You have worked long and
hard to reach agreement. Finally, you think everything
has been agreed to and that all you have to do is write
it up and sign it. You are blissfully contemplating the
hero's welcome that you will receive when you come back
to the office with the signed agreement, and you have
mentally banked the profits that will result from this
deal.
Then suddenly the other
party "just happens to remember" some small
item that you hadn't resolved. It's not very important,
so you agree. Nothing should stand in the way of getting
this deal finalized now. Unfortunately, that issue leads
the other party to remember several other small issues.
You are starting to get a little nervous. You don't want
this deal to get away, so of course you give in. While
you are waiting for the revisions to be included in the
agreement, the other party brings up a few other issues
that they also want to discuss with you. And so it goes.
You are the victim of the Hovering Pen strategy.
As far as you are
concerned, you had a done deal. As far as the other party
is concerned, the negotiation is far from over. They are
just using your anxiety to get the deal closed in order
to extract additional concessions.
Remember what Yogi said,
"It's not over till it's over."
A Master Negotiator
Michael Schatzki is a master negotiator whose high energy,
content-packed Negotiation Dynamics® keynotes, breakout
sessions and seminars draw rave reviews.
Memorable and Entertaining
His Negotiation Dynamics® system offers participants a
powerful set of tools that will give them a critical edge in
organizing and structuring all of their negotiations. His stories,
anecdotes and sense of humor bring to life his powerful
Negotiation Dynamics® system.
Fully Customized
Mike does his homework. He customizes every program, from a 45 minute keynote to a
two day seminar. He learns about your business or industry and tailors the program to
precisely fit the needs of his listeners. The result is that audiences take away ideas,
concepts and approaches that they can use immediately to negotiate the best possible
agreements.
It Works
More than 75% of Mike's programs are for satisfied repeat customers who find him to be
a dynamic, entertaining speaker and trainer. The Negotiation Dynamics® system really
works!
Phone us at:
(888) 766-3530
Fax us at:
(908) 766-5125
E-mail us at:
MikeSchatzki@NegotiationDynamics.com
Visit our Web site:
www.NegotiationDynamics.com
Write us at:
Negotiation Dynamics
79 Page Hill Road
Far Hills, NJ 07931
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