Listen to my April 12, 2 012 interview with Larry Nelson  of W3W3 Internet Talk Radio  about Major Mistakes Made in Negotiating:

From W3W3 Internet Talk Radio’s Website: We’re here with a dear friend, that we have done a lot of business with over the years, Dr. Robert Rutherford and we are focused on the NO-to-GO. If you have a question about negotiating, Rob is the guy to go to. He’s also a prolific author and Larry suggests you check out his books for answers. Rob tells us he is amazed at the bad rap negotiating has. Most people have an incomplete, inaccurate view of what negotiating is and what it is not. It’s not, ‘get the last slam dunk… get the last penny out of the person. It is not ‘get all you can off the table’ kind of thing. Negotiating is an effort to gain an initial agreement that otherwise couldn’t be done. There are many things that are negotiable and many things that are not. Rob said, “Personally, I think most things are negotiable and my own personal opinion is, they’re not worth negotiating. It’s not worth the time, it’s not worth the effort, no it’s just not worth it. But those things that are worth negotiating – there are special things that should be done in the effort to get the right kind of agreement. Larry asked, “What are some of the most common mistakes made when people think they’re negotiating?” Rob replied, “I think one of the most common mistakes made is, ‘I don’t have to tell the other person what I want, I’m going to hold everything in, I’m going to be secretive…. Let me ask, how in the world are we going to get a win/win, initial agreement if I don’t tell you what I want out of the deal? It just totally mystifies me. That’s a major mistake. I think another major mistake made in negotiating is seeing the other person as the enemy. Now in some cases it may be. But, what in the heck are you doing negotiating with them to begin with, if they’re the enemy? Unless you really have to. Larry asked, “Let’s say I have an appointment with an organization and I want to work out a deal. What are some things I should do in preparation?” Rob said, “Well I have a business card, I’m glad you asked. On this business card it has three different categories 1.) Preparing for Negotiation and then it goes through the steps like, Know the purpose; Understand issues thoroughly…. The 2nd part of that is the actual negotiating itself ‘in the arena’. You should seek a win-win, mutual gain for an example. Expect to win, manage expectations, not only your own but the other party… After the negotiation. It’s amazing to me, there are some people that are really good at negotiating but they’re not good at keeping the deal…Listen for more…

April 12, 2012

Have you ever been stuck while dealing with another person?

Being stuck can be likened to an iceberg- The tip of the iceberg represents the stated stuck position.  But it is what is “below” the position that makes it stuck.

We are commemorating the 100 year of the sinking of the Titanic.The Titanic was not sunk by the tip of the iceberg- It was what was lurking below the surface that destroyed the ship.

What is lurking below your and the other persons position might  sink your ability to gain agreement.

Last week I was in Santa Barbara on real estate business. Many years ago when I was a young real estate broker in Santa Barbara I was trying  to sell an investment property that the owner, a Mr. Vickers, who was desperate to sell. The building was worth in the range $475,000 but Mr. Vickers insisted that he would not sell for one penny less than $600,000- Clearly way out of line with its market value.

Strangely to me Mr. Vickers  agreed that the building was only worth $475,000 yet he would not take anything less than $600,000. When asked why he insisted on  $600,000.he remarked- “Thank you for asking Rob, because that is what I paid for the property some five years ago-and if I sold it for anything less than $600,.000 my wife and family would think me a fool and a loser to have paid so much for the property originally.”

Yes he was stuck at $600,000 due to fear of being ridiculed. In three weeks we sold the property at $600,000 – yes with some creative owner carry back financing- at no interest and a large mortgage discount at the end of five years. He was happy to sell and the new buyers were happy to buy.

When you are stuck in dealing with someone go behind the position to find out what the real issues are and see if they can be solved.

Keep flying and soaring