1. Jim, what is you approach to negotiating?
2. Is negotiating a skill
that you are taught in a formal classroom setting or is
it a skill set that comes with experience?
3. Tell me what you teach
when it comes to negotiating different from what we’ve
all seen in the win-win model.
4. What is the biggest
misconception wiour methodology of negotiation?
5. What’s the ultimate goal
with your negotiating system?
6. What is the single most
important thing one needs to know about negotiating? Is
it to start out with strong demands so that you have
some room to fall back?
7. So how do you factor in
cultural differences when it comes to negotiations?
8. Describe for the listeners
what is collective bargaining.
9. So bargaining is win-win?
10. What do you mean by
hiding the ball?
11. What skill, Jim, do you
think is most critical to a successful negotiation?
12. What are the stages you
go through in a tough negotiation?
13. Why should the listeners
want to learn more about the subject of negotiating?
What is in it for them?
14. Do you have a mind map
about all of the steps or which specific steps to follow
when conducting a negotiation?
15. What do you think is the most
important attitude to carry into any negotiation?
16. You mentioned FBI and it
just sounds like a great story. Is it something you can
17. So are they actually
using the revamped negotiating?
18. What is the one thing you
believe that all great, truly great, negotiators have?
19. How do you decide whether
to negotiate something or not? What guidelines do
negotiators use to determine whether or not to negotiate
or not negotiate something?
20. How do you make sure that
you are dealing with the real decision maker in a
21. There must be a lot of
times in the world where people are negotiating to the
22. I believe that
negotiating is learning the beliefs and wants and
desires of the other person. Do you believe that
psychology plays a big role in negotiating?
23. Is there basic psychology
to winning or is there a basic rule to win when
negotiating like never giving in first or always give in
24. How important is
persuasion architecture in negotiation?
25. Jim, I’m new at
negotiating. Do you currently, or did you have when you
first started, a cheat sheet to keep on your mind while
going into negotiations? For example, to help you
remember the top five things to focus on when going into
negotiations or do you have an acronym that you used to
remind yourself what to keep in mind when first trying
to master negotiation? Also when you first started
negotiating did you have any fears going into
negotiation and if so how did you overcome them and what
did you focus on?
26. What is the best advice
for a new negotiator to learn?
27. How do you know if you’ve
negotiated the best deal, Jim?
28. How hot is the topic of
negotiation skills within small companies? Is it
regularly trained or is it overlooked as a skill to
develop within the corporate culture?
29. Jim, do you go into
negotiations knowing the exact outcome you want?
30. How do you determine when
to walk away? Or, in other words how do I know when it’s
time to break off the negotiation?
31. Often times the decision
makers are surrounded by gatekeepers of different sorts:
assistants, managers, etc. What is your best suggestion
for negotiating with these gatekeepers to get through to
the owner, principal, or decision maker?
32. How do you quickly
determine other party’s hot buttons; that is what their
number one need is out of the proposed agreement?
33. Can an interrogative
negotiation be effective when parties have unequal power
where one is recognized as having a greater position or
34. Jim, I sometimes deal
that with international customers who seem to have no
problem with win-lose negotiations, how should I deal
35. What makes the difference
between a good negotiator and a great negotiator?
36. Other negotiation coaches teach
tactic and closing, how do you go about dealing with
these types to negotiators using the Camp method?
37. Isn’t it true that both
sides should feel some pain at the end of a successful
negotiation? Please elaborate.
38. How do you know when you
have gotten everything possible out of a deal?
39. Why don’t Power Point
presentations work? Why do so many gurus use them?
40. So often I hear women
trying to act like men in business. How can women be
more effective in negotiating?
41. How to I encourage
someone to negotiate who refuses to consider any option
other than what is best for them?
42. How much do you need to
negotiate before you sign a contract? Are there details
that can be ironed out after signing? Or is it good to
have all the details nailed down before signing
43. I would like to hear you,
Jim, debunk the common myths of negotiating such as make
an offer and shut up, next person to speak loses, feel
free to add any of your own.
44. Hi Jim, is it a process
that you follow when you are going nose to nose with the
45. How does negotiating via
email differ from face to face or telephone negotiating?
46. It is more effective
email or phone?
47. What can you do when the
other side won’t even come to the table and doesn’t
appear to be able to afford the laid down arbitration
48. What’s the mindset you
start with going into any negotiation when you know the
other guy is very skeptical or defensive about what
you’re proposing or offering?
49. Jim, how do you deal with
people who get difficult or aggressive in a negotiation?
50. How do posture myself
with confidence but not arrogance, so everybody wins?
51. How does one build trust
during a negotiation?
52. Can you give some
negotiating tips for people that are not naturally
53. What’s the best approach
to negotiating working with a close friend so as not to
ruin the friendship, but to get business done?
54. What’s the best strategy
for people who are slow on their feet when negotiating
has to be done in person?
55. How do personality types
affect negotiating? Can you tailor strategies to
specific traits or personality types?
56. What subtle body
movements or voice inflections indicate to you that a
client is ready to negotiate in your favor?
57. I tend to be a friendly
person, but in negotiating people see that as a weakness
and attempt to take advantage of that. How can I
establish early on that friendliness does not mean I’m
giving you all that you ask?
58. How can a person who is
non-confrontational by nature, become comfortable
jockeying to get what you want in a negotiation?
59. How do I manage my
emotions, for example, unhappiness and anger, during the
60. How can an introverted
person overcome the fear of negotiation?
61. I don’t do much formal
negotiating in my job, but when I do, I very often feel
intimidated by the other party.So my question is, Jim,
how do you control feelings of weakness and a lack of
self-confidence in negotiations?
62. What should you do if you
really do need to make a deal happen? How can you still
negotiate from strength?
63. How much does physical
stance portray in negotiations?
64. How do you deal with the
adversary who brings a psychic to the negotiating table?
65. How do you persuade
someone to do something if they are adamant about not
66. I’m a struggling small
business owner and a marketing consultant. Is there a
way to appear more confident and relaxed when sitting
down to negotiate price and terms for my consulting
services? I know in earlier recordings you have even
recommended working part time, etc., in order to be in a
better position. I’m doing quite a few things for
income, but I’m still coming up short. I have a rather
large opportunity coming up with a cash flush client,
and want to negotiate a long-term agreement with a
significant amount up front. My true situation is that
I’d take just about anything he offers, because I need
the money. It’s an okay position to be in, but bad for
negotiating my real needs. I’m also afraid of negative
subliminal needy vibes, not just in this case, but my
day-to-day prospecting and selling. Could a bad
financial situation be hindering many of us in this
67. Are there things to look
for that could indicate the person you are negotiating
with is dishonest or the deal is dishonest or a lie?
68. You’re getting ready for
the biggest make-or-break deal you’ve ever had and you
are feeling the stress. What self-talk do you use to
calm yourself down?
69. When one has a problem
with self-confidence, and they come across as fearful,
timid or weak to the other party in the communication of
a business deal, how can that person rebound within the
negotiation to gain credibility and the upper hand in
the mind of the other party.
70. Some years back I heard
it said, “He who cares least, wins.” Since then I have
followed this selling negotiating technique and employed
it moderately successfully. It allows for me to be
myself, and more relaxed when sending a positive and
reassuring signal to the other guy. Truthfully I did not
always come away from the table with what I wanted to
occur, but often what would happen is they would call me
back and tell me things like, “We like your style and
feel more comfortable with you.” Or they would tell
others about me. In short, I tried to negotiate in such
a way that all parties were relaxed. The bonus was
multiple long-term deals came my way. Any suggestions on
how I can take my personal style and improve on it?
71. How do I know when I’m
asking for too much in a negotiation situation? I have
been told that it’s affective to appear intimidating in
negotiations, however, I have a friend who is so nice
and jovial when he meets people, but yet he seems to
always get his way when negotiating. Please what is the
best kind of persona to portray when getting into any
72. With negotiating with a
Fortune 500 or anybody thinking about it, how do you use
your body language to determine if they are lying or
misleading on an answer? Can you give examples of this
73. Why do you think reading
body language and all that doesn’t work?
74. Jim, how did you get your
first start in the world of negotiating? Did you intern;
did you have mentor, etc.? How did you get started?
75. In the first interview we
did, Jim, you mentioned you negotiated the care of
premature twins. Could you elaborate a little bit on
76. Jim what is the toughest
negotiation situation you’ve ever encountered, other
than that story, and why?
77. Describe your biggest
negotiating mistake? What did it cost you and what
should you have done differently?
78. Jim, what book, or
seminars, or mentor, has had the deepest influence on
shaping your negotiating skills?
79. When it comes to your
negotiating practice or business, what do you see five
or ten years down the road for your organization?
80. Jim, what are the
pre-game steps for a negotiation meeting that will
ensure you present value in a win-win situation?
81. How do you determine the
real criteria of your adversary if maybe doing internet
research isn’t enough so that you know whether a
successful negotiation is even possible?
82. Can you give me a little
peek into the window of what the three plus strategy is?
83. When approaching big
companies for the first time what prospecting strategies
can one use to maximize your positioning from the
84. How do you decide what
your limits are or what your limits would be in the
negotiating process and what parameters do you set up to
adjust your approach if the process is not moving in the
direction you need it to move in?
85. If you beat someone up on
price and then they relent and give you their product or
service or expertise at a lower price they are losing in
a way and that animosity is set and they may not deliver
the value you would have gotten if you paid the regular
price they were asking.
86. Before you negotiate how
to you get people to hear your proposal? How do you ask
for the opportunity of 10 or 20 minutes of their time to
present something of value and then negotiate?
87. I was reading the press
release you sent me this morning but it said it was a
credentialized study and that it was being taught at
Harvard and some of the other universities?
88. Jim, when you are going
into negotiations I don’t suppose you do this without
considerable investigation beforehand. How much time and
effort do you spend in research prior to meeting with
all the parties? Two, do you use a research time? And
three, if so how do you hire them?
89. If you are doing research
on a person with whom you will be negotiating a large
contract with and you do this research by contacting
individuals who know you are a negotiator well, what
questions do you ask and why? Do you have a couple
questions you would ask?
90. Jim, I have heard it said
that your goal should be to initiate win-win
negotiating. But what do you do if the other guy is only
interested in win-lose negotiation?
91. Jim, what is your best
technique to turn things around when you are in the
middle of a negotiation and there seems to be an
insurmountable impasse. How do you keep going even if it
appears that your interests seem to be at opposite ends?
92. Jim, I know that business
is competitive but do you think there is room for a true
win-win negotiation where both sides are open and honest
so that they can both get what they want so one doesn’t
feel like they are getting screwed. After all, when you
make an enemy you can’t do business with them ever again
so you are really the loser even though you thought that
you were smart.
93. How and when do you know
it’s time to walk away from the negotiations without an
agreement? How do you know when to quit?
94. What is the best phrase
to say when walking away from the deal to get the last
chance best offer from your negotiating partner?
95. What do you do if the
person you are negotiating with himself is a master
negotiator, what do you do?
96. Jim, how do you reopen a
negotiation when you have slammed the table and walked
away saying it’s over?
97. In negotiating with a
business for its best terms, you feel you’ve gone too
far, maybe a little greedy on your side, how do you pull
things back from the brink?
98. Are there any specific
strategies you use in negotiating when the knowledge you
thought you had, had sufficient command to be successful
comes up a bit short. He said it’s about impossible to
be on top of every detail that comes up during such
negotiations. So what happens when you come up short in
99. I’m trying to negotiate a
deal but can’t seem to get at the other party’s true
agenda. How do I go about finding out what they really
and truly want? I’ve tried asking in several different
ways but always come out utterly confused.
100. Jim, when you get the
feeling someone is still talking with you because they
are just trying to milk more information out from you,
without buying, how do you tactfully and gracefully stop
the conversation by keeping the door open to be welcome
again in the future?
101. Jim, how should I
approach a one-sided negotiation scenario, wherein I
desperately need something from the other side, but I
have nothing significant to offer him or her in return?
102. Jim, now and then I’ve
had the experience of making an offer to someone and
having them immediately agree to it without any further
negotiation. When this happens, I generally feel that
I’ve inadvertently offered too good of a deal, and that
I could have done better. Is there anything I can do at
that point to find out whether it’s still possible to
negotiate for a deal that’s more in my favor?
103. Jim, I usually give in
on some non-material matters to get what I want in the
two or three points that really matter. I often find
this a useful tactic, but sometimes I get criticism for
giving too much, even if it’s minor points, because they
believe in absolutely maximizing their position every
time. If course this depends on what you’re negotiating
about. What is your take on this?
104. How and when do you
decide that it’s a good time to stall a negotiation, and
for how long can you safely stall it?
105. Your experience must
have taught you some awesome things about selling when
someone you’re negotiating with is all hat and no
cattle. For those of us nice guys who seem to fall for
every story imaginable, could you please hare with us
your biggest clues that someone is just posturing,
perhaps even a tip for testing them?
106. How is the best way to
handle a standstill situation, where both sides are
unwilling to shift or move from hard point?
107. Is it really true you
should never make the first offer?
108. One of the techniques
that I have been told works well is always agree with
the other party and then ask them a question about the
topic to bring them to your side in a progressive way.
Have you used, or had any success with this?
109. Jim, they say that the
first one to mention a number, or a price, or a budget,
or an estimate, is the loser. I seem to be running into
people who absolutely refuse to give me any idea what
their budget is. What they expect to pay, even in the
ballpark. Whatever I throw out they say, “Well write me
up a proposal and give me your best offer.” I end up
coming away thinking they’d be hard pressed to come up
with $597 for $2,000 worth of work. There are a lot of
folks who have very unreasonable expectations and I hate
wasting my time jumping through hoops for these people
because they won’t even give me a hint of what they are
looking to spend. It’s always “I just need a little more
information from you.” What’s the bet way to deal with
situations like this?
110. Jim, I feel an important
negotiating strategy is to show respect to the other
side and not make them feel they are in danger of losing
face. What are a list of substitution words you use to
soften the dialogue from confrontational to rapport
111. So there are some
physical elements that you’re teaching within your
system that can have a subtle influence in the
negotiation which are non-verbal?
112. In every negotiation,
there comes a time when it is clear that what you want
and what they want are not the same. How do you get your
position out without risking the deal, while at the same
time not giving up anything you don’t have to give up?
113. Can you demonstrate,
Jim, an example of an interaction where you bring out
your adversary’s vision of their pain and use it to
Three Plus it with them.
114. Jim, are there ways to
phrase your questions so that the words slip under the
radar, thereby advancing your cause without raising
115. During negotiations, I
often find it beneficial to acknowledge and/or identify
a negative such as, “There’s a potential with negative
publicity with moving forward with this deal.” Sometimes
I feel this works great and other times I’m just not
sure. Any ideas or comments on a better tactic?
116. What is the most
important mindset to have when you’re negotiating
something critical with someone who you are sure is not
going to want to give up anything?
117. When negotiating with a
committee or group, how do you bring them back around
when one member starts asking about what I consider
trivial things to avoid making a commitment. Here’s an
example. I often get fundraiser type programs. After
giving them my best offer, and concessions, one member
will start asking things like, “What if we only sell X
number of units?” When I have already stated there are
no minimums, or about start dates, etc. When I’m looking
at this point for a simple interest or not, this often
leads to a long session of others asking more trivial
questions and having it tabled.
118. Jim, your negotiating
concepts are gold. This question deals with inertia.
What are some of your better ways to get the other side
to be open to new or different ideas who are
dissatisfied with their current position?
119. Jim, to me, a sales
conversation is all about getting to their pain through
my prospects eyes and showing them how my service would
remove that pain, so that they can get to the outcome
they really want, while negotiations seem to encourage
compromise, which would mean that even before the sales
conversation begins you’ll already be making certain
assumptions about what the prospects want, which is
usually a discount, what is your take on this, and what
do you think would produce better results?
120. After you’ve negotiated
a deal, how can you avoid the other person feeling that
they could have gotten a better deal? Sometimes people
feel we agree too quickly and they should have offered
121. What would you do in the
situation when the other party won’t alter their price,
and they’re not too keen on taking any add on value
items? For example, buying a car, offering an item of
value, example tickets to hot concert or something
similar to entice or bump the deal over.
122. How do you offer a false
close, to see if the other side will go for something
without really committing to it? Like what words or
phrases are useful for that?
123. In a negotiation, how do
you determine what the other party really wants from the
transaction? In many situations, a person may not feel
comfortable revealing his or her true intentions or
needs, so how can you get past that barrier if it comes
124. Most of us understand
that in negotiating, the other party wants a better deal
and as such we put in a buffer increase in price,
whatever that is meant to be given away to the level
that we ourselves want. What is another much better way
of compromising and deal making?
125. When asking open-ended
questions to gain information, what is the best way to
stop the process from getting bogged down in social
conversation? Could this simply be my problem in not
focusing and planning well enough?
126. Jim, at times, I can
undervalue the true worth of my services. What can I do
to create a strong bargaining position? Two, I have
always sought to create win/win situations in my life by
trying to see things from the other party’s perspective.
As a result I find myself, at times, over giving to
maintain the relationship in a personal situation I am
currently facing. I once read that in a negotiation I
really shouldn’t be concerned about what the other party
wants or needs, I should only focus on what I want or
need. I have a difficult time doing this but at some
level it makes sense. What are your thoughts?
127. Jim, what’s your
suggestion for dealing with labor unions that hold a
large degree of power in a negotiation?
128. Jim, I’m a chiropractic physician with
twelve years experience. I give recommendations to
patients based on what they need, and not what they can
afford. For example: Pain relief for a few visits, or
corrections over several months. What is the best way to
give options that don’t overwhelm the patient but still
allow them choices to give them help? In a written sheet
with recommended services listed line-by-line item, or
just a case feed given verbally across the desk?
129. I have a question about
recruiting new salespeople for insurance; also it could
apply to network marketing. You talk about, in your
book, about not being needy and being in the other
person’s world. How would you frame a recruiting process
to not be needy in your interviews?
130. Jim, I am a commodity
manager. I’m on the body side for a Fortune 100 company
but often have very little leverage with suppliers due
to our division’s low volumes, uncommon suppliers from
the rest of the company and high volatility in the
electronics market. My question is what is the best way
to negotiate when you have very little leverage and the
other side knows it? I’ve queried numerous negotiating
experts and rarely have gotten a satisfactory or helpful
answer. I hope you can help.
131. Jim, I come from a nursing background and
always struggle to communicate effectively with patients
when they don’t want to take their medications among
other things. The thought of someone being hurt or dying
because of my inability scares me. How do I remove the
fear? How can I negotiate a quality result?
132. As a person who is
working in the music industry, I often feel that I am
not getting a fair shake when negotiating music deals. I
feel like people make you feel bad or lucky to have a
chance. I cave under the pressure because I know getting
paid is not guaranteed. How do I continue pursuing the
finer points that make a difference to me financially
while putting their concerns to bed, ultimately coming
out on top?
133. Lately I’ve been helping
small business owners sell their businesses to third
parties. How would you deal with small business owners
that already think they are expert negotiators? It seems
that entrepreneur types are so used to going it alone
that many have trouble taking advice when negotiating,
even to the extent of screwing up a deal.
134. I negotiate with personal
injury lawyers for a living. Most of the time it is an
adversarial relationship and many times I am well aware
that my position is not as strong as the attorney I am
negotiating with. What is the best way to negotiate when
you know you have a weaker position than your adversary?
174. How do I negotiate with
my son without sounding like a dictator?
136. Jim, I’m bidding on a
big contract for the first time and I’ve found myself
facing a seasoned negotiator complete with their legal
team on their turf. It was supposed to be a technical
clarification and I was not aware that it would lead to
nitpicking about the contract specifications. How do I
go about skirting the issue they raised, when I am not
fully 100% with the legal aspects of the contract? I
don’t have my legal aid with me.
137. I’m looking to bring a
group of doctors into an investment. Most of them have
little or no business experience. Some of them have been
watching shows like Shark Tank and think that because
they bring money to the table, they should be able to
make onerous demands. They missed that people on that
show bring money, know-how, contacts and a team to the
table. How would you suggest negotiating with people who
have the money you need but are not knowledgeable enough
to properly negotiate with you and need you to educate
them in the negotiating process?
138. I am interested in
knowing how you would handle a situation where more than
one company is competing for a contract and you want to
outbid the competition but not give away the farm. How
would you attempt to find out what would close the deal
and lock out the competitors?
139. Jim, after reading and
listening to your awesome material, when I start talking
or negotiating with some I don’t really trust, what
should I say when he starts with “Will this be a win/win
deal?” Especially when I know that he’s not really
140. I bought Start with No
in 2003. I listen to your send off interview over, and
over, and over. Both great. Question, I’ve used your
methods successfully. Some clients want a contract,
others don’t. Most of the time this works out. There is
a thin line between trust and agreements. When should I
insist on a contract? At times I’ve trusted too much and
lost out on the deal.
141. I’m curious if your
negotiation training is only for one-on-one sales
situations, or can it be used in selling one to many.
Like, for instance in a seminar or webinar?
142. Jim, I’ve enjoyed
learning about your negotiating style. However it seems
to take place at a high corporate level. Can your
negotiating techniques work for just selling consulting
services. How could a consultant employ your methods to
gain a client?
143. What advice would you
give people looking for jobs regarding negotiation in
this soft market? The temptation for some of us to
think, “Grab whatever they offer or they’ll choose
144. When dealing with
supermarket chains in our particular area, we find that
they have a long-term supply agreement with our
competitor who they have been dealing with for a number
of years, and are unwilling to purchase from alternative
suppliers. Their current supplier has a good
relationship, and produces a product that is of very low
cost to them. However as the supermarket profit is based
on percent, and the product is basic with a low sale
price, I believe they are missing out on potential
profits. I’ve run this argument but have not had a
positive response so far. Do you have any suggestions on
how to develop a better approach on this point or where
else I can look for motivation to have them switch
suppliers other than price?
145. When negotiating a consulting
or project fee, how do you resolve a consulting client’s
initial question of, how much is it going to cost me?
When even they do not have all of the required
information needed up front, and the client needs
information for their budgeting purposes and to report
up to their boss?
146. I usually have two
points in which I am prepared to close the deal. For
example, what I would like, and what is the absolute
minimum I will accept. The lowest point I can still make
a small profit. How do I keep closest to my first point,
what I would like?
147. The best ways for
consumers or small businesses to negotiate very low
payments for past owning consumer credit debt. For
example if you had $50,000 in debt, if you only want to
pay 5% on the dollar, like your GM, what would be the
best way to do it? How do you start the conversation, or
would you do it by a letter first? Someone suspecting
that there is a ton of people in debt, and they are
asking you for some kind of way to see if they can
negotiate down their credit card debt. Any ideas?
148. Jim, if I’m cold-calling
a business, how do I negotiate with the gates-keeper to
put me through to the owner?
149. For someone just
starting out with limited resources, if you were looking
to focus your attention on setting up a potential joint
venture or cross-promotion relationship with a local
business, what would be your approach in negotiations?
150. Jim, if someone just
started a new business and wants to enter into a joint
venture with an established company or a businessperson,
what are some of the techniques in negotiating so I do
not lose out in the joint venture?
151. Jim, how do you best
influence a tight buyer when you have the best product
with the highest price?
152. What would you do if a
company doesn’t want to open competitive bidding?
Instead of a negotiation they arrange an anonymous web
auction where the cheapest supplier gets the contract.
The purchasing department is not interested in
additional benefits; the price is the single most
important factor. How can you change this position and
achieve a negotiation?
153. Jim, how do you ask for
more in a bad economy when your client’s business is
down and all you really want to do is work less?
154. Jim, how can I make sure
my clients pay me?
155. As a business
consultant, should I have a list of set fees, for
example, by the hour or by the job, etc., or should I
just set a high figure and hope to get it, and then
negotiate down if necessary?
156. So what would you say
when a potential client says “Well how much, Jim? What’s
this going to cost me?”
157. How do you negotiate a
deal without any money upfront?
158. A new person whom you do
not know previously, wants to have a business
relationship with you. Then what are the important
things you should consider before starting business with
159. When you feel that your
relationship with your business partner is at its worst,
and there is no point in return, what will be the final
step that you will take to continue the relationship so
that it benefits both?
160. How can I get a busy
person, like a successful coach, a life, fitness,
personal or money coach, to allow me to interview them
in the knowledge that it’s really for my benefit? I want
to use the interview as content for my website and to
build a list. When they absolutely don’t need to.
There doesn’t seem to be anything in it for them because
I can’t offer massive publicity. After all, I don’t have
a list for them, or their product. Can you give me some
killer tips to almost have them begging me to interview
161. I prepared a marketing
campaign or website for my client at cost with a promise
for commissions. How do I make sure he will not find
another developer or consultant after I reveal my
program or plan?
162. If I don’t have a track
record and I’m trying to put together a multi-million
dollar joint venture deal with a corporation. How can I
effectively handle this objection to questioning my lack
of meaningful track record?
163. Jim, I’ll be directing a
low budget, about $1,000,000 movie, with a small
Hollywood studio. I’m going to organize an Amazon e-mail
blast with joint-venture partners during the release. A
total access to about 1,000,000 people on the list in
prospects. I want to get a 50/50 deal of profits on this
particular scenario, besides what we have in place. When
I told this to the producer he looked at me like I was
crazy. This is my first movie; they gave me a
directing gig, not too much leverage. How can I make
this happen or should I forget it and be grateful.
164. Jim, what is the best
approach to negotiating lower living expenses (for
example, rent, cable phone, etc.)?
165. With over 20 years in
various sales related occupations, I continue to learn
about sales and marketing techniques. I do find that no
matter what I’m trying to help the prospect get involved
with I have a tendency to let the client pump more
information out of me, than me getting it from them.
This usually ends up with us parting on good terms with
them asking me to put my proposal in writing and they
will look it over. My question, “Am I being too
soft and do you have any fixed rules or strict path or
routine that you follow to avoid this type of
166. Jim, how do I negotiate a
lease up front with the owner of the building and
property I presently work out of and if and when he ever
decides the sell the property to someone new, how can I
protect my rights to remain at the same property to
continue business operations without being forced out
into the streets? I’ve personally put in over $50,000 in
improvements on this property, and I’ve also used this
property as my personal residence since 2006. It
is over 6,000 square feet and I’m nearing the completion
of a construction phase to open up a photo and video
recording studio including website development center
for local and national clients. Your help and advice
would be greatly appreciated.
167. Jim, how do you
negotiate with someone who has been burned by
consultants before, and now only wants to do contingency
deals? I want to get them to where they are willing to
pay me and have some skin in the game and some
contingency as well.
168. Jim, what can be some
other forms of skin in the game other than that upfront
169. Jim, how do you handle
three sided negotiations from a position of strength?
For example, I own 50%, my partner owns 50% and we are
negotiating separately with a third party to buy us out.
The problem is the third party has my partner over a
barrel, because he owes her money from a previous deal.
How can I negotiate from a position of strength in this
170. Jim, I’ve read both of
your books and learned a lot from them. I pride
specialty professional service that most prospects and
attorneys don’t understand well. A lot of people call
and immediately ask what I would charge to do X, provide
my service. Unless I can have a conversation with them,
almost all will just choose the lower priced provider.
When they ask me how much would you charge for X, I ask
them what’s most important to them? They usually
say price and turnaround time. That’s all they know to
ask. I’ve been telling them that my fee is the highest
in my market because I only work for clients with whom I
can save a least 5 to 10 times my entire fee.
Compared to what they pay the IRS if they hired one of
my competitors. How do you suggest I improve this answer
to give the prospects a much better chance to discover
that they might, or not, have the opportunity to save
themselves tens or hundreds of thousands of dollars in
taxes, even if my fee is maybe $5,000 to $7,000 more
than my competitors fees?
171. Jim, when I talk with
companies about sending them leads, they are quick to
offer a 10% commission, generally they don’t mind me
upselling their products and services for more money to
my clients, but refuse to offer 20 to 30% or a finders
fees. How can I negotiate a higher percentage without
first proving to them that I can bring them business
whereas I collect both percentage of sales commissions
and be able to up sell to my client base for maximum
172. Jim, how do I negotiate
for a sole distributor agreement when the manufacturer
keeps insisting on maintaining prior relationships with
current clients? How do I convince his current clients
to go with me?
173. Jim, I have a chance to
join a start-up business, but I don’t know how to
negotiate my position. How did I find out what the other
two people are willing to give up before I present my
174. What’s the sense you’re
getting out there about people in relationship to what
they know in the subject of negotiation?