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Laws Of Negotiation by knowledge(m): 06:23pm On 5 May 2017

1. The Law of Subjective Value:

The value of anything is subjective; it is determined by what someone is willing to pay for it.

Many people are confused on this issue. They think that people or companies or labor unions determine what others will pay. However, even schoolchildren know that something is only worth what someone else is willing to pay for it, no matter what anyone says or demands. Prices are merely estimates set arbitrarily in an attempt to guess what people will pay, “what the market will bear.”

Every sale, discount, markdown of prices or business bankruptcy is an admission of a failure to guess correctly. The producers of the product or service guessed wrong. Customers did not feel that it was worth what they were asking and either bought something else or kept their money.

This is why every negotiation is different and there are no hard and fast rules determining buying or selling prices for products or services.

Only the person who is being asked to pay for the good or service, or to pay a certain wage, is in a position to determine what it is worth to him or her. When people say that something should be worth a particular amount, or someone should be paid a certain salary, they don’t realize that the word “should” is meaningless in negotiating. All prices are established arbitrarily, at least initially. But it is only what customers are willing to pay in the marketplace that determines whether those prices are correct. If the prices are too high, the products will not sell or prices will be reduced. The customer in the marketplace will ultimately decide how much will be paid for everything.

Where are you experiencing price resistance in the sales of your products or services? How could you increase the value of what you sell in such a way that a critical customer would voluntarily pay you more for it? How could you increase your value and attractiveness in such a way that your company or your customers would willingly pay you more for what you do?
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Re: Laws Of Negotiation by knowledge(m): 04:19am On 5 May 2017


All prices and terms are set by someone. They can therefore be changed by someone. This does not mean that they will be changed, but it does mean that there is always a chance. When you begin looking at life as one long, extended negotiating process, you will find that almost every situation contains elements that you can negotiate to improve the terms and conditions for yourself and others.

Prices are a best guess estimate of what the customer will pay.

Every price was set by some one and can therefore be changed by someone.

Don’t be intimidated by written prices, either on signs or in letters or contracts. Assume that they are written in pencil and can easily be erased and replaced with something more favorable to you. The key is to ask.
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Re: Laws Of Negotiation by knowledge(m): 10:45am On 5 May 2017
The Law of Ambition:
Every act of human behavior is an attempt to improve conditions in some way.

Human beings are goal-driven organisms, purposeful in their behavior, whether their aims are clear or unclear. They are always driven or motivated toward achieving “more” of something, although that something may change from minute-to-minute. This is the entire reason behind buying, selling and negotiating.

From infancy to old age, you are ambitious. You want to improve your life, or some part of your life, in some way. If you are earning a certain amount of money, you want to earn more. If you have a certain level of physical health, you want to be even healthier. If you have one home or apartment, you want a larger one, and if you get a larger one you want a second one somewhere else.

When you experience dissatisfaction but you do not see how any action of yours will alleviate this dissatisfaction, you will refrain from acting.

The real differences in levels of ambition are explained by differences in ability and opportunity on the one hand and the intensity of desire and belief on the other. If you really believe that you can get from wherever you are to wherever you want to go, you will be continually taking action to move yourself from your current position to somewhere else. This is why people negotiate.

If you are either completely contented or if you feel completely helpless, you will not act to improve your condition.

There are two main reasons why a person does not continually act to improve himself and his life in some way. The first is because he has reached a state of contentment where he feels that no further improvement is either necessary or desirable.

Second, the individual has reached a state of hopelessness where he does not think anything he does will make much of a difference.
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Date: Thursday 24th May 2018 at 04:37 PM

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