The Game of Life

Game of life
Negotiation has been called “The Game of Life.” Not a day passes that fails to confirm its presence in almost everything we do with others.

Negotiating Effectively Within Your Own Organization
by Chester Karrass

Negotiation is a critical skill to master, in both our professional and personal lives.

The closer people are to us, the easier it is to argue with them. The problem with this is that the long term consequences can be great. Those closest to us have long memories; things we did or said in rash moments can come back to haunt us for a long time to come.

Business is no different. Fail to negotiate effectively and a disgruntled client will rush to tell friends about how bad the experience was.

Chester Karrass said,

“We are all negotiators. Knowing how to do it well is important. Good negotiators, those able to settle difficult problems and differences amiably, are recognized and respected. They are better able to cut through discord by finding a path to shared benefits. Ben Franklin remarks in his autobiography that those who avoid being confrontational will be received with a “readier reception and less contradiction” to their views.”

To settle difficult problems and differences amicably, and to find a path to shared benefits, requires an open conversation between all parties involved in the negotiation.

To negotiate, you need dialogue.

This can be difficult to achieve when emotion permeates the negotiation. With emotion comes ego, anger, defensiveness, turf protection, and similar negative issues that can block a negotiation.

The best way to stimulate dialogue is to not do anything that will make the other side shut down communication. As Ben Franklin said, avoid being confrontational and you will be received with a “readier reception and less contradiction” to your views.

I have witnessed many salespeople talk themselves out of a sale, all because they didn’t know when to shut up. If you want to avoid confrontation and objections, learn when not to speak. Better silence than upset the other side with some ill-thought statement that you cannot retract.

DAMAGE CAUSED BY A RASH ACT

That email you want to send to give the other person a ‘piece of your mind’, that abusive text or phone call – all they achieve is anger, the result being that you have to spend hours trying to fix the damage caused by a rash act.

Shut up! Think: how many hours – days even – will you have to spend fixing the damage this may cause? And then don’t do it.

It is far smarter to ‘push the Pause Button’. Pause. Don’t say anything you will regret.

NEVER send abusive emails, texts, or letters. Never. And what sounds clever when you post it on Twitter or facebook won’t seem nearly as clever when it blows up in your face, as many sports people and celebrities will attest.

To win in the Game of Life, it helps to be respected. Whether it is a business or family negotiation, treat the other parties with respect, don’t speak in anger, show that you are listening and, when it is your turn to speak, say what needs to be said.

But before you speak be mindful of this:

Say what you mean, mean what you say, but don’t say it mean“.

Be firm if you have to, and always be frank, diplomatic, polite and kind. Don’t say it ‘mean’. After all, isn’t that how you would like to be treated?

The older I get the more I appreciate the value of knowing when not to speak.

I can think of many times I wish I had never said what I did, and there are a couple of times when I regret not saying what I later realised I should have said.

But most times I do not regret remaining silent, biding my time and saying what needed to be said when the emotion was right, and when the other party was ready to communicate.

Negotiation is the Game of Life and the better we are at negotiating, the better our business and personal lives will be.

Recent Articles

Essential Actions

If you want to get your new sales recruits off to a flying start, first teach them the essential actions - those neces...

The Right Amount Of Pressure

There is a difference between threatening team members with dismissal for poor performance and applying positive pressure to perform. In this short ...

Hold Yourself Accountable

In an age where people can be quick to assert their rights but slow to live up to their responsibilities, we at Pittard advise our leaders to hold the...

Study For Understanding

Every time clients ask salespeople a question, they are trying to answer the big question they have in their minds, which is, "Why should I list wit...

Activity

Take a minute and look around your agency. Everybody looks busy, don't they? But are you making money? Are they making money? If you're not carefu...

Unattractive Company

One of the top three greatest real estate excuses of all time is: "You can't find good people!" In this leadership session, real estate agency profi...

A Promise Is a Promise

To people of integrity, their word is their bond. They do what they say, when they said they'd do it, how they said they'd do it. People of integrity ...

For Just One Day

People who are successful in their chosen fields do more of the right actions every day, over the long term. In this short real estate sales session...

Financial Foundations

In my experience as a real estate agency profit consultant, I've seen many real estate businesses in grave financial trouble, and many spend thems...

Cut To The Chase

Have you ever noticed how some people say five sentences when a 'Yes' or 'No' would have sufficed? Some people speak a lot but say little. Real esta...

Loving What You Do

Some people say you must love your work. I agree that this is desirable, but it's not always realistic. Pursuing this ideal could cost you a ...

Faking Happiness

Written and video reviews are essential. To quote one winning salesperson: "These days, clients go online and do research on you. At the listing pre...

Want to reach your profit potential? Contact us now.

Pittard


Suite 71, Level 4
330 Wattle Street

Ultimo NSW 2007
Australia


Mailing Address
PO Box 2045
Strawberry Hills NSW 2012


: (02) 8217 8500
Fax: (02) 9281 4198
AUS Free call: 1800 663 600
NZ Free call: 0800 448 065
International: +61 2 8217 8500

: info@pittard.com.au

Contact Us