Decisions are largely emotional, not logical: the neuroscience behind decision-making
Get the other party to reveal their problems or unmet objectives.
Build a vision for them of their problem and your proposal as the solution.
They will make their decision because you have helped them feel it is to their advantage and not necessarily because it is logical.
SIMILAR ARTICLES & IDEAS:
While making your final decision, keep in mind that:
Companies like you to submit early in the negotiation and be done with it, so it's best not to fall in their traps and pressure tactics.
Respectfully moving forward, showing transparency and maturity signals to the company that you are not just playing games, and are moving towards a final decision. Being honest, open and communicative is the key.
Negotiating is all about relationship, with communication being the bedrock.
... is a key life skill, an inherently interpersonal activity that requires a good understanding of human psyche, and it is vital to your success.
Instead of making one single offer, try offering 3 possible scenarios: