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Everyone sells
You are a salesperson, whether you like it or not. You're going to convince people to buy into your ideas, services, product, or career path.
It is, therefore, useful to learn how to convince people.
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Negotiating a deal
You want the counterpart to negotiate against themselves.
- Ask them to make the first offer or to initiate the conversation. Let them know that they are the expert; they've done it more. It is more beneficial to get them to open up and show their initial hand.
- When they show their initial hand, you can do the flinch in some fashion, or just pause "hmm" and say, "that is a bit more than I would have expected," and then wait in silence.
- They may backpedal, especially a novice or intermediate negotiator. Then ask, "Is that the best you can offer?" and then pause again.
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More sophisticated techniques in negotiating
It includes:
- Different types of bracketing
- How to make certain concessions
- How to drill into what they want (the needs behind their request, such as being remembered in some way or keeping their branding)
Resources that can help with more advanced techniques:
- Secrets of Power Negotiating, Roger Dawson
- Getting Past NO, William Ury, which is a follow-up of
- Getting to YES, Roger Fisher and Willian Ury
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Avoiding negotiation
You can structure your life to avoid negotiation. For example, you can set policies and systems in place from the start so that you don't have to expend many negotiating cycles.
You may need high amounts of traffic with a high conversion rate to pull that off. It forces you to deliver a higher-quality product.
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