The Urbach Letter Ė January 2005
The Master Negotiator (Part I)
How good are you at negotiation? Most folks think they do pretty well when making major purchase like a car or house. People also believe they do fine when asking for a raise or promotionÖ or when finding common ground during family disputes.
Sure. Just like most people (us men especially), believe weíre excellent drivers, gourmet cooks, good listeners, adept decision makers, etc., that belief doesnít square with reality. In actual fact, most people are lousy drivers, terrible cooks, bad listeners, poor decision makers, and simply awful negotiators.
I canít help with your driving or cooking, but I can help you become a much better negotiator.
Do you think thatís important? Becoming a master negotiator? Hell yes it is!
I can think of few skills with a higher payoff. Even though negotiation encompasses much more than just getting the best price, I'll use that as a simple example. Letís say youíre a reasonably well compensated individual, making a hundred bucks an hour. If youíre buying a new car or boat or other big ticket item, itís not unreasonable to find that employing a strategy you've invested a half-hour to learn and practice can easily reduce the purchase price by a thousand dollars. Suddenly youíre pulling down twenty times your normal rate. Great ROTI (Return on Time Investment), eh? But it gets better. Later, you can then use that same technique to save $30,000 on the purchase price of a house. Or get an extra half-million when selling out of your business. At a certain point, your return on time investment goes asymptotic (to infinity).
Are you motivated yet? If not, consider this: in almost every situation I've mentioned, you're going up against professional negotiators. The people on the other side of the desk have studied traditional negotiating techniques. Don't you think -- at a minimum -- you should know what they know?
Fortunately, negotiation is a skill that can be learned. No matter what your current level, you can become *much* better at itÖ if youíre willing to invest some time with me. But why listen to what I have to say on the subject of negotiation? Well... itís one of the highest-value things I do for my clients. I negotiate on their behalf. Iím not exaggerating when I tell you that Iíve leveraged millions of dollars through negotiation. But again, negotiation covers much more than money. Iíve employed the same strategies to gain very favorable terms and conditions, not to mention ďsoftĒ lifestyle benefits for myself and my clients. If you hang in with me over the next few Urbach Letters, Iíll teach you (almost) everything I know.
A Free Mini-Seminar at Your Desk
If youíre interested in becoming a better negotiator, I invite you to spend the next eight and a half minutes viewing the January Urbach Letter Video Magazine. If youíve never tuned in before (many people havenít), youíll be pleasantly surprised by the mini-seminar format.
You see, itís my goal to deliver maximum usable information to you in minimum time. Therefore a shift to desktop video seminars and away from long text articles. Over the past two years, each UL ran about 12 typed pages. Thatís a lot for you to read (and a lot for me to write!) each month. Iím now shifting some of my time and energy into producing even better video seminars for you. Iíll try to keep some of the fun stuff in print (cool thing of the month, links, strange photos, cartoons, web humor, etc.), but no promises. Weíll take it month by month and see how things go.
Are you in? Click the button right now to begin.
Run Time: 8 minutes 30 seconds
(c) Copyright 2002-2010 Victor Urbach
This article may be reprinted with permission and attribution