High Cost of Transportation Books, CD's & DVD's Part II

First, let's discuss the basic and natural design that every negotiation follows.  Every aspect of every single negotiation can be broken down into three phases. 

Yes, there are just three.  I don't care if your negotiating for a new car, a truckload of freight, a first kiss or a first date, everyone single one follows this simple design.

When you take the time to understand these steps you will recognize which phase you're in while you're negotiating.  An important thing to know, because the person on the other end of the phone or across the table from you, most likely, doesn't know that the phases of negotiation even exist.  That being said, I would also say it's safe to assume they also don't know the phase and purpose of where they are in this process at this particular moment in time.

It is very simple, and if you replay your last negotiation in your minds eye, slowly, you will see how it followed this pattern...

1. Pre-Negotiation, Framing.

2. Arrested Development, Impasse, Stalemate, Deadlock, it's called many names, but all the same concept and a beautiful one at that... 

3. Transaction, Settlement, Agreement, is reached and everyone is satisfied.  Not necessarily happy, but satisfied.


More on Monday...

Negotiating with Freight Brokers & 3PL's...Book...CD....DVD.
EMAIL - Negotiator@18wheelsofjustice.com

18 Wheels of Justice Series available only at http://www.18wheelsofjustice.com/

High cost of Transportation Books,CD's & DVD's 1 of 4

Negotiating, in and of itself is an individual effort.  There is no textbook example to follow.  Each negotiator has his or her own style which was typically learned by trial and error through years of experience.  Experience gained while negotiating the price of a new car at a dealership, negotiating with a shipper, broker or 3PL for a load, or negotiating with a carrier to get them to haul your customers load at the lowest price.

After I had written, but, before I began publishing and marketing the best selling "18 Wheels of Justice" series,  I scoured the Internet for similar books or discussions on negotiating in the transportation marketplace.  I was shocked that I found nothing worth purchasing or for that matter, reading.

The many self proclaimed "Experts" in our industry offer nothing on the subject.
(Industry - Trucking arena, not Brokerage. I will address Brokerage "Experts" in next weeks Bleater) 

The only information available was:

1. Know your cost!!(Fuel,Tires,Insurance,Maint., ad nauseum)

2. Demand your rate!!(Don't haul anything for less than what your costs are plus your profit!!)

This is all I could I find.

Sage advice? hardly...  Educational? I don't see it and I didn't read this and walk away with knowledge to put into practice...

Negotiating is an art form.  Individual and unique by nature in each transaction, but it follows a natural basic design and pattern.  Good negotiation never involves an auction style bidding process, nor a standoff based on price alone!

Please join me over the next three business days(Friday,Monday and Tuesday) on the Bleater where I will compare and contrast the good and bad strategies of negotiation used on a specific transaction.  Stay tuned...


18 Wheels of Justice Series available only at 18 Wheels of Justice Home

Everybody Negotiates Every Day!

Everybody Negotiates!  In our business, our personal lives, with spouses, children, friends and neighbors...  Most people do it without realizing it.  Negotiating is the biggest cause of anxiety, discomfort and fear for most people right behind public speaking and visiting relatives.   I would like to share with you the negotiating style of James "Irish Jimmy" McDougal...

     James was running late for his court date on a steamy August morning in downtown St. Louis.  He circled around the courthouse several times searching desparately for a parking spot, hoping one would open up.  Finally, after all else failed, he turns to prayer.
"Lord, please help me out here, I have missed court twice, been late three times, and the Judge told me if I was late again he would throw the book at me.."   "If You would only see to help a poor soul like me to find a parking spot, I promise You, I will stop drinking, stop chasing women and go to church every Sunday, Lord.  I will even be nice to my wife and visit my mother after church every Sunday..."

Suddenly, out of nowhere, the clouds open up and a ray of sunshine pours down on a car pulling out right in front of Jimmy, opening up a parking spot.  Jimmy pulls in the spot, gets out of his car and yells up to the sky, "Nevermind, Lord,  I found one!"

                                   http://www.18wheelsofjustice.com/
                              Negotiating with Freight Brokers & 3PL's
                             email - negotiator@18wheelsofjustice.com

Negotiating with Freight Brokers and 3PL's

- There are three types of people in the world.  Those who make things happen, those who watch what happens, and those who wonder what happened...
18 Wheels of Justice is known as "The Book" on negotiating for increasing revenue and profits for Owner Operators, Small Fleets and Medium to Large Carriers.  

"The Book" has also proven to be tremendously popular with Brokers and 3PL's.  These negotiating strategies date back centuries and are uniquely tailored to the Transportation Industry through this inspirational work.

The weeks, months and years of building a business, building a reputation and employee training are culminated in the climax of the transaction. This is where margins are determined.  This "Do or Die Moment", the 5, 10, 30 minutes of negotiation on each load defines your profits. 

Are you and your staff prepared? 
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