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Tip 726: Be prepared to add or subtract. |
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Before you go into a meeting to make some agreement, list your must-haves and nice-to-haves. As your discussions move along, be prepared to offer concessions to "sweeten the deal" for the other person by adding on things you can do. If the other person demands that you give in on certain things, know what items you can remove from the gift bag and take back home with you. All the add-ons and subtractions protect the heart of your agreement so that when you walk away both sides feel as though they've shaped the final agreement. |
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Tip 727: Don't counter an outrageous demand or offer. |
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The term "lowballing" means that someone makes a preposterously low first offer and then edges up only by small steps. If you let this extremely low offer, on price for example, become the bottom range of your negotiations, then the logical and fair price you had in mind before you begin the negotiations becomes the "high" figure. To respond in such a situation, simply refuse to start serious talk until the beginning offer becomes reasonable. |
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Likewise with a demand. If you take someone's demands seriously enough to respond, they'll consider that outrageous demand their starting point. Simply keep silent or respond with humor to let the other person know you do not consider him or her seriously interested in coming to agreement. |
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Tip 728: Be prepared to add or subtract only upon request. |
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Particularly pay attention to this principle when it comes to price. If you've ever traded used cars, you've probably run into the individual who stated his price this way: "I want $4000 for the car. Or, somewhere close. It's in good shape. Of course, it could use new tiresI could knock off $300 for that. $3700 would be a good price." People start stuttering and stair-stepping like this when they feel insecure or worried about the outcomethat the other person will walk away from the deal without even a salute. Never start making concessions until the other person asks you to do so. State your position on an issue and wait. Both of you may be in total agreement from the first step. |
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Tip 729: Add or subtract in small increments. |
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You don't want to offer $400 for an item and then make your next offer $800, or ask for a new company car and then immediately concede that you'll settle for being authorized to use a company credit card for gas. If you make such sudden, drastic movements away from your first position, |
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