InsuranceNewsNet Magazine December 2011 : 12
You’ll never make more money than during a negotiation. Roger Dawson , who’s taught this tactic for nearly 30 years, says that this is why it is imper-ative for you to learn to be an even better negotiator than you already are. By applying proven techniques and cultivating a powerful bargaining frame-of-mind, a successful negotiator can make thousands of dollars or acquire something they value. Insurance producers might say they don’t negotiate in their practices because their business is more of an advisory profession and the prices are fixed. But Roger makes the point that successful salespeople are always negotiating. In fact, it’s the key to getting what you want and need in all aspects of a person’s life. Roger also explains that he is not a preacher of the “win-win” because someone will always lose a little bit in a negotiation. But here’s the trick: be on the “winning side” and still have the other side feel like the winner as well. Now that’s the real win-win. In this discussion with InsuranceNewsNet Publisher Paul Feldman , Roger reveals how to power up your negotiating skills to come out the winner while still looking like the hero. 12 InsuranceNewsNet Magazine December 2011
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