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How to Negotiate

Are there rules involved in the eight eithical power techniques?

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Sean McArdle

Sean McArdle is a master motivator and speaker in the areas of sales, negotiation, strategic planning and personal development. His distinctions about what makes for a successful career and life come directly from his own experiences. His stories will take you on a personal journey from living under a bridge at 25 to negotiating some of the largest printing contracts in the publishing industry at 28. Since 1992, Sean McArdle has written numerous books, tapes and software programs in the areas of sales, strategic planning and personal development.

Sean McArdle's tapes series, LifeMapping: A Thinking Tool for Living Your Life On Purpose, was televised nationally in a 30-minute documercial with host and ESPN Sports Analyst, Joe Theismann. McArdle believes that the key to his success and yours is "the ability to design the architecture of a day that will bring you what you want for a lifetime."

A faculty member of the American Management Association, Sean McArdle delivers more than one hundred keynotes and seminars each year. He has shared the podium with many of today's leading celebrities, thinkers, and achievers. He is a consultant to some of America's leading businesses, including: Lucent Technologies, Northwestern Mutual Life Insurance, Re/Max Properties, and the National Association of Printers and Lithographers.

Sean McArdle is the Chairman and founder of a nationally recognized training company providing seminars and consulting to some of America's leading corporations and the U.S. Federal Government. When he is not speaking or teaching others to teach his material, he focuses on new ways to help individuals take advantage of accelerated learning skills and techniques.

Are there rules involved in the eight eithical power techniques?

 

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Host: Are there rules involved in the eight Ethical Power Techniques?

Sean McArdle: There are rules involved, for instance, I would tell somebody never ever to enter into a negotiation by giving out false information. For instance, you might say, Your price is too high but you never say, My company can not afford your price. Ethically speaking, it does two bad things for you if you were to do that. It says, My company is in trouble financially and that takes a way some of your power. It also says to other side that if they want to deal they are going to have to go low because you can not afford what they are asking. So, always tell the truth in a negotiation. I would say, you never want to use any of these types of power in a way that would hurt the other side, but only to enhance your position and getting what it is you want.

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