Negotiate, Influence, Persuade How to Persuade Others to Do What You'd Like Them to Do

Life is one negotiation after another, at home, at work, with family, with customers.

Understanding the principles of negotiation, influence and persuasion will help readers get the best deal every time—whether they are buying or selling.

While plenty of books teach sales and negotiation techniques, this one explains the fundamentals and the psychology behind why these techniques work and how to use them most effectively. It’s more than just a book about negotiation. It’s about persuasion and influence, and more importantly, how to wield those two important traits to meet your goals.

Negotiate, Influence, Persuade will change how readers do business, how they interact with family and friends, and hopefully give them a greater understanding of why people behave, and are motivated to act, the way they do.

Michael Yardney is a successful author, but he's no theorist. He bought his first property over 40 years ago, when he was in his early 20s, without a deposit and not understanding the rules of the game. He then went on to build a multi-million dollar property portfolio in his spare time. He is a regular commentator on television and commercial radio, and has a regular column in Yahoo Finance, Your Investment Property Magazine and Smart Company.Michael’s Property Update blog has been voted the world’s #1 real estate website for 2017, 2018 and 2019.

Contents Introduction: Life is a Series of Negotiations Section One: Why Negotiation is the Highest Paid Work You Can Find Who Gets the Biggest Slice of Pie? Understanding the Structure and Stages of a Negotiation Do You Enjoy Negotiating and Selling? Under The (Invisible) Influence Negotiating with Different Personalities The Art of Building Rapport — Mirroring and Matching How to Get Inside the Head of Your Prospects How to Use Language to Hypnotize Your Prospects 9 Things You Should Never Say in A Negotiation Understanding Why You Behave Irrationally When Negotiating Section Two: The Rules of Negotiation The Principles of Negotiation 14 Sources of Power in a Negotiation Handling Objections Section Three: Putting it Into Practice Top Tips for Skillful Real Estate Negotiation How to Negotiate Like a Pro When Buying Real Estate at Auction Say What? How to Negotiate with Liars, Difficult People and Type A Personalities Show Me the Money: How to Negotiate the Salary You Deserve What’ s Next?