18 Wheels of Justice - Trucking's Headquarters!  Driver and Owner Operator Advertising, Books, Trucking News and Articles

Main Navigation

18 Wheels Justice Trucking Business Knowledge HQ, Trucking Books, Sustainable Driver Retention, 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 trucking articles and blogs are educational and designed to aid truck drivers, owner operators and trucking companies.  The 18 Wheels of Justice Trucking Article on this page is titled, The Joy of Negotiating and it covers Negotiating with Brokers.
This is our article summary page where we will categorize our many trucking 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! 



Subscribe to Our Weekly Email Newsletter!  It's Free!!

18 Wheels of Justice Featured Trucking Blog Article

Good Morning and Welcome.

Joy can be found in every endeavor with an understanding of the process.  I think if there was a way to divide our country into two types of people, the most effective and decisive way would be to divide them into the two categories.  Those who enjoy to negotiate and those who don't.  I don't think there is anyone on the fence.  People either like it or they don't.  I think the best sales people tend to be "people pleaser's" and are easily offended and uneasy when a relationship they have developed with a customer or broker turns to a negotiation over a specific load, lane or contract.  They tend to view it as something they may have done wrong in the relationship.  It becomes uneasy very quickly.  Do your best to make the other person comfortable with the negotiating process, also.  The best negotiators and sales people tend to be the best communicators. They know how they want the conversation end and they know how to get there in an easy manner. 


The conversation begins and ends with a purpose.  The higher rate is not slipped in near the end of the conversation, it is addressed and debated during the entire conversation in a polite and consistent manner.  In the spot market, the last thing you want is an auction or bidding type of process where numbers are simply thrown back and forth, it's ineffective and makes you seem greedy and doesn't promote a relationship.  This is true from a carrier, broker or customer standpoint.  If you have a customer who is constantly beating you down on your prices, you eventually lose interest, knowing another a cheaper carrier will ultimately get the business.  Let them have it, eventually they will learn the true cost.  The most important thing to remember is the design of every negotiation.  All of them follow this pattern:

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

Know what rate you want before you discuss the load, this stage is not about the rate,  you want to ask many questions and listen for items about this particular load that will merit a higher rate.  This is "Framing".  You are bringing up the value of your truck for this particular for this particular transaction at this moment in time.  Does the load have to pick up by noon, and your truck is empty, 50 miles away at 8am.?  What are his chances of finding someone else more suitable? and so on.  Have your list in front of you.  This will all become very fluid and fast with a little practice.  If he asks what rate you need, don't answer,  if he offers a rate, don't acknowledge it!  You don't have all of the information you need yet.  Each load you haul is sacred, you only have ONE load you can put on your $100,000+ asset(and don't forget the $200,000 you have spent to find and keep a driver for this asset).  Most of all, take your time.


We will cover the next two stages on the next two blogs, stay tuned...

Upcoming - 2. Deadlock, Stalemate and Arrested Development

Upcoming - 3.  Acceptance and Settlement.  A Transaction is Born!

OWNER OPERATORS - COMPANY DRIVERS - CALL AGXP TODAY!!                                   

VISIT US AT AG-XP.COM 
LIMITED OPPORTUNITY FOR ST LOUIS BASED OWNER OPERATORS AN COMPANY DRIVERS - PREMIUM DEDICATED LANES 
DEDICATED 95% DROP AND HOOK DIVISION FOR STL BASED OPS AND DRIVERS.  2020-2021 FREIGHTLINERS AVAILABLE
REGIONAL ONLY - ST LOUIS AREA to IL,IA,TN,KY,IN, KS, OK and Back 

- SMALL FLEETS WELCOME HERE! 
- Average load weight 20K
- 100% Round Trip Loads
- 50% Loaded, 30% Empty Trailers, 20% Bobtail - ALL MILES PAID!
- Freight available 24 hours a day 7 days per week, never lose a day
- Consistent Revenue for your truck week in and week out
- Minimal waiting, 95% Drop & Hook
- Home Every other Day
- Great Pay
- Guaranteed Pay Per mile
- $3000-$4500 Plus take home after fuel each week
- 24/7 Dispatch
- Assigned Dispatcher
- NO AGE LIMIT ON TRACTORS
- MAINT ADVANCES AVAILABLE 
- LOAD ADVANCES AVAILABLE
- INSTALLMENT PLANS ON LARGE MAINT ISSUES
- QUICK QUALIFICATION PROCESS and SIGN ON! 3-4 DAYS
- 2 HOUR ORIENTATION BY PHONE - no need to travel and sit for days in orientation! 
- Maintenance Advance/Loan Program for our Operators
- Plate Program - Weekly deductions
- Fuel Card
- DEEP Fuel Discounts
- Free Trailer Use
- No forced Dispatch
- Dedicated Dispatcher 
- Abundant Profitable Freight - Never sit

CALL US TODAY! LISA 314-303-7437 OR TOM 314-363-4200 fill out our simple Online App - go to https://www.mycdlapp.com/amglobalexp

                                                                  

We Know Owner Operators!  We understand and provide what it takes to succeed in this business, whether you are a first time owner operator or have been doing it for decades, we provide what it takes to succeed in this tough business! What our Owner Operators have to say:


"I deal with same dispatcher here for everything, I get an answer right away for any question I have and am having one of the best years I've ever had since I bought my truck in 2014..." Tom - St. Louis, MO 


"I have been with American Global Express for over a year, I like having my assigned dispatcher, AJ, always gets me home and gets me the loads I want, I've done better here than anywhere else I've been".... David - Owner Operator, Edwardsville, IL 


CALL US TODAY!!  LISA 314-303-7437

Or fill out our simple online app AG-XP.COM or go to https://www.mycdlapp.com/amglobalexp


AGXP - GREAT COMPANY, I HAVE BEEN WITH THEM 5 YEARS. DEDICATED FREIGHT - GUNRUN82

Phone: 314-620-5536 Website: www.18WheelsofJustice.com/American_Global_Express_MO.html
Copyright 2013 Michael Komadina and 18 Wheels of Justice
Content copyright 2021. 18WHEELSOFJUSTICE.COM. All rights reserved.