When Negotiating - Who Should Speak First
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When you’re negotiating, try to get the other party to tell you what they want from you, first. If they insist upon you telling them what you want, before they tell you what they want, aim high. By that I mean, double, or if the situation warrants it triple, what you would really like to get from the other person. You should make your delivery in a manner that suggests you’re serious, but not too firm. You want to give the impression that there may be room to negotiate. At this point, you let the other person know that you know both of you are playing a cat and mouse game. You’re both feeling each other out.
This of course, is a generic guideline that can be applied to many situations which scope is large enough to be somewhat believable. By the fact that it may just not be believable, you may get a response from the other party that says you’re way off the mark. If that occurs, ask them what they mean by they’re statement. At that point, they will most likely give you input letting you know what they think is reasonable and thus they give you insight into what they really want from you.
This tactic is usually much more affective with larger ticket items, when such as asking for a pay increase, purchasing a car, a home, etc. You will be amazed at how much more you can get when you negotiate in this manner.
Greg Williams - The Master Negotiator
http://www.TheMasterNegotiator.com
http://www.YourEmergingSmallBusiness.com
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