Lifetime Business Relationships IT IS THE SAME in almost any business. You begin working with a company or an individual, usually at a lower level, and over time, that business relationship can grow into one of the most important parts of your financial and personal life. Gerard Nierenberg, a past master at professional negotiating, once...

The Types of Negotiating THERE ARE TWO types of negotiating. Each of them has a different purpose and a different desired outcome. The problem is that they often become confused in the mind of the negotiator, leading to worse results than you could achieve if you were absolutely clear what you were doing and what...

Overcome Your Negotiation Fears THE KEY TO getting a better deal is simple. Ask. Ask for a lower price or for better terms and conditions. Ask for revisions and changes in the agreement. Ask for additional inclusions, discounts, concessions, or extra products or services to be included as a part of the overall deal. Ask...

Everything Is Negotiable “EVERYTHING IS NEGOTIABLE” should be your attitude and your approach to life and business from now on. One of the greatest obstacles to success and happiness is passivity. Passive people merely accept the current state of affairs, and they usually feel helpless to change the situation. Proactive people, on the other hand,...

The Philosophy of Time Management ‘‘It’s good to have money and the things that money can buy, but it’s good, too, to make sure that you haven’t lost the things that money can’t buy.’’ GEORGE HORACE LORIMER To be fully rounded as a person, you need a philosophy of time management. You require a worldview...

Time Management Techniques for Salespeople ‘‘The successful person makes a habit of doing what the unsuccessful person doesn’t like to do. The successful person doesn’t like to do it either, but he does it because he recognizes that this is the price of success.’’ —HERBERT GRAY In 1928, the magazine Sales and Marketing Management surveyed...

Saving Time When Dealing with Others ‘‘Nothing is so powerful as an insight into human nature. What compulsions drive a man, and what instincts dominate his action? If you know these things about a person, you can touch him at the core of his being.’’ WILLIAM BERNBACH Your interactions with others consume as much time,...

Keeping Up and Getting Ahead by Making the Most of Your Time ‘‘Mastery is not something that strikes in an instant, like a thunderbolt, but a gathering power that moves steadily through time, like the weather.’’ JOHN C. GARDNER, JR. We live in a knowledge-based, information-driven society. Successful people today are simply those who know...

Overcoming Procrastination ‘‘Above all be of single aim; have a legitimate and useful purpose and devote yourself unreservedly to it.’’ —JAMES ALLEN Procrastination is the thief of time. We have all heard that many times before. The tendency to procrastinate is the primary reason that many people lead lives of quiet desperation and retire poor....

Time Saving Technique and How to Deal with the Six Biggest Time Wasters ‘‘Concentrate all your thoughts on the great desire in your life. This concentration must be continuous, unceasing every minute; every hour; every day; every week.’’ —CHARLES E. POPPLESTONE Time is the one indispensable ingredient of accomplishment. Everything you want to achieve requires...