The power of negotiation ft “You Can Negotiate Anything” book by Herb Cohen
In May, I attended the graduation of a family friend and at her graduation party, her uncle gifted her with a book (namely “You Can Negotiate Anything” book by Herb Cohen). When I saw the title of the book, I immediately exclaimed that I needed to read that book as it could be useful in my personal and professional life. Without skipping a beat, her uncle retrieved his personal copy of the book and gave it to me. It turns out that he had bought himself the copy to re-read as he read it many years ago when my father gave him a copy of the book. Therefore, this book is kind of a “boomerang” as it first started with my father in Kenya, then to a family friend, and then back to me in the USA. Who knows where and to who this book will travel next. But in the meantime, let me share the top negotiation strategies I have learned from the book.
- Never reveal your deadline to the person you are negotiating with if you can avoid it. For example, do not tell a seller you need a car by next week as that means the seller will know that you probably will not have time to look around for a better deal. The most powerful thing in the world is time. If you have time, use it to your advantage to make sure you get the best deal possible. Also, playing the waiting game makes you look less interested in the other party so they are more willing to work with what you want.
- Avoid having an authoritative style. There are many strategies for negotiation. The author calls an authoritarian/unyielding strategy “the Soviet-style” because, during war, the Soviets would low ball you until you yield to their demands while they compromise nothing. This style only works if you never intend on doing business or having relations with that person ever again because the person will not like you for taking advantage of them.
- See compromise as an opportunity to make both you and the other person happy. Good negotiators find ways to figure out what really means the most to the other person. For example, if you are the boss and the person you are seeking to hire wants $50,000 while you are only willing to offer $40,000, find ways to make up for the other $10,000. Such examples could be offering more vacation days, season tickets to sports events, or even gym membership. Therefore, when the person looks at the $40,000 they don’t see it as a total loss of $10,000 especially since the $40,000 is taxable by the government while the additional perks are tax-free. So in negotiation, always try to find a way to get as close to what you want while still making the other happy.
- Avoid negotiating on the telephone unless you want an easy win or lose situation. This is because whoever imitates the call is usually at an advantage as they think about what they are going to say before they call. On the other hand, the receiver of the phone call is caught off guard and has to scramble to have good debate points in the negotiation. The author’s advice if you are the receiver is simple: make up an excuse to end the call and tell the caller that you will phone them at a later turn. Now you will be the caller and not the receiver which gives you the advantage. For example, if you have applied for a job and the interviewer calls you with a low offer which you were not expecting, simply tell the interviewer that you need time to think about it and you will call them back within 24 to 48 hours. Negotiating in person also allows you to read body language and make a better case for yourself as it is easier for someone to say “No” over the phone. In-person negotiations are more personable. Who would have guessed? haha
- Always seek to negotiate with the person who has true negotiating power. For instance, say that you are at an electronics store and you are looking to buy a TV as well as a sound system. Let’s also pretend that there is no sale going on but you think you should get a bundle deal since you are buying two large ticket items. Who do you think you should talk to? the clerk or the manager? If you said manager then you are correct. Usually, a clerk has no real power to give you sales outside of those already presented in the store. Therefore, you should always ask for the manager if you are wanting to negotiate something outside of what is presented. In other words, never accept no for an answer from someone who does not even have the real power to say yes.
In continuing the history of this book, I have to find someone to gift it to. I am thinking of my mother because she is very much a strategic negotiator and has a great interest in human psychology. If you end up reading this book, I hope you do the same as negotiating is a key part of life whether at school, work, or home. The best negotiations in the world get paid millions of dollars to do it so it is quite the skill to have. As you would expect, practice makes perfect and even the author admits that he botched his first negotiation project with a Japanese company because they played the waiting game against him until he only had minutes to present his case. So don’t get discouraged if you fail the first time, learn from it and apply it to your next challenge. All the best in your pursuits. 🙂 ❤
Before I start this post, let me give a shout out to my best friend who did this digital sketch of a selfie that I took in 2014. From what I remember, it was during summer classes in June and I had a daily ritual of a mid-day nap so this was either before or after the nap (probably after, because my lips tend to dilate while I sleep).
If celebrity relationships weren’t interesting, then most magazines would cease to exist because that is one of the prime reasons people buy them. Shout out to our previous house owner who was subscribed to PEOPLE magazine so I get updated on Meghan Markle and Harry’s marriage every week (even though, paper mail gives me anxiety because of a) bills and b) tree deforestation for the purpose of paper). The main thing I learned from Meghan and Harry’s relationship is that if a man wants you, he will break all the rules to have you (i.e. marrying a divorced older woman). So with that, never accept an excuse from a man as to why he cannot be with you because a man will try to move heaven and earth if he really wants to be with you. With this post, I am doing the sandwich method where you present the good first, the bad second, and then finish with good. Therefore, the next two cases are not so romantic.
Kim Kardashian & Kanye West. Unlike her sister Khloe, Kim has actually managed to have a seemingly beautiful relationship with Kanye. When the sex tape of Kim came out in 2003, I am pretty sure nobody thought that she would be happily married and with a family of four kids in 2019. But yet here we are and I think that is because Kim has really high self-esteem to the point that she did not let that oops moment define her (If anything, she capitalized on it and made money off it as many people are still Keeping up with the Kardashians). So the lesson here is to not let your last relationship be a setback; keep it moving and focus on your hustle as the rest will follow.
Priyanka Chopra & Nick Jonas. What can I say? As someone who has been obsessed with Priyanka Chopra even before she crossed over to America with the show Quantico, I never thought she would end up with a man 10 years her junior. But to be honest, we do not usually find a problem with men dating younger women so I don’t think we should shame women for it either. To me, Priyanka and Nick both seem happy and that is what really matters. I am sure at age 36 and gorgeous, she has been courted by many men and knew what she wanted enough not to just settle for Nick. The main lesson I learned from this experience is not to rush love and jump into a relationship for the sake of it. As they say, good things come to those who wait.
Jada Pinkett-Smith & Will Smith. I do not believe in making anyone my role model because like Tupac said: “a role is something people play, a model is something people make, and both of those things are fake”. However, I will say that I admire Jada and Will’s relationship because they both seem like deeply introspective people who seek to understand themselves and each other in order to make their marriage really work. I know there are rumors at there that they have an open relationship but they have not come out to confirm that so I will dismiss that conversation. My favorite statement from Will Smith is from a recent YouTube video stating that he does not hold his wife responsible for his happiness. Happiness is a choice and only you can choose to make yourself happy. A relationship is not a hobby. Whatever made you happy when you were single should not be neglected just because you have a sidekick now. In essence, do not set unrealistic expectations on your partner. He or she cannot be your sun or your moon no matter how hard he or she tries.
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