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How to Negotiate

How can I negotiate agreements that build more consistant business?

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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.

How can I negotiate agreements that build more consistant business?

 

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Host: How can I negotiate agreements that build more consistent business?

Sean McArdle: Negotiating agreements that build business are really called sales and all salespeople should be expert negotiators. The way that you do it is you put yourself in front of more people than anybody else and then you negotiate with more people than anybody else and you develop the skills of a great negotiator, so that every time you are in front of somebody you become twice as effective today as you were last year. Now, this does a lot of things for you. For instance, believe it or not, the most important skill that Tiger Woods has is not golf. There are many, many people who can play golf as well as Tiger Woods, at least for a single round of golf. The other day in fact, I was watching him win the PGA championship and in a period of 20 minutes, I watched 15 golfers hit the ball from hundreds of yards away to only feet from the pin and that is real skill.

Why then is it that Tiger always wins? The answer is his skill is at winning. So, when we negotiate, we want to keep in mind that we always want to keep working on our negotiating skills because over time, we will win more consistently and once you start to get what you want, you never want to give it back.

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