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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