Dr. Michael Craig, Vol. 5, #19 – May 16, 2017
Everything in life is a negotiation – whether you are buying a car, asking for the TV remote, or trying to convince that special person to marry you. Here are a few powerful tips to help make your efforts more fun and productive.
An early business mentor of mine was Marshall Thurber. He was retired as a millionaire at age 30, and hired the likes of inventor/architect R. Buckminster Fuller and quality guru W. Edwards Deming as personal coaches. Marshall also mentored Robert Kiyosaki (author of Rich Dad, Poor Dad), Tony Robbins, and a host of other successful authors and entrepreneurs.
He was also one of the best damn negotiators I ever met.
I had the good fortune to experience Mr. Thurber’s unique teaching style in 1988-89 in Atlanta, as part of a select group who (naturally) paid him big bucks to mentor them.
In negotiations, Marshall was golden. When buying or selling businesses (his specialty), he would often take prospects to the ball park and talk about everything but the deal. This, and his strategic use of artificial scarcity mixed with personality, often sealed the deal in no time.
“My board of directors shut this offer down tonight, but I can stretch that if you give me your decision by tomorrow morning…” mumbled Marshall, between bites of his hot dog.
He then finished his hot dog without a word, waiting for the prospect to bite… and they usually did.
The 7 Keys To Negotiation
Marshall taught using games. He has us play in small groups, with lessons coming organically, based on our own experience. These games centered around one or more of the following “7 Steps to Powerful Negotiations”…
- Start with an attitude of Win-Win.
- Focus. Know your Prospect’s needs, wants and dreams.
- Offer them what they want (or dream).
- Let them experience the dream using words, pictures, or the actual experience itself. Also let them understand what may happen if the DON’T take the offer. Repeat (when appropriate) in different ways or at different times.
- Create scarcity, either real or artificial.
- Ask for a Decision.
- Be willing to walk away.
While I thought I knew the concept of Win-Win, for example, it wasn’t until I played the game “Win as Much as You Can” that I came to realize I was still operating on the old win-lose or zero-sum game as before. By playing a game, I learned more in 30 minutes than I had in a lifetime before.
(I actually used some of Marshall’s ideas when creating the Logical Soul®. By “negotiating” with your subconscious self, you can actually defused raw emotions and create a path to success on many levels. Check out my presentation back in 2014 on how this happens.)
If you are interested in learning more about Marshall’s methods, reply to this email and let me know. If enough people respond, I may be able to put together a game-learning workshop and/or online course.
To your success,