Don’t Be a Chump: Counters to Seven Common Negotiating Gambits

The movie “Rounders” has a scene at a poker table where the narrator says, “If you can't spot the sucker in the first half hour at the table, then you are the sucker.” If you find yourself negotiating with professionals and you have no formal training in negotiation, you are probably the sucker. Have you ever gone to buy a new car, agreed upon a firm price with the salesman, then found yourself paying hundreds or thousands more after he brought his manager in to “finalize the deal”? How did they do that? Car salesmen and their managers are professional negotiators. In this keynote, Payson will present tips to counter or defuse common negotiating tactics most of us will recognize from our own experience. Since many of us have limited formal training in negotiation, come and learn insightful, helpful, and immediately applicable techniques that can be applied in your daily personal or professional life. You will learn seven common negotiating gambits that skilled negotiators employ to gain an edge, then Payson will share the countermeasures to neutralize these so you can level the playing field and have a better chance of getting a fair deal.