Everything Is Negotiable

I’ve always loved books and found that for a few years during University and studies that I’d really cut down on the number of books I’ve been reading.  I hadn’t stopped reading – I was just spending more time surfing the net or reading textbooks and coursework.  And often frittering away my time!

I’ve also decided to read more non-fiction books related to personal development and an understanding of the world at large.  Last week I mentioned the Personal MBA and since then I have brought a few copies of starter books (thanks Booko) and ones that looked most interesting to me as of right now.  More of them as they come.

A book that I picked up awhile ago and have been perusing carefully has been Everything Is Negotiable – How to get the best deal every time by Gavin Kennedy.

Straight off the bat, you can tell that Kennedy is a likeable character with a no-nonsense and practical look at life. You get the impression he isn’t rattled easily, would have good posture and would enjoy nothing more than sitting at length talking about a 400 page contract he had read every line of twice and worked out was highly disadvantageous. It’s this point about the book I’d like to highlight as well.

The book is not just for people looking to be able to negotiate on their next large TV purchase, or to get 10% discount at the next swapmeet, but for project managers, engineers, financial managers and businessmen who are looking to negotiate their next detailed (and multi-million dollar) contract.  Any deal you can make worth a dollar will benefit from this book.

From the start of the book and throughout, emphasis is placed on the fact that negotiating is a must, and that negotiations aren’t about winning, or losing – it’s  about meeting an agreement over things that you both want,  and looking beyond monetary value.

Portions of the book are devoted to those who are less confident in negotiating, and other portions made for negotiators who can’t seem to get a deal.   For the amateur’s, Kennedy encourages you see to negotiations as a must, and classifies those not willing or who avoid haggling as a duck!  Quack quack.

When you’ve bought a $600 suit and thought you were getting a good deal by them throwing in a shirt … quack quack!  Look for your positions of strength.   It seems very often that one party views the other of having the position of power over the deal.  The shop having the power might be the case if you need a suit that day.  But the store needs your sale, and would enjoy your return business and word of mouth about the quality of the brand.  Press them for a better deal. If price is a sticking point once you’ve asked for their best price, see if there is flexibility on payments tersm, additional extras like dry cleaning or further subsidies for other neccessities like a tie.  Don’t accept their first offer, and be prepared to be strong to your own wallet.

The book also demonstrates methods of using an agent to seperate yourself from the pressures of selling, and other clever techniques and encouragement throughout to inspire negotiation. Soar like an eagle!

Anyone is business and looking more towards their contract negotiations or financial agreements will also benefit from the useful provided.  Chapters on ‘Bad Deals in Business’, how to cope with threats, and renegotiating a bad deals have real relevance and are great practical advice.  I thoroughly enjoyed the tips about conceding positions, offering goodwil for little reasons, and the utmost importance of ethics.

This is very good book that offers practicalities and real tips for events you will face in your life, both personally and professionally.  I thoroughly recommend it for anyone who wants to discover a new skill, understand the process they deal with on a daily basis, and would especially encourage any sales people to invest in something that you will return to often.

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