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EXCELLENCE: The Greatest Negotiating Weapon In Life



EXCELLENCE: The Greatest Negotiating Weapon In Life   

 

    

Excellence is the quality that makes an individual superior to others. It is the fact or state of excelling at something. It means to surpass others, do extremely well or outdo your competition. Everywhere in the world, excellence is celebrated and sought after. People desire singers whose songs will touch their deepest emotions, doctors who will cure their incurable diseases or orators who will inspire powerful positive changes in their lives. The world is in constant demand of people who ‘know’, people who excellently do their jobs. In return, the man with great expertise will ask of life anything he wants and he will get it. He determines his terms of engagement and negotiates for incomes beyond our wildest dreams. Succinctly put, the expert is King! No matter where the waves of life carry him, he will thrive and end up like the Kings! 

Now, what has excellence got to do with the negotiation of value?

Negotiation is simply the arrangement of the terms of a transaction or agreement. There is negotiation for value in all human interactions. Parents ask children for good grades. Kids negotiate back for games. Spouses negotiate for Love and sex in return for friendship or financial security. Businesses ask for customers’ loyalty and higher prices while customers negotiate for more value for lower prices. Employers want more skills and dedication for less payment.. Employees want better working conditions and increase salary! Everywhere men exist, negotiation takes place. The point of this write up is, the terms of any relationship will favor you if you develop an excellent skill beneficial to that relationship! When you offer rare services or superior skills, the other party:  spouse, employer, fans or customers will give anything to keep you with them!

 In the book “Reinvention,” (How to Make the Rest of Your Life the Best of Your Life), Brian Tracy told a story of how he once had a secretary named Diane. Diane was fired from her bank job in 1986 and Brian hired her then for only $800. After 2 months, because she was doing so well at the job, he increased her salary to $1000 per month.  After two more months he increased her salary to $1200 per month again. This amounted to a 50% increase in a very short time. After working for like six months, Diane asked to see her boss in a meeting to talk about her compensation. At the meeting she told Brian Tracy that she had been thinking about her salary and that she had decided she would like an increase!

Well, Brian said he had expected this and so told her he would give her another $200 per month to make her salary $1400 per month. Diane thanked him gratefully then told him No can do! She said she had done a great deal of research in the market place and she had concluded that a person of her skills and abilities was worth $1,800 per month. That was the amount Diane wanted and…… that was the amount Diane got! Exactly what happened? Listen to what Brian Tracy said after Diane made her demands. “I was surprised. I sat there looking at her and she stared right back at me without blinking. Then I thought about how quickly she had learned every detail of my business. She had taken additional computer classes in the evening, on her own time, so that she could handle the bookkeeping and word processing….she introduced herself to the customers and got to know them well, she handled customer service problems, she had worked on herself to become valuable in every area…..I realized she was worth the extra money. To replace her, I would have to pay as much; if not more to someone new….I agreed to her request and gave her increase to $1,800 per month. She thanked me with a big smile ….I just sat there shaking my head!” 

Excellence is truly the strongest negotiating weapon in life! It is our avenue to a dreamlike tomorrow. The negotiating table of life will always tilt in favour of the man with great skills. Focus entirely on honing your skills and making exceptional contributions wherever you are.  Give your best to the job at hand; become more valuable, more irreplaceable.  Give your employer, your spouse, your examiner, your client; whoever you are interacting with much more than the competitor can offer them. Surpass others in your industry, do extremely well beyond your spouse’s imagination, and outdo the competition in your class!  When you become exceptional at your job, you will not serve before small men; you will stand with, and dine with, The kings!”


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