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“I thought the seminar was very useful. I've been using some techniques in my daily negotiations ever since. In fact, I thought the information was so valuable that I want to bring the KARRASS seminar In-House for our world-wide conference.” John Copley, |
KARRASS Effective Negotiating® Tip Assumptions Are Not To Be Trusted Never trust your assumptions. They are likely to be as wrong as right. Salespeople, be careful with your assumptions. Dont assume: "She'll never pay that much" "There's a lot of competition" "He doesn't have enough money" "They don't want to do business with us after the last mess-up" "I'm sure we're not the low bidder." Such assumptions can defeat you before you start negotiating; these assumptions lower your expectations; influence the outcome of the negotiation; and may, in fact, be dead wrong. Purchasing professionals be careful! Your assumptions can: Cause you to make high offers when low ones are called for. Influence you to make low demands and quick concessions when opposite actions are warranted. Seduce you into believing deadlines when patience is by far the better course. Create potential hurdles that can move you in the wrong direction. Don't fall in love with your assumptions. Check them out. They are neither right nor wrong until proven so. Remember, for as few as 12 people, KARRASS can present a private seminar at your facilities. Tell your associates about the KARRASS Seminars which are held around the U.S. and in Mexico, Canada, Europe and Asia. KARRASS presents more than 800 public and private seminars every year. Our Corporate Program provides discounts when multiple people attend. For more information, contact: US Sales at 323-866-3800 or KARRASS Worldwide Sales in the UK at 44 1202 853210 © 2005 KARRASS LTD. All rights reserved. Reproduction in any form without expressed written permission of KARRASS LTD. is prohibited. e-mail: mail@karrass.com >>> VIEW KARRASS SEMINARS<<< |
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