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This business coaching episode explains how to stay calm during negotiations and counter with kindness.

Results-Focused Training, Tools, and Workshops from Expert Business Coaches.

Featured Coaching Excerpt - Notes & Transcript, Part 1
  • Steps For Effective Contract Negotiation:: 15. Counter With Cool and Kindness
  • Notable Quotable:: “Any fool can criticize, condemn, and complain but it takes character and self control to be understanding and forgiving.” - Dale Carnegie (Bestselling author of How To Win Friends And Influence People)
  • Lesson Nugget:: Take the time to discover the needs of the person that you are negotiating with. Don’t try to guess - you’ll get it wrong every time.

[MUSIC PLAYING]

-So moving into step 15.

-Oh, baby.

-Step 15.

CLAY: Tim Tebow.

-Counter with cool and kindness. Counter with cool and kindness. OK. So you've delivered the offer. And now you're countering.

-Yeah. Now, what's going to happen, is when somebody sends you back a counter, as a general rule, they're going to say something that you're not going to like. They'll be one point you don't agree with. There might be one nuance that you don't agree with. There might be a ton of nuances that you disagree with.

But the thing is, is that you want to make sure-- you want to make sure that you respond cool as a cucumber. You want to be calm, like you just got a Massage Envy membership you haven't used for the whole year, hypothetically. [WHISPERING] Not that I would do that. And then you had to use them all this weekend.

So you have 14 consecutive massages, and you're just totally relaxed. That's how you want to be because you don't want to introduce that emotional aspect to it. And I'm going to go ahead and just give you a notable quotable here, notable quotable from Dale Carnegie. Carnegie is actually how you

Say it. And Marshall was correct. And I was wrong by saying Carnegie. But it makes me feel better when I say it that way. So here we go.

He says, "Any fool can criticize, condemn, and complain. But it takes character and self control to be understanding and forgiving." I couldn't agree with something more. So I'm just going to give you kind of a mental marination here.

[MUSIC PLAYING]

"Any fool can criticize, condemn, and complain. But it takes character and self control to be understanding and forgiving." So what you're going to do is you're going to go ahead and deliver the benefits now. And you want to be prepared, if need be, because you've done your research.

You want to be prepared to let them walk away if you're way too far off. OK? But you want to make sure that you make that benefit, the benefit you want to give them, that win-win, and you want to be able to kind of counter if you need to in a calm way.

You don't need to lose your mind because you're way off at first. You're almost always way off. You're almost always going to have two or three sticking points of negotiation.

[MUSIC PLAYING]

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