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WhatIknow about the art and science of negotiat- ing I learned as a matter of survival. Driven to save myself and my family from finan- cial ruin, I jumped into the deep end of the real estate indus- try. I knew nothing about negotiating. All I knew was that I had to find a way to bring interested parties together, get them to agree and see that ev- eryone walked away a winner. While I no longer sell and lease industrial prop- erties, I still rely heavily on the negotiating skills I learned. Every day I use them in one way or an- other. Sometimes it's a complex issue, but most of the time it's just a se- ries of one-minute nego- tiations. You are a negotia- tor, too. You negotiate with your kids, spouse, boss, co-workers, em- ployees, creditors, ven- dors, friends, clerks and salespeople. You nego- tiate with telemarket- ers, credit-card issuers, mobile-phone provid- ers, repair people, teach- ers and neighbors. You negotiate using your words, your tone, your body language — even your silence. Negotiating is the way you get what you want, whether it's a roof, a new car or getting your teen- age son to put the seat down. No matter if your ne- gotiations involve an al- lowance program for your kids or convincing a cred- itor to reduce your inter- est rate, learning to nego- tiate from strength will reduce tension, relieve stress and build your con- fidence. Principle: Something for everyone The goal is not that everyone comes out an equal winner, but every- one should walk away satisfied. Negotiating a deal that gives some- thing of value to each party is the mark of a wise negotiator. Principle: Ask for more than you will settle for To illustrate, let's say you want to make an of- fer considerably less than the asking price of a house you would like to own. You write the low-ball offer, but in a surprise move stipulate that the price in- cludes the laun- dry room appli- ances, pool table, dining room suite and piano that you saw on your initial tour. The seller responds that the price of the house is acceptable "but that certainly does not include my personal property!" You win be- cause you get your price (you didn't really want the 25-year-old stuff, anyway) and the seller wins because he stood firm against what he considered to be an un- reasonable request. Principle: The party with the most knowledge wins Never forget that knowledge is power. The more you know the bet- ter your chances of get- ting what you want. The true skill comes in keep- ing what you know to yourself, revealing only a bit at a time and doing so only when it is to your ad- vantage. Principle: The least motivated party is in con- trol If the other party finds out you are des- perate to make the deal, you've just lost control. Any time you can send non-verbal cues that you are not desperate — in fact you are willing to cancel if you do not get what you want — you re- tain control. This drives a desperate opponent crazy. No matter how anxious you may be on the inside, never let it show. The simple act of calmly and slowly closing (never slamming) a note- book, briefcase, purse, calendar, newspaper — whatever is handy — is one of the most power- ful tools a negotiator has. Without saying a word you allow the other party to fear you may not con- tinue. Negotiating has to be one of my all-time favor- ite activities. But I do have one tiny regret. I just gave away my se- crets. MaryHuntisthefounder of www.DebtProofLiving. com, a personal finance member website. You can email her at mary@eve- rydaycheapskate.com, or write to Everyday Cheap- skate, P.O. Box 2099, Cy- press, CA 90630. EVERYDAYCHEAPSKATE Everything can be negotiated Mary Hunt Today REDBLUFF American Legion Mt. Lassen Post 167:7p.m., Veterans Memorial Hall, 735 Oak St. Antelope School Board: 5:30p.m., Antelope District Board Room, 22600Ante- lope Blvd. Bend School Board: 4:30 p.m., 22270Bend Ferry Road Book Club, 6p.m.: Tehama County Library City Council: 7p.m. City Hall, 555 Washington St. Cribbage Club: 6p.m. Cozy Diner, 259S. Main St., 527- 6402 Diabetic Education: 12:30 p.m. St. Elizabeth Com- munity Hospital, Columba Room, 529-8031 Fun Senior Aerobics: 8-9 a.m., $1, Community Center, 1500S. Jackson St. 527- 8177 Healthier Living with Chronic Conditions: 5:30-8p.m., St. Elizabeth Community Hospital, Wright Room, 888-628-194 PAL Kickboxing: 6p.m., 1450Schwab St., 529-8716 or 200-3950 Penny Bingo: 9:30a.m., Community Center, 1500S. Jackson St. PETS — Providing Essen- tials for Tehama Shelter: 6 p.m., Rabobank, 500Luther Road, 527-8702 Pinochle for Seniors: 12:30-3:30p.m., 1500S. Jackson St., free, 527-8177 Red Bluff Derby Girls open tryouts and practice: 6:30 p.m., Tyler Jelly building, Tehama District Fairground Red Bluff Rotary: noon, Elks Lodge Take Off Pounds Sensi- bly - TOPS: 10a.m., First United Methodist Church, 525David Ave., 824-0556 or 529-1414 Tehama County Arts Council board meeting: 5:30p.m., Tehama County Department of Education Tehama County Board of Education: 5p.m., Tehama County Department of Edu- cation, 1135Lincoln St. Tehama County Board of Supervisors: 10a.m., board chamber, 727Oak St. Tehama County Health Partnership: 1-3p.m., 1135 Lincoln St. 527-6824 Tehama County Resource Conservation District: 8:30a.m., USDA Service Center, 2Sutter St., Ste. D Tehama County Tea Party Patriots: 6p.m., Grange Hall, 20794Walnut St. CALENDAR PLEASERECYCLE THIS NEWSPAPER. Thankyou! Simpson University for Seniors is beginning its fifth year of offering not- for-credit classes on a va- riety of topics for adults of all ages. Classes meet 10:20-11:20 a.m. Mondays, Wednesdays and Fridays on Simpson's campus. Courses are taught by university professors and professionals in their field of expertise, and there are no tests, grades or home- work. Registration is open for the following September courses, which begin Mon- day, Sept. 8. Understanding the Won- der of the Natural World: A look at the physics of blue skies, sunsets, rainbows, the heavens, sounds, the human body, and other things at which humans have always marveled. Pre- sented by David Pierce. The Faroe Islands: When a panel of experts chosen by the National Geographic Society was commissioned to rank the islands around the world, their first choice was a group of islands off the coast of Northern Europe that covers only 407 square miles—the Faroe Islands. They compared such things as environmen- tal and ecological quality, social and cultural integrity and outlook for the future. Presented by Eydgerd Nat- testad, a Faroese national— and Simpson student—who will share first-hand what life is like "back home." Topics include the islands' geography, climate, culture, language and economics. Two courses are offered each month through May. The cost is $95 per per- son, per course, or $145 for couples registering for the same course. Register on- line and pay with a credit card at simpsonu.edu/se- niorschool, or fill out a pa- per registration form and pay with a check by mail to Simpson University for Seniors, 2211 College View Drive, Redding, 96003. For more information, call Glenn Schaefer at (530) 226-4146. NOT-FOR-CREDIT CLASSES Simpson University for seniors accepting students for September COURTESY PHOTO BY ROSS PALUBESKI Red Bluff Fire, Cal Fire and Tehama County Fire departments responded around 3:45p.m. Sunday to a reported vegetation fire behind Sacred Heart School on Monroe Street in Red Bluff. The first unit at scene reported three separate fires with the largest being 100feet by 100feet burning on a slope. The fire was contained in about 10minutes and extinguishment was estimated at an hour. Units responded from Red Bluff, Antelope and Dibble Creek. FIRE GRASS FIRE BEHIND SCHOOL Tehama District Fair board: 1p.m., Tehama Room, Tehama District Fairground, 650Antelope Blvd. WWE self defense train- ing for women: 5:30-7 p.m., 1005Vista Way, Ste. C CORNING Corning-Area Red Cross Disaster Volunteers: 6 p.m. to 7:30p.m., Corning Fire Department, 814Fi h St., 1-800-934-5344or arcnec.org Dance with Juana: noon to 1p.m., Family Resource Center, 1488South St., 824-7670 ESL/Citizenship classes: 9a.m.-11a.m., Family Resource Center, West and South streets, 824-7670 Healthcare District: 6p.m., district office building, 145 Solano St., conference room Planning Commission: 6:30p.m., city hall, 794 Third St. Red Cross Disaster Vol- unteer meeting: 6p.m., Corning Fire Department, 814Fi h St., 800934- 5344 Soccer training: 4-6p.m., except for holidays and rain, Woodson School Soccer Field, 150N Toomes, 824- 7680 COTTONWOOD Cottonwood Community Library Readers Club: 4 p.m., 347-4818 LOS MOLINOS School Readiness Play Group: 10-11:30a.m., up to 5 years, free, First Steps Family Resource Center: 7700Stanford Ave., 384-7833 PASKENTA Elkins School Board: 5:15 p.m., 2960Elkins Road Kristaat602-702-9086orMarcyat1-800-888-9040(TollFree) or e-mail us at info@world-heritage.org MongolianBBQ Mongolian BBQ K K ahunas ahunas American Style It's all about the choices! 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