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18 Wheels Justice Trucking Business Knowledge HQ, Trucking Books, Sustainable Driver Retention,  Please Enjoy Part II of the Joy Of  Negotiating Below. Our Trucking Books are designed for Small and Large Trucking Companies. Welcome to our Trucking Blog History Page! Read Our Featured Article on Negotiating with Freight Brokers.  We also have very effective  Truck Driver and Owner Operator Advertising. Trucking Books on Training, Recruiting and Retention

 Welcome to 18 Wheels of Justice, our focus is trucking books and our trucking articles! The 18 Wheels of Justice Trucking Article below is titled, The Joy of Negotiating Part II and it covers Negotiating with Brokers.  Our trucking articles and blogs are educational and designed to aid truck drivers, owner operators and trucking companies. We are in the process of categorizing all of our blogs by title and subject, to make it easier to find exactly what trucking company, trucking topic or trucking information you are looking for.  If you are looking for good information on all things trucking, you are in the right place!  We have trucking books on Driver Retention, Trucking books about Negotiating with Freight Brokers, Trucking blogs with in depth reviews and interviews with large and small carriers.  Check out our best selling trucking book Sustainable Driver Retention and our very popular trucking book Negotiating with Freight Broker.  OTR Drivers and owner operators, we have trucking blogs designed for you, covering all aspects of trucking insurance, truck financing, how to select your next driving job.  Carriers, our blog articles deliver results, we present you to the driver and owner operator that fits your trucking business.  Hiring the right truck driver and owner operator is one of the most important elements in retention.  You're welcome to stay as long as you like, check out our new trucking blog history, it's on our website in addition to our blog, and we have it sorted by title and trucking topic! 

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 Stage two of the Process, the Art.
(For Stage one, please see Friday's Post)

 The best negotiators tend to be the best listeners.  The person with the most to say usually has the least to offer, and typically attempts to hide this fact with banter and a hollow pitch.   
  The most important thing to remember is that all negotiations follow these stages in this order.

1. Pre-Negotiation.  "Framing and Setting the Stage"

2. Deadlock, Stalemate and Arrested Development

Now, it is fine to overlap these stages, to take a step back and fine tune the framing you did earlier.  There is much, much, more framing that can be done depending on each particular situation,  however, I would just like to give a general outline here.  The fun in negotiating is that everyone eventually develops their own style and approach that tends to mirror the individuals personalities.

One easy way to remember the stages is "FAT".  Framing. Arrested Development. Transaction.  "FAT" profits and "FAT" loads.  This is a very interesting stage because it is necessary, a negotiation doesn't exist without it.  We must pause and realize this is happening.  Dead silence, a moan, a sigh... the longer the better!  Don't lose your nerve here, patience, patience,patience...Now,  I prefer the term  "Arrested Development" over stalemate and deadlock.  Stalemate and Deadlock sound unpleasant.  It sounds like an argument, a fight, a disagreement that has no solution.  Arrested Development to me, is more of a long, slow, speed bump to be smoothed over.  This is an issue that can and should be resolved like gentlemen!  Let's pull together, stay friends and find a solution together.  We've come this far.  Well, seems like we have an problem here, I wonder what, if anything we can do? 
Let me talk to... I need to discuss this with...  A Third Party...  This is one of many negotiating strategies to use during this stage, and popular for good reason. 

Now, if you have been following our LinkedIN group, I talked a little about my old boss, Ben.  I started to become fascinated with negotiating while watching Ben in action in my teenage years working part time for a small brokerage and trucking company.  He gave me this advice which has stuck with me and is still sound advice.  He said, "Boy"(with a foghorn leghornish flavor) "I say, Boy, there are three things you never, ever do alone, if you want to survive in this business.  You never drink alone, never talk to a banker alone, and never ever go BARG-nin(negotiating) alone."  I never bothered to ask him about the first two, but the last one about "BARG-nin" is gold.  Now this uncomfortable silence, this arrested development, seems impolite in most every social situation.  Not to a negotiator, this is where its your time to shine.  For brokers 100% of your profit lies in your negotiating skills, for most carriers it's 30%-50%.
During the Arrested Development stage, friendship is forged between you and the broker, if you have framed properly, politely and honestly, you are solving this situation with his load.  And this "situation", not having a reputable carrier on his customers load, is deteriorating rapidly hour by hour.         

Why is negotiating and haggling such an unpopular concept and dreaded process in this great nation of ours?  The term "haggling" alone brings to mind nefarious individuals in the back room of a used car lot.  Why does it only exist in certain industries?  It has almost disappeared altogether in the retail industry, is rapidly losing popularity on new and used car lots, the last bastion and haven of the skilled negotiator.  "Boy, I say Boy", it is alive and well in our industry! Our profits are defined by it more and more everyday.  How do you train your planners, dispatchers, brokers?

Don't miss Sunday's Post - A true story on when, how and why negotiating, haggling and "barg-nin" started disappearing from our culture, along with...
Stage  - 3.  Acceptance and Settlement.  A Transaction is Born!

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 Popular reading for both Brokers and Trucking Companies -

Negotiating with Freight Brokers

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Please join our Discussion Groups on LinkedIN.  Both "Negotiating with Freight Brokers" and "90 Days to 75% Retention".

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