pretty good idea and Claire immediately called her friend to book the studio. She had heard me perform many times and felt that I could even sell my songs in the future.

A week later, we went to the studio to record the song that I wrote especially for my girlfriend. We met the studio boss whose name was Mark. He was in his forties, slightly balding and looked pretty panicky. He told me that that very day was his anniversary with his wife and he had ran out of anniversary gift ideas. I felt sorry for him because exactly a week ago, I was in his shoes.

I asked him if his wife preferred traditional anniversary gifts but he asked me for romantic anniversary ideas instead. He then proceeded to list all his wedding anniversary gifts by the year to his wife. This was surely a romantic guy and I have to say I didn’t have any more anniversary gift ideas for him. Claire, the ever-brainy babe, suggested that he record a song as well. She told him that I have love songs written and asked him to choose one to sing to her. It would surely touch her heart.

Do You Have Excellent Sales Presentation Skills That Guarantee Outstanding Results?

A sales presentation doesn’t begin when you are telling and showing the prospect how you’ll solve their problems. It begins before you walk in the door to give the presentation. It begins with doing your homework on the company or person you’re presenting to and continues through the follow up after the sale.

Make sure you’ve done your homework on the company, the people you’re meeting with and as much as you can find out about their problems in advance. Customizing and practicing as much of the specific presentation you’ll give to them before you walk in the door is one of many sales presentation skills you must master.

Connect with your audience, make friends with them before you begin your presentation. If they don’t warm up to you or they aren’t friendly…leave. You’re not going to make the sale anyway so why waste your time?

If you have a fear of speaking or are nervous in a sales presentation, the prospects will spot that and loose confidence in you. Get over your fear of speaking. It’s not OK to be nervous. You need to come across as being extremely confident.

An important sales presentation skill of top sales people is public speaking. Take a public speaking course, join Toastmasters, do what ever is necessary to feel comfortable and confident speaking to one or a hundred people.

A sales presentation should be perfect every time. So how do you make it perfect? Practice, Practice, Practice. When I started in real estate I carried a cassette recorder with me and when I gave a listing presentation I would ask the couple or person if they would mind if I recorded it. I told them it was for my benefit and would help me become better at what I do.

Then I listened to the recording and learned how I sounded, what I said, how I said it, how persuasive I was and in the end how successful I was. It helped me understand what I did right, what I did wrong and what I would do different the next time.

Develop the right attitude. Become so confident in your product or service and the benefits it provides that your shocked when someone doesn’t want to purchase it. You need to have the attitude that someone would have to crazy not to purchase your product.

Also, go in with the attitude that you don’t need the sale. If it’s the end of the month, it’s a big sale or you need the money, it’s likely your prospect will sense you urgency.

You spent the time finding the lead and making the appointment, don’t waste the sales opportunity by not mastering the sales presentation skills to give a great sales presentation.